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John Francis Spencer
17 Ascot Avenue
Kimberley
Nottingham NG16 2TU
Telephone: 0115 938 3186
Mobile: 07913 426 048
Email: johnfs57@hotmail.com
GE Oil & Gas Flow & Process Technologies Oct 2012 – August 2015
Channel Partners Sales Manager (UK & Ireland)
Masoneilan Control Valves & Consolidated (Dresser) Safety Valve Products
My primary role was to drive channel sales growth for F& PT valve product lines in MRO &
Spares sectors. I supported the operating plan targets and developed winning strategies to
ensure the channel partners maximised their opportunities in their respective regions.
My essential KPI objectives within the role included:
• Own and deliver sales performance for the channel partners in accordance with the
agreed operating plans.
• Manage support on day to day basis and provide all necessary transactional support to
achieve growth values.
• Continuously improve performance levels by identifying performance gaps.
• Be responsible for co-ordination of all commercial & technical support/training.
• Engage with the channel partners to manage joint visits with customers and to offer all
necessary support
Tyco Valves & Controls Distribution UK Ltd (Tyco Flow Control) May 2011 – Oct 2012
Tyco Valves & Controls is a leading manufacturer and marketer of valves, actuators, and controls
providing market-leading products, services and solutions for the most challenging applications
throughout the energy and process industries. Whether our customers operate in the oil and gas,
power, chemical, pharmaceutical, mining, marine, nuclear, or food and beverage markets, we
endeavour to deliver the highest quality products and value-added services that improve our
customers' business efficiency.
Sales Engineer (External) - UK Power Division (Southern Area)
Manage and develop the defined territory to maximise profitable sales of the Company's
products. Implementation of strategies necessary to expand the Customer base and to develop
sales into all segments of the Power Sector, i.e. Power Station Sites, Engineering Contractors,
OEMs, Trading and Service Companies.
Meet or exceed objectives on Key Tasks, Financial Parameters, Decision making and scope of
authority, important working relationships, Key Skills and Competences.
Reports to General Manager – UK Power.
Weir Valves & Controls UK Ltd (Weir Group plc) Feb 2008 – Jan 2011
Weir Power & Industrial specialises in critical service and isolation valves designed to support
regulatory compliance and best practice in power generation, oil and gas safety. WVC provide
market-leading products for the most technically demanding environments, including nuclear, oil
& gas and subsea applications.
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Key Account Manager (London/South East EPC Contractors & Aberdeen O & G business)
PDP Objectives
• Meet or exceed plan of £m for Aberdeen and £m for London & SE UK and agreed key
contractors. The £m total must be achieved at planned margin and product mix.
• Supervise KAM policies in line with WEIR Way best practice looking after major end
user/operators in oil & gas industries and interfacing managing relationships with major
designated EPC customers.
• Formulate and implement key account management and new target accounts best in
class according to the sales action plan.
• Maintain an up to date live project list in accordance with Weir PROTrak CMS protocol.
• Follow up and report on all quotation activity over a value of £50k.
• Feed back competitor information to respective Product Managers. Recommend and help
to implement strategy to increase market share by product and by market.
• Deliver all required reports with sufficient detail and data in line with agreed schedules.
Pegler and Louden (A part of The BSS Group plc) Oct 2006 -present
A Specialist Supplier of Flow Control Products and Solutions
Project Sales Manager (South UK)
A dedicated senior management role responsible for specification selling and the demonstration
to customers the company project handling capability across a wide range of market sectors with
specific focus on Oil/Gas, Petrochemical, Energy and Water Industries.
Main responsibilities:
1. Project management of London contractors and key accounts in South UK
2. Attaining budget sales/shipments in year 2007/2008 of c£2.1million at agreed GPM
3. Setting and working to chosen objectives in Sales Plan
4. Developing project activity with customers in key markets such as Energy, Oil/Gas &
Petrochemical and Water
5. Arrange and attend all in house exhibitions and seminars
6. Identify and pursue knowledge of contract awards
7. Establish and develop relationships with main contacts and personnel
8. Regular call cycles to key customers and support sub-contract opportunities
9. Maintain and increase company visible profile in agreed manner
10. Compliance with general business objectives including call planning through Maximiser
reporting system, submittal of monthly reports and project lists. Attend/contribute to
regular review meetings.
Pegler and Louden (A part of The BSS Group plc) May 2004-Oct 2006 present
A Specialist Supplier of Flow Control Products and Solutions
Project Sales Engineer
Main purpose to provide a full and effective projects service to customers in their dealings with
Pegler and Louden.To contribute sales volume within acceptable profit margins.
Principle Accountabilities:
1. To understand and interpret customer requirements and to use every opportunity to
prepare and issue commercial/technical quotations that ensures that Pegler and Louden
is seen as the major quality vendor in its industry.
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2. To take advantage of opportunities that arises through the Service Cycle to maximise
sales and profit for Pegler and Louden whilst maintaining the highest level of customer
confidence and satisfaction.
3. To oversee the projects activity through negotiation process and ensure a smooth and
efficient transfer through to contract order handover.
4. To promote Pegler and Louden, its products and services to existing and potential
customers.
5. Work in full accordance with the company procedures to ensure quality working
standards are maintained.
6. To participate in Quality Improvement activities wherever possible to improve on working
practices and partnerships.
7. To build up customer networks and maintain contact at an appropriate level throughout
the quotation process, whilst maintaining a high level of business integrity.
May 2003- Apr 2004
Career Break
G-10 Enterprises Ltd (Consultancy) Jan 2000- Apr 2003
Management Consultancy specializing in Industrial Valve Systems and Solutions.
Targeted clients in the Water/Wastewater, HVAC and Process Industries on behalf of principal
manufacturing companies. Key approach centred on combining strategic initiatives, operational
knowledge and customer focus. Managed a sales budget t/o c. £100k p.a.
Assignments included:
• Developing and implementing cost effective and efficient process solutions to specified
technical criteria.
• Application engineering techniques on a variety of process methods.
• Specification and product selection.
• Customer focus on technical enquiries and quotations
• Proactive sales techniques in pursuit of purchase orders
• Total ownership of contract awards through the sales, commercial, manufacturing and
organisational disciplines.
Albion Distribution Ltd Mar 1998- Dec 2000
Specialist supplier of Industrial Valve Products and Systems.
Project Manager
Unique position created for me with responsibility for the entire product portfolio of the
Environmental Products Division of the company.
Managed a complete range of valve products supplied to market sectors including
Water/Wastewater, HVAC and Chemical Process Industries and a sales/marketing budget of c.
£750k.
• Initiated and developed compatible market opportunities for strategic sales objectives.
• Full pro-active sales responsibility for all aspects of the commercial process.
• Complete control of application engineering techniques conducted through IT software.
• Involved in all aspects of the Project Management of a contract from concept until
completion.
• Close Management liaison with departmental colleagues.
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TYCO FLOW CONTROLS Dec 1995- Feb 1998
Manufacturer of a comprehensive range of Ball and Butterfly Valve Control products.
Sales Engineer
Worked for the Hindle & Winn divisions selling a broad range of quarter turn industrial valve
products throughout the Midlands and South of England. Key duties included:
• Implementing and working to the strategic elements of the company’s sales criteria to
ensure consolidation and growth of market share.
• Responsible for all of the external sales functions through representation of the Hindle
range of full and reduced bore Ball Valves and Winn range of HiSeal/SureSeal Butterfly
valves to ASME/DIN/JIS standards and sold into the marine,oil,gas,chemical and
general process industries including adapted designs for low temperature and cryogenic
services.
• Using application engineering techniques to provide suitable product selection against a
variety of process specifications.
• Responsible for achieving all aspects of the sales budget c. £800k per annum.
• Responsible for product presentation and training both to direct users and the
distribution market sectors by using various techniques including seminars, focus
groups, and IT communication facilities.
SPX VALVES & CONTROLS
Manufacturer of a range of ball, butterfly, knife gate, plug and rotary control valves as well as
general service and severe duty control valves in addition to control instrumentation and other
critical valve technology.
Sales Director Jul 1992- Nov 1995
Worked for the DeZurik subsidiary then located at the Cramlington manufacturing facility.
Full responsibility for all of the sales & marketing functions of the company.
Main role was to maintain and provide strategic sales growth for the complete range of the
company’s products throughout the European, African and Asian market sectors.
Managed 25 staff including all internal and outside sales teams. Accountable for annual sales
budget of c. £7 million turnover.
Key duties included:
• Gaining market share through increasing brand recognition and value.
• Increasing the scope of the product lines in response to the core markets served.
• Exploiting cross marketing opportunities.
• Enhancing product designs with new features to create additional value for end users and
new sales opportunities for representatives and distributors.
• Instigation and implementation of a variety of sales and marketing strategies to gain
market share from major markets served which consisted of Water and Wastewater
Treatment, Pulp and Paper, Chemical, Petroleum and Process, Power, HVAC, Oil and
Gas.
Area Sales Manager Dec 1991- Jun 1992
Worked for the DeZurik International Ltd subsidiary working for home base selling a
comprehensive range of quarter turn and multi-turn valve products and actuation/instrumentation
technology throughout the Midlands and North West England. Key assignments included:
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• Responsible for implementing and achieving the annual sales budget c. £ 500k (pro-rata
5%)
• Application engineered solutions involving IT systems and the preparation and issue of
technical quotes/specifications.
• Pro-active in all aspects of the commercial process through to order placement.
• Organised and implemented product training/seminars.
• Responsible for all aspects of the area sales activity including maintaining core business
and developing new business through organic and strategic growth.
BANCROFT PIPELINES LTD Apr 1989- Nov 1991
Specialist distributor of Valve products and complete Valve Systems.
Area Sales Manager
Worked for the Valve Systems division selling to a broad industrial customer base throughout the
Midlands area of England. Managed an annual sales budget t/o c. £450k. Key duties included:
• Developing a business model from scratch by introducing the company’s product portfolio
to an entirely new customer base. Success was achieved by combining the product
range into a single entity and proving the customer with a single supply source concept.
• Full responsibility and control of the sales budget and target profits ratio.
• Development of IT application engineering data systems to enhance customer value.
• Successfully managed the contract management role of the project from concept to
completion against defined QS targets.
PEGLER AND LOUDEN
Distributors of flow control valve and actuation products to a variety of industries including;
Chemical, Pharmaceutical, Petrochemical and Energy.
Regional Sales Manager Apr 1985- Feb 1989
Responsible all sales and operational aspects of the business which operated as the North East
England service division. Achieved sales turnover c. £1.75million in 1989. Managed a team of 15
staff including 6 full time sales engineers.
Full managerial control of the business which included:
• Sales/Profits Budgets and Targets
• Operational accountancy practices
• Staff appraisals and training
• Preparation and presentation of statistical data to Board Directors
• Stock control management
• Sales and Marketing strategies
• Quality Assurance policies (inc:Health & Safety issues)
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