Interim Business Development Manager

26/03/2008

Following the sale of the business and subsequent purchase by another group, a UK telecommunications service provider lost a number of senior directors.

With a turnover of approximately £100 million and 450 employees, it needed to fill a number of gaps fast – including that of interim business development director.
Alium agreed a brief to find a suitable interim to integrate the roles of three sales directors and 100 personnel, and to stabilise the infrastructure and competencies for selling indirect/direct access services through direct, vertical market, business, residential and resale channels.

The interim manager surpassed all expectations. He not only achieved year on year revenue growth across all channels to market but also the restructuring and downsizing of the commercial sales channel, which meant productivity was improved. Product specialists were introduced to accelerate diversification and overall margins and an integrated compensation plan was created, aligned to revenues rather than order intake.