Adviser Profile

Name	McCARDEL, Philip
Expertise	Business Development Change Management Trouble Shooting Analytical Problem Solver Maximising productivity and profitability Financial Controls Staff Development

Career Summary

High calibre Business Development Manager with a proven strategic and operational track record. Successfully developed small business network with multi-function operations and within high profile sales/retail environments

CALOR GAS LTD - Business Development Manager (Scotland) (1998 - 2001)

My role as business development manager in Scotland was to act as a business consultant to a strategic network of small companies. This work involved devising an individual Business Plan for over 50 companies operating across Scotland, and then working with them to achieve the agreed plans. Within each plan was a summary market position, including a detailed s.w.o.t analysis, a financial summary, a sales and marketing plan and a variety of sections appropriate to the particular area and demographics of the individual company.

My achievements were measured against clearly defined criteria within each plan, and reviewed quarterly and annually against agreed targets. The target areas varied from debtor days for controlling cash flow, new product sales through sales promotion and advertising, health and safety management through risk assessment and training and customer management through service monitoring and staff training.

Within my remit was the establishment of new distributors, which involved starting up with new companies and included dealing with finance sources (public and private), legal agreements for trading and property and working closely with each new outlet through mentoring and providing support, until they became established.

Sales Manager, Network Development, Scotland/North England (1996 - 1998)

Develop and implement strategic action plans to restructure a network of third party sales outlets. Manage acquisitions and disposals, with capital expenditure of £2.5m and annual rates of return of 28%. Manage the 6 company-owned distribution and retail outlets within Scotland and Northern England. Turnover £5.5m and operational staff of 35. Full P&L responsibility. Ensure all business operates to targeted budgets including all sales, costs and contribution targets. Day to day planning of all operations, including stock, range, space, communications, training and succession planning.

Achievements

• Increased profits on company-owned distribution and retail outlets by 6% in the first year.
• Co-chaired a national project development team to redesign the company's network strategy, including a full assessment of Group sister companies within Eastern Europe and South America.

Regional Sales Manager, Cylinder Markets, Scotland (1993 - 1995)

• Manage the salesforce in driving all cylinder sales and network-related issues.
• Sales revenue: £12m.
• Maximise sales, distribution and profits to achieve company set targets.
• Key account management and development. Negotiate with clients at senior level.
• Maximise customer service and satisfaction.
• Manage revenue budget and control margins and costs.

Achievements

• Increased the region's market share by 4% in 2 years through an aggressive sales strategy.
• Exceeded the regional profit target by 3% through the implementation of stringent margin and pricing management.
• Introduced a new network sales incentive scheme, subsequently rolled out in France and Eastern Europe.

District Sales Manager, West of Scotland (1989 - 1993)

Field Sales Manager (1988 - 1989)

Retail Centre Manager, Edinburgh (1985 - 1988)

Salesman - Contracts Markets (1981 - 1985)

AFTON TEXTILES Production/Sales Co-ordinator (1979 - 1981)

BMK CARPETS Production Control Manager/Assistant Manager (1972 - 1979)