Roger spent over 20 years as a salesman and manager for IBM in Scotland. During that time he was responsible for sales to the Finance Sector and at other times for the Central Government, including the NHS, in Scotland. He was responsible for the first major sale of IBM systems to the NHS, who had previously always bought from British companies.
Roger became the first sales person to manage IBM’s UK-wide team of technical consultants responsible for advising major customers on innovation and the effective use of advanced technology. Previously this team had always been managed by a technical specialist. Roger’s sales and management experience proved to be an effective and complementary link between the technical experts and IBM’s customers. Roger’s approach also helped to develop the team’s sense of accountability and maturity, giving them an enhanced ability to provide the customers with respected advice.
After leaving IBM, Roger joined the newly-created Scottish Telecom as Sales Manager, responsible for establishing the new company’s market with major Scottish customers. When Scottish Telecom bought a mobile phone service provider Roger was appointed as the Managing Director. In growing that business Roger negotiated a merger with the Scottish division of an English-based mobile company and the acquisition of a chain of mobile phone shops in the UK and Northern Ireland. Under Roger’s leadership the company grew from some 15,000 to 90,000 customers and from 30 staff to over 300 in just a few years. Eventually the evolution of the mobile phone market meant that service providers were bought up by the major networks and when this happened, Roger left Scottish Telecom.
Roger then took the decision to go in to business himself with the goal of sharing his considerable business and sales experience with companies. Roger has worked with a variety of growing businesses including technology companies, the oil sector, and the public and third sectors. Roger particularly specialises in leadership development, company performance and strategy both with company CEO’s, directors and management teams. He is passionate about enabling both company growth and the individuals within it.
He works both through facilitating intensive workshops with management teams and with individual managers.