Mark began his career as a Mechanical and Manufacturing Engineer, working in the Pharmaceutical and Medical Devices Industries, in a number of roles varying from Senior Project Engineer to Head of Engineering for a Contract Manufacturer. He was a Leadership Team Member of the RP Scherer "Zydis" Pharmaceutical division, launching a new branded concept drug delivery system into the pharmaceutical B2B industry.
He worked as Sales Director and Key Accounts Strategy Director for Burmah Castrol and BP (initially recruited to bring systems "thinking" from the Pharma Industry into Industrial Sales!), and has specialised in developing Sales Capabilities for large Global business units, in an environment requiring a step shift from Product Based Selling, to Service Based Vale Selling. Mark worked in the BP Lubes Global Strategic Marketing Division as Key Account Strategy Director, heading up the development of Key Account Management and Strategic Selling Capability Building in this $10bn global business. These practices were subsequently adopted across into the BP Group Sales & Marketing Academy. This work was seen as a step change in moving the BP B2B business groups from selling Products Streams, to Customer Focused "Service" Offers.
As European Sales Director, he managed c250 people in the Specialised Industrial Division, serving Automotive, Aerospace, Process Industries, Energy, Pharma and Chemical, Retail, and Food sectors. The business that he managed delivered complex solution based service offers.
Mark is a Visiting Fellow with
Cranfield School of Management, providing assistance for businesses that
want to bring leading edge Capabilities into the way they Manage
Customer Relationships. He also facilitates the Cranfield Key Account Management and Strategic Sales Forum, a quarterly meeting that brings together leading
academics with business leaders in blue chip organisations. Typical
organisations that he works/consults with are:- Service Organisations,
Industrials, Pharmaceuticals, Logistics, Oil & Gas, and Professional
Specialist research focus areas include Sales Strategy Development, Innovation in Sales, Segmentation of the Customer Base, Key Account Management, and Consultative Selling.
He is a Chartered Engineer, and a Chartered Marketer, and is a Fellow of the CIM.
- BP Plc
- MSD Animal Health
- Pfizer Ltd
- Grant Thornton
- Trend Control Systems Ltd
- Marcos J, Davies M, Guesalaga R & Holt S (2018) Implementing Key Account Management: Designing Customer-Centric Processes for Mutual Growth. Kogan Page, ed. 1.