“Why I should be the next Future Voice
Deal Architect”
Matt Tebay
MY BRAND
“I am a creative and resourceful professional who is trusted by peers, senior
management, friends and family.
I enjoy meeting new people, being given new tasks and helping others to perform to the
best of their ability.
In my professional career I strive to be best in what I do, this is driven by my ambition to
succeed.”
Matt Tebay
Why BT?
Why BT
• Investments are delivering
• Met or exceeded financial targets
• Good progress towards delivering sustainable, profitable
revenue growth
• Delivering value to customers, shareholders and society
Why BT Business
• Growing business, opportunities to develop, good care results
• Fibre, Plusnet and mobility a key product
• Working towards a complete converged solution
• Strong brand
Why Matt Tebay? In Numbers
Demonstrable and continuing success in all sales management roles
Year Business
Type
Target Ach % Comment
2013/14 Channel Mgt
(New/Resign
Bus)
Best year for BT Mobile
2012/13 Channel Mgt
(New/Resign
Bus)
Hit volume target wk 44
2011/12 Channel Mgt
(New/Resign
Bus)
Introduced Business Sales.
Volume target hit 32K
connections
2010/11 North West
BTLB Product
Specialist
1st year managing multiple
products.
2009/10 NW BTLB
Mobile Specialist
-
Why Matt Tebay? Delivering Opportunity
Responsible for the P&L of Mobility in SME
Driving run rate business for core products
Enabling new channels to sell
Use of social media to grow a business
YoY growth in mobile channel on revenue and volume
Driving additional revenue streams such as extras, accessories, cross selling
New Product Launch’s
Mobile, Broadband, Calls/Lines
7 years of training new technologies
Manage Underperformance
Informal- reviews- support coaching training
Agreed targets and objectives
Delivering Opportunity
Why Matt Tebay? Inspiring & Leadership
Challenge: Voda/EE Migration
Training Plan for UK SME
Migration rules for clients
New pricing tool
Impact – Continuity of sales engagement
Project Management:
Defying Gravity – Letmedevelop –
a gateway for people to develop and learn
BTLB Induction programme
Ownership to revamp programme
Change experience
Lead the group
Role Model/Mentor
Open/honest culture
Reflect company’s and your values
BT Volunteer work
Ran the London Marathon
Inspiring / Leadership
Why Matt Tebay? Driving Change
Transforming Costs in order to grow Own P&L for mobile
Proposition pricing input
Project Management:
Defying Gravity – Letmedevelop –
a gateway for people to develop and learn
Coaching / training of new products and services
A simpler, less complex pricing tool allowing us to engage with more
sales people and build quotes quicker
Advocate for change
Healthy organisation
Social Media used to promote BT
Putting the customer at the heart of everything we do
Driving Change
Why Matt Tebay? Commercial Acumen
Responsible for the commercial sign off on value mobility deals.
EBITDA/NPV
Delivering props that are competitive and deliver sustainable revenue
growth
Fraud Prevention Project:
150-200K saving per year
Volume Pay Plan:
100K saving per year
BTLB Mobile Specialist Recruitment
Generating 108K revenue
Area of development this past year
Online courses available to learn and develop
Commercial Acumen
Why Matt Tebay? Managing Complexity
Voda/EE Migration:
Managing the migration of 36 BTLB accounts
Managing the migration 1000+ customer accounts with 25+ connections
Focusing the channels to acquire at the same time
Sales Enablement:
Introducing Business Sales back into the mobile space.
Organising offline time, partner support, training material, collateral, follow up support, pay plan, targets
Process / System / Sales tools in place for launch of the new MVNO
All hands calls, f2f, email, live chats with channels to communicate
Remembering the end goal at all times
Utilise the people and skill set within your organisation to deliver
Taking time to reflect and learn
Managing Complexity
Why Matt Tebay? Summary
Successful track record PROOF
Analytical Relationship
Builder
Communicat
or
Passionate Focus Enthusiastic
SKILLS
CHARACTER
Coaching
Consultative
Feedback
“The way you manage is to push your teams to
achieve their targets. You do this by constantly
challenging them to better themselves every
day. Any company that is fortunate to have you
working for them will reap the rewards “
“Matt is an accomplished relationship
builder and very strong at bringing together
various departments and stakeholders
across a large organisation to deliver key
business objectives “
“Matt is passionate about creating a team environment and encourages team
members to share knowledge and experiences for the best development of the group.
He is enthusiastic which is infectious and offers support when needed. This in turn
motivates the team and provides and open and honest environment.”
“Matt is brilliant at coaching and developing individuals via
121s and also in creating and developing teams. What is
also interesting about Matt is his ability to develop and
motivate all types of people ranging from new recruits to
older, sometimes more cynical types . Matt is extremely
passionate and his enthusiasm and drive become
infectious “
“Your coaching ability and commercial understanding
has proved crucial in helping me win some of my
biggest deals. The ability to work with you and walk
away each time feeling inspired to work harder and
achieve more is something that doesn’t happen very
often .”
“Matt Tebay has been fantastic. The BTLB have had
several opportunity owners (staff leaving), and Matt has
not only offered advice (this was an ongoing customer
complaint); he worked through the billing data, built the
IMPACT and kept this rolling with me and account
manager.”
Common Questions
Why should Matt Tebay get this job? Successful track record in both product
and sales enablement, I have the skills and experience to fulfil and go beyond the
responsibilities of this role i.e. coaching, analytical, great communication skills and
relationship builder. My character will suit your way of working, consultative,
passionate, focused and most of all enthusiastic.
What do the people you work with think of you? See feedback on Slide 11.
What are your weaknesses? “I have a thirst for what is coming next. I want to be
one step ahead in terms of what is the next big thing to happen so I can prepare
and be ready for the change to happen. I think this is an area for development for
anyone and something I encourage”