EMEA Business Development Manager – Products
My name is Paul Nunn and I joined Genus ABS in May 1992, so I’ve been with the company almost 29 years. I’ve had seven different roles since joining. I joined the business as a Relief Technician in East Anglia, and worked in three technician roles. In 2000, I was asked to take on a sales role. I was surprised to be asked as I’m actually quite shy, but once I worked out that selling was just the art of steering a conversation, where at some point you ask the potential customer for their business, I started to enjoy the challenge.
After a couple of years managing a territory in central England, I moved into the EU and more recently the EMEA Product management role. The key difference in my EMEA role is really that I spend much more time trying to instil the same confidence I have in our Products into colleagues, in the hope and expectation that it will then trickle through to customers too. Time spent in front of customers is somewhat limited but those that I do get to visit have provided some memories that will last a lifetime.
My average day is different every day! I work all the way from R&D through to supporting the end user of our products. I might been speaking with developers or suppliers; I might be training ABS staff; I might be promoting our products to new customers; or I might be reinforcing the value our products have brought to existing users.
The strength and dynamism that being part of a truly multi-national company has brought, coupled with the incredible people I meet everyday around our business, have both served to see our company grow and continue to grow.
One of my most memorable moments, was our UK Product team winning the very first ‘Chairman’s Award’ in 2014. Following a year of development, we launched the Valiant foam wipe format at the start of 2013. 18 months later, the product had proved massively successful in the UK with customers and cows benefiting from its combination of efficacy and ease of use. I was fortunate to get to meet the GELT team and the then Chairman (Bob Lawson). Bob, who led the business until very recently, was a remarkable, charismatic and inspirational gentleman and spending just a short amount of time with him was superb. Winning that award for a non-core product just proved again that what we offer our customers is valuable and is valued. The strength and dynamism that being part of a truly multi-national company has brought, coupled with the incredible people I meet everyday around our business, have both served to see our company grow and continue to grow.
By using our Products I’m absolutely convinced that our customers and their cows benefit. The fact that any product we sell has to make money for the customer and has to be able to show a demonstrable benefit for the cow underpins our Product portfolio with an integrity that many other companies can’t claim. We don’t have a big range, but the impact our Products can have on our customers herds and profitability is disproportionately positive. I try to identify fertility benefits experienced by customers who use our Products – but we do so with integrity, and that ability to look a customer squarely in the eye and honestly stand behind our claims is essential to me.