Ian B. - B2B Commercial Manager

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Fleckeby, Germany

Experience

Mar 2013 - Jan 2024

10 years 11 months

Senior Proposition Manager

BT

Led, influenced, and drove the development and delivery of a range of outcome-focused propositions as part of BT’s Fixed Mobile Convergence, IP Voice, Collaboration and Contact Centre portfolio (£41m revenue, £699m EBITDA in 2023/24)
Assessed, defined and translated customer needs and market trends into development roadmaps and impactful go-to-market plans
Developed and launched Fixed Mobile Convergence propositions: BT One Phone Office and BT One Phone Mobile, and simplified proposition post-launch to drive business growth
Developed and launched IP Voice & Collaboration propositions: Cloud Voice SIP, One Voice SIP, One Cloud Cisco, Cisco Webex and Microsoft Teams, and built BT’s PSTN replacement portfolio to support IP Voice migration
Developed and launched Contact Centre propositions: Genesys, CCNG, Cisco Webex Contact Centre, Five9 and Anywhere365

Mar 2012 - Dec 2012

10 months

Senior Sector Marketing Manager, Commercial (Contract)

2e2

Focused marketing programmes targeting retail, professional services, utilities and energy, transport and travel, betting and gaming, construction, national security and defence sectors to drive new business and customer growth
Introduced customer charter and heat mapping, campaign development and management, profiling, sales enablement and training, vendor/partner mapping and campaigns, executive engagement, events and sector messaging including industry market insight papers, opinion pieces and collateral

Oct 2004 - Dec 2010

6 years 3 months

Corporate Acquisition Manager/Head of Market Development

Orange/Everything Everywhere

Developed and delivered acquisition marketing strategy and plan to drive new connections and growth (c1.2m subscribers, c£300m in 2010), supported by full KPIs and a £1.8m communications budget
Increased new business acquisition from 5% to over 50% in three years through sales transformation, training, pipeline management and alignment with corporate marketing programmes, delivering over £23m new contracted revenue in 2010
Developed and managed corporate marketing programmes generating over 5,000 leads and opportunities and delivering over £8m new contracted revenue through integrated ATL/BTL activities, telemarketing and events
Developed and launched a targeted approach to new business acquisition and an executive engagement programme
Managed and delivered Orange’s flagship national roadshow event for three years, including marketing, PR and sponsorship
Managed a team of two acquisition marketing managers and cross-functional teams to deliver all corporate marketing programmes

Jan 2004 - Oct 2004

10 months

Senior Proposition Manager

T-Mobile

Developed, delivered and launched T-Mobile’s first 3G and Wi-Fi data proposition, Mobile Laptop Access for Corporate, SME and VSE customers, including business case development, forecasting and end-to-end proposition design (products, pricing, devices, service, positioning and key messages)

Sep 2002 - Jan 2004

1 year 5 months

Proposition Manager

Vodafone Limited

Developed and managed the data connectivity portfolio of products, including Mobile Connect, Wi-Fi access and Paknet (Vodafone’s radio network)
Managed the development and launch of Vodafone’s first 3G data proposition, 3G Mobile Connect, to the corporate channel

Sep 2000 - Sep 2002

2 years 1 month

Marketing Communications Manager

Peramon Technology

Developed and implemented an integrated marketing plan to promote Peramon’s corporate positioning and suite of mobile internet B2B applications, including brand, PR, web, campaigns, advertising, events and alliance/partner programmes
Worked with the business to develop compelling propositions for the product portfolio
Managed marketing budget and PR, design and print agencies

Apr 2000 - Sep 2000

6 months

EMEA Marketing Communications Manager

Motorola Internet and Networking Group

Managed a team of five regional marketing communication executives and PR, print and design agencies
Developed and executed an integrated communications campaign across seven countries

Apr 1999 - Apr 2000

1 year 1 month

EMEA Channel Marketing Manager

Motorola Internet and Networking Group

Worked with partners to develop and manage marketing programmes to drive increased revenue and sales
Managed cross-Atlantic relations, ensuring regional market differences were integrated into product roadmaps and global marketing activities

Oct 1998 - Apr 1999

7 months

Product Marketing Manager

UniqueAir Limited

Produced budgets, forecasts and corporate plans, identified and reviewed strategic opportunities through financial analysis and risk assessment
Developed and managed focused marketing campaigns to secure the success of new and existing tariffs

Sep 1996 - Sep 1998

2 years 1 month

Channel Marketing Executive

UniqueAir Limited

Provided competitor analysis and ongoing channel performance and churn analysis to develop monthly promotions and manage channel communications
Planned, implemented and managed marketing programmes, including promotions, incentives, exhibitions and corporate hospitality

Jul 1993 - Jul 1994

1 year 1 month

Marketing Communications Executive

International Computers Limited

Managed a series of road shows, exhibitions, seminars and corporate events
Managed the design and production of sales brochures, invitations, case studies and customer newsletters

Summary

I am an ambitious and creative, commercially focused marketeer and communications professional, seeking a new challenge to further develop my management career.

I have over 25 years of experience working in IT and Telecommunications in the UK and internationally. I have worked in both large and small organisations, including start-ups in a variety of product and proposition management roles.