Eamonn McLarnon

Experience

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  Entertainment UK

  Jan 1988 - Jan 1996

  Maintenance Technician

  Part of a team to support (front line) and ensure the smooth running of a large highly automated distribution centre. Skills required were working knowledge of PLC controlled systems and machines, electro-pneumatic faultfinding and general mechanical and electrical engineering skills. The service and monitoring of building services equipment was also a function of the engineering team.

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  SAVOYE

  Sept 1996 - Sept 2006

  Customer Account Manager/Business Development Manager

  Reporting directly to the UK Sales Director, I was responsible for all UK existing customers after sales requirements. I also performed the role of European Customer Account Manager for various Key Accounts held within the UK so European travel was an important part of the role. I co-ordinated with the Customer’s site and regional UK Management teams by organising regular meetings to give advise, propose and co-ordinate refurbishments and enhancements. I was also responsible for facilitating responses to customer enquiries on any day-to-day issues concerning their materials handling system. The main purpose for this role was to ensure that the highest possible service levels were being delivered to the customer whilst maximizing all sales opportunities. Good communication and negotiating skills were necessary to perform the function as customer contact was generally with senior management. As my role was a combined function the other important activity I performed was the pursuit of new business leads. This role took a prospect from initial introduction through design of their automation needs, to finalising the commercial offer. I have been part of a team who had been successful in raising the profile of the company by securing some high profile customers. Both roles were measured by clear financial objectives, which I have been successful in attaining year on year. Show less

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  Swisslog

  Sept 2006 - Aug 2007

  Customer Account Manager

  Reporting directly to the Head of Customer Account Management(Europe 2), I was responsible for all commercial activities within a defined number of key accounts, some of whom were well known blue chip companies. The role was a purely sales driven function ensuring Swisslog capitalized on all sales potentials within the existing customer base. Success within this role came from continual development of client relationships acting as their ”ambassador” within the Swisslog organization. Relationships needed to be developed as early as possible in the life cycle of the systems, where I ensured the client was given all the information on how to “drive his system” effectively by offering training, support contracts and spare parts packages etc. As clients businesses developed there was always the opportunity for enhancements and improvements and this is where my experience in the automation industry was needed, to give advice and commercial offers, to assist the client with the changes in their operations. Sales opportunities are available at various stages in the life cycle of a solution and it was my responsibility to ensure that the client is informed, in a pro-active way, giving assistance with return on investment calculations when required and securing maximum business potential at every stage for Swisslog.The role held an executive status within the organization so the need to converse, present and negotiate at a senior level was essential. The ability to close deals was key to achieving the sales forecasts set by the management. I am a team player but have to work on my own initiatives ensuring all timescales are met in an organized and effective manner.For smaller projects I would also fulfill the role of Project Manager, managing a team of engineers and the customers expectations. Show less

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  SAVOYE

  Aug 2007 - Jul 2013

  I manage the International Services Sales function in all sales aspects, including achievement of all revenue goals and the management and development of the Service Sales and Sales Admin team. This includes an array of Maintenance solutions, Professional Services, System evolutions and innovative offerings. In addition, my role is central to ensuring the team maximizes all opportunities that joined up solutions present:•To provide leadership and direction to the Team and support the Int. Region VP•A strategic review of appraisal, coaching and development, ensuring accurate sales data is recorded to facilitate measurement of individual sales achievement.•To work with sales team to bring about strategic account management with key accounts. Involving joint meetings and account planning.•I also form part of the Key Account Management Team, managing the services function with some of our largest customers.Principal Duties and ResponsibilitiesPrepare business plans to specifically achieve revenue targets which reflect the growth plans and objectives of the group covering all areas of services business. This includes, but not limited to, delivery of solutions and identifying new opportunities to profitably grow the business.Manage and develop Key Accounts ensuring a mutually successful relationship to maximise revenue and profitable operation and delivery.Work with VP International Sales and Marketing and senior sales management team to devise the sales strategy required to develop the business throughout the International region especially through the Identification and development of Pan European and Global Key Accounts.Provide timely and accurate forecast and financial performance data as requiredEnsure, in conjunction with the group legal team that all business administration and legal issues are managed in an efficient way, highlighting and escalating any items as appropriate Show less As part of the Senior Management team, I am responsible to the UK Managing Director with operational links to the European Customer Service Director. The primary function of my role is to ensure that the UK Customer Services team achieves the annual financial targets both for revenue and recovery. I have to also ensure that all service level agreements are met by my direct reports and I have strong links with the New Business team and UK Operations Manager, assisting them where needed with proposals, costings and customer presentations.The UK Customer Services team is responsible for identifying new business opportunities with new and existing clients.I am personally responsible for two major European Key Accounts at customer service level. This involves European co-ordination of all our activities within their many sites.As part of the departmental management role I have regular review meetings with the team and have to produce their annual appraisals by which they are measured objectively. Show less

  • International Services Sales Director

    Jul 2010 - Jul 2013

  • Operations Director

    Jan 2010 - Jul 2010

  • UK Customer Service Manager

    Aug 2007 - Jan 2010
• 

  Infor

  Jul 2013 - Nov 2016

  Client Partner

  Reporting to the Director Consulting Service Sales, I am primarily responsible for selling of consulting, implementation, development and managed services for ERP and Supply Chain Management systems within the UK/I and South Africa. I work with the License Team, Services Managers and Delivery Teams to sell the professional services to Infor customers and prospects. Principal Duties and Responsibilities• Build up (and maintain) a long term relationship with the customers in the assigned territory through the positioning of Infor as a solution provider and understanding of the customer business requirements (current assigned territory is a set of Infor accounts within UK/I and South Africa).• Engage with the license new business teams to propose and present cost effective services solutions in line with the license opportunity and which supports the bid strategy • Develop an account strategy for the assigned customers and territory to identify and develop opportunities by analyzing customers business requirements especially as it relates to how Infor’s services can unlock that business value • Develop and execute a Sales Strategy to drive the identified opportunities to closure so that individual targets are met or exceeded • Develop and execute marketing campaigns to drive pipeline and revenue generation. • Acts as the “director” and “motivator” of the Sales Team e.g. Legal, Pre-Sales, Delivery Management and other disciplines which are assigned to a certain opportunity. • Ensure that an effective and winning proposal is being put forward, in an efficient and cost effective manner • Comply with all company processes and tools used to record and track opportunities and orders and report progress. • Manage opportunities for new business and installed base in line with Infor’s standard documentation and procedures Show less

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  Blue Yonder

  Dec 2016 - Jun 2023

  Reporting to the VP Services Sales EMEA and managing a small, specialised team of solution advisors, I am responsible for leading Services led engagements resulting in sales growth across EMEA, within the Supply Chain Execution practice. This includes, but is not limited to, upselling our industry leading AI/ML solutions, SaaS subscription Sales, Consulting, Cloud delivery and Education Services to maximize our sales potential for existing and net new clients. Principal Duties and Responsibilities• To determine and execute a sales process and strategy for new and existing customers within the assigned geography and target segment.• To develop and deliver compelling value propositions with a “Customer First” mindset based on value realisation• To develop and maintain qualified upgrade and digital transformation opportunities within the assigned customer base• To develop and foster a strong relationship as a trusted advisor to my clients.• Ensure all services offerings (e.g., Strategic Services, Consulting Services, Education Services, Cloud Services and Support Services) are incorporated appropriately in all proposals with compelling value messages. • Execute against the major steps of the sales process: qualifying new opportunities, negotiating and closing new business• Identify and manage appropriate internal resources to engage in sales cycles.• Identify business plan and strategy, key decision makers, key performance indicators, and budget constraints within each sales cycle and plan and execute accordingly.• Maintain accurate, comprehensive, and updated deal information within Salesforce.com.• Maintain high levels of customer satisfaction and loyalty with customers.Personal achievement:Personal annual quota target of $10M per annum 2022 – 149% of annual quota target achieved2021 – 206% of annual quota target achieved2020 – 140% of annual quota target achieved2019 – 197% of annual quota target achieved Show less

  • Senior Services Sales Director - SCE

    Jan 2022 - Jun 2023

  • EMEA Services Sales Director - Retail

    Dec 2016 - Jan 2022
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  Innovecs

  Jun 2023 - Jan 2025

  Vice President Global Supply Chain

  Innovecs is a global digital transformation tech company. For over a decade, we have created digital solutions powered by innovative technologies and incorporating emerging trends to help businesses transform and grow.Reporting to the CEO and managing a small, specialised team of sales professionals and solution advisors, I am responsible for the Global growth of the Supply Chain Practice. This included the creation of the growth strategy, introduction of a world class sales management process and scaling the global business.Principal Duties and Responsibilities• Strategic Leadership: Develop and communicate the company's global strategy, ensuring alignment with overall business goals.• Business Development: Identify and pursue growth opportunities, both in existing and new markets.• Client Management: Build and maintain strong relationships with key clients, ensuring their needs are met and that the organization consistently delivers high-quality services.• Global Operations Management: Oversee the practice’s global operations.• Financial Management: Take responsibility for the financial health of the Supply Chain Practice.• Team Leadership: Recruit, develop, and lead a diverse team of professionals.• Global Expansion: Assess opportunities for international expansion and determine the appropriate strategies for entering new markets.• Technology and Innovation: Stay abreast of emerging technologies and industry trends.• Communication and Reporting: Communicate progress, challenges, and key performance indicators to senior management and stakeholders.• Strategic Partnerships: Develop and nurture strategic partnerships.• Cultural Sensitivity: Understand and navigate cultural differences and nuances in various regions to build effective relationships with clients, partners, and employees. Show less

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  Blue Yonder

  Jan 2025 - now

  Senior Practice Director