John Murray
Aberdeen,Aberdeenshire
Summary
Customer-focused Commercial and Sales Leader, successfully contributing to company EBIT growth by delivering significant organisational transformation. Skilled at effective negotiations and able to utilise excellent organisational skills to enhance efficiency and lead teams to achieve outstanding results.
Overview
17
17
years of professional experience
Work History
Head of Region - Europe & Africa
Abyss Solutions
Aberdeen, Aberdeenshire
08.2022 - Current
- Member of the senior team focused on strategy for start-up of business in the UK, covering Europe and Africa region
- Intensive business development activities to establish brand in the region
- Manage all commercial activities, from technology demonstration through bid preparation, negotiation and execution
- Worked with internal and external stakeholders to incorporate UK business entity, insurances and payroll
- Established new office location
Senior VP Sales
EthosEnergy Group
Aberdeen, Aberdeenshire
06.2020 - 08.2022
- Key member of Executive Leadership Team
- Developed and implemented Sales and Commercial strategies for profitable growth
- Set annual sales budgets, delivering in the range of $300M of annual orders
- Optimised sales and commercial procedures to ensure efficient response to customer enquiries
- Talent management and growth of succession planning pipeline
Group Head of Key Account Management
EthosEnergy Group
Aberdeen, Aberdeenshire
01.2017 - 05.2020
- Owned and managed development and implementation of KAM process
- Functional oversight of KAM across the Group
- Owned key customer relationship with Royal Dutch Shell, becoming a trusted partner
- Delivered >20% growth across identified key accounts
Head of Commercial Operations
EthosEnergy Group
Aberdeen, Aberdeenshire
05.2013 - 12.2016
- Provided commercial deal management and contract delivery for Light Turbines business unit
- Managed front end Commercial Management team and Contract Execution team in UK and overseas
- Oversaw and managed tender and proposal process including contract terms negotiation, cost modelling and proposal development
- Conducted commercial risk assessment of contracts in line with Contracting Procedurges Policy
- Managed departmental budgeting, revenue forecasting and departmental key performance indicators
Commercial Manager / Senior Commercial Manager
EthosEnergy Group
Aberdeen, Aberdeenshire
01.2009 - 12.2013
- Commercial deal management and risk assessment for transactional and long term contracts
- Managed customer tender process including terms and conditions negotiations, financial modelling and proposal development
Education
Bachelor of Arts - Business Management
The Robert Gordon University
Aberdeen2004
Skills
- In depth understanding of commercial tendering process
- Negotiation of customer contracts (T & C’s, pricing, contract variations)
- Knowledge of industry standard contracting templates
- Accredited as “Approved Contracts Advisor“‘ as part of Wood Group internal training and development programme
- Practical understanding of strategic and conceptual selling
- Contributor to overall P&L management
- Effective communicator and confident team leader
Timeline
Head of Region - Europe & Africa
Abyss Solutions
08.2022 - Current
Senior VP Sales
EthosEnergy Group
06.2020 - 08.2022
Group Head of Key Account Management
EthosEnergy Group
01.2017 - 05.2020
Head of Commercial Operations
EthosEnergy Group
05.2013 - 12.2016
Commercial Manager / Senior Commercial Manager
EthosEnergy Group
01.2009 - 12.2013
Bachelor of Arts - Business Management
The Robert Gordon University