Stephen Smith

Experience

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  Caterpillar Inc - Perkins Engines Company Ltd

  Jan 1993 - Mar 2010

  Leading a multi national sales team of 11 account managers located in the UK, Germany, Italy, France, Holland and the USA managing major sector leading International direct OEMs in the agriculture, materials handling, marine, construction and electric power generation sectors.Exceeded business plan targets each year whilst growing margins through a strong focus on understanding and delivering against customer requirements.Key accounts included AGCO, ARGO, Claas, Manitou, Volvo, Lindner, Allam Marine (generators), Ghaddar etcetera. Show less

  • General Sales Manager

    Jan 2007 - Mar 2010

  • Sales Manager

    Jan 2005 - Jan 2007

  • Key Account Manager

    Jan 2004 - Jan 2005

  • Certified Six Sigma Black Belt

    Jan 2002 - Dec 2003

  • Product Marketing Manager - Aftermarket

    Jan 2001 - Jan 2002

  • Corporate Business Manager

    Jan 1993 - Jan 2001
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  Caterpillar Power Generation Systems

  Apr 2010 - Apr 2012

  Regional Sales Director

  Lead a very culturally diverse team of 6 with no two nationalities the same, based in Dubai.Development of large scale multi million power generation projects (typically 100MWe) throughout the Middle East and South East Asia using medium speed prime movers burning diesel, heavy fuel oil or gas.Projects could be either on equipment supply or full turn key basis through consultants, developers, government bodies or direct end users.

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  Caterpillar Inc.

  Apr 2012 - Jun 2013

  Strategic Business Development Manager - Global OEMs

  Global position leading identification and winning of key global OEM accounts within materials handling, construction, agricultural and transport refrigeration sectors.

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  CHEP Europe

  Jul 2013 - Nov 2016

  Director Key Accounts - Automotive and Industrial

  Leading and managing a multi national team of 9 Key Account Managers, 6 Key Account Support personnel plus a team of 5 Customer Service Specialists with responsibility for providing class leading container pooling solutions to key automotive OEMs including Jaguar Land Rover, Ford and General Motors and Tier 1 suppliers throughout Europe.Successfully lead the team to achieve 5 multi year, multi million USD contract renewals within the first 12 months in role.Restructured the team changing focus from account retention to "retention through growth", introduced new working practices with accurate reporting through CRM systems and sales pipeline management achieving a substantial forward pipeline.Promoted to the Automotive Executive Team within 6 months of joining the business reporting directly to the European VP. As a key member of the Automotive Executive Team responsibilities also include contributing to the redevelopment and implementation of a new 5 year business strategy with a strong focus on achievement of challenging growth objectives and elimination of defects. Show less

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  Toyota Material Handling UK

  Dec 2016 - Dec 2018

  Head Of Corporate Sales

  Leading a team of 12 field based Corporate (National) Sales Managers and supporting Commercial Manager, responsible for rental and sales of new counterbalanced forklift trucks, warehouse equipment, factory reconditioned used trucks into National Accounts within the retail, manufacturing, 3PL, logistics and distribution sectors.Redefined the role of Corporate (National Accounts) within the organisation, delivered cultural change and behavioural improvements with focussed CRM usage and disciplines. Show less

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  Dinex Group

  Jan 2019 - Jun 2021

  Global OEM Key Account Manager

  Responsible for the global development and ongoing relationship management of strategically important OEMs within the engines and off highway sector for exhaust and emission control equipment.Leading a global team of sales and engineering professionals based in the USA, China and Europe.