ANDREW GUILD

My role mainly consists of evaluating existing business models, and identifying areas of improvement to increase revenue generation potential. However, my experience is all encompassing, including the many other areas which connect with the Commercial or BD functions within a client's business.

Areas of Expertise:

• Developed complete business plans and operational strategies for new and existing business.
• Increased client satisfaction by implementing tailored solutions for their unique business needs.
• Established and maintained relationships with key stakeholders for growth opportunities and successful partnerships.
• Led process improvement initiatives that resulted in streamlined workflows and increased overall efficiency within organisations.
• Identified growth opportunities for clients by conducting thorough financial and risk assessments.
• Led restructuring of organisation internal processes and reporting structures, resulting in improved performance.
• Established strong client relationships through excellent communication and negotiation skills to secure long-term contracts.
• Designed and implemented training programs for client staff, boosting their skills and performance.
• Analysed financial data to identify cost-saving opportunities for clients.
• Conducted in-depth market research to identify trends, informing strategic decisions.
• Created financial models to forecast business growth opportunities for clients.
• Developed risk management plans to protect clients against potential threats.
• Developed comprehensive business strategies for clients, leading to improved market positioning.
• Crafted customised marketing strategies that increased brand visibility for clients.
• Assessed competitive landscapes, providing clients with strategies to outperform rivals.
• Evaluated customer needs and feedback to drive product and service improvements.
• Evaluated staff performance and provided coaching to address inefficiencies.
• Devised and implemented processes and procedures to streamline operations.
• Collected, arranged, and input information into database system.
• Created and managed project plans, timelines and budgets.
• Enhanced client leadership skills by conducting personalised coaching sessions and providing constructive feedback.

Using skills in Business Development, Corporate Negotiation and Operations Management, revenue streams have been broadened, commercial sponsorships have increased by 20% and the sales and marketing functions have been streamlined.

Kelty Hearts's brand has been reinvigorated and provides more attractive qualities as a potential commercial partner. The club's reach to national and international sponsors has been critical to its evolution from solely partnering with local organisations. These have been attracted by the introduction of an innovative Corporate Club, which operates as a BD tool for its members, and the creation of a collaborative relationship with CHAS, offering sponsors many engaging CSR opportunities.

My skills in Sales, Business Growth and Development, Human Resource Management, L&D, Corporate Negotiation, Operations, Customer Service, and Recruitment allowed me to compliment the tech capabilities within the organisation.

Self-motivated, with a strong sense of personal responsibility. I am a very hands-on leader, getting involved in almost every aspect of the business, with a view to constantly improving our commercial performance and service.

Responsibilities:

• Creating an annual revenue growth of 26% and increasing the value of the business by over 40%, since 2021.
• Identifying key sales targets, growth of sales volumes, repeat business, nurturing high-value clients and negotiating retainer contracts.
• Strategising, managing and directing the sales and marketing functions.
• Utilising the CRM to enhance the customer experience and increase the frequency of repeat business.
• Heading up all high-value commercial negotiations with domestic and international clients.
• Successfully, expanding and flexing the team of full-time staff and freelance consultants to service a growing technical offering.
• Growing the company into new market sectors as well as international locations has been a prime focus and has proven to be very successful, with high-value projects secured in the UK, Austria, USA and Saudi Arabia.
• Managing the company's P&L, ensuring a steady growth target is tracked and achieved.
• Creating performance targets for individuals, teams and the general organisation.
• Nurturing management within the business, helping set KPIs and carve development pathways.
• Creating and executing digital marketing strategies via PPC, SEO and Social Ad channels.
• Identifying and partnering with other tech businesses to help rapidly expanding the digital offering.
• Managing the HR, L&D and Recruitment functions for a multi-disciplinary team.

When I began my role with Gizmo Packaging Ltd., my main objective was to help scale the business in new industries and improve our geographical reach.

Strengthening the business's long-term IP strategy was crucial to its success. Therefore, a deep understanding of patenting, trademarking and licensing contracts was required.

Programme Management and Business Development were my core initial responsibilities within this role, which further expanded into more comprehensive international HR and Recruitment responsibilities as demands for our technology increased.

This prompted me to complete my CIPD Lvl 5 Diploma, whilst operating a very intense project management schedule.

• Under my management, we successfully launched products in Japan, New Zealand, Australia, the USA, Canada, Germany, and the UK.
• Global brands such as Pernod Ricard, Suntory and Artistry are all now using our technology as part of their agenda to improve the use of renewable bottles/containers, reduce the environmental impact of distribution and provide their consumers with an exciting user experience.

Responsibilities:

• Identifying potential customers, assessing their value and creation of a commercial strategy to bring attention to the value of our proposition.
• Engaging complex corporate negotiations, with a view to securing high-value contracts with internationally renowned brands.
• Managing a flexible core team of designers and engineers based in the UK and utilise international resources in Slovakia, Germany, and the USA to complete innovative commercial contracts for our closure technology.
• Operating as 'Quality Control' for all new innovation projects, filtering them before we invested in IP or launched a commercial strategy to approach new customers.
• Project managing high-value, confidential R&D projects for a range of well-known household brands.
• Creating and coordinating resource plans for complex, international, high-value R&D projects and executing their demanding resourcing requirements as the project's demands rapidly accelerate.
• Designed and implemented succession planning initiatives, preparing the organisation for future leadership transitions.
• Oversaw benefits administration, providing competitive offerings while maintaining cost-effectiveness for the organisation.

My main aim with Mov8 was to create a high-performing sales team, which catapulted the firm to pole position for selling residential property in the Edinburgh and Lothians.

Additionally, a business structure was to be founded to provide a platform for growth. This included; the creation of a brand new conveyancing and private client department, creating an operational plan which suited both the multi-branch and centralised office models, the restructuring of the marketing and sales function, and negotiation of new partnerships with other legal firms, marketing or tech providers.

Responsibilities:

• Thorough knowledge of Law Society Guidelines
• P&L analysis
• Creation and management of the sales strategy
• Project management
• Staff scheduling across multiple sites
• Facilities Management
• Career progression mapping
• Operations Management
• Recruitment and talent sourcing
• Business Development
• Creation and management of L&D programmes
• Delivering sales targets to be the best in our operative region
• Negotiation coach
• Utilising data from our CRM, to generate fresh revenue
• Complaints Officer

• Multi-site Manager (three branches)
• Highest recorded property sales and listings in the county of Angus, according to TSPC data.
• Client Relations Management (Private Client and Property Sales)
• Facilities Management
• Sales and Marketing Management
• Recruitment and Talent Sourcing
• Managed team of seven regional sales representatives and consistently achieved high sales targets, surpassing those set within more lucrative regions.