I build the commercial machinery behind vehicle exports — the operating model, systems and governance that let a 40-distributor network across 45 markets sell consistently. I came to it from vehicle engineering, which is why I read a product and its price as the same problem.
When I took on the role, Anadolu Isuzu's international sales-excellence function was still taking shape. There was no operating model, no shared system, and no common language between the company and its distributors.
It now runs on one SAP Sales Cloud platform — shared quoting, approval workflows, a single customer view — with governed tendering, pricing and demand planning built around it. Commercial decisions that used to live in email and spreadsheets now sit in a process anyone can inspect.
Today the organisation wins public-transport tenders across Europe, the CIS and the Gulf — city buses in Kyiv, articulated fleets in Dubai — with decisions increasingly supported by structured data rather than manual effort.
The team is small and its reach is wide. That taught me something I keep returning to: influence comes from the standards a function sets, not the headcount it holds. The best capabilities are the ones a business can run without their author.
Operating models, CRM platforms, sales governance and distributor performance systems for international networks.
Pricing, positioning and product planning informed by how vehicles are actually engineered and built.
Tender governance, demand planning and the disciplines that keep long, complex sales cycles predictable.
The line changes colour where the work did — December 2017, engineering to commercial.
Co-founded a marine-technology venture built around fuel-efficient propulsion. First lesson in the distance between a good design and a viable business.
Vehicle architecture across five programmes — Cargo, Lowliner, F-MAX, Courier and Puma. Powertrain, chassis and body packaging; benchmarking and target-setting for competitive design.
Took the product to market rather than through development. Built the case for the company's first alternative-fuel vehicle programmes.
Pricing frameworks, tender competitiveness and the Web Configurator — one reference for the range and its options, which cut the time it took to bring a new variant to market.
Commercial excellence across the international export business: the sales-excellence function, the SAP Sales Cloud platform behind it, and the tender, pricing and demand-planning governance that runs on top.
A twelve-metre low-floor fleet for the city's public transport operator — four years of tender work behind a single signature.
Part of the Roads and Transport Authority's wider fleet renewal programme, alongside MAN, Volvo and Zhongtong.
SAP Sales Cloud replacing disconnected spreadsheets across the distributor network — shared quoting, approvals and a single customer view.
The business case that started Anadolu Isuzu's first electric and CNG vehicle projects — three programmes approved.
Awards made to vehicle programmes I contributed to.