Mr. Cox drove a turnaround in performance for a multinational business-to-business organisation by taking an interim role to step change its order to cash ability across several European countries. He re-engineered the operating model, a mix of centralised and local, outsourced and in-house activities, from initial sales order through customer services, logistics and invoicing. Key to the program’s success was Mr. Cox’s close work with the sales force to give them the tools, a channel and a dedicated team to pass on customer issues in order for them to return to a focus on sales.
Prior to joining A&M, Mr. Cox worked for Centrica, a Financial Times Stock Exchange (FTSE) 100 energy and home services organization, most recently as Commercial Director for British Gas Central Heating, a £280 million division. His turnaround of the top-line in this business, through segmenting the market, differentiating the portfolio, entering new markets, readdressing a complex multichannel mix to market and transforming the pricing strategy, contributed to a 30 percent improvement in profit in a market that was declining 10 percent per annum. Mr. Cox was also responsible for driving improved revenues by differentiating the product portfolio to include home automation products, a relatively new industry.
Mr. Cox also served as Commercial Director for Electrical and Dyno Services within BGS, where he was responsible for driving growth for its insurance division. He grew the top-line of this business by seven percent by driving a transformed proposition portfolio; creating new sales incentive schemes for the sales force; driving a pricing strategy to improve customer lifetime value; and improving the multichannel strategy, supported by new performance objectives for channels and agents.
Mr. Cox spent eight years as a Management Consultant at Accenture across the European and Australian practices, where he specialised in managing large transformation within blue-chip clients’ sales and marketing organisations. Examples of Mr. Cox’s projects include driving the sales force effectiveness of a consumer goods organisation by remodelling the customer experience sales, the supporting sales operating model and creating training to improve uptake of key systems to capture customer and product insight.
Mr. Cox earned a bachelor honours degree in Japanese and business studies from the University of Sheffield and an MBA from the London Business School. He also earned postgraduate qualifications in change management from the Australian Graduate School of Management and in marketing from the Chartered Institute of Marketing. Mr. Cox speaks fluent English and Spanish and is conversant in German, Catalan, French and Japanese.