Nigel Jennison

Current

Non-Executive Director at MICO Europe Ltd
Consultant - International Sales & Marketing at MICO Inc

Past

Director of Business Development - Asia Pacific (nigel@sinogrowth.com) at MICO Inc.
Divisional Director - Earthmoving at Liebherr
Business Development Manager at Galliford Try

Consultant at Self-Employed, Sweden, U.K. (Self-employed)
Regional Manager – U.K. & Ireland at Forke Europe BV, Derby, U.K.
International Sales Consultant at Finning Caterpillar (U.K.) Ltd., Cannock, U.K.
Regional Manager - China at JCB
Compact Equipment Sales Manager at JCB
Sales & Marketing Manager at JCB
Works Manager at T C Harrison JCB

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7 more...

Education

The Nottingham Trent University
University of Derby
Derby College

Ecclesbourne

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1 more...

Recommended

4 people have recommended Nigel

Connections

500+ connections

Industry

Machinery

Websites

Nigel Jennison’s Summary

Distinguished career is highlighted by a history of success in building, growing and improving the profitability, performance and value of companies. In-depth understanding of the worldwide off highway equipment business, including working for manufacturers, dealers, an auction company, and an OEM supplier to the industry. Breadth of experience in diverse roles, including machine and parts marketing/sales, and parts and service support. International background through living abroad and working with British, American, Canadian, Swedish, Korean and German companies; easily relate to people from different cultures (Germans, Americans, Dutch, Swedish, Canadians, Chinese, Koreans) and able to communicate across all organizational and societal levels, from factory floor workers to multimillionaires. Thrive on challenges and have a deep desire to succeed and win; diligent, determined and tenacious, and do what it takes to get the job done in a timely manner. Speak Mandarin Chinese.

Nigel Jennison’s Specialties:

General Management / Start-up & Turnaround Leadership / Organizational Change.
Productivity & Efficiency Improvement / Worldwide Sales & Marketing / New Business Development.
Distribution management.
New Product Launch / Client Relations / Negotiations / Presentations / Multinational Team Building

Nigel Jennison’s Experience

Director of Business Development - Asia Pacific (nigel@sinogrowth.com)

MICO Inc.

(Mechanical or Industrial Engineering industry)

October 2006 — October 2008 (2 years 1 month)

Responsible for business development in Asia Pacific, especially Australia, New Zealand, China, South Korea and India. I manage the relationship with our distributors and our end customers, many of whom are mobile, off-highway, machinery manufacturers.
Divisional Director - Earthmoving

Liebherr

(Privately Held; 10,001 or more employees; Machinery industry)

December 2001 — September 2006 (4 years 10 months)

Challenged to turn around Construction Equipment Division of Liebherr GB Ltd, a Liebherr subsidiary. Managed sales force, sales administration, new and used machine/equipment stock, demonstrations, price negotiations, and machine logistics from four factories in Europe. Oversaw 24-person staff.
• Organizational Change & Turnaround – Enabled positive organizational change and turned around Construction Equipment Division. Recognized for pivotal role in establishing profitable and streamlined business.
• Procedures & Systems Improvements – reduced commercial risk on sales, centralized sales administration, and introduced stock control and forecasting systems.
• Stock Reduction – Halved new and used machine stock and reduced attachments stock 75%.
• Customer Delivery – Saved up to two weeks and associated costs by delivering machines directly to customers from the factories versus via LGB depot.
• Loss for year ending Dec 2001 GBP900,000, profit for year ended Dec 2006 GBP1.8 million
Business Development Manager

Galliford Try

(Public Company; Construction industry)

April 2000 — November 2001 (1 year 8 months)

In charge of sales, marketing, and business development efforts focusing both on new and existing clients in Northern England and Wales regions for GBP 90 million company (part of Galliford Try Plc.) specializing in building and civil engineering construction.
• Multimillion-Pound Turnover Growth – Member of the team that grew turnover from £63 million to £90 million, including new contracts with Ineos Chlor Chemicals and Astra Zeneca.
• Sales & Business Development – Developed new business by growing sales with select (prospective) clients:
– Identified, analyzed, and recommended new business opportunities, personally met with clients, and delivered presentations to decision-makers within target organizations.
– Actively participated in industry-related organizations to meet and network with prospects.
Consultant
Self-Employed, Sweden, U.K. (Self-employed)

(Self-Employed; Myself Only; Management Consulting industry)

October 1998 — March 2000 (1 year 6 months)

Provided management, sales, and business development consulting services to companies in diverse industries. Managed entire client engagement cycle..

• General Management – Retained as Investment AB Inchina’s Interim General Manager of China JV timber frame house manufacturing facility. Held turnaround, management, and P&L responsibility of 50-employee factory.
– Grew sales from zero to US$1 million.
– Reduced overhead 30% by bringing in western style management systems for accounting.
– Rooted out corruption within the factory.
– Started sales and marketing activities and secured company’s first order.
– Facilitated profitable sale of JV by the investment company.
• Sales Management – Served as Interim Sales Manager of Euro Daewoo (U.K.). (now Doosan) Supervised staff of four.
– Accelerated distribution sales growth in the U.K. and Ireland and managed local dealer and customer relationships.
– Liaised between sales team, dealer network and local/global business management.
Regional Manager – U.K. & Ireland

Forke Europe BV, Derby, U.K.

(Privately Held; 201-500 employees; Machinery industry)

March 1998 — September 1998 (7 months)

Member of the team that started first European auction business for this construction equipment auction business. Reported to Dutch Managing Director.
• Business Development – Led business development activities within the U.K. and Ireland, including telephone cold calling of prospects, visiting potential prospects to discuss methods of auctioning their equipments, and to discuss deals, attending trade shows, and assisting in the preparation of machines prior to auction by managing refurbishment/repair companies.
– Assisted in the management of the first Forke European auction (US$20 million).
– European start-up was a major factor in enabling profitable sale of U.S. parent to Ritchie Bros.
International Sales Consultant

Finning Caterpillar (U.K.) Ltd., Cannock, U.K.

(Machinery industry)

July 1997 — March 1998 (9 months)

Responsible for the international sales and marketing of reconditioned Caterpillar machinery for Finning, the world’s largest distributor of Caterpillar machinery. Key focus on liquidating the huge over stock of used machines in the U.K. following the takeover of Leverton, which was previously the other U.K. Cat dealer.
• Multi million dollar sales – Marketed and sold over 240 machines (worth US$20 million) to new customers in Europe, Africa, Australia, and the U.S.; secured one of the world’s largest-ever single deals (216 machines worth US$17 million) for used construction machinery.
– Used press articles, telephone, fax, and email to promote Finning UK as a supplier to international buyers. Circulated stock lists and special offers to buyers, and accompanied potential buyers to see stock machines in the U.K. Liaised with workshops to provide repair and refurbishment costs for used machines.
Regional Manager - China

JCB

(Privately Held; 5001-10,000 employees; Machinery industry)

October 1994 — June 1997 (2 years 9 months)

Promoted at GBP1.4 billion global company selling wide range of construction and agricultural machinery. Appointed to open company’s representative office in Hong Kong as only office managing China market (new market for JCB). Managed sales and service of all JCB products; assisted distributors with technical/commercial inquiries, prepared and submitted tenders, and carried out demonstrations and presentations to end-user customers. Managed two-person team.
• Start-up Leadership & Turnover Growth – Grew the business from the ground-up and exceeded sales targets for both machines and parts.
– Drove GBP1 million in turnover for two consecutive years.
– Pioneered sales of JCB load backhoes in China; sold 40 machines within three years.
– Introduced JCB Fastrac to China State Farms; sold the first unit.
• Sales & Product Training – Arranged and presented sales training to distributors, and prepared/presented compact product training to all dealer salesmen in Australia.
Compact Equipment Sales Manager

JCB

(Privately Held; 5001-10,000 employees; Machinery industry)

March 1993 — September 1994 (1 year 7 months)

Accountable for U.K. sales of JCB’s entire product range (mini excavators, skid steer loaders, small wheeled loaders, loader backhoes). Served as champion for compact machines within JCB and built sales team from distributors to collaborate with JCB staff to promote sale of JCB compact product range –was especially challenging due to distributor salespeople working for different distributors.
• Team Building & Training – Pioneered concept of compact product range to U.K. distributors and built successful, highly motivated team of salespeople from several JCB dealerships.
• Product Launch – Orchestrated successful launch of JCB Airmaster machine, quickly outpacing competition and becoming the only machine of this type available in the market. Exceeded all sales targets, selling more than 1100 compact machines.
• Customer Issue Resolution – Arranged meetings between sales force and factory staff to discuss product issues raised by customers.
Sales & Marketing Manager

JCB

(Privately Held; 5001-10,000 employees; Machinery industry)

January 1989 — February 1993 (4 years 2 months)

Managed worldwide sales and marketing at a new start-up JCB factory with new product: mini excavators.
• New Product Launch – Spearheaded launch of JCB mini excavators from the ground up – sales reached 1000 units by 1993 in the face of strong Japanese competition.
– Launched the product complete with pricing, sales literature, advertising, and dealer training within six weeks of starting.
– Developed and executed high-impact marketing plans, worked with PR agency to produce sales literature in all major languages, and sent press releases to all major European markets.
– Collaborated with advertising agency on developing unique style of advertising that demonstrated why a JCB mini excavator was the “best choice.”
– During the 1991-2 recession this was one of only two profitable divisions of JCB, the other was the after market parts division.
– Sold 3000 mini excavators in four years.
• Awards – Won the Nat West Engineering Marketing Award and the Queen’s Award for Export.
Works Manager

T C Harrison JCB

(Privately Held; 201-500 employees; Machinery industry)

March 1988 — December 1988 (10 months)

Responsible for all parts & service operations for a main JCB dealership in Ossett, West Yorkshire and a satellite depot in Beverley, East Yorkshire.
Took a very average operation, turned it around and won the JCB Parts & Service Depot awards for 1988 before being asked to return to JCB.

Nigel Jennison’s Education

The Nottingham Trent University

Diploma in Marketing , Marketing , 1982 — 1984
University of Derby

HNC Business Studies , Business , 1980 — 1982
Derby College

ONC Business Studies , Business , 1977 — 1979
Ecclesbourne

1971 — 1976

Additional Information

Nigel Jennison’s Websites:

Nigel Jennison’s Interests:

Chinese language, culture,history,Senior, International, Management, Executive, China, Chinese, Shanghai, Beijing, Building, Growing, Business, Development, Improving, Performance, Value, Construction, Off-Highway, Machinery, Sales, Parts, Joint, Venture, General, Caterpillar, Volvo, Komatsu, Cat, Terex, CNH, Doosan, Hitachi, Marketing, Chengdu, Sichuan, Auction, Service, After-Sales, Mandarin, CIM, Lighthouse, Export, Excavator, Loader, Recovery, Start-up, Team, Hong Kong, JV, Consultant, Investment, Ebay, Ritchie,Hydraulic, Power, wheel, bulldozer, dozer, Bauma, Conexpo

Nigel Jennison’s Groups:

Member of the Chartered Institute of Marketing,
Member of The Lighthouse Club construction charity,
An invited member of The Society of Industry Leaders (run by Vista Research, a Guidepoint Global company.