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directie - algemeen/sales

Work Experience

EMPLOYMENT HISTORY
Professional Experience

January 2002 - April 2002:

Project focussed on Key-Account development for a Contact Management en CRM solution provider.

March 2000 - December 2001 Aspect Communications BV

Managing Director Benelux & Nordics

Aspect Communications is the leading provider of Customer Contact/CRM software solutions.

As Managing Director I am statutory responsible for the Benelux/Nordic operation and reporting to the VP International Sales. Revenue 10 M. US$. Leading a management team of 6. The total organisation was 50 people of which the sales unit consists of 20 people.

As a result of decreasing revenues over a number of years it was required and agreed to implement a new business model (direct in combination with Software and System Integration Partners) and adjust the marketing. This has been executed successfully. The main focus is on the Marketing, Partner and Sales functions

Achievements:
Marketing repositioned from Hardware to Software focus. New marketing communication plan has been made and executed. Build pipeline up from 2 M. US$ to ca. 10 M. US$ Competed directly in all major bids (software value products ranged per project from 1 M. US$ to >10 M. US$).

Reason to move on:
decision by the shareholder to change the business model of Aspect Communications to an exclusive indirect business model in which model there will be no role for the MD. This new model is also implemented in other regions (Southern Europe, Japan).


November 1991 - March 2000 Nortel Networks B.V.

1998-2000 - Regional Sales Director, Enterprise Voice+Data Netherlands

Following the global re-structuring of Nortel Networks along the product-lines, now I earn and get responsibility for the Enterprise Voice portfolio for the Dutch market. Reporting to the VP Nordic. Direct responsible for 22 M. US$ revenue in the Dutch market. I realise a revenue growth for Nortel of 30% in a market growing 4-7% in one year. This includes the generation of new marketing plans including marketing communication and new partner acquisition. The sales team consists of 12 persons excluding the sales support of ca 8 persons.
After the merger of Nortel with Bay Networks, the enterprise data portfolio through partner/resellers is added to my responsibilities. Totalling up to a revenue responsibility of 42 M. US$.




1998-1998 - Regional Sales Director, KPN & Unisource Account Team

All Nortel Lines of Business namely Enterprise Voice and Data plus the Carrier Lines of Business. In addition, due to changes in the account, I earn and get extended responsibilities including the Carrier and Enterprise Voice revenues. Reporting to the VP Nordic. Direct P&L responsible for ca 50 M. US$. Achieve integrated approach to KPN for the different Lines Of Business, penetrate KPN resell for combined voice and data offering (increasing deal size per customer). The sales team consists of 22 persons, including 6 indirect reports focussed on subsidiaries of Unisource in Spain, France, Switzerland and Sweden. This role includes Sales and Marketing for the specific assigned market-segment.

1997-1998 - Regional Sales Director, Unisource Account Team

In this role, I earn and get overall responsibility of the Unisource account including AT&T Unisource Communication Services (AUCS) in Europe. Reporting to the VP Nordic. The extended Unisource Group generating ca. 75 M.US$ only account. Direct P&L responsibility for ca. 25 M US$ revenue. I realise new entries in the Unisource Parent companies for resell of Nortel data products. The largest new account through the new-reseller KPN was the core data-communication backbone for the ING Group in the Netherlands.

1996-1997 - Account Director International Sales

I earn and get responsibility for Unisource Business Networks NL (UBN NL) and new business in Unisource Business Networks Belgium, Unisource Business Networks Italy, Unisource Carrier Service (UCS) and data systems with the PTT. P&L responsibility for ca 25 M US$ revenue. Reporting to the regional sales Director, Unisource Account Team. New business for the first data-networks for Unisource in Belgium and Italy.

1993-1996 - Global Account Manager

I earn and get global responsibility for accounts headquartered in the Northern Europe region (Scandinavia/Denmark/Netherlands/Belgium/Ireland). Reporting to the Director Global Accounts EMEA. This is a combination of direct-sales and partner-sale, since Nortel usually sells through partners/resellers like BT, KPN, Ascom etc. I add new accounts ( > 1 M. US$ per annum) to international portfolio Flemmings, Canal+ and increases the business levels with accounts like Sheraton Hotels, SAS Hotels for Nortel.

1991-1993 - Senior Account Manager

Major Accounts Direct sales for Meridian 1 Enterprise Voice Solutions. The applications sold are call centres/computer telephony integration and wide area networks. My market-segment is the Dutch professional services business segment. New business wins are Roccade, Elsevier Science Publishers and TROS.



1991 - November 1991 Informix Benelux B.V.

Business Development Manager,

New Business Development and OEM/resell relationships (e.g. Phillips Information Systems International). New world wide agreement reached.



1988 - 1991 Oracle Benelux B.V. www.oracle.com

Business Unit Manager, Senior Account Manager

Business Unit Manager & Senior Account Manager Finance & Banking (e.g. New Business), set up of new business in the financial services market. Major breakthrough realised in the top 3 finance accounts (RABO). A combination of direct sales combined with businesspartner sales.

1985 - 1988 Philips Telecommunicatie en Informatie Systemen B.V.

Account Manager Large Accounts

Account Manager Large Accounts (100% New Business), breakthrough with Philips in top 10 industrial accounts, targeted at selected accounts revenue achieved of 3 M. US$ with Heineken in the Netherlands and implemented the first Major International Accounts Agreement with Akzo Nobel for Pan European standardisation on the Philips Business Communications portfolio (Voice).



1981 - 1985 Marathon Computers B.V. (previously know as CMC Computers B.V.)

Senior Account Manager

Trainee, Account Manager, Senior Account Manager. Close largest data-entry deal of company ever at ca 2 M.US$.

Education

EDUCATION

1981 BBA, Business Administration (3-year A –Stichting Nijenrode, Instituut voor Bedrijfskunde, Breukelen, Netherlands)

1978 Secondary School: Rijks Scholengemeenschap Gouda (R.S.G.) Gouda, Netherlands –Atheneum With the following courses; Dutch, English, German, Economics, Geography and Maths.

Several courses in business and people management, product sales and account management.

Skills

General management - Sales management - Channel management

Languages

Dutch Native
English Fluent
French Conversant
German. Conversant

Other

Several courses in business and people management, product sales and sales & account management.

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