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General manager, marketing / sales director

Work Experience

Self employed (International Consultancy) 1999 - present
Projects:
* Organisational development and infrastructure for a management bureau
* Commercial director ad interim of an international company in the lighting industry
* Creation of a European support office for an American (Nasdaq) technology company.
* Global Marketing & Sales Manager ad interim establishing a new company around a new technology invention achieving a time to market of 3 months
* Business Development activities in the USA, UK and Australia.
* Project management and facilitation of global and regional development programs for multinational FMCG Companies (B.A.T., Unilever).
* Project management and development of a series of nine live one-hour educational television programs on Change Management on a national Australian business channel, presenting two of them.


BRITISH AMERICAN TOBACCO, London, England 1980 - 1999

B.A.T. Prilucky, Kyiv, Ukraine
Director of Trade Marketing and Distribution 1997 - 1999
1,200 FTE, annual sales of US$ 140 million. First (“pioneering”) member of a new Executive Committee with the specific task of defining a new distribution strategy and re-engineering of the sales department (300 FTE in 52 different locations).
* Developed a new strategy, structure and systems, including a workforce reduction of 150 local employees. Savings of US$ 3.2 million annually.
* Developed a new debtor control, reducing outstanding debtors of US$ 8 million to US$ 2 million and overdue debtors from US$ 3 million to US$ 700,000 with increasing turnover.
* Preparation and implementation of a new M.I.S.

Chiletabacos, Santiago, Chile
General Manager of Comercial Chiletabacos S.A. and
Director of Trade Marketing and Distribution of CCT, S.A. 1996 – 1997
Member of the board. Double function (8 months ad interim) in a 20 billion cigarette market in which CCT had a market share of 98.1%. Focus on efficiency and the introduction of trade marketing.
* Assessment of distribution operations. Potential savings approx. US$ 2 million annually in efficiencies with increased customer service focus.
* Implemented a planning and communication process involving marketing, distribution, production and finance departments. Improved sales forecast, production planning efficiency and deliveries. Market share increased from 98.1 to 98.8 %.

Regional Trade Marketing and Distribution Director for Central Europe
Budapest, Hungary 1996
New regional structure in the Company. Participated in the definition of the regional team for the region (Hungary, Czech Republic, Slovakia, Rumania, and Bulgaria) in a three-month ad interim function.
* Diagnostics, evaluation and decision on the needs of the function
* Recommended new distribution strategy in Rumania.

B.A.T. Hungary, Budapest, Hungary
Director of Trade Marketing and Distribution 1995 – 1996
Member of the board. Managing and developing the trade marketing department, strategy and function.
* Team member in the de-merger of production and commercial activities, establishing two separate B.A.T. companies in Hungary. Savings US $ 25 million over two years.
* Represented Europe in global trade marketing harmonisation workshop in Scotland on achieving global trade marketing standards for B.A.T. (project Battalion).
* Assessor of new sales force reporting system in New Zealand before global rollout.
* Assessment and pilot of new manpower planning program to plan organisation development needs over next 10 years.
* Produced 3 modules of a new global marketing development program, as project team member in the development of this program (the Netherlands).
* Participated in the establishment of a new tobacco tax and excise system in Hungary.
* Supply chain overhaul from passive to active and establishment of new trading terms' structure in Hungary, creating new market standards for both.
* Presented the Hungarian results to the first global B.A.T. trade marketing conference in Rio de Janeiro, Brazil resulting in a number of new global standards to be taken from the Hungarian developments.
* Member of the strategy committee in the first global B.A.T. “Marketing Excellence” conference in England (6 people selected out of 150 participants).
* Achieved market share increase from 35% upon arrival to 43% in 1996. Successful introduction of key account management.

National Trade Marketing and Distribution Manager 1993 – 1995
Creating, developing, managing and training of the trade marketing department.
* Created a new trade marketing team (125 fte) that became a model organisation in Europe by 1995, and Centre of Excellence in 1996 with many regional functions.

Henri Wintermans Cigars, Eersel, the Netherlands
Area Marketing Manager 1986 – 1993
Sales in over 140 countries, market leader in many of these. Regular promotions with increasing international responsibilities: Spain (as from 1986), Netherlands gastronomy, Portugal (as from 1987), Denmark, Norway, Sweden, Finland (as from 1990), Austria, Switzerland, Greece, Yugoslavia, Morocco, Algeria, South Europe Tax Free markets (as from 1991).
* Introduced product in Portugal achieving 35% market share within 2 years.
* Set up of own representative organisations in Spain and Canary Islands.
* Successfully negotiated (as first tobacco company ever) to amicably terminate license-manufacturing contract with Spanish government / Tobacco Monopoly.

Area Manager 1980 – 1986
Working with the Area Marketing Manager to develop and implement of area marketing plans and budgets. This task included frequent travel.
(France / Italy 1980-1985, England / Ireland / Australia 1985-1986).

Koninklijke Peijnenburg’s Koekfabrieken, Geldrop, the Netherlands 1976 - 1980
Marketing Executive 1978 - 1980
Sales Executive 1976 - 1978

Education

International Marketing Leadership Forum
(Duke University, Durham, NC, U.S.A / London Business School, London, England) 1996
Assessment Centre Assessor (HAY) - (B.A.T., Budapest, Hungary) 1995
Effective Negotiation Program - (B.A.T., Southampton, England) 1995
Marketing Managers Program - (B.A.T., Cambridge, England) 1989
Field Sales Managers Workshop - (B.A.T., Limassol, Cyprus) 1982
NIMA A, NIMA B, NIMA C* - (Netherlands Institute of Marketing - NIMA), Eindhoven / Utrecht, the Netherlands 1978 – 1984
* NIMA C level is highest degree in marketing attainable in the Netherlands (MBA level)

Technical University, Eindhoven, the Netherlands (2½ years) - interrupted by military service (drafted)
Business Administration 1973 - 1975
Mathematics 1972 - 1973
HBS – B (High School/College level) Augustinianum, Eindhoven, the Netherlands graduated 1972

Skills

Multilingual (5 languages +), Dutch senior executive with ample international experience in General, Sales, Distribution and Marketing Management. Specific skills in leadership, definition of strategies, development and training of organisations, change management, creativity and management of people and groups.

Languages

Fluent: Dutch, Spanish, English, German and French
Basic: Italian and Hungarian
Passive:Portuguese

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