Not a market researcher. Not a strategy consultant. A sales director who built markets from zero to multi-million revenue in environments where most foreign companies fail to close a single contract.
I've spent 30 years in industrial B2B sales. Not studying it. Doing it. Building markets from scratch across seven industries and more than fifty countries, from the Gulf and Europe to North America, Scandinavia and South America. Different procurement rules, deep relationships, and a European sales playbook that gets you nowhere.
At Gilbert Gilkes and Gordon, I managed global key accounts — BAE Systems, GE, Siemens, Caterpillar, Volvo — achieving 508% revenue growth through specification-led sales across 50+ countries.
At S. Brannan and Sons as Global BD Director, I scaled EMEA revenue from £1.8M to £6.2M. In the GCC specifically I took the region from around £100K to over £1M, building the route to market, the distributor network and the EPC relationships from the ground up. They are still generating revenue today.
As Export Sales Director at Hughes Safety Showers, I grew global export revenue from £3.9M to £6.9M and delivered the £1.9M Marjan gas project with Técnicas Reunidas and Aramco, plus the €1.2M Orlen refinery contract in Poland. That period is the direct origin of Z358 One.
At Lansmont, I won a $650K Saab Naval Defence contract and a $500K Nammos Raufoss contract through direct specification influence and sustained procurement relationship management.
After 30 years watching capable manufacturers fail in markets they did not understand, not because their products weren't good but because their commercial approach was entirely wrong, I built the consultancy I wished had existed for the businesses I worked for.
No serious market rewards the best product. It rewards the supplier who was inside the specification before procurement began.