1. Interim Assignment 11 Stephen J Jones
Driving International
Revenue Growth
Client Mediplus Limited
Business Activity Manufacture, sale and marketing of
medical disposables (private company)
Annual Revenues £4.3 million
Interim Role Head of Export
Reporting To Sales and Marketing Director
Assignment Duration 33 months
› The Business Need
› Strengthening and expansion of the international distributor network
› Significant improvement of the company’s export sales and marketing processes
› Building of international revenue and profit to agreed targets
› Value Added
› Reviewed entire international distributor network
› Put in place annual export business plan
› Agreed annual sales targets linked to distributor performance reviews
› Implemented change programme to align distributor processes with sales targets
› Set distributor incentive plan targets giving retroactive rebates for success
› Put in place regular training for distributor staff in country and at UK head office
› Implemented a regular distributor visit programme including clinician visits
› Grew international revenues by 50% to more than £1 million per annum
› Found and appointed eight additional distributors in Europe and two outside Europe
› Launched anaesthetics range in seven additional countries
› Conclusion
“For the past two years, healthcare budgets have been under increasing downward pressure internationally.
Despite this, our international business has grown strongly and is now over 25% of company revenues.
We now have a firm base to grow the company further outside the United Kingdom. ”
Sales and Marketing Director.
+44 (0)1628 529085 +44 (0)1628 532349 +44 (0)7974 662798 kilimanjaro.co@btinternet.com