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Senior Executive with expertise in Business Change and Sales

Work Experience

Highly skilled Senior Executive with result driven expertise in managing Business Change/Transformation and Sales. Multiple European language capabilities and extensive multi-cultural work experience within international (Europe, Middle-East, Africa and Asia) and local markets working with key corporate and public sector organisations.
Offering a successful track record in B-to-B (Manufacturing - capex, Service - opex and ICT) and in B-to-Gov.

KEY ACHIEVEMENTS
• Generated 2.850 KEUR savings on purchases of IT services & consulting over 8 months (Electrabel)
• Turnaround of company through the Sourcing activities and generated 1.180 KEUR savings and cash. (Isabel)
• Implement Business Transformation in an IT organisation. Generated 25 to 30% savings (Fortis)
• Played mediator and led successful negotiations in a conflict project for a key military contract in France. (EADS)
• Managed a 400 MEUR procurement budget for a large high-tech integration Program in Rumania. (EADS)
• Coached Project buyers in a large PPP project of 6 BEUR value. (EADS)
• Managing Director Public Sector for a telecom operator: 75 MEUR orders & generating 35% margin. (Equant)
• Managing export activities to EMEA and Asia regions for manufacturing companies (Stork, Kouperman and SABCA).


EMPLOYMENT HISTORY

ASSIGNMENTS:

SIBELGA – Utilities: electricity and gas distribution (March 2010 – March 2011)
Senior Buyer – Utilities
Organize public tenders (OJEU process), evaluate bids and negotiate prices & contractual terms.
Indirect procurement of: IT Services, Trainings, Interim Managers, Postal services, …
Procurement budget: from 35K to 210 MEUR, depending on the project.

ELECTRABEL – GDF-SUEZ Group (Mai 2009 – December 2009)
Chief Buyer IT – Utilities
Responsible for all IT purchases: Consulting, Services, HW & SW (budget: EUR +/- 150 MEUR).
Managed and coach the IT junior buyer, promotes best practices and implement corporate rules and framework agreements locally.
Search for suppliers on basis of project brief, organised public tenders (EU legislation), analysed bids, defined contract structure, negotiated prices and contractual terms.
Agreed on planning, milestones and SLA. Risk management: identify and mitigate. Tender must comply to EU (OJEU) regulation. Administered contracts.
Suppliers are: Accenture, IBM, Logica, Cap Gemini, Atos, Infosys, Satyam, … Savings: 2.850K.

ISABEL (June 2008 – April 2009)
Transformation & Turnaround Management – IT Banking platform
Contributed to the turnaround of this company by transforming the sourcing approach in concentrating all procurement activities at corporate level.
- Created, implemented and promoted new procurement process and standards.
- Defined the sourcing strategy (make or buy, where, with who, …).
- Identification of new potential suppliers.
- Reduced price of existing contracts challenged all new needs before organizing competitive requests (RFP, …).
- Management of procurement and spend budgets for all categories
(HW leasing, Car Policy, Marketing, Contact Center, Chip Cards, Bespoke SW, HW purchase, …).
- Negotiation of several key contracts, of which outsourcing and offshore contracts to India.
- Generated recurring savings (545 KEUR) and negotiated a Sales & Lease back deal to bring 680 KEUR immediate cash.
Reporting to CFO.
Turnaround / Business Change Management - Transformed Procurement into a contributor of margins. Defined Governance.

FORTIS Group SA/NV (June 2006 – February 2008)
Transformation Project Manager – Bank and Insurance
Participated to the transformation and redesign of the IT from local to a cross-border organization.
Managed 2 Business Change projects that implied:
- Reduction of suppliers from 7 to 1 (workplace environment)
- New network monitoring platform for all Fortis (dismantling 5 costly local tools)
- Teams reorganization: from local to cross-border, down-sizing
- Definition of new working process (ITIL based)
- New agreements between 2 divisions (IT and Facilities)
Recurring savings generated: 25 to 30% from initial budget for 1 project and 4 MEUR for the other project
Reporting to the CIO.
Business Change and Transformation management of an IT X-Border organisation. Defined new Work streams and process.

MOBISTAR NV – SA (January 2006 – June 2006)
Senior Buyer SW Developments – Telecom
• Purchases SW (packages and bespoke) developed through Offshore or Onshore Contracts.
• Organize tenders, proceed with proposals evaluation, negotiation of prices and T&C, spend management of contracts.
• Negotiation of SW licenses and SW maintenance contracts: IBM, Symantec, BEA, Oracle, …
• Support to internal Project Managers in the management of their project + contract management + risk management.

EADS Defence and Security Systems S.A. - France - (September 2005 – January 2006)
Crisis Project Manager – Aeronautic & High Tech
Crisis management to restore relation with suppliers and partners in a classified French military project.
• Mediator role between EADS project team and the Suppliers to restore communication and a collaborative atmosphere between parties prior to commercial negotiations.
• Negotiated the Maintenance and Repairs contracts on CAPEX equipments for an existing aircraft.
• Prices were reduced by 30 to 40 % while preserving the original technical requirements of the project.
• Organized tenders evaluated and negotiated proposals from various system suppliers. Drafted contractual terms and performed Risk management.
• Suppliers were both external companies (SAGEM, THALES, INSNEC, Rhodes & Schwartz,…) and EADS divisions.
• Coaching of Division procurement responsible.
Crisis management and mediation.

EADS Defence and Security Systems S.A. – France, detached in Germany – (August 2004 – September 2005)
Head of Procurement and Sourcing – Homeland Security
Detached in Germany on a new project that implements an Integrated Border Security System in Romania.
Strategic and complex integration project of CAPEX, ICT, Electronic, Software and Services solutions at Export.
• Head of Procurement and Sourcing activities (budget: 400 MEUR) – job created for this project - covering: Procurement Strategy, offsets agreements, RFQ and bids evaluation, risk management analysis, prices and contracts negotiations with suppliers from various countries (Ger, Fr, Romania). Introduced new procurement process, tools and philosophy (closed budget).
• Member of the project management team.
• Build and lead the procurement team (5 people).
• Defined the procurement process.
• Products and Services: High-Tech electronics, IT HW, Telecom HW, Civil Works, SW Development, IT Consultants, Logistic (3PL), Consultants, …
• Negotiated offset contracts with Romanian and German companies.
• Reported directly to the Vice-President Corporate Procurement.
Introduce Changes with new procurement process, tools and philosophy. Organise the procurement team and set the strategy.

EADS Telecom Deutschland GmbH – (April–July 2004)
Head of Project Procurement – Telecom& Defence
• Head of procurement for the largest German outsourcing project, PPP formula - (6 BEUR over 10 years) - of IT and Telecom equipments.
• Coached and mentored the buyer in place.
• Defined the procurement strategy (HW/SW, Roll-Out & integration, Service & Maintenance), lead a team of 10 (technical and commercial), drafted the contract, bids evaluation and organised suppliers meeting.
• Initiated a risk analysis, presented lessons learned and change management (purchase was a decisive part of the strategy).
• Reported to the CEO.
Managed Changes with new process and tools. Set procurement strategy.

ONSSAPL-RSZPPO – (December 2003-March 2004)
Project Procurement Manager - Public Sector
• Project managed all contractual and financial aspects of a call for tenders for the Procurement of IT HW, SW and services, on behalf of the Belgian Social Security Administration for Local Governments.
• Created new tender tools for this administration: tender specifications, contract terms & conditions, evaluated bids, etc.
• Supported and advised the Administration during the negotiations.
• Reported to the General Manager and to the IT Director.
Introduced Changes with new tools, process and methodologies: contracts and evaluation methods.

Computacenter Belgium S.A./N.V. – (September 2003)
Bid & Pricing Manager – IT
• Chief advisor and consultant on bid and pricing strategy for a multi-million EUR IT service management tender for the European Commission (IT Directorate), resulting in the award of a 4 year contract, being the first successful tender win by the company as prime.
• Reported to the Country Manager.
CAREER:

2000 - 2003 EQUANT (France Telecom)
Managing Director Public Sector : EU and NATO- Telecom
Telecommunications company with Belgian sales of 70 MEUR and integrated into the France Telecom group.
Global management responsibility for the company’s number one account in Belgium, representing 17% of local revenues.
• General Management (day-to-day) of a Business Unit – over-achieved targets.
• Managed a number of complex and high profile contracts throughout Europe up to 75 MEUR in value.
• Defined the strategy with the team – based on TAS (Target Account Selling) methodology.
• Increased revenues by 22% a year, achieving annual revenue of over 12 MEUR.
• Proven profit centre management capabilities, securing high revenues with a margin of 35%.
• Organized the deployment, in time and against budget, of pan-European data & voice networks in 15 countries.
• Organized Marketing seminars and Events to promote products/solutions.
• Hired, managed, motivated and mentored an international team of sales, after sales and technical people (7 staff including managers + 3 externals) producing annual evaluation and appraisal reports.
• Introduced new tools, new process and strategy resulting from a merge between Global One and Equant.

1999 - 2000 KPN Belgium N.V.
Account Manager Public Sector - Telecom
• Successfully developed from scratch the business with the Public Sector in Belgium facing a strong competition and lobbying from the incumbent operator.
• Over-achieve targets.
• Signed multi-annual contracts with National Bank, Regional Governments, Belgian Television, several Cities, …

1995 - 1998 SABCA (Group Dassault)
Contracts and Sales Manager Defence- Aeronautic
Belgian company active in the aerospace and defence industry, with sales of 149 MEUR.
• Project managed complex global contracts to the value of 25 MEUR, including coordination of teams from Engineering office, suppliers and customer (Public Authorities: Army, Air-Force or Police).
• Managed key customers (Belgian and Indonesian Air Forces), generating half of the company’s revenue and 30% margin.
• Negotiated and managed contracts with OND (Ducroire – Delkredere) and banks for financing the Indonesian contract.
• Conducted negotiations in Indonesia for a new contract and reduced penalties for contract violations by factor 100.
• Negotiated and managed purchasing contracts with 1/3rd parties to the value of 15 MEUR.
• Member of the team that managed the implementation of SAP in the company.

1994 - 1995 MOTTET & ASSOCIATES
Associates – recruitment of IT specialists.
* Search, selection and evaluation of candidates.
* Successfully achieved several missions for IT specialists – level N-2.

1993 - 1994 KOUPERMAN S.A.
Sales & Marketing Manager for a manufacturer of printed metallic packaging
• Business development and account management in the BeNeLux countries. Customers are in the painting, food and DIY industries.
* Maintain customers’ confidence and stabilised revenues in a declining company.
* Created a company brochure for the business development.

1991 - 1993 ROTON ENERGIE S.A.
Commercial Manager in coal trading
* Business development & account management in Belgium and Northern France.
* Purchasing policy and search for new suppliers (saved 10% on budget).
* Organised a barter trade to purchase and import coal from Ukraine.
* Launch a new product & organised the marketing (leaflet, packaging, radio advertisement).

1989 - 1991 STORK POMPEN N.V.
Spare Parts Manager (WW) and Area Sales Manager (Asia) of industrial pumps
• Management of Sales, bidding and commercial contracts with the Middle East, African and Asian customers.
• Management of a dealers network in Europe and Africa.
• Logistic (shipment, invoicing) and commercial administration.
• Definition of the price policy at export, organization of workshops with dealers and editor of a newsletter.

Education

EDUCATION
2002 Executive Master in General Management at Solvay Business School, CEPAC, Brussels.

1991 Master in Foreign Trade (Distinction) at Haute Ecole Francisco Ferrer – Institut L Cooremans, Brussels.

1987 Bachelor in Marketing (Distinction) at E.P.H.E.C., Brussels.

IT EDUCATION
MS OFFICE (Word, Excel, PowerPoint)
OUTLOOK or LOTUS NOTES
MS PROJECT
VISIO

PROFESSIONAL TRAINGING
2011 Team Coaching, Team cozching International (TCI)
2010 Coaching, The Coaches Training Institute (CTI)
2009 Methodological Approach to Change + Methodological Approach of an Intervention, Transition & Changement
2008 PMP - PMI
2007 ITIL foundation
2007 Corporate Governance, Belgian Governance Institute
2003 PRINCE2 Practitioner (certified) – certificate No. P2/NLPB011862
2002 Management Essentials: Leadership Development, MCE (internal Equant)
2002 People Information Management System (PIMS), Peoplesoft (Equant)
2001 Target Account Selling (TAS) and Enterprise Selling Process (ESP), Siebel
1996 Seminar on “Mastering International Negotiation”, EURESAS, Toulouse
1990 The fundamentals of pumps, STI – VVTI, Antwerpen

Skills

➢ Sales and Export Management
➢ Team leadership
➢ Business Unit Management
➢ Project / Program Management: PRINCE2 practitioner + PMP (PMI).
➢ Procurement and Contract Management
➢ Strong negotiation skills
➢ Multi-cultural expertise: Europe, Middle-East and Asia
➢ NATO security clearance – Secret Level.
➢ Fluent in English, French, Dutch and good in German.

Languages

FRENCH Native Language
ENGLISH Fluent verbal and written
DUTCH Fluent verbal and good written
GERMAN Good verbal and basic written

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