Tim Gibbons

Tim is a sales consultant working with technology and engineering companies to help them be more effective in sales.  He provides sales training and coaching to individuals and teams based on The Equation of Sales.  His has many years of experience as a creative Sales / Business Development Manager with excellent interpersonal skills and a track record in growing a business. 

Employment Record

2016 onwards, Managing Director, Hoolock Consulting (www.hoolock-consulting.com)

In January 2016, Tim founded Hoolock Consulting to provide sales consulting services to technology and engineering companies.  Tim recognised the need to provide training that was tailored to the specific needs of the team and the specific products that they were selling.  He has provided a range of services from one-off training courses to year-long training programmes covering all aspects of selling.  He has supported a variety of companies, both large and small, in a variety of industries, but his particular focus is with technology and technical services where many of the people involved in sales have a technical background and very little sales experience. 

2010 – 2015        TGS Geological Products and Services (www.tgs.com)

2013-2015, Manager of Business Development

Tim managed a global team of 5 Business Development Managers who developed new geoscience multi-client interpretation products.  The development of these products was funded by oil companies which the team was responsible for securing.  The team was also responsible for the sale of existing products and proprietary consulting services to companies.  In 2014, Tim led a team which won a $40m tender to work with 13 countries in Africa in the development of a new stratigraphic nomenclature.  This also required Tim to work with these countries to complete the plans for the project and to gain sponsorship from oil companies.  This has entailed a number of trips to various Africa countries meeting government and ministry delegates for week long meetings. 

2010 – 2013, Business Development Manager

Tim was initially employed to develop new multi-client products in UK and Norway.  After successfully developing a number of new products there, he was promoted to manage business development and sales in Europe, Africa and Asia and developed new products in Australia.  During this time, Tim implemented a variety of initiatives to reduce discount on the sale prices and to promote value based selling.

2007 –  2010       Paradigm Geophysical Ltd. (Now Emerson Software)

(https://www.emerson.com/en-gb/automation/advanced-industry-software/oil-and-gas)

2008 – 2010, UK Sales Manager

In 2008, Tim was appointed UK Sales Manager with responsibility for all UK Sales and for developing new account managers.  Sales quota achieved in 2008 which was a 20% increase on 2007.  He coached one new Account Manager in 2008 and worked with another new Account Manager in 2009.  He was directly responsible for managing half of the overall UK business as well as supervising the Account Manager.  He was also responsible for setting strategy, forecasting and annual planning.

2007 – 2008, UK Account Manager

Tim was initially employed as UK Account Manager tasked with extending Paradigm’s client base.  He was responsible for selling the entire Paradigm product suite plus associated support services and geophysical consulting services.  This resulted in a 20% growth in client numbers in 2007 and an additional 15% growth in 2008. 

1997 –  2007       Landmark EAME Ltd, part of Halliburton

(https://www.halliburton.com/en-US/ps/landmark/landmark-solutions.html)

2006-2007, Business Development Manager

This role was focussed on reservoir management software and subsurface consulting.  The reservoir management software included the two newest software applications released by the company and Tim had responsibility to market and sell these products across Western Europe.  This included managing a Technical Sales Advisor, marketing campaigns, trade shows, product demonstrations and direct sales.  He was also responsible for marketing and selling our consultancy services across Europe.  In 2006, there was a 277% growth in this area of the business.

2002-2006, UK Country Manager

This position was accountable for Landmark’s entire UK sales, totalling some US$40m.  Tim managed a team of Account Executives and Sales Support staff.  He had direct account management responsibility for the largest client, BP.  His overall responsibilities included determining the sales strategy, revenues & cost forecasting, business planning, line management and working with industry bodies including government groups.  Steady revenue growth was achieved throughout this time.

1999-2002, Project Manager

In 1999, due to business demand, Tim moved into the consultancy organisation as a project manager.  Here, he was responsible for various projects including software implementation, data migrations and knowledge transfer.  In addition, he provided operational management for the regional consulting organisation and implemented a web-based Project Office to provide project management support and knowledge transfer throughout the Company.  Latterly, Tim was managing all company projects for Landmark’s largest client, BP, totalling US$2.5m worldwide.  During this time, he studied for and passed Prince2 Practitioner examination.

1997 – 1999, Account Development Manager / Account Manager

Tim was initially recruited as an Account Development Manager, working directly with the Account Managers to develop new business with existing clients.  This role evolved into full account management for a number of Aberdeen and Stavanger based clients with an annual quota of US$4m.

Tim previously worked as a geophysicist for Elf Exploration and BP Exploration for a total of 8.5 years.

1992 – 1997        Geophysicist, Elf Exploration UK plc

He was responsible for geophysical interpretation of acreage in the Central North Sea, including data acquisition, working with seismic contractors to agree processing parameters etc, partner liaison and working with other disciplines to produce development plans.

1988 – 1992        Geophysicist, BP Exploration

He was responsible for mapping and modelling of oil and gas reservoirs in the North Sea.  He undertook many geophysical technical projects including synthetic seismogram studies, inversion and AAI studies.

Training

Tim has taken a variety of training courses over the years including

• Negotiation skills

• Powerful Proposal Writing

• Value Selling

• High Impact Business Writing

• Consultative Selling

• Facilitative Leadership

• Prince2 Foundation & Practitioner

• Power Messaging

• Socratic Selling; Socratic Negotiation

Education

Tim has an MSc in Exploration Geophysics from Imperial College, London and a BA in Physics from University of Oxford.