Iain McGregor
Sandyhills
Summary
Accomplished Sales Director with a proven track record at Ichor Systems Ltd, achieving a turnover increase to $16.5M through strategic sales and market penetration. Expert in negotiation and client relations, I excel in driving growth and exceeding sales targets in international markets. Demonstrated success in staff management and Salesforce proficiency, ensuring over 80% customer satisfaction.
Overview
27
27
years of professional experience
Work History
Sales Director
Ichor Systems Ltd
01.2017 - Current
- Ichor Systems Sales Director responsible for Global sales and service
- Leadership responsibilities for Sales
- Ichor hold the licence for the remanufacturing of Lam Research Corp legacy systems
- Turnover 2019 $8.6M and AOP 2020 $16.5M
- Capital equipment, remanufacture systems, system upgrades, service contracts, bespoke engineering solutions and customer training
- Ensure customer servicing is to the highest level and are customer satisfied
- Customer management through regular visits to key account holders, building customer relations, ensuring sales, service commits are being met leading to customer satisfaction
- Over 80% of the year spent travelling
- Financial planning and reporting
- Ensure profit margins are maintained, customer acceptance achieved, and final payment received in a timely manner
- Proven track record in sales and business development (new customers, new technologies and system upgrades)
- Actively seek new sales opportunities, follow up on sales leads, for new technology, service engineering and e-commerce leads
- Implemented SalesForce.com CRM system for the sales teams
- Well experienced in contract negotiations
- Prepare sales and service strategies, identifying business sectors and key customers
- Assess and report on competitor activity and product analysis
- Report weekly on customer status
- Report monthly on quote status and KPI’s
- Post order, co-ordinate technical details of the sales orders with the factory ensuring customer ordered matches the delivered system
- Co-ordinate delivery timelines to ensure on time delivery and within budget
- Scheduling the service organization
- Track technical support enquiries to ensure timely and successful closure
- Continuous improvement reviews for service and factory teams
- Prepare scope of works for the service team
- Project manage installations, warranty processes and after sales support
- Continuous improvement with Manufacturing and Service Teams post installation then post warranty reviews
- Drive regular management meetings maintaining focus and drive to achieve common goals
Business Director
Tetreon technologies Ltd
01.2004 - 01.2017
- Company Overview: Tetreon is a quality equipment and service supplier to the high tech business sector
- Business Director responsible for Global sales, service and business development throughout the world
- Leadership responsibilities for Sales, Engineering, Manufacturing, Service, Purchasing and Parts departments
- Turnover 2017 $11M
- Capital equipment, remanufacture systems, system upgrades (hardware / software), service contracts / visits and parts sales
- Ensure customer servicing is to the highest level and are customer satisfied
- Customer management through regular visits to key account holders, building customer relations, ensuring sales, service commits are being met leading to customer satisfaction
- Over 80% of the year spent travelling
- Financial planning and reporting
- Ensure profit margins are maintained, customer acceptance achieved and final payment received in a timely manner
- Proven track record in sales and business development (new customers, new technologies and system upgrades)
- Marketing the Thermco products, release of the new website, the rebranding of Thermco, prepare presentations (technical and sales) and brochures
- Responsible for Agent selection, contract signing and performance reviews
- Attend regular agent meetings to review quote to order ratios, service activity and assess customer satisfaction in the territory
- Authorise quotations and sales forecasts
- Work with the sales manager to prepare for trade shows determining products and new / existing process to be promoted
- Actively seek new sales opportunities, follow up on specific leads from sales team for new technology, service engineering and e-commerce leads
- Implemented SalesForce.com CRM system for the sales teams
- Authorise responses to public and private tenders
- Tender experience in UK, France, Germany, Russia, Poland, Czechs Republic, India, Singapore and China
- Well experienced in contract negotiations
- Prepare sales and service strategies, identifying business sectors and key customers
- Assess and report on competitor activity and product analysis
- Report weekly on customer status
- Report monthly on quote status and KPI’s
- Post order, co-ordinate technical details of the sales orders with the factory ensuring customer ordered matches the delivered system
- Co-ordinate delivery timelines to ensure on time delivery
- Scheduling the service organization, for service agents and field service engineers
- Track technical support enquiries to ensure timely and successful closure
- Continuous improvement reviews for service and factory teams for new technologies, applications and bespoke solutions
- Prepare scope of works for the service team
- Technical support for service and factory for new technologies, applications and bespoke solutions
- Project manage installations, warranty processes and after sales support
- Continuous improvement with Manufacturing and Service Teams post installation then post warranty reviews
- Instigate supplier reviews to maintain quality, delivery and after sales service
- Spare parts management on and off shore accounts
- Manage the technical support for field service engineering and parts support
- Continuous improvements for business processes, technical processes, operations and supply chain
- Export management through government bodies for systems going to Russia
- Regular management meetings maintaining focus and drive to achieve common goals
- Tetreon is a quality equipment and service supplier to the high tech business sector
Site Manager
INTEL - Retronix Ireland
01.2002 - 01.2004
- Site manager at Intel in Dublin
- Responsible for a flexible workforce of 340, a mixture of 270 operators and 70 engineers
- Annual contract value €19.5M
- Grew onsite support from 17 engineers to 70 engineers and 270 operators over a 12 month period
- Responsible for safety training and certification for onsite staff
- Implemented Intel’s safety policies through training programs and safety management systems
- Prepared quotations and cost models for engineering and operator support
- Corporate contract negotiations for ongoing project expansions
- Established working practices that countered co-employment issues
- Managed the screening process for potential candidates to satisfy demand
- Developed support structures to manage this large workforce
- Taking the form of shift coordinators and safety officer
- Established operational structures to manage the day to day running of such a large operation
- Implemented KPI measurement and systems to report contract to the customer on a weekly basis
- Successfully negotiated service contracts with Nikon Precision for worldwide installation services
- Rolled out the IFO support model to other INTEL sites
European Technical Support Manager
Tokyo Electron Europe Ltd.
01.1998 - 01.2002
- Company Overview: World class semiconductor production equipment manufacturer
- Main manufacturing based in Japan and USA, with service and support facilities throughout the globe
- Monitor and report on safety performance throughout the EU
- Driving safety related procedural processes and equipment design changes
- Maintain the safety personnel record database
- Direct and motivate a team of 60 field service engineers throughout Europe
- Manage all technical issues throughout Europe – warranty hardware and process related ensuring timely closure to said issues
- Identify technical and safety training needs developing European based engineering staff
- Co-ordinate technical requirements with the manufacturing centres in Japan
- Cost, quoted and negotiated service contracts and paid service visits
- These ranged from single day visits to 24/7 maintenance contracts
- Prepared technical assessments for equipment to be upgraded or modified and quotations based on these assessments
- Coordinated equipment upgrades and modifications, ensuring successful acceptance and timely final payment
- Sales support in the shape of a technical sales role for the local account managers
- Prepared service, sales budgets and forecasts
- Regular customer and factory visits
- Customer base in the EU
- Factory based in Japan, Tokyo, Sapporo, Tohoku and Yamanashi
- Project managed high volume customer installations
- Awarded TEL Employee of the Year award for commitment and achievements in Customer Satisfaction
- World class semiconductor production equipment manufacturer
- Main manufacturing based in Japan and USA, with service and support facilities throughout the globe
Education
Higher National Diploma - Electrical and Electronic Engineering
Caledonian University
01.1989
Skills
- Skilled Negotiator in Contracts
- Negotiation expertise
- Order management
- Market penetration
- Staff management
- Territory management
- Competitor analysis
- Market trend analysis
- Key performance indicator tracking
- Salesforce proficiency
- Business development
- Sales expertise
- Sales pipeline management
- Client and stakeholder relations
- Sales strategies
- Business development and planning
- International markets
Hobbies and Interests
- Running
- Photography
- Music
- Cooking
References
References available on request.
Earliercareerhistory
- 01/01/97, 12/31/98, Tokyo Electron Europe Ltd., Product Supervisor UK
- 01/01/95, 12/31/97, Tokyo Electron Europe Ltd., Field Service Engineer
- 01/01/94, 12/31/95, Seagate Microelectronics, Senior Engineer
- 01/01/93, 12/31/94, Digital Equipment Corporation, Shift Engineer
- 01/01/89, 12/31/92, NEC Semiconductors, Senior Engineer
Accomplishments
- Employee of the year
- Invited to the free trade agrement signing at
Timeline
Sales Director
Ichor Systems Ltd
01.2017 - Current
Business Director
Tetreon technologies Ltd
01.2004 - 01.2017
Site Manager
INTEL - Retronix Ireland
01.2002 - 01.2004
European Technical Support Manager
Tokyo Electron Europe Ltd.
01.1998 - 01.2002
Higher National Diploma - Electrical and Electronic Engineering
Caledonian University
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