beschikbaar?

TIP: soortgelijke CVs vinden

Your Sales and Market Development Unit

Work Experience

Areas of expertise

General Management
• Teambuilding and focussed execution of complex strategies, General management of Intercompany relevance’s (Business plan, P/L, Legal, HR), Representation of Company and strategy ( incl. Media, B2B, B2C as well as Investors), Integration of Acquisitions, Remote Management workflow definition, implementation & management of performance measurement systems, employees Recruitment, -contracting –development and Organisational, Development, remuneration- & Payment systems

Business Strategy
• Market sizing, Market entry strategy , Euro specific Pricing and Margin modelling and Sales objective definitions, creation and execution of business plans

Sales & Distribution Channels
• Develop Strategic objectives and deliver towards, Coaching (management, sales force) Distribution strategies (direct indirect franchise affiliates etc.), Channel setup (strategy, definitions, recruitment, negotiations, ongoing management, performance measurement and control tools, training), budget management, supplier management, sales process creation and ongoing management, sales tools.

Productization and venture packaging
• Turning technology "bits and bytes" into a simple, relevant customer proposition, Market relevance analysis, Product / Service (re)definitions, pitch to investors including successfully lead of M&A Processes

Sales negotiation support, sales management
• Sales setup (objectives, targets, recruitment), Ongoing management, Reporting and Control tools

Distribution
• Management and overall responsibility for distribution channels and revenue generation, sales representation, strategic account management

Education

CURRICULUM VITAE

Work Experience

09/2001 – CEO

01/1998 – 08/2001 RealNetworks GmbH
General Manager
Central-, Eastern Europe & Middle East - Founded and set up RealNetworks
GmbH and recruited organisation (sales, business development, admin-istrative and technical support
- Created strategy & business plan to match corporate, strategic and reve-nue expectations whilst in line with lo-cal market dynamics
- Built a strong customer base and
partners in the Central, Eastern Euro
pean market and the Middle East
- Developed central European wide
streaming media networks with Deut-
sche Telekom AG and others
- Achieved 105 % (FY98), 125% (FY99),
139% in FY00, of revenue plan, and
managing operating expenses at 85%
of target for the three years.





10/1990 – 12/1997 Oracle GmbH
– 12/1997 Branch Manager
Telecommunication & New Media Central Eu-rope (D, A, CH) - Identified New Media & Telecom pro-
ject opportunities for Oracle Germany
- Managed sales approach for several
key projects and customers ( major
Telcos & major media companies of
the region)
- Integrated parts of European new
media sales force into German organi-
zation and assume responsibility for
new staff and objectives.
- Consistently exceeded yearly license,
maintenance and consulting quota
goals; Achieved 175 % (FY97) 110%
(FY98).
– 05/1996 Sales Manager
New Media Europe
Middle East & Africa - Built a sales force and technical pre
sales team for Germany, Austria &
Switzerland
- Coordinated several interactive
television key trials
- Trained local key account managers
in sales and marketing skills
- Worked cooperatively within co
pany bringing together cross-
functional teams in the areas of; con
sulting groups, sales forces, technical
marketing & product development
- created a strategy and business plan
for Oracle Germany
- Achieved 105% ( FY 96 ) of yearly li
cense, maintenance and consulting
quota
– 09/1995 Sales Manager
Industry, Retail, Banking, Insurance, Services & Indirect Sales
Hamburg - Responsible for a team of sales &
product representatives with revenue
responsibility of over 20M DM (FY 95)
- Succeeded in preparing a sales
channel for media products.
- Successfully implemented several in-
ternational projects (Russia, England,
France, USA, and Finland)
- Coordinated international marketing
strategies with the Oracle EMEA retail
competence centre
- Initiated a new advertising campaign
for Oracle Deutschland
- Achieved 135% in FY94 and 135% in
FY 95 of yearly license quota.
(plus min. of 120%/yr consulting quota
each year)



– 05/1993 Sales Manager
Retail, Banking,
Insurance, Services
& Indirect Sales
Hamburg
- Built Sales infrastructure for areas of
responsibility (0 customers prior)
- Recruitment, Training and Manage
ment of Sales Team
- Succeeded in preparing a sales
channel for Oracle Application prod-
ucts (financials & manufacturing)
- Formulated and implemented strategy
for accessing wide range of customers
through a new partner distribution
channel
- Founded a quarterly sales-marketing
forum that creates synergies and
sharpen focus between the marketing
department and the Sales, Consulting
and Services Organizations in the
German field offices.
- Achieved 120% Quota in FY 93

03/1986 – 09/1990 Nixdorf AG
– 09/1990 Sales Group Manager
Business Systems
Industry, Hamburg - Management of Revenue, Headcount & gross margin Plans
- Responsible for training and running a sales team of four focus on northern german process-industry key accounts
- Project leader in international activities (Project sizes 3-6 million DM)
- Coordinated international alliances with software companies in Europe,
USA, APAC & Middle East.
- Achieved 142% (FY 89) 145% (FY 88)
– 01/1990 Sales Representative
Industry key accounts
Hamburg - Developed sales strategy to develop & secure 10 key accounts in Northern Germany
- Coaching and training of new hired employees
- Achieved 140% Quota FY 87
– 09/1986 Sales Assistant
Industry key accounts
Process Industry
Hamburg - Training of Unix Hardware, Networks,
IBM architecture, Nixdorf sales
strategies and product offerings,
Public speaking, presentation skills,
key account management and
industry dynamics

Education

1982 – 1985 Academy of Business Management, Hamburg, Germany
Wirtschaftsakademie Hamburg and Company Gerd Buss
1985 Bachelor of Arts in Busi-ness Administration and minor in English Wirtschaftsakademie Hamburg
1985 Advanced English
Certificate for Industry and Commerce London Chamber of Commerce Grad-uated with Distinguished Honours
1984 Wirtschaftsassistent Wirtschaftsakademie Hamburg
1984 Bürokaufmann Handelskammer Hamburg

1981 – 1982 English Foreign Korrespondent
Hamburger Fremdsprachenschule

1968 – 1981 Allgemeine Hochschulreife
Grundschule & Gymnasium Walddörfer, Hamburg


Languages
German Native Language
English Fluent

Activities
Music
Founded a Rock n Roll Band (currently playing drums)
Sports
Beach Volleyball, Jogging, Tennis & Snow Skiing
others
My Kids, Fine Art, Music and Politics


Further details on projects, skills or customer references available on request

Skills

I breath technology sales and marketing
- I am a highly technically-minded sales and marketing guy
- I have years of "productization" behind me, basically turning very complex technology "bits and bytes" into a set of simple products, well (re)positioned, targeted and made relevant to the target customers.
Senior executive, experience of "older" people and real-life executive experience, not just school theories. A successful, experienced, senior executive (CEO / General Manager level) with a strong record of tangible achievements and critical sector experience. Blue-chip, start-up and tech spin-off experience, a broad knowledge base and a broader operational network of contacts. No boasting: I truly mean it when I say "I understand your day-to-day concerns and priorities better than any other firm".
I can definitely sell - a senior executives with years of field sales experience, and all gone up through the ranks.

I am well connected, have established relationships with a wide range of top-tier individuals cross the media, telco and aggregation industry, banks, consultants, investment bankers and law firms whose resources can be brought to bear, if needed.

Languages

German, English

Other

Background

A senior executive with over 20 years of experience in IT and new media sales and marketing, as well as hands-on experience in growing early stage companies (founded Realnetworks GmbH as a GM), managing rapid or “burst” growth and leading dedicated teams in large organisations such as Oracle Germany & European Branch Manager).
After finishing his Bachelor of Arts in Business Administration at the Wirtschaftsakademie in Hamburg in 1985, he joined Nixdorf Computer AG.
At Nixdorf he was trained in hard-and software sales which eventually led to his responsibility as Key Account Team Manager for Fortune 500 industry companies.
He continued his Sales career at Oracle Germany as a Sales manager, successfully building the customer base of Oracle in Northern Germany. Starting 1996, he focused on building a pipeline of strategic deals for Oracles Inc. new Interactive TV Suite, as well as managing the Telco / New Media Branch across the Central European Region.
1998 he took responsibility for building the Realnetworks GmbH operations for Central-and Eastern Europe and Middle East. He was seen as solid contributor to RN Inc. in top line revenues and bottom line profitability. He created and built a high quality key account portfolio, and at the same time took advantage of the low-, mid size market and an intensive e-commerce presence.
After leaving RealNetworks in 2001 ran various board level consulting assignments, assisting high-tech companies with turn-around management, M&A activities, business development, and was responsible for their sales and marketing (strategy and implementation) efforts.
Key skills include organisational skills (team building and motivation), deal finding and closing, business analysis and planning, marketing and sales. Schmedding brings a sizable network of high-end business contacts within the Central European Region.

 beschikbaar?