Matt Oconnor
Head of Pursuit @Fournet
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WORK HISTORY
Head of Pursuit @Fournet
Developing effective sales engagement with our customers and leading the transformation of how FourNet pursue opportunities through the whole sales cycle from customer engagement through to contract signature. Driving sales pipeline quality, account planning discipline, how we influence and steer how customers approach challenges, establishing bidding processes, increasing bid quality, introducing opportunity governance, growing commercial capability, and reinforcing strong partner & vendor relationships.
EDUCATION
University of Greenwich
BA (hons), Business Management
Durham University
Music
SKILLS
ABOUT MATT OCONNOR
I am an accomplished and dynamic leader with a strong background in IT and Technology enjoying a breadth of experience across both customer commercial, supplier management, and delivery roles, and service provider business development, pre-sales and commercial roles.I am passionate about building high-performing, diverse teams capable of delivering outstanding results, with a proven track record of exceeding targets. I have proven success of leading teams through periods of uncertainty, ambiguity and change, prioritising and making business decisions to continue to deliver results, whilst also developing and retaining key talent. Continuous improvement and driving change to make significant improvements is at the heart of all the roles I have carried out in recent years, taking a collaborative approach to leading change, fostering long-lasting relationships, and bringing together talented minds to solve problems and make significant improvements.SKILLSSenior Leadership | Team Building | Relationship Management | Problem Solving | Business Development | Bid & Pursuit | Sales Strategy and Improvement | Supplier Management | Procurement | Sourcing | Leading Change | Project Management | Growth Mindset | Strategic Planning | Governance | Negotiation | Contract & Commercial Management | Risk ManagementCAREER HIGHLIGHTSBid & Deal Leadership successes- Swiss Specialty Chemicals Company £65m | Swiss Pharmacutical £350m | Swiss Agribusiness £155m | German Bank £70m | UK National Rail Infrastructure £40m | UK Supermarket £80m | UK Online Retailer £30m | UK Water Company £20mSupplier & Commercial Management - Drove contract and supplier consolidation to achieve significant savings of approx £60m | Influenced change of commercial approach to key product making the proposition more commercially competitive and increased win rate and contract value captured on that product Change & Project Management - Established a retail sales, consultancy and delivery organisation | Implemented better control, reporting and management by creating a new sales governance process within Salesforce | Increased scale and pace of quoting by implementing CPQ capability | Delivered the strategic intent, process and technical capability to cross sell across the two sides of the Virgin Media & O2 joint venture | Led the creation of the Business Case to establish a £1b pa B2B Enterprise businessTeam Leadership -Developed an award winning bid team that secured multiple external professional body awards | Brought together two diverse teams into single was of working
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