1. Guy Pattinson
8 Hartwell Close, Solihull B91 3YP
Mob: 07771 805907
Email: raerae_p@hotmail.com
KEY SKILLS
 Highly experienced senior business development manager in lighting solutions and projects
 A proven track record of successfully delivering projects on time and in budget across may different
industries
 In depth knowledge of lighting design packages
 Commercially astute and target driven with strong negotiation skills
 MoD enhanced security cleared
EMPLOYMENT
June 1998 – present Philips Lighting Solutions
Various Sales and Business Development roles across different industries.
Main accountabilities:
 Sought to understand the customers’ strategic imperatives, value drivers
and buying processes in order to generate insight into customers business
to drive adoption of Philips’ solutions and deeper account penetration
 Developed creative ways to leverage Philips’ Lighting Solutions and
illustrate the financial and intangible benefits of the Philips’ solution
 Built relationship value and the Philips Brand with targeted end users by
mining for unmet needs and linking them to other Philips Solutions
 Developed and implemented customer-specific sales strategies to ensure
customer needs are translated into viable and successful commercial
proposals
 Created focused strategic account plans and utilised marketing resources
to drive account retention and growth
 Identified prospects and reinforced Philips’ value proposition through
networking events during and out of business hours
 Developed strategic, long-term relationships with key decision makers
 Developed and maintained account plans and significant opportunity
planning
 Ensured effective territory planning, including creating, developing and
maintaining a pipeline of accounts
 Built deep and meaningful relationships with customers throughout the
organisation including C level executives
 Provided innovative solutions to influence customer buying habits and
leverage Philips’ capacity to ensure maximum value is generated
 Provided activity reports to keep customer activity up to date - including
accurate pipelines and forecasts, meeting activity, feedback on tenders and
logging of account plans and opportunity plans
September 2014 - present Delivery Manager Retail
Managing contractors, developers, project managers and end user clients to
deliver multi store rollouts throughout the UK

2. Guy Pattinson
September 2012 - September 2014 Business Development Manager Major Projects
Managing and delivering a major account and delivering projects within the
Ministry of Defence
January 2009 - September 2012 Business Development Manager Retail
Worked with National key accounts to develop long term relationships
September 2008- December Mon 2009 Client Specification, Team Lamps
Developed end user facility management companies to use Philips best in class
lamp products.
October 2006- October 2008 Business Development Manager, Industry
Designed ‘turn key’ lighting solutions to the logistics industry and developing
key clients and consultants within that sector
Completed distribution centres throughout UK and Europe to end user client
specifications
October 2003 – October 2006 Industry Account Manager
Lighting installations to the car industry including the Ford Motor Company,
BMW, Aston Martin, Toyota, Rolls Royce and Land Rover Jaguar Group
June 1998- October 2003 Regional Account Manager, West Midlands
Managed contractors, consultants and end users in the Midlands region
1987 – June 1998 Thorn Lighting
1995 - 1998 Industry Salesperson for Midlands
1993 -1995 Regional Salesman - Worcester
1990 – 1993 Temporary Salesman
1987 – 1990 Commercial Trainee
INTERESTS
 Fixtures Secretary of Silhillians RUFC
 Member of Solihull Arden Sports and Social Club and Olton Golf club
 Keen skiier