JULIAN DUNNETT

HARDINGSTONE, NORTHAMPTONSHIRE NN4 6FE

Tel: 07787 156944 Email: juliandunnett@gmail.com

An influential Senior Business Development professional with a sound understanding of the public
sector and the business drivers in the private sector. A strong leadership style which enables a
pro-active approach to managing teams and building customer relationships. A confident and
successful negotiator who has extensive experience of managing profitability and giving value to
the customer, Manages projects in an analytical and innovative manner to provide solutions to
complex problems to underpin the strategic planning.

KEY SKILLS
• Strategic Thinking: Strategic vision, ideas development, forward planning, research, analysis
and evaluation, problem solving and resolution, integrated management, business objectives focused.
• Business Development: Change management, creating new opportunities, understanding
business drivers.
• Sales: Sales strategy and management, confident spokesperson, contract and account
management
• Operations and Logistics: Issue identification, improving productivity and time efficiency,
reducing costs, project management, developing quality standards and installing best practice.
• People Management: Communications at all levels, leadership, motivating, encouraging,
coaching, training and development, influencing, recruitment, conflict management, identifying individuals’
strengths, facilitator and builds trust.
• Customer Relationship Building: Negotiation, persuasion, client needs identification, business
benefits, focused targeting, customer analysis, improve customer satisfaction.
• Financial Planning: Forecasting, full P&L responsibility, budgetary control and profit improvement
• Market Positioning: Strong market awareness, new channel identification and market analysis.

PROFESSIONAL CAREER

Smith & Nephew Orthopaedics 2008 - 2010

International medical devices company.

National Commercial and Business Development Manager 2009 - 2010

Strategic role to develop business at national level in the NHS and private healthcare companies. Reported to the
Commercial Director and the Sales Director (last 6 months).

• Successfully retained a large contract with a major customer resulting in Smith & Nephew
now anticipated to receive the majority of their £18m spend over the next 3 years.
• Conceived and developed the e-procurement strategy for the company to ensure they were
at the forefront of e-capabilities in comparison to their competitors.
• Analysed the daily sales data from the private healthcare customers to establish the most
profitable products and then worked with the customers to offer these at the best prices.
Increased profitability from this sector by 3% in 2009.
• Reduced the number of customer pricing queries and invoices being held up for payment
by developing a master document of all list prices.
• Worked with area business managers to identify top prospects and ensure the
requirements of the major decision makers were fully understood and exceeded.

Regional Sales Manager 2008 - 2009

Leading the South Central regional team of 4. Reported to the Southern Area Director

• Developed a joint sales plan with the team to maximise opportunities in the region.
Coached the relatively inexperienced team in different approaches and accompanied them on
field visits.
• Achieved 7% growth in business to £3.7m and a 66% profitability (£2.4m) for the region in
2008.
• Worked closely with the Bids and Tenders teams to ensure accuracy of tenders and
minimised pricing issues.

Olympus KeyMed 2002 - 2008

Global medical devices company.

National Sales Manager 2006 - 2008

Managed the Diagnostics division (Team of 7) for 7 months and then was asked to manage KeyMed’s flagship division –
Gastroenterology & Respiratory (Team of 8). Reported to the Head of UK Sales.

• Identified sales targets and worked with the sales teams to plan how to achieve these.
Created a reporting system to allow the teams to know exactly where they were in relation to
the targets.
• Achieved 119% of target - £42m t/o shipped in financial year 2007/2008 and 130% - £35m
t/o shipped in 2006/2007.
• Coached and mentored one of my team to develop him into the role of a National Sales
Manager in the company.

Medical Territory Manager 2002 – 2006

Managed the Eastern England area. Reported to the National Sales Manager.

• Highest achieving Territory Manager in the division and third highest in the company for
year 2003/2004.

• Selected to develop client relationships for the company in Durban, Dubai, Madrid and
Cairo.

EARLIER CAREER
Officer Training and Aircrew Duties – Navigator (Royal Air Force) 1999 - 2001

QUALIFICATIONS AFFILIATIONS AND TRAINING

Member of The Chartered Management Institute (MCMI)

Postgraduate Diploma in Leadership Studies, University of Exeter – 2001

MA Musicology, University of Southampton – 1999

BA (Hons) 2:1 Philosophy, University of Southampton – 1995 – 1998
Member of MENSA
PERSONAL INTERESTS

Date of Birth: 5th May, 1977 Flying – Private Pilot’s Licence, music – play piano and
French horn, choral singing, family, skiing, scuba diving,
sea-kayaking and hill walking
Marital Status: Married with twins