CURRICULUM VITAE

NORRIE JOHNSTON CEng. MIChemE CMC

ADDRESS
Staple House, 3rd Floor, Staple Gardens, Winchester, Hampshire, SO23 8SR

Telephone: 01962 829705
E-mail: sample@sample.co.uk

SUMMARY
A sales and marketing-oriented director with wide and successful experience in the management of dot.com, telecom, technology and technical services businesses in home and international markets and in the development and implementation of strategic plans. A hands-on problem solver with a high rate of achievement and an appetite for new challenges. Specialises in organic growth.

Wide international experience including residential periods in the USA and Pakistan.

Established his own business in November 1992 to provide interim management services.

INTERIM ASSIGNMENTS INCLUDE:

3 months	MARKETING DIRECTOR for HOMEDIRECTORY.COM, one of the UK's leading property portals.
	Managed the internal and external marketing teams and developed unique propositions and positioning. Led the vision, strategy and business planning process.
3 months	SALES AND MARKETING DIRECTOR for MTS LTD, the UK’s number one CISCO internetwork training service provider.
	Developed the company’s first three-year marketing plan that would take the company from £4m to £20m pa. Developed teams and actions to bridge key gaps
13 months	MARKETING DIRECTOR for TUNSTALL GROUP, a specialist telecom product and service company.
	Responsible for rebuilding the marketing team of 10 and developing the first marketing plan that proposes growth from £45m to £150m pa. Commissioned formal research, introduced procedures and business systems, hired new staff, transformed the corporate image. Developed and rolled-out the marketing plan, including new product development and launch programmes that will allow Tunstall to evolve from a product-driven company to a market-led provider of solutions and services.
10 months	SALES & MARKETING DIRECTOR for AMPTEC HEATING, a start-up company with unique new electric heating products.
	Set up the sales and marketing and won new business. Developed a three-year business plan. Secured venture capital funding from 3i PLC.
5 months	GENERAL MANAGER – Energy Supply Business for LONDON ELECTRICITY. Responsible for 180 staff, £1,100m T/O and £40m costs.
	Review of the total supply business strategy, commence implementation. Ensure that the supply business is equipped to enter the next stage of deregulation in 1998. Develop teams, processes and systems to ensure that London Electricity’s performance is one of the best in the business.
12 months	GENERAL MANAGER – Sales and Marketing for LONDON ELECTRICITY. Responsible for 90 staff, £400m T/O and £10m overhead. Full P&L responsibility for the 100KW business supply group.
	Clientbase expansion by 30% (8% over target). Team development and expansion by 40. Efficiency improvements via management team projects and external consultancy projects (BPR, IT, Business Modelling and Marketing). Led the team through the crucial spring sales campaign, booking 60% of the year’s orders during a six-week period. Led the team that won the group’s largest contract for Thames Water (£100m over three years).
7 months	MARKETING DIRECTOR for a £13m T/O division of WESTINGHOUSE ELECTRONICS supplying custom-engineered electronic security and telecoms systems.
	Develop a marketing plan. Build and direct a new sales team. Overhaul internal sales processes. Close short-term opportunities.
5 months	SALES MANAGER for a £500m pa division of IBM, manufacturing electronic components.
	Review all sales activity and identify new product opportunities. Develop future sales organisation for the £100m pa new product group. Prepare budgets for the new product group.
9 months	SALES DIRECTOR for IMI YORKSHIRE ALLOYS, manufacturer of copper alloy tube, £50m T/O pa.
	Review and restructure the 40-strong sales group. Review the world-wide sales network, in particular for the Pacific Basin, the Middle East and North America. Develop and implement a marketing plan to increase market share.

CORPORATE CAREER SUMMARY

RICARDO INTERNATIONAL PLC (merged with SAC 1990) October 1988 to October 1992

Managing Director – Ricardo Technical Communications Ltd

Headquarters at Hinckley and nine branch offices – £6m T/O pa, 250 employees

The UK’s number one Technical Documentation Contractor to the Nuclear, Defence, Aero and Water Industries.

Achievements

• Returned the core business of technical publications to profitability via a programme of concentration on core business, elimination of loss-making non-core businesses, and overhead reductions.
• Negotiated with DAF Holland the largest and most profitable technical publications deal ever done in the UK, along with large new contracts for Sizewell ‘B’ and Dungeness ‘B’ nuclear power stations.

SAC Technology Ltd

Sales Director

T/O £25m pa, 600 employees

Suppliers of engineering design services, prototype design and development and turnkey systems design and supply to the Nuclear, Defence and Aero Industries.

Responsible for new business via the sales team of seven and for major contract negotiation.

Achievements

• 1989/90 order intake on target to achieve budget of £24.9m.
• 1988/89 order intake £20.3m.
• Negotiated an extremely profitable £1m contract with CEGB for Sizewell ‘A’.
• Developed and implemented a three-year strategic plan.

VFP FLUID POWER LTD May 1987 to September 1988

Marketing Manager and Deputy Division Manager

Suppliers of hydraulic components and custom-engineered systems to the Defence, Civil, Mechanical, Process and Nuclear Industries.

Responsible for 15 sales and estimating staff.

GRAVATOM INDUSTRIES LTD 1985 to 1987

Sales Director

£3.5m T/O pa, 110 employees

Suppliers to the Nuclear and Defence Industries of special purpose machinery, mechanical handling plant, radiation shielding products and ordnance disposal products.

Responsible for 10 sales, marketing and estimating staff.

Achievements

• Developed and implemented a marketing plan that achieved a 40% increase in order intake.

PATERSON CANDY INTERNATIONAL LTD 1980 to 1985

Marketing Manager (Reverse Osmosis Division)

£6m T/O pa (80% to international markets), 90 employees

Process engineers and contractors to international Dairy,
water, biotech and food process markets.

Responsible for the marketing policy, and for management of a team of selling to the industrialised nations worldwide.

Achievements

• 70% increase in orders.
• 100% increase in gross margin by development of new products and new territories, France in particular, in which a 70% market share was won.

PATERSON CANDY INTERNATIONAL LTD 1973 to 1979

Sales Engineer (Reverse Osmosis Division)

Responsible for sales of newly developed high-tech membrane filtration equipment in North America, Europe, Japan, Australia and New Zealand.

Achievements

• Increased sales from £200k pa in 1974 to £3m pa in 1979.
• Entered the USA market and secured a 65% market share.
• Spent five months in the USA setting up a sales and distribution unit.

BABCOCK & WILCOX LTD 1965 to 1972

Engineering Contractors

Sales Project Engineer, Commissioning Engineer (UK, Pakistan), Graduate Apprentice

EDUCATION	Kelvinside Academy, Glasgow (1952 to 1965) Strathclyde University, Glasgow (1965 to 1969)
QUALIFICATIONS	BSc(Hons), CEng, MIChemE CMC
MEMBERSHIPS	Institute of Management Consultants (IMC) Institute of Directors (IoD)
AGE	Born 30 December 1946, Glasgow
MARITAL STATUS	Married with 2 children
INTERESTS	Windsurfing and tennis