James Fay has over 20 years of experience in business development and sales leadership roles. He has a proven track record of developing and delivering profitable solutions for customers, building high-performing teams, and achieving significant revenue growth. Notable achievements include winning a £4.5m contract with Deutsche Bank to create a secure bullion storage center, and designing record management systems that saved public organizations over £1m annually.

1. James Fay (ILM)
15 Hyde Meadows, Bovingdon, Hemel Hempstead, Herts, HP3 0ER
07547456594. james.fay3@ntlworld.com
A results driven,consultativeBusiness development leader.I am experienced in developing and delivering every aspect of the
sales and business process to ensure all opportunities are maximised. I have successfully built high performing sales and
solution delivery teams in order to achieve profitability, efficiency and shareholder value. I have a reputation for simplifying
the complex and creating bespoke customer solutions within our product and service offering. This provides motivating and
stimulating challenges for the people I work with, in order to continually improve, and exceed customer expectations.
Career History
March/08 – Present: G4S Cash Solutions Ltd
October 12 – February 2015: Head of Valuables Solutions
I won a £4.5m pa 10 year contract with Deutsche Bank. They approached me with a requirement for secure logistics and stock
management of 1500 tons of bullion. They could not find a solution within the existing market. By implementing a true
integrated account management and solution design plan I secured the contract. The partnership created a new product
revenue stream delivering 64% margin for G4S. The project involved designing an industry leading secure bullion center in
London. Using state of the art technology and systems, bespoke racking and stock management solutions and construction
techniques, the JV delivered Deutsche bank as the global leader within its chosen sector.
The success and reputation of the project enabled me to win a £55m contractwith the Sovereign wealth fund of Abu – Dhabi
to create a bullion and valuables distribution center in Dubai.I also consulted on the delivery of a bullion Management center
in the Shanghai free trade zone with the Chinese Government. This project had a £70m contract value.
I saton the projectboard for the SAP implementation project and was responsiblefor the sales work stream. I ensured thatall
the factors of the sales process integrated with all the other business functions. I developed new ease of use services to add
value to our sales proposition.
I developed a suite of management information to enable greater account management and revenue development. The
company deliverables of this projectwere, a complete modernisingof the process,and designingnew procedures and ease of
use services for the customer. A seamless CRMplatform (Salesforce) and ERP (SAP). A technology led end to end sales process
leading to greater efficiency and results.
The bigger outcome was the creation of inter functional working and thus broke down the Silo mentality. This delivered a
greater sales experience and service delivery for the client, and more importantly their customers.
January 11 – October 12: Sector Head (Transport, Leisure and Government)
I managed a team of 12 direct reports delivering new business Targets and key account growth in the Transport, leisure and
Government sectors.I developed business plans,delivered growth and profitability for each sector. Under my leadership the
sector revenue grew 6% year on year. I created a high performance team through a considered recruitment and performance
management program.
I designed a new sales strategy based on best practiceand consultativesellingtechniques thatwon Cash Solutions circa £1.1m
of new and additional businessin 2011.Two members of my team awarded atBoard level for their performanceand behaviors,
using the above strategy.
I delivered training workshops, field training with the teams both demonstrating, supporting and learning best practice. I
trained teams in liveenvironments with all types of accounts.We created individual solutionsfor each accountirrespectiveof
sizeand devised solutions thatthey felt was unique to them. This enabled us to really deliver a full serviceproposition notonly
to our customer but more importantly to their customers. Thus providing true service.
March 08 – January 11: Product Development Manager Secure Storage Solutions
I was head hunted to develop and deliver a new productrevenue streamwithin G4S to provide securestorageand distribution
services within the Archive and data storage sector.
I builta robustbusiness plan showingthebenefits and returns of both internal build options and external acquisition.I actively
sorted market intelligenceand worked with industry consultants, to build auniqueserviceofferingwhilstprovidingcompetitive
advantage.

2. I designed a solution to providea £25 million turnover per annumbusinesswithin 5 yearsproducinga minimum30%netreturn .
These numbers we fully supported by a costed sales and marketing plan. The aim was to utilise existing sales and account
management teams, thus keeping costs to a minimumand activity to a maximum. The plan was supported by an activity based
costing model to ensure maximum return on output and thus enabled me to deliver a 5 year p&l demonstrating how the
company target would be met.
As I developed the plan I identified a need to acquireand existing serviceprovider.I led an acquisition projectteamto purchase
two service providers within the market and amalgamate them into G4S. This strategy led to circa £1mpa of savings straight
to the bottom line. I took the project to final stages of one of largest acquisitions in the Group’s history. (Circa £45 million).
This plan ensured we entered the market as the leadingprovider in terms of service,and the number 2 player in terms of size.
Whilstcarryingoutmarket research and due diligenceI created an opportunity pipeline of circa 2 million pa prior to launch.
Feb/95 – Feb/08: TNT Logistics Group
July 05 to January 08 Senior Business Development Manager - Archive Services London
I built and managed specific service solutions for records and data management with the private and public sector. I was
responsiblefor managing and growing my own strategic accounts such as Morgan Stanley, The London Borough of Hackney
and Goldman Sachs.I grew Morgan Stanley by circa £1mpa by deliveringa project to build a bespoke data storage center. I
delivered a new records management system for The London Borough of Hackney which saved them circa £1/2 mper annum
and secured a £750k per annum 5year contract.
I trained and developed 3 sales execs and ensured that we met our quarterly and annual targets.
September 00 to July 05 Senior Depot Sales Manager - TNT Express Luton Depot
I grew the revenue from £75,000 per week to £135,000 per week in 4 years. At the same time I implemented a plan which
reduced the relianceon our largestaccounts and gaveour businessa strongaccountbase and foundationsto continue growth.
I managed 11 directreports across 5 territories.I ensured that the team dynamic delivered the highest performance and I was
awarded at a national level asweremembers of my team. I managed my team’s performance kpi’s to ensure that the company
standard was met. I implemented personal awards schemes to motivate them to exceed the company expectation. I mentored
7 depot Sales managers with the region developing them in P&L management, Personal development, trainingand coaching,
and performance management.
I was involved in developing and trailingnewprocesses and solutions with thesales structureand partof the national delivery
and trainingteam. I was a key member of the Certificatein Sales management trainingscheme. Once this was rolled out I was
instrumental in training and mentoring new and underperforming sales managers across the UK.
April 97 to August 00 Sales Manager (Supamail) - TNT Express Milton depot
I managed 8 direct reports across 4 territories. I managed my team’s performance kpi’s to ensure that the company standard
was met. I grew the Supamail product year on year and regularly topped both the new business and revenue growth league
tables.
Feb 95 to April 97 Sales Executive - TNT Supamail Leicester depot
I grew and developed the Supamail productrevenue line within my territory and exceeded my growth and revenue targets as
well as my activity and productivity KPI’s. I regularly topped the national quarterly league tables and won many awards and
accolades accordingly.
Credentials and Qualifications
 Nottingham University Business school PostGraduateCertificatein Management ( MBA Module One)
 Certificatein sales management accredited to Instituteof Management
 SPIN and Miller Heiman trained
 Health and safety management, recruitment, selection and performance management legislation,
Interests and pastimes
I am currently a RFU young rugby ambassador mentor for the 2015 world cup and a grade 2 rugby coach. I also enjoy golf,
cooking and DIY. I have 2 children spend time supporting them in their chosen hobbies and pursuits.