Simon Glenister
Simon Glenister has over 20 years of Senior Executive experience in sales and marketing, P&L management and commercial leadership in the provision of high value, complex ICT solutions to blue chip customers. He has been responsible for the successful market introduction of leading edge products and services, on a global basis and for leading Bid and Proposal activities resulting in major contract wins against strong, incumbent competition. Simon has an extensive commercial experience gained from working within high growth, start-up environments and is consequently able to quickly assess market opportunities, define strategy and lead sales and marketing execution and contract negotiations to closure. He has particular skills in partnership creation and management. He has highly relevant bid leadership and training experience including business process creation and tuning plus experience in Public Sector bids and bidding:
- As Commercial Director of a major aviation ICT provider, Simon was responsible for formulating and executing the marketing and sales strategy, resulting in major contract awards totalling > $100 million with key customers, such as Virgin Atlantic, easyJet and Iberia airlines and Heathrow, Munich and Dubai airports. In this role, Simon introduced a number of innovative business management processes, which radically improved bid win rates and management visibility and produced a significant reduction in bid cost and production time, as detailed below:
- Introduced an opportunity qualification and bid review process, which delivered an improved bid success performance of >50%.
- Introduced new bid budgeting tools producing a 30% reduction in bid response time and bid cost.
- As Managing Director of his own consultancy company, Simon has provided senior level consultancy and training services to a major IT company and successfully identified and engaged major best of breed partners in support of a >£500 UK Public sector bid. In addition, Simon has provided business strategy consultancy services to a major UK Aerospace company, reporting at Board level, which has resulted in the adoption of new business strategies.
- For over 10 years, Simon led the marketing and sales activities of a major UK electronics group, specialising in the provision of complex products and integration services to Military and Civil customers. In this capacity, Simon led and won multi million pound bids to airframe manufacturers Aerospatiale, Gulfstream and Dassault; the Finnish, Swedish and Danish Air Force Procurement Executives and all major North Sea oil support helicopter operators.
Simon has significant experience in producing and giving presentations to customers, at senior level; to the Industry, at major, international conference events; and giving induction training to new company employees. Simon's specialisation is in helping customers to formulate winning bid strategies based on a realistic assessment and understanding of their customers real needs and competitor's capabilities.
