Guy Fillmore

Address: Fantails, Main Street Phone: 07506 46 22 31 Beckley, Rye East Sussex, UK E-mail: GuyFillmore@hotmail.com TN31 6RN

PROFESSIONAL SKILLS

Accomplished senior manager with broad cross-cultural and multi-divisional experience in directing, developing, implementing, training, communicating and governance of prudent contracting processes; founded on a background in sales and corporate risk management. Successful in the application of technical and commercial skills to support senior sales processes for premium global customers, delivering simplified contracting practices with customer-facing negotiation and structured escalation of contractual exposures, ensuring rapid, pragmatic and sustainable agreements.

Strength areas include:

• Cross-regional Leadership Flair • Risk Management • Extensive Governance Background • Strategic Planning • Truly Global Matrix Experience • Marine Cargo Insurance • Stakeholder Management • Innovative Insurance Placement • Commercial Contract Negotiation • Transport / Logistics / Contract Law • Global Contract Process Optimisation • Compliance Officer

WORK HISTORY

May 2014 – Present Contract Glue Ltd. – UK Founder

Contract Glue is a fledgling consultating organisation focused on optimising contract development processes, risk identification and mitigation, negotiation empowerment, stakeholder guidelines, approval processes, retention practices and governance – from opportunity concept to contract execution and beyond.

September 2013 – March 2014 DHL – UK VP Global Contract Management

DHL is part of the world's leading postal and logistics group, Deutsche Post DHL and encompasses three divisions: DHL Express, DHL Global Forwarding, Freight and DHL Supply Chain. With a global network in over 220 countries and territories across the globe, DHL is the most international company in the world and can offer solutions for an almost infinite number of logistics needs.

Delivered global / cross-divisional customer contract management, risk exposure identification, evaluation, mitigation and communication in support of the top +/-100 customers with an annual turnover in excess of €10bn.

Reporting to the Chief Commercial Officer and as an active member of the Senior Management Team in EMEA, directed global contract risk identification, negotiation and development of terms with related governance and compliance.

Enhanced and developed consistency and alignment of customer contracting practices of the DHL divisions, operating in 200+ countries, accommodating various financial models and service features. Aligned practices of Express, Air Freight, Ocean Freight, Road Freight, Warehousing and Spare Parts Centres, to deliver a seamless supply chain.

Planned, directed and managed contracting practices, cradle to grave, including the development, deployment and communication of simplified practices and stakeholder interaction methodologies. Augmented delivery with training and IT solutions. Contract responsibility of €30k to €550m p.a., including master agreements with up to 270 sub agreements.

Ensured pro-active interface management and communication of standard engagement practices between Legal (67 Lead Counsel), Risk Management, divisional / product-line stakeholders and 200+ sales managers.

Developed individual contract negotiating strategies with direct involvement in negotiations as protagonist, key advisor or shuttle diplomat as required to achieve equitable agreements. Circa 800 contract closures per year.

Provided leadership, with group and individual guidance / mentoring of five global managers based in four countries.

Guy Fillmore

April 2011 – August 2013 DHL – UK VP Global Contract Governance & Compliance

Conducted global leadership of the corporate simplification initiative “Negotiating & Contracting” to streamline and innovate customers’ contracting experience with DHL divisions whilst driving internal efficiencies. Delivered consensual cross-divisional business process optimisation and enterprise-wide adoption of standard practices.

Developed and simplified Contract Approval Processes and Contract Negotiation Guidelines (authority parameters and explanations) and ensured alignment and continued adherence across divisions / product lines.

Led contract review and approval processes, legal support practices, contract management standards and handling of master / frame agreements. With legal, designed, co-authored, produced and delivered related “Simplified and Empowered Commercial Contracting” training.

Invited to join the Responsible Business Practice Roundtable and initiated practices for corporate responses to related customer enquiries and contractual undertakings (e.g. sustainability, FCPA, UK Bribery Act).

Developed innovative and engaging communication approaches, including a “war stories” booklet.

Created and refined contract project management, providing proactive support to sales managers for navigating the negotiation and approval of complex multi-divisional contracts; achieved an average internal time saving of 25%.

As divisional Compliance Officer, directed divisional compliance activities, managed investigations into compliance violation allegations and customer compliance contractual responses.

Ensured up-to-date training of 500+ sales division staff in compliance matters, including Code of Conduct, Competition Compliance, Anti-Corruption, IT Security, FCPA and UK Bribery Act.

September 2010 – March 2011 DHL – UK VP Global Governance & Compliance

Led further enhancement of the global contract management & repository system representing contract hierarchies and innovating proactive governance, including active notification of contractual renewal and re-pricing opportunities.

Redesigned Customer Contract Management practices and enhanced the contract management system to track and chase contract submission compliance to improve data relevance for customer managers and legal counsel.

Held membership of the Legal Practice Group of each DHL Division.

January 2009 – August 2010 DHL – UK VP Global Risk & Contract Governance

Joint development and global deployment of “Contracting & Advanced Negotiation” training.

Deployed instances of self-developed contract management & repository IT system into all DHL divisions’ major account management organisations. Separate instance designed and deployed for customers’ own use.

Leadership of impartial contract development and drafting support for sales and tender teams with “plain English” translation of contractual exposures, mitigations and commercial negotiation of alternatives.

January 2006 – December 2008 DHL – Belgium Head of Global Risk & Contract Governance

Assumed management for the division’s interface with DHL legal departments and the nominated lead counsel responsible for top customers. Joined the Global Senior Management Team.

Developed interfaces with legal and divisions to identify, price and resolve commercial, contract and transport law exposures.

Designed and launched the in-house developed contract management & repository IT system to centrally capture all premium customer contracts, provide governance triggers and capture key data.

February 2004 – December 2005 DHL – Belgium Head of Risk

Invited to join the newly-formed premium customer division to provide a single access point for global and cross-divisional risk/exposure identification, evaluation and pricing for the top +/-100 customers.

Guy Fillmore

May 1996 – January 2004 DHL – Belgium Commercial Risk Manager / Risk Services Manager / Shipment Risks Manager

Based at the Global Headquarters, assumed network-wide responsibility for evaluating, pricing and mitigating insurable and uninsurable risks potentially arising from the transporting and storage of customers’ goods.

Supported non-goods corporate insurance programmes – including Automotive, Property, GL, D&O and Aviation.

Negotiated contractual liability and risk provisions of escalated global agreements. Developed and implemented business processes to ensure that adequate remuneration was received in relation to risks assumed.

Researched, developed and deployed global risk and insurance products for purchase by DHL's customers. Instilled the “All Risks” insurance product offering into DHL's selling and marketing programmes across all market segments and sales channels. Achieved a compound annual revenue growth of 30% between 1997 and 2003.

Set and monitored country insurance revenue budgets and premium pricing levels.

Developed and deployed automated exposure rating tools, including definition of local negotiating authorities.

Held responsibility for shipment / cargo / warehouse liability and “all risks” insurance programmes with determination of local claim deductible levels, corporate risk retention, captive insurance participation, excess coverage insurance placement, negotiation of terms and local fronting placements.

Directorship of captive insurer with responsibility for cargo-related ceding levels, reserve setting and commutation.

Approved and proposed enhancements to operational standards and service enhancements.

Led the organisation’s global cargo claims programme with management of global major claims manager and development of local claims manager training and deployment of bordereau settlement practices.

Held membership of Global Security Change Review Board and Aviation Disaster Management Team.

October 1990 – April 1996 DHL – UK Other Roles within DHL

Station Manager (interim posting) – including removal of agent service and opening new station UK Customer Care Manager – design of innovative claim resolution approaches & issues avoidance system Key Account Executive – winner of annual sales achievement award

January 1983 – September 1990 Royal Mail – UK Various Roles

International Sales Major Account Manager Postal Sales Representative Various Administration and Financial Roles

EDUCATION

CCME – Expert Certification with IACCM (International Association for Contract and Commercial Management)

Seminars and courses for personal development and latest developments regarding cargo risk exposures Ongoing

“First Choice” training and Bronze level practitioner 2006 on (in house deployment of various tools borrowed from the Six Sigma and Lean methodologies including the DMAIC cycle of Define, Measure, Analyse, Improve and Control)

Business Studies, ONC; “O” level In Accountancy 1982

“O” levels in Mathematics, English Language, English Literature, 1980 – 1981 Biology, Chemistry, Physics, Technical Drawing, Computing, Economics

HOBBIES & INTERESTS

Boating Executive Committee member of my local amateur dramatic society Photography Treasurer of my parish church’s endowment fund (registered charity)