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General Manager

Work Experience

SUMMARY

The attributes required to build an effective team, create new opportunities and win business are foremost in the skills that have been developed in the defence industry. The time spent working in the USA, Canada and France has also brought an understanding of the importance of clear and well thought out communications. Technical understanding of a multi disciplined business has been gained from a research and systems background, including being a patent holder. The necessary skills in management of major programmes has been gained in the defence environment with complex training equipment and service supply contracts to UK and overseas customers, often working with other major UK defence primes.
The dimension of managing a team and large technical staff has been developed over a period of about 17 years at Board, General Management & Director level in a technical field of software and hardware engineering in three countries. Through all of these activities, I have pursued the goals of the Companies with energy and commitment.

RECENT ACHIEVEMENTS

· Gross Margin improvement of 23% due to change of market focus
· Gained access and reference contracts in 3 new market sectors
· Gained new product acceptance within the highly regulated ATC Communications market (CAA)
· Developed teaming partnerships to fill product gaps within 2 large multinational companies allowing new routes to market
· Increased product visibility by strategic advertising and exhibitions
· Externally funded new product development increased from about 1% of turnover to 9%



WORK HISTORY

1997- General Manager -ATC & Defence Communications Division of Drake Electronics

Responsibility for building the Defence & Air Traffic Control Communications business within this predominantly broadcast, voice communications company. This included proposing new developments, marketing, technical support and sales activities. The initial building of a business plan and the development of the necessary business processes, sales team skills and tools.
Major programmes established and partnerships developed to enable rapid business growth in a new business sector. Gaining acceptance by the major customer sectors like DoD, MoD, Services and significant civil customers such as the oil exploration sector.
Establishing the Drake communications product on large programmes like Global Hawk for the DoD has meant long term order commitments and a reference within the very large market sector of USA defence communications. The same has also been undertaken in the oil exploration communications market, where we are now becoming a reference supplier.

Two significant teaming relationships were developed. The first to fill gaps in the large multinational companies product range. The second to allow the company to enter a new business sector complimentary to our products. These relationships have allowed a small cost of marketing and sales to develop a significant new revenue stream.




1996-1997 Scientific Director Thomson CSF (Now Thales)

The Technical Directorate was created, to promote and develop the technical capability of Thomson CSF. The charter of this Directorate was to co-ordinate all the business development and R&D across the business units and promote the technical capability of the Company. In this role for the UK, I reported to the Technical Director of Thomson Training & Simulation in France and co-ordinated all the external activities of TT&S in the UK. This involved contact and participation with government organisations such as the MoD, Science Policy Research Unit (SPRU), DTI, DERA, DMA and EPSRC.
I have negotiated joint projects with several Companies in Europe and undertook some significant positions within Industry/ Government groups:
· Member of the Synthetic Environment Management Board.
· Chairman of International Training & Education Conference 97 in Lausanne
· Chairman of "Technology Foresight" SE & Simulation WG.
· Member of an EPSRC steering group for Complex Products and Services.

1989-1996 Engineering Director Thomson CSF/Link Miles

This job was in several phases including, the move from a combined civil and military engineering organisation of about 520 staff, to two operations. The prime task in this phase was to produce an effective management team, that was able to perform in the most challenging contractual and technical environments. The resulting team produced major development on time and in budget.
The fields of work include complex optics for high resolution visual systems, head and eye tracking systems for pilot display systems and electronic and hydraulic systems to represent the forces encountered by the pilot in a high G environment. The computing systems also needed to be able to represent the simulated world in real time.
The purchase of Link-Miles by Thomson CSF was my third experience of a major acquisition, this time as an active participant and board member. The final phase was the purchase of Rediffusion and the move to Crawley Sussex, with all the associated differences in employee conditions and relocation. The combination of merging different working practices, culture and conditions, was a very significant task. Many significant achievements with long term impacts, including: Obtaining the first contract for a UK Smart Procurement Synthetic Environment (SE) and taking an active part in establishing and promoting Thomson CSF in the UK.



1985-1989 Director -Tornado Training Link - Miles

Responsible for all Tornado aircraft training equipment contracts including new business, programme management, engineering and contract administration for very complex full mission training devices. The negotiation of the Saudi Arabia Tornado contract, working closely with a large UK prime, was very successful and produced many training contracts and a long term customer relationship. (Circa £150M)


1982-1985 Technical Director Burtek USA

Brought in by the new management team established by Thomson when they purchased Burtek, my role was to change the working practices of Burtek in order to allow US Military contracts to be obtained. (DoD1000 system, Software and Hardware Standards, Processes and Practices). New defence contracts for C141, F18 and B1B were obtained and executed on time.




1980-1982 Manager Design & Support CAE Canada

Employed at a time when CAE engineers were on strike, the initial task was one of unification and reconciliation. The main task was then to improve the performance and innovation capability of the technical development and design departments. Many significant industry development achievements over a relatively short period of time. Gained additional responsibility for the department that provided customer technical support. Providing new services such as world wide on-line support and software upgrade direct from our base.

Education

Royal Aeronautical Society -MRAeS
Brighton University MA
IMC Financial Management Course
5 Year Technical Apprentice Allen West
Brighton University & Imperial College London
ONC, HNC, C&G Data Processing, C&G General Certificate
(Mechanical & Electrical/Electronics Engineering)
FAA Pilot Licence Number 2266681

Skills

Change Management due to mergers and acquisitions. Management restructuring. Market analysis and strategy development. Risk analysis and management.

Prior technical experience: includes Software and Hardware R&D in the USA and UK. Software system engineering and project team management. This was mainly in the field of large mainframe computer peripheral and DMA interface design. More recently as a secondary role, Intranet design using IIS4/5, ASP, JSP, XML, HTML on a world wide Virtual Private Network (VPN).

Languages

Basics of French.

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