Andrew King

Raymarine, the world leader in marine electronics develops and manufactures the most comprehensive range of electronic equipment for the recreational boating and light commercial marine markets.

Responsible for Sales, Marketing and Support functions in UK, Europe, Middle East, Africa and Asia Pacific. The 2007 expected revenue is approximately £84million.
• In the 1st 2 years, revenue has grown by 39%
• Profit growth of 8% points in 2 years
• Recruited a new sales management team
• Successfully changed distributor terms
• Won several major OEM contracts
• Set up new Asian subsidiary from zero base
• Managed the acquisition and integration of 2 distributors
• Strengthened a good brand by producing top class marketing material and exhibiting at approximately 50 international boat shows per annum.

A start up business in the UK, promoting, selling and supporting a range of laptop computers. Averatec was owned by the Korean parent TriGem, the 3rd largest worldwide manufacturer of computers with global revenues in excess of US$4 billion.

Responsible for starting the UK business, this involves setting up the channel, support infrastructures and marketing. Offices and staff will soon follow. Year 1 revenues are expected to be in the region of £25 million.
• Successfully appointed distribution and mail order channel
• Managed Dixons relationship for sell of laptops through PC World
• Set up pick up, repair and return warranty infrastructure
• Organised product reviews in UK computer press

This European Subsidiary of Konica Minolta Business Technologies Japan provides a full range of monochrome and colour laser printers to the EMEA market, with sales of approximately €200m and a total staff of 175.

Responsible for all sales & marketing activities, this position allowed me to grow the colour laser market share from less than 10% to over 25%, to position No. 2 behind HP. From 2002 to 2003 I grew the European sales of laser printers from 127,000 units to 162,000 units and still maintained 98% of profit goals through tight cost control.
Whilst expanding into new geographical markets, growing into new channels such as retail and e-commerce and building a great European team I focussed on the following areas:
• Developed and implementing a new Sales IT strategy for Customer Relationship Management
• Successfully introduced E-commerce to the market that resulted in €2 million, much higher margin business in year one.
• Opened, for Konica Minolta products, over 2500 retail stores across EMEA, resulting in incremental sales of over €50m
• Created a central marketing department from disparate country marketing managers, this resulted in a much more cohesive marketing message across the EMEA region.
• Introduced and developed a channel rebate program to ensure loyalty and to focus the channel on selling higher margin printer
• Improve company focus on customer satisfaction.
• Successfully created a Konica Minolta MFP channel along side a distribution route to market.
This role was based in Nieuwegein in The Netherlands, with constant travel around EMEA.

UK Sales, Marketing & support subsidiary for the European parent company

This was a great autonomous position with responsibility for UK & Ireland sales. In addition I was asked to manage France, South Africa, Australia and New Zealand and start business in Asia Pacific region including China. The Asia business is now running at over €35m annually. I Managed 70 staff at 5 locations, sales of €75million, €48m in the UK, with a marketing budget of £450k.
• Created steady growth in the UK market, from €25m to €48m in these six years.
• I inherited the Australian & New Zealand direct sales business from QMS Inc. I successfully downsized this organisation and converted this to a channel focussed business
• I managed the creation of the businesses in China, Malaysia, Singapore and Hong Kong
• Refocused the French business from only major accounts to a mixture of major account, distribution and retail business
• Introduced a channel rebate program to ensure loyalty
• Improved the delivery of 3rd party maintenance and therefore product reliability to ensure customer retention.