Summary
Overview
Work History
Education
Skills
Timeline
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Matthew Dunk

Matthew Dunk

Bearsted,Kent

Summary

Experienced sales director and business developer with a comprehensive knowledge of the HVAC sector in the UK, Middle East, South Asia and Africa.


A leader and team builder with a passion for skills and professional development.


Experienced channel partner manager, used to handling multiple routes to market.


Accustomed to regional P&L responsibility and strategy planning and implementation.





Overview

25
25
years of professional experience
5
5
years of post-secondary education

Work History

Sales Director Buildings - UK & MENA

Frese A/S
, Slagelse, Denmark
07.2020 - Current
  • Lead the Buildings Sales Teams in the UK and MENA.
  • Develop sales plans for profitable growth.
  • Identify capability gaps within the sales organisation and work closely with HR to identify and implement training and development plans.
  • Develop new routes to market, including OEMs, Systems Integrators, distribution and direct contractor sales.
  • Meet key people and develop relationships within key target accounts, including MEP contractors, consultants, systems integrators, OEMS, potential partners.
  • Develop District Cooling plans for MENA.
  • Implement Implement "voice of customer" initiative and work closely with product management and R&D to identify customer needs and potential new product opportunities.
  • Ensure CRM data is current and accurate and intelligence platforms are followed up.



Sales Director - MENA

Frese A/S
, Slagelse, Denmark
05.2016 - 06.2020
  • Establish Middle East office in the UAE.
  • Recruit and develop Middle East sales team.
  • Increase profitable sales and market share.
  • Evaluate and develop new partnerships and routes to market.
  • Analyse competitor(s) strengths & weaknesses.
  • Implement new CRM and market intelligence platform.
  • Implement "voice of customer" strategy.
  • Develop strong relationships with key target partners in the region.


Sales Director

Frese Ltd
, London, UK
08.2004 - 04.2016
  • Establish Frese Ltd in UK market.
  • Promote Frese pressure independent valve technology by targeting key consultants, contractors, developers and building owners.
  • Recruit and develop UK sales teams.
  • Provide technical seminars and presentations.
  • Implement market intelligence platforms.
  • Negotiate and close major projects.
  • Establish multiple routes to market, including direct contractor sales, OEMs, distribution and systems integrators.

Sales Manager - Middle East & Africa

Hattersley Newman Hender Ltd
, Ormskirk, Lancashire
06.1999 - 07.2004
  • Work closely with distributors and partners in the region.
  • Meet consultants, contractors, developers and building owners to promote HNH products and specifications.
  • Understand market trends and competitor(s) activities.
  • Negotiate project pricing.
  • Implement annual pricing reviews and increases.
  • Produce regional sales reports and plans.


Education

Leadership and Strategy

Henley Business School
Henley on Thames, Oxfordshire
11.2021 - 01.2022

GCSEs -

Vinters Boys School
Maidstone, Kent
09.1983 - 07.1988

Skills

  • Extensive understanding of UK, Middle East, North Africa and South Asia HVAC markets
  • Business Development
  • Strategy planning & implementation
  • Implementation of CRM and intelligence platforms
  • Introduction of new products and innovation
  • Team building and skills development


Timeline

Leadership and Strategy

Henley Business School
11.2021 - 01.2022

Sales Director Buildings - UK & MENA

Frese A/S
07.2020 - Current

Sales Director - MENA

Frese A/S
05.2016 - 06.2020

Sales Director

Frese Ltd
08.2004 - 04.2016

Sales Manager - Middle East & Africa

Hattersley Newman Hender Ltd
06.1999 - 07.2004

GCSEs -

Vinters Boys School
09.1983 - 07.1988

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Matthew Dunk