More than 25 years selling technical products for premium and market-leading manufacturing brands. Over that time I've owned a P&L, built channel partner strategies around quantitative and qualitative rebates, and developed the people who deliver the results.

 

Brecknell Segment Manager · Avery Weigh-Tronix · 2023 to present

Running a $7m global weighing business end to end, reporting to the VP-GM.

• Full P&L ownership across sales, marketing, pricing, product roadmap, suppliers and route to market

• Overall margin grown, despite significant tariffs

• US rep agencies, $1m-scale key accounts and about £1m of European accounts managed directly

• Cost to serve reduced across the smallest 30% of accounts, improving commercial efficiency

 

Sales Manager, UK & Rest of World · Brecknell · 2020 to 2023

Making the distributor channel more profitable and easier to buy through.

• Repriced the whole customer base, raising margin percentage with no loss in gross margin

• Partner Programme launched to build distributor loyalty and growth

• "Where to Buy" links taking buyers from product pages straight into partners' online baskets

• Remit extended to North America; brand refresh and new website delivered

 

National Sales Manager · Carel UK · 2017 to 2020

Number two to the MD at an HVAC-R controls business.

• Distributor channel built, with a Partner Scheme for the top distributors

• Terms, discounts and rebates redesigned to reward growth

• National sales and contractors teams led and coached

 

Key Account Manager · Schneider Electric · 2007 to 2016

Growing share for a global leader through UK national wholesale.

• Negotiations led with Wolseley, CEF, Rexel and Senate (£2m to £14m accounts) and buying groups AWEBB, Fegime and MIDA

• Bulk deals of up to £1m

• Director-level relationships across the wholesale channel

 

Channel Marketing Manager, Telemecanique · Schneider Electric · 2004 to 2007

Driving growth through specialist automation distributors.

• "Width of wallet" rebates rewarding partners for buying across the range

• Rebate and training programmes supporting partners selling into OEMs

 

Sales and Marketing Manager · Goliath International Tools · 2003 to 2004

Reporting to the MD and taking over from the retiring Sales Director.

• Internal sales teams turned from order takers into proactive outbound sellers

• Full rebrand: logo, literature and website

 

Product and Brand Manager · Glynwed (Durapipe and Philmac) · 1998 to 2003

Building premium brands through merchants and distributors.

• Channel relationships with Wolseley, Travis Perkins, BSS, Pipeline Centre and Cromwell

 

Developing people

• Coached a Technical Support member into a Global Product Manager and onto a Strategic Marketing Manager

• Sales teams coached to use marketing tools to sharpen their sales strategies