Tony Shepherd

Chandlers Ford, Hampshire SO53 4LD

Mobile - 07887 897747 Home Office - 023 8026 3451 Home - 023 8027 5411
aashep@aol.com

PROFILE: (Also at LinkedIn) http://uk.linkedin.com/pub/tony-shepherd/0/a85/6a8

An accomplished, results driven corporate Sales Director/VP with extensive UK and

international leadership experience and a consistent track record of success in consultative
solutions based selling. Proven expertise in new business acquisition, account
retention/development, diversification strategies, marketing, change management and
salesforce re-engineering projects in emerging companies and larger, established
organisations.

Extensive involvement in organisations delivering technology and B2B solutions and services
where personal and team achievements have been gained and underpinned through creating
and adding value for clients. Specific experience in software and Internet based solutions
(Client Server/ASP/SaaS), outsourced services, risk management and fraud avoidance, RPO,
information services and the human capital sector.

Originally Xerox and BP trained, a strong reputation has been established over a number of
years for building and leading outstanding internal and field based teams (to 76 heads) to
deliver above target performance and achieve corporate growth objectives. Responsibility for
P&L budgets to £60m.

An individual with a wide ranging operational and strategic skill set and an established
reputation for delivery. A strong advocate of driving business growth through the intelligent
use of technology, customer service excellence, KPI measurement and retaining, coaching
and developing the best people.

KEY CAREER ACHIEVEMENTS INCLUDE:

 Driving change management within the EMEA region at Kroll through re-engineering the
Sales & Marketing function in 2008, introducing SalesForce as a CRM for enhanced
pipeline management and quadrupling new business growth in 2009, exceeding budget by
94% and in 2010 ytd by 26%. Planned and implemented new product and service offerings
and successfully pursued a strategy of sector and geographic diversification

 Re-engineering the sales operation at Momentum (9 offices, 26 reports) to market online

HR and employee benefits software (ASP/SaaS), industry data and workplace education
programs. During a 15 month period the UK sales and customer retention group doubled
in size, 160% of revenue target was reached and profitability achieved by year 2 after
inheriting a loss making operation

 Driving the global sales and marketing launch of web based recruitment and HR workflow
software solutions (ASP/SaaS) with an e-Learning suite at Intellicruit (28 reports). Year 1
new business target achievement 225% ($5.3m) with client wins included Vodafone,
Fidelity Investments and ICL Fujitsu and a range of SMEs

 Building a substantial sales and support operation from new at Equifax (76 reports)
providing decision support software and online information services, exceeding all targets
set and achieving double digit growth in 8 consecutive years. Revenues increased from
£5m t/o and zero profit, to £56m t/o and £5.8m profit

CAREER HISTORY:
BUSINESS DEVELOPMENT DIRECTOR, EMEA – Kroll – June 2008 to June 2010

Tony Shepherd
 Kroll is the world’s leading risk management services provider with a turnover in excess of
$5billion
 The global screening business provides outsourced services online via a sector leading
technology platform
 Responsible for leading the EMEA sales, marketing and clients relations teams and cross
region sales strategy creation and implementation focused on background screening
services, software (SaaS) and consultancy
 Clients won/managed include Metro Bank, Accenture, Tesco Bank, Scottish & Southern
Energy, HSBC, Marks & Spencer, Grant Thornton and IBM, together with a range of public
sector organisations and SMEs
HEAD OF SALES – Resourcing Solutions – August 2006 to February 2008

 An operational board member with P&L responsibility, the Head of Sales mandate covered
a branch network, sales, support and customer care staff and the formulation and delivery
of the company’s sales strategy
 Re-engineered the sales function driving through change management programs to
refocus the business on dedicated desks targeted on major infrastructure projects and
managed service clients
 Launched a Search Division and National Accounts Group and initiated a regional branch
strategy
 Oversaw 12% growth in contract gross margin and grew group turnover from £24m to
£28m and branch profitability by 22%
 Lead the successful bids and tenders process and subsequent relationships with key
clients including Network Rail, Atkins, Balfour Beatty and Tube Lines

SALES DIRECTOR – Hicks Kimber Mears – November 2004 to August 2006

 HKM is a global recruitment, talent acquisition and people development business working
across a number of corporate markets, professional services organisations and public sector
bodies
 Worked on a consultancy basis driving business development and executing interim
assignments, including salesforce re-engineering projects and the leadership of sales and
marketing teams for HKM clients operating in the corporate B2B arena across EMEA, APAC
and the US

CORPORATE DEVELOPMENT DIRECTOR – Momentum – October 2002 to October 2004

 Joined the UK distribution arm of AEGON, the global insurer/employee benefits provider
 Appointed to spearhead sales of EB solutions and software to the corporate HR sector (ASP
solution)
 Responsible for all aspects of sales, business development and customer care achieving
160% of target in 2004
 Monitored revenue projections, sales plans, KPIs, key account budgets & profitability
forecasts
 Successfully led recruitment and then development of a new business team to increase
sales capacity
 Delivered in excess of £4m of revenue growth, turning a loss making operation into profit

GLOBAL SALES DIRECTOR – Intellicruit – January 2000 to September 2002

 Responsible for the global launch of web based recruitment and HR workflow software (ASP
solution)
 Reported directly to the CEO with responsibility for the global sales, marketing and
customer services operation
 Recruited an international sales, marketing and support team covering EMEA, the US and
Asia Pac
 Developed business plans, sales channels, recruitment plans and growth strategies

Tony Shepherd
 Achieved over 200% of Y1 budget before the business was sold to an established global
enterprise

SALES DIRECTOR – Personic Software – 1997 to 2000

 Joined the EMEA subsidiary of US based Personic Software, pioneers in HR workflow systems
 Reported to the UK MD with responsibility for developing UK and EMEA sales teams
 Grew, led, motivated and developed a team of internal and field-based sales staff
 Achieved 140% of annual target in 1997, 115% in 1998 and 135% in 1999
 Introduced improved structures for development of sales & business support staff

VP SALES & MARKETING – GT Australia Corp. – 1994 to 1997

 Responsible for strategic sales, marketing, business development and customer services
activities in this Melbourne based consultancy and software solutions provider
 Developed business plans, sales and marketing strategies and international sales channels
to promote sector diversification
 Business wins included Crayola, Schering-Plough, National Australia Bank, Océ and Coles
Myer
 Target achievement in 1995 was 105% of budget, in 1996 130% and in 1997 125%

HEAD OF SALES & MARKETING – Equifax – 1985 to 1994

 Responsible for the development of a national sales and support operation from new
providing business data, credit information and decision support software to government,
corporates and SMEs
 Reported to the MD and a key member of the senior team that grew the business from £5m
t/o and zero profit, to £56m t/o and £5.8m profit
 Achieved double digit growth in turnover and profit for eight successive years
 Grew, led, managed & motivated a multi-functional team of 76 internal and field based
sales personnel through a senior management group, regional and district managers and
local team leaders with responsibility for new business sales delivery and customer
retention

EARLY CAREER:
 UK Sales & Marketing Manager, Card Systems – BP Oil
 District Sales Manager – Yellow Pages
 Sales Executive – Rank Xerox

EDUCATION, QUALIFICATIONS & PROFESSIONAL TRAINING:

 ‘A’ level qualifications in History & English - ‘O’ level qualifications in ten subjects
 Numerous in-house & external training programmes
 Management by objectives
 Sales & negotiation techniques – Xerox
 Field sales management – Yellow Pages
 DENT selling techniques – BP Oil
 SPIN selling techniques, primary & advanced - Management coaching skills – Behavioural
Analysis - Huthwaites
 Superior relationship management - The Consultative Sale - Presentation skills in the
boardroom – Frost & Sullivan
 Creating Client Value, Strategy Co-Pilot and Marketing Kinetics – Imparta
 E-Value Selling - Value Vision
 Personality profiling & psychometric evaluation training – Thomas International
 MS Windows, Word, Excel, PowerPoint, Outlook & Explorer skills

Tony Shepherd
 CRM systems knowledge including SalesForce, GoldMine and ACT

PERSONAL DETAILS:

 Married with one grown up child

 Interests include new technology, travel, photography, Southampton FC & sport

Tony Shepherd