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Sales & Marketing Managment, Directie, Consultancy

Sales & Marketing Managment, Directie, Consultancy

Work Experience

1990 -1992 xxx Information Manager

xxx is the European headquarters of an American company which overhauls jet engines. Within xxx I became the first IT manager and my first task was the set-up of an IT strategy, which leaded to the introduction of a fully integrated information system. The system was designed by BSO (former AtosOrigin). As information manager I reported to the COO and was responsible for the:
- Introduction and implementation of a fully integrated information system
- Functional and technical design (with help from BSO)
- Selection of hardware and software packages
- Selection of implementation partners
- Training of the end users
- Monitoring of the budget


1992-1993 xxxSoftware Sales Manager

xxx Software, detaches technical software development personnel. xxx was very successful in the Netherlands and wanted to expand their business in Germany. I have done the market investigation and wrote a business plan for the German market. After the presentation of a successful business plan, I became the Sales Manager Germany and was responsible for the set-up of xxx Germany and the acquisition of the first German customers. (Siemens, Philips, AT&T)


1993-1995 Origin Germany
Commercial Manager

In 1990 BSO acquired the IT-departments of Philips and became an international ICT service company with offices in more than 20 countries. The international group of BSO was called Origin. After a restructuring period Origin tried to expand their business on the international market by the acquisition of new customers. For that the international sales crew has to be expanded by hiring new sales managers. Germany was one of Origin’s target markets. I was approached by a headhunter to become Sales Manager for Origin Germany. I became member of the management team of Origin Dortmund and was responsible for:
- Revenue
- Market planning and sales strategy
- Customer acquisition
- Employee acquisition


1995-1998 Origin the Netherlands
Sales Manager – Member of the management team BSO Baarn

After a successful period in Germany I was asked to join the management team of BSO Baarn, with the goal to professionalize the sales and delivery management. Till 1995 BSO has over 40 offices in the Netherlands which did not work smoothly together. BSO started a restructuring process which consisted of the integration of 40 offices into 10 offices and the introduction of a standard sales and delivery methodology called “Rainbow”. As member of the management team I was responsible for the:
- Integration and Reorganization of the sales teams of the offices Baarn, Amersfoort, Hilversum, Weesp, and Amsterdam into one sales team.
- Implementation of a new sales and marketing strategy (market pull, instead of technology push)
- Implementation of a service delivery strategy (solution focus instead of people detachment)
- Implementation of the sales and delivery methodology “Rainbow”

During this period I managed the acquisition of the following contract for BSO Baarn:
- Outsourcing contract with Solvay Duphar ($25 Million)
- Outsourcing contract with Hoechst ($25 Million)
- Software development outsourcing contract with Philips Hilversum ($10 Million)


1998 – 2000 Origin International
Global Account Director xxx

After a successful restructuring period in Baarn and because of managing the acquisition of three important outsourcing contracts, I was asked to manage and restructure one of the six global international accounts called xxx. Origin acquired an outsourcing contract (400 employees) with xxx in Germany and France in 1996. In 1998 Lucent complained that Origin did not deliver the higher service level against lower costs as promised and wanted to terminate the contracts. I was asked by the board of Origin to maintain the customer by improving the service delivery and by cutting down the costs. I reported to the CEO of the Netherlands, later to the COO of the board. This restructuring process leaded to a very satisfied customer who outsourced the complete IT of EMEA to Origin in 2000. During this period I was responsible for:
- Managing the global account organization (12 account managers)
- Managing the global delivery organization (400 employees)
- Customer satisfaction
- Revenue increase ($ 30 Million - $ 100 Million / year)
- Business development according account planning methodology for the regions EMEA, A/P and USA
- Acquisition of global projects (>$5 Million) according Value Based Selling
- Renewal of the Outsourcing contracts in Germany and France
- Managing the acquisition of the EMEA outsourcing contract ($ 400 Million) according VBS

During this period I was member of a project group who was responsible for the implementation of a world wide global account management structure.


2000 – 2002 xxx AG
Vorstand: International Business Developmen

xxx was a German ICT company listed on the stock exchange since 1999. The company wanted to become one of the top 10 ICT companies in Europe. This growth had to be reached by acquisitions. I was approached to manage this international growth. When I joined the company there was no clear strategy and xxx has acquired 4 companies already in Germany and Switzerland. My first job was to integrate these companies into xxx and to build an international growth strategy. With this strategy I approached international M&A banks like Merrill Lynch, Braodview, ABN AMRO and Mees Pierson who had ICT companies to be acquired. During this period I was responsible for:
- The international growth strategy.
- Matching companies on the market with this growth strategy.
- The negotiation with potential the companies.
- The integration of the acquired companies into the xxx organization.

During this period xxx acquired and integrated the following companies: Beans, PlanOrg, Softsolution, BOG, Web@ctive, Andante and MSH and did a proposal to Digitex in Spain and xxx in the Netherlands (confidential).
In 2001 xxx has been acquired by EDS. Till March 2002 I was part of the team responsible for the integration of xxx into EDS. After that EDS took over all board positions.


2002 – 2006 xxx Co-founder
Vice President Sales and Marketing.

Together with the software architect of Amazon.com and the founder of Alando (taken over by Ebay), I founded xxx. xxx is a company who develops and sells software for mobile fieldworkers. I was responsible for the Sales and Marketing strategy, the definition of the product and the acquisition of customers. In that time xxx had a brand new product which was never sold in any market and getting exposure in the market and building a brand was very important.
In 2002 we developed the product by investing our own money. In 2003 we acquired our first customers Vodafone, Swisscom, Eneco and Stadtwerken Munchen.
In 2004 we closed our first and in 2005 we our second institutional financing round with 3i, Intel Capital and TVM.
In 2005 we had acquired 15 international customers and closed partnerships with AtosOrigin, LogicaCMG and Cap Gemini who implemented our software. The company is sold the end of 2005.


2006 – 2008 xxx
Chief Commercial Officer; External Advisor

xxx develops and implements mobile- and geo-informatics software. xxx was xxx competitor in the Netherlands but did not have the exposure xxx had in the market. In 2006 I was approached by the board of xxx to help them to become an international software company for mobile and geo informatics software. As external advisor I interviewed the shareholders and the board and came to the conclusion that there was no unanimous strategy how to develop the company. Therefore I developed a complete new strategy with the management team and the shareholders and wrote the business plan which describes the potential of the market, the SWOT of the company, the strategy how restructure and how to let the company grow, how to improve the product and the financial plan., The shareholders asked me to guide the process to restructure the organisation, to get exposure in the market, building the brand xxx and to find the financing for the execution of the business plan. Since August 2007 I’m also responsible for Sales, Marketing and Product Development.









Education

1976-1980: MAVO
1980-1983: Secondary Technical School (MTS); Electronics
1983-1988: Technological University (HTS); Computer Science
1988-1990: University; Business Administration (MBA)



Skills

Sales, Marketing, Management, ICT

Entrepreneurial
Driven by success
Target oriented
Global orientation
Sales and Marketing driven with a strong ICT background
Strategist
Perseverance
Flexible
Resolute
Team player


Languages

Dutch - fluent
English - Fluent
German - Fluent

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