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Keith George May
11, Beechwood Road
t: 023 92 661162
Marital status : Married
I am an experienced Senior Manager with skills across all business disciplines with a commercial
focus. I have a strong track record in building and leading teams whilst at the same time introducing
new ways of working as part of a change management programme, leading my team to embrace the
changes in a positive manner.
I have worked in commercial roles for a significant proportion of my career, both in Commercial Sales
and Market development and within a Commercial Procurement environment, both in Private and
Public Sector, and procured a wide variety of products and services, from software to high value R&D
through to temporary contractors.
Previous roles have also involved developing business areas with regards to revenue and sales /
marketing activities. This has been through direct sales activity with high targets to achieve and via a
network of Value Added Resellers, an area which I set up and ran on behalf of Royal Mail’s Address
The areas I have experience:
Licensing of IP and the realisation of revenue
Management of a ‘channel’ team to manage Vendors
Supplier management and development
Science & Technology R&D
Business process and development
Procurement systems (particularly PeopleSoft)
I have been with my current company for 9 years and have been involved in many markets and
business areas, I feel the skills I have developed transpose across the many competencies a commercial
professional requires, whether in a Commercial Procurement or Commercial Sales & Marketing role.
I am also SC cleared and able to work on projects of a secure nature.
Jan 2013 – to date
Dstl (Defence Science and Technology Laboratory)
Position Commercial Team Leader - R&D
In Jan 2013 I took on a role to organise a team to deliver c.£150m of research in the science and
technology area. My remit was to understand the scope of work needed to fulfil the research budget and
the team needed to deliver a range of contracts, supporting different business areas ranging from Naval
Systems & Maritime, through to Air Weapons.
I developed a plan of how this would be achieved and reviewed the team needed to deliver such a
campaign. I spent a reasonable period of time developing and delivering a resourcing campaign,
looking to attract the right calibre of person in to the team, which has proven successful and the team
are on target to achieve C.£150M of research this financial year.
I also spent time reviewing the procurement strategies of how various contract vehicles could be used
to facilitate c.£150m of research. These strategies have now been implemented and frameworks put in
place to facilitate the relationship with the supplier and the customer requirements.
I now have a team in place of 19 Commercial Professionals who are able to realise the business plan
and have started to deliver against the expectations of the plan, and through contract vehicles that
support our activities.
Development of a Business Plan to deliver £150m of R&D during the financial year.
Managing a resourcing campaign to identify commercial professionals who could add value to the
Leadership of a team of 19 commercial professionals
Member of the leadership team delivering a wider change program in to Dstl Commercial
Services team across three sites.
June 2007 – Jan 2013
Dstl (Defence Science and Technology Laboratory)
Position Corporate Services Manager
As Corporate Services Manager, I defined and set the scope of the team responsibilities and developed
business plans to drive and deliver results. The team were all specifically recruited in to their positions
to develop a well balanced team.
My responsibilities embraced any service provided across the Dstl business structure and were not
specific to a dept or Function, and was therefore wide ranging. I was responsible for many areas such
Area Summary Volume / value
The use of scientific and technical contractors to
250 contractors and
upto £20m pa of spend
Consultants The use of world class consultants to provide
advice and guidance for major projects
Training and leadership
Delivery of specific training. £3m pa
GPC Control of Dstl’s use of a Government
Procurement Card supplied through Barclays
200 cardholders /
£10m pa of spend
Legal services Contractual arrangements and processes for using
IP Agents Lead and develop the relationship with IP Agents
around the world, in the protection Dstls IP
Category Management Mainly focused around commodities such as
electronic components, consumables and
My role extended to all aspects of Category Management such as the initial analysis of the expenditure,
through to customer and supplier management. I managed a supplier base of 17 companies within a
temporary contractor’s framework from which secondary competitions were run to provide a range of
proposals. I also managed the relationship with other suppliers of services ranging from Legal advice
through to marketing related contracts.
My role also embraced leadership of a team of 7 Category Managers across two sites, who had specific
areas they managed as well as cross team responsibilities.
The company also asked me to take on the additional responsibility of managing Dstl’s relationship
with the Cabinet Office Procurement teams. There have been significant changes to the way Govt
procure across areas, and my role was to act as Relationship Manager and to present and lead those
changes in to Dstl.
Strategic Development and implementation of a framework which allows Dstl to introduce
temporary contracted staff into Dstl in an organised and structured way.
Development of supplier relationships for the supply of temporary contractors / consultants into
Dstl, these are mainly scientific experts, with a total contract value of C.£20m.
Development and implementation of processes to support the operational aspects of introducing
temporary staff into Dstl.
Identification and relationship development with the COI (Central Office of Information) to
support the Dstl marketing teams.
September 2005 – June 2007
Dstl (Defence Science and Technology Laboratory)
A part of the Ministry of Defence
Position Commercial Manager – Manpower Category
As a Category Manager within the Commercial Services team, I was responsible for all Consultancy
and Contracted workers used by Dstl. With over 750 projects that use extra resource this relates to
significant volume with regards to staff to bring into the organisation, as well as a high level of spend.
My role embraces the management of a team, as well as a range of suppliers who are contracted to
provide extra resource into Dstl. While managing the external interface and day to day operational
activities, I also manage the internal customer developing relationships and working across the HR
function to identify longer term issues for Dstl.
Special Project with Dstl
I have also supported the business lead for Dstl in the introduction of Oracles PeopleSoft 8.9, taking the
lead role on occasions when necessary. The area of focus was around the procurement modules of
PeopleSoft, developing new or modified internal processes to meet the needs of the new software and
architecture offered by PeopleSoft, such as e-procurement and GPC (Procurement cards).
Whilst at Dstl I have completed my MCIPS in Procurement.
Jan 2005 – Feb 2005 Ordnance Survey
Position Management Consultant/Contractor
I assisted in the analysis of contractual and pricing issues, developing a number of working papers from
which future pricing policies could be developed. The position embraced a number of strategic
contracts that were under review and required a detailed commercial view to ensure the position of OS
was not compromised in-line with contractual obligations to Royal Mail and other data providers.
June 2004 – Dec 2004 Career Break
I took a short career break funded through a voluntary redundancy package when I left Royal Mail in
June 2004. I sailed my own yacht to the Channel Islands and Brittany/Normandy coasts, taking my
family on a superb two month cruise. I also took the opportunity to successfully complete the RYA
Yacht Masters course and I am now a fully qualified Yacht Master.
1994 – 2004 Royal Mail Data Markets Senior Commercial Manager
As a Senior Manager within a Royal Mail business unit, I was the Senior Commercial Manager
responsible for the exploitation of Royal Mail’s intellectual property. This extended to data products, a
number of software products and other geo-spatial type data. The role embraced all aspects of
commercial management from strategic and contractual development, sales management, marketing,
product development and procurement of services for iT based activities.
To deliver successfully in this area I led a team of 5 executive managers and 12 professionals from
Sales and Marketing through to a solutions management IT team. I also contracted with and led sales
agencies and an outsourced operation to manage product supply and delivery.
Development of supplier relationships for software based products, on-line services and directory
products. The value of theses contracts exceed £15m pa, with additional revenues from the on-
sale of products to customers.
I led the Royal Team that developed a PFI with ONS and Ordnance Survey. The PFI was to
establish improved data flows between the organisations and an accurate and commercial dataset
which linked Postcodes to Grid References and Local Authority codes. The PFI also developed
the commercial methods of how the companies would operate.
In my position as Commercial Data Manager, my skills and knowledge were marketed
internationally, and I worked with Hong Kong Post in the development of a pricing and licensing
approach for the exploitation of their data products. The project went well and I presented a final
licensing strategy and policy to the board of Hong Kong Post, which was agreed as the strategic
future. Royal Mail also received a significant sum for my services as a consultant.
Working with the Royal Mail International team, I developed pricing and licensing models with
the UPU (Universal Postal Union – a branch of the U.N), for the use of international data. I
worked both in the U.K and Switzerland to develop strategies, communicating with the virtual
team between meetings to check and manage understanding across the many languages of the
1992 – 1994 Product Development Manager
My role was responsible for the development of data products to meet the requirements of customers
and deliver timely updates. The role was a management role, either developing the software and data
content, internally, or purchasing services and / or products from specialist suppliers.
1989 – 1992 Customer Services Manager
As customer services manager I was responsible for a team of people who offered technical support to
direct customers, the support focused on the installation and use of Royal Mail CD products and data
Qualifications and Education
MCIPS – 2006
O – levels Maths D
English Lit & Lang C
Technical Drawing B
BTEC/Edexcel Assessment/Interviewer Training Level 1.0
City & Guilds COBOL Programming level One
Royal Mail Courses
As part of the Management Training programme,
Royal Mail developed in conjunction with the
Sheffield Business School, an MBA programme.
Each of the modules were linked to the MBA type
module, however, the successful passes were not
eligible for an MBA due to company policy.
Strategic Management for Commercial
Getting the Media Mix Right
Creating the Climate For Change
New Employee Relations
Royal Mail also developed a range of courses to
enhance technical skills. The courses were
benchmarked against Microsoft courses, but again
company policy did not allow for accreditation
against a qualification.
As well as developing my commercial skills through
MCIPS, I have also undertaken a range of courses
whilst at Dstl which focus on the Dstl approach.
Understanding MOD and Military
Recruiting and using Temporary
Contractors ( CIPS professional course)
Hobbies and Interests
Sailing – I own my own boat, Westerly Storm, and regularly cruise the Solent, Channel Islands and
Brittany. My family join us and we enjoy holidays and weekends through out the sailing season.
Until recently I was Commodore of my boating club – Portsmouth Harbour Cruising Club and I am
now the Events Manager for the club, I am also President of the Portsmouth and Langstone Sailing
I enjoy the gym and regularly jog and work out.