Kenny is a highly successful deal architect with over 30 years’ extensive experience operating in a customer facing, commercial environment for a complex organisation. A very highly skilled manager with a proven track record of managing transformational change programmes. He would like to support his local community by using the commercial skills that he has developed to help and support others. His drive and enthusiastic leadership style has allowed him to influence people to deliver excellent, sustainable results, whilst maintaining an environment based on honesty, trust and professional integrity.
Deal Architect BT GlobalServices 2009 – Present
Reporting to the UK Managing Director for global sales enablement, responsible for providing in-country sale and process support and training on a number of key technologies.
Carried out a comprehensive review of global systems and processes. Identified significant inefficiencies and a lack of alignment. Developed options to create a standard set of tools and processes to be used globally. Rigorously assessed the associated risks and defined a global model with an appropriate governance structure better aligned to customer need. Obtained Board approval and engaged with in-country stakeholders to evaluate training needs and secure stakeholder buy-in. Led the implementation creating a global network of self-sufficient sales teams, globally reducing costs by 45%.
Instigated an extensive analysis of sales team product knowledge. Identified significant dependency and generated possible solutions to empower the team to do more with less dependency on support functions. Evaluated the risks focussing on maintaining service standards and formulated a training plan. Proposed the plan to senior management for approval and communicated to all key stakeholders. Led the implementation of the new training and workshop plan and as a result improved employee empowerment and increased the number of employees working without support by 30%.
Support Manager BT Global Services 2008 – 2009
Reporting to the Head of Sales Support and enablement, responsible for providing commercial and operational support to the market units in the UK.
Led an in-depth analysis of customer satisfaction in line with a company-wide ‘Right First Time’ initiative. Identified customers commonly receiving incorrect contract documentation and generated possible solutions. Examined attached risks and developed a ‘last line of defence’ approach to ensure all contracts are reviewed before being delivered to customers. Obtained executive buy-in and communicated the changes extensively. The new approach has significantly increased customer satisfaction levels.
Performed a comprehensive review of win/loss ratios. Recognised potential to significantly improve win rate by eradicating the need for multiple customer sales visits. Engaged with sales teams to identify key reasons for return visits and constructed viable approaches. Assessed and mitigated risks and created a quick reference document to enable the sales teams to answer customer queries without leaving site. Secured senior management consent and managed the distribution and associated communications. The reference guide has resulted in a 45% reduction in return visits; significantly improving win rate.
ICT Development Manger BT Global Services 2004 – 2009
Reporting to the UK Director of SME UK sales, responsible for providing leadership, guidance and commercial Strategy.
Led a detailed analysis of the current SME business model and associated market. Established inefficiencies in customer engagement and identified potential to increase revenue. Generated possible solutions and examined the attached risks. Formulated a strategy to capitalise on revenue opportunities whilst matching the needs of the business and our customers. Outlined the proposed changes to senior management for support and clearly communicated the changes to key stakeholders. Managed implementation, resulting in £5m of extra revenue for the business.
|Senior Sales Manager
||BT Global service
||2008 – 2009
||BT Global service
||2004 – 2008
|Senior Technician D1
||BT Global Service
||2003 – 2004
||BT Global service
||1998 – 2003
||1988 – 1998
||1988 – 1988
QUALIFICATIONS & TRAINING
HND Mechanical & Electrical Engineering
Management Skills Awareness Programme
BT accreditation in over 55 Courses ranging from Engineering to Sales
Cisco Advanced IP Communication Sales Specialist
Cisco Meeting Place Sales
Cisco Meeting Place Pre-sales Engineer
Mitel Gold Sale Specialist
Interests: Golf, Rugby, Football,
I am currently the Vice Chair of the Governing Body at Crowlands Primary School and have been since 2012, as well as Chair of their Leadership & Management Committee.
I also hold a role as a Trustee at Havering Citizen Advice Bureau.