Malcolm Murphy
Commercial Director @Defaqto
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WORK HISTORY
Commercial Director @Defaqto
Malcolm is an experienced Commercial Manager with 25 years experience. The bulk of that time has been spent working in technology and financial services. He possesses an extensive and practical understanding of General Insurance, Banking, Wealth and Protection product design and distribution. Leadership and ownership are Malcolm’s key strengths. He understands that the commercial function can only be optimised through the constituent parts of the organisation. Structure and alignment of support functions, operations, technology, marketing and sales are essential. It creates a shared vision of what we need to do and how we need to do it, in order that we meet our customers’ actual needs by solving specific problems.The ability to understand customer needs, their organisational requirements and their trading environment allow Malcolm to anticipate and articulate required strategic changes in propositions or approaches. To facilitate this, he ensures he is never too far away from customers and keeps up to speed with industry trends and regulation.Expertise: • Commercial Team Management (Procedures, Coaching, Motivation and Performance Management)• Development of Commercial Relationships (Consultative Value Based Selling)• Achieving Challenging Sales Targets• Business Planning, Implementation and Monitoring• Negotiation
EDUCATION
CIM | The Chartered Institute of Marketing
Post Graduate Diploma, Marketing
SKILLS
ABOUT MALCOLM MURPHY
Practical and supportive sales leader who trusts and enables those around him to achieve through hands on management, coaching and mentoring. Driven by process and function but understands that it is people that bring them to life. Skilled in ensuring the sales function serves both the internal customer and clients. Structured feedback from clients flowing in and building client relationships beyond the sales function through collaboration with other departments. SKILL AREAS • Sales Management (People, Activity, Pipeline Management & Forecasting) • Strategy Development and Implementation • Understanding and Communicating Value • Proposal Writing / Tender Responses • Developing Long Term Business Relationships • Sales Process (what, when and how we sell) • Tactical Planning & Execution • Questioning, Listening and Interpreting • Negotiating • Selling Complex Solutions to Large Organisations
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