ASSIGNMENT TYPE:
Transformation
Business transformation & modernisation
SECTOR
UK bulk alcohol ingredients distributor (B2B)
BUSINESS TYPE
Private
£25m t/o
ROLE
Interim CEOSITUATION
Privately owned, established and under-invested business serving the UK food manufacturing sector, lacking leadership and strategic direction, requiring significant remedial action. Business transformation and modernisation project to re-platform the business for future health and commercial viability.TASK
- Purpose: root and branch complete strategic review
- People: assess and address leadership and company-wide capability
- Process: systemise all business operations
- Financial: remove complexity and cost throughout the value chain
- Future: develop NPD pipeline and re-engage strategic B2B customers for future growth and relevance
ACTION
Creation and implementation of a tailored transformation program, including:- Development of near-term and long-term business priorities based on a thorough end-to-end operations and business processes review
- Talent and organisation assessment, re-design and restructure
- Implementation of key business measures and controls (financial, operational, commercial, HR & H&S) with associated MI reporting
- Design and implementation of a new ERP business system with modern BI & CRM
- ‘Grape-to-plate’ procurement and product portfolio review, supported by consumer-based insights and NPD stage-gate process creation
- Financial review of CAPEX / input pricing / activity-based costings / portfolio selling price structures and trade terms
RESULTS
- Clear 3-year strategy and vision for profitable growth, with a pipeline of NPD
- Continuous L&D through the creation of an in-house Training Academy
- Known and controlled costing structures for accurate decision making
- Re-purposed major customer relationships in-place with matrixed contact structures
- Refreshed product portfolio (c. 700 SKU’s) with full online and offline brand assets revitalised
- Brexit navigation plus creation and execution of Covid-19 secure working practices
- New senior management team in place with a seamless transition
ASSIGNMENT TYPE:
Recovery
Business turnaround & invigoration
SECTOR
UK bathroom furniture manufacturer (Brand & OEM)
BUSINESS TYPE
Private (owner managed)
£20m t/o
ROLE
Interim Commercial & Strategy Director Acting Board ChairmanSITUATION
Owner-managed, loss making SME requiring modernising, de-complexing and EBIT recovery in order to create mid-term options for sale following the repurchase of the business by the founders after a failed MBOTASK
- Identify cultural and economic root causes of failures and take action to address
- Identify product/customer profitability
- Lead the change agenda
- Strategically re-course the business with pace and decision clarity
ACTION
Full strategic review & execution, including:- Management capability assessment, insight profiling and changes
- Sales team restructure and creation of Customer Experience team
- Creation of MIS (BI & CRM)
- Assessment and implementation of key operating processes and controls
- Implementation of business communication platforms
RESULTS
- 3 year strategic plan and year 1 'Reset' transformation plan created and implemented
- Internal cohesion & collaboration through new cross-functional business management structure
- Reversed a declining top line into the best performing 4 months sales & associated EBIT in the last 10 years
- Long term EBIT recovery plan activated and on track to deliver to confidential target position
- New senior management team recruited
- On-boarding & transition to new Senior Management Team
- Retained as Non-Exec Chairman
ASSIGNMENT TYPE:
Change
Parachute management leadership role
SECTOR
International frozen food manufacturer (Branded and private label)
BUSINESS TYPE
Private equity backed
£15m t/o
ROLE
Interim MDSITUATION
Parachute leadership into an established UK manufacturing business post international PE acquisition. Outdated business operations and associated management with high dependency on one major supermarket client. Lack of internal profit visibility and strategy. Legacy systems and sub-standard capability levelsTASK
- Full strategic review and Phase One implementation of required business invigoration changes
- Rebuild UK business structure
- Integrate the business into newly formed matrixed international business structure
ACTION
- Organisational re-design and implementation
- 3 year strategic plan creation
- Creation of Category Management, Consumer Insights and NPD functions
- Digital platforms identification and implementation
- Modern commercial practices and business rhythms implementation
- MIS and costing data creation
- UK facilities upgrade
RESULTS
- 19% turnover growth and 92% EBITDA growth within 12 months
- Recruitment and on-boarding of key new teams (Sales, Marketing, Finance, HR, Operations)
- Major customer re-engagement (Top 6 grocery retail and major food-service operators)
- Tailored local EPD/NPD pipeline created
- Full brand refresh across all mediums
- ERP project leadership and implementation
- On-boarding and transition to new UK business leader
ASSIGNMENT TYPE:
Growth
Fast paced local market launch and onward sale
SECTOR
Branded consumer goods (Electronic cigarettes)
BUSINESS TYPE
Listed USE (NYSE) parent company
US $5bn t/o
ROLE
Interim Commercial DirectorSITUATION
Phase 2 post start-up e-cigarette business on rapid branded growth journey (£0 to £100m in 3 years), backed by a major USA tobacco company in a rapidly changing, un-regulated early-adopter market placeTASK
- Stabilise, lead and professionalise the business for a future trade sale
- Structural transformation and route to market re-definition
- Create consumer and category relevance
ACTION
- Talent identification and structure changes for fast growth needs
- Route to market re-alignment with new channel based sales teams
- Major customer contract negotiations
- Creation of consumer insights and business operating platforms
- Major ATL/BTL brand investment
RESULTS
- UK product distribution growth of 80% (+4,500 stockists) and market share increase from 3% to 8% in 7 months
- Nielsen lead category data partner for newly defined e-cig category
- End to end supply chain EPD/NPD global product plans defined
- Lead UK commercial negotiator for sale to Imperial Tobacco
- 2nd business restructure and business transition planning for new ownership
- Smooth transition to new business ownership