CAREERS: Job interview

Name Gareth John

Job title Head of sales and marketing

Company The Met Office (commercial division)

Can you explain your role at the Met Office’s commercial division?

In 1996 the Met Office became a trading fund. In April 1999, the trading

divisions of the Met Office were separated, with one division (called

business division) looking after our core government customers of the

MoD, CAA, BBC and the Public Met Service, and the other called the

commercial division.

The commercial division was created to service all UK and international

customers who are non-governmental. For example, we do business with

well over half of the FTSE 100 companies. My role is the first head of

sales and marketing for the commercial division and the first ’outsider’

to be appointed to this role. This recognises the necessity to

commercialise the Met Office more aggressively.

How did you get into marketing?

Having moved through a sales career in publishing, at companies such as

VNU, EMA and the Daily Mail Group, I recognised the need to broaden my

experience. Jumping straight from sales. I took the advice of a friendly

consultant, who said: ’Get lucky or get an MBA.’ I chose the latter and

was able to change direction smoothly.

What made you move from the Daily Mail Group to the public sector?

Probably the recognition that having acquired an MBA and having had a

brief sojourn in the financial services market with Save & Prosper, I

had largely operated within the publishing and business

information sector. Having seen the Met Office job ad, I thought that it

was definitely the job for me. I never felt like I was joining the

public sector because the commercial division operates like a commercial

company.

What was your big break?

Without doubt, successfully completing my MBA.

What are the challenges that the Met Office faces?

The Met Office has to come to some conclusions about its

future.Globalisation is one of the most pressing issues, as weather is

obviously a global phenomenon, and most developed countries have their

own independent Met Services, which largely duplicate each others’

services.

The main challenges for the commercial division I see are twofold.

First, we need to demonstrate to businesses how using weather-related

services can help them build a sustainable competitive advantage. In the

major sectors in which we operate, such as retail, media, marine and

utilities, we have successful relationships with key players where

’weather-sensitivity’ has been proved to be a major threat/opportunity

for them.

Moreover, for our leisure customers, the challenge is to deliver

affordable and accessible products which add value and safety.

Second, we need to attract a new breed of recruits who are skilled in

commercial development, especially in sales, marketing and increasingly

the internet.

Where do you see yourself in ten years’ time?

Hopefully fly-fishing somewhere and watching Wales win something!

CV

1994-1995

Investment division marketing manager, Robert Fleming/Save & Prosper.

1995-1998

UK Business Planning Manager to group publisher, VNU Business

Publications, London

1998-99

Head of marketing, DMG Business Media.

June 99-present

Head of sales and marketing, The Met. Office Commercial Division

This article was first published on Marketing