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Business processes change manager

Work Experience

PROFESSIONAL PROFILE

• Several functions over 4 companies (including Siemens ATEA and Alcatel-Lucent), evolving from marketing & sales & process focus towards shaping organizations and (executive) management, both in small & medium enterprises and multinationals.
• Customer interaction, operational attitude and passion for people management are driving my motivation and job satisfaction: “doing & adapting” is my style.
• Some proof points: securing orders and pushing them to implementation, achieving tough business objectives, handling crisis situations with customers.
• Operational processes & improvements both internally and externally
• Coaching & mentoring and change leadership.
• Feedbacks show enthusiasm, operational drive, creativity and authentic leadership as key strengths.

SOME ACHIEVEMENTS & COMPETENCIES

• Winning with customers
Leading on-site negotiation team for Telenor Norway Small Cells wireless project (50M$), against extreme competition pressure. Team grew beyond individual competencies and reached target (2012).
• Crisis management, moving an issue to an opportunity
Managing a severe crisis with Cable & Wireless UK. An application platform outage lead to losses of several 100k £. Solved through daily executive interaction and ultimately lead to improved customer relations and new orders (2003).
• Change leadership
Driving Bell initiative {EnCompass} to re-vitalize teams across organizations towards company vision & mission + solving specific cross-organizational issues. Helped re-building Antwerp identity and established lots of cross-organizational bridges. True change, actively reached >700 people (2007).
• Merging teams
Member of merger team Alcatel + Lucent for Customer Satisfaction & Quality.
Objective: developing joint way forward, personal focus mainly on customer quality and internal communication.
• Negotiating
De-blocking commercial negotiation with Bezeq Israel. I lead negotiation on-site to reduce projected contract loss at completion through higher price / scope expansion / cost reductions. Thoughest negotiation I was faced with, given amounts and starting position but we reached target (2006).
• Presenting / Communication
Key note speaker at Quest Forum Warsaw 2006, presenting Alcatel Next Generation Telecom Project quality approach for Slovak Telecom. Difficult message but got second best speaker rating.
• Expat experience
Expat assignments in Germany (Stuttgart - 1998) and Romania (Timisoara – 2012)
• Building
Built a sailboat from scratch while studying applied economics. Looking back, I loved building more than sailing, for the challenge (1979-1982)


CRONOLOGICAL CV – Summary (details on last pages)

ALCATEL-LUCENT Antwerp
Telecommunication, June 1993 – July 2013

• Leader Project Management Office & Quality EMEA –Team size 350 (2013)
• Sales leader Eastern-Europe (2012) – expat in Timisoara, Romania.
• EMEA CU CIS & Central & Eastern Europe, presales team leader (2010 – 2011)
• EMEA Bids & Proposals processes & tools team (B&P tools, processes, training & accreditation, shared resource centres, internal communication) (2010).
• Various Customer Units Benelux, Nordics, UK, Germany: Director Bids & Proposals and Technical Sales + leading EMEA processes & tools & competences (2009).
• Fixed Solutions Division (2003 - 2006): VP Business Region Northern & Central & Southern Europe, VP Customer Satisfaction & Quality + Gen. Manager FSD Belgium.
• Member Belgian management team & Workers council (2003 – 2011).
• Switching & Routing Division and Voice Network Division (1997 - 2002): buzdev manager New Operators & operator services, Marketing Manager Network Operator Services (expat Stuttgart), Director Marketing.
• Postal Automation Systems: Marketing & Sales and Export manager (1993 - 1996).

EMES Antwerp
SME in industrial automation, June 1992 – May 1993

• General management.
• Main achievements: introducing processes, securing key deals.

SIEMENS ATEA Herentals
Telecommunication, August 1984 – May 1992

• Product Manager Telephones / Product Manager Systems Integration & Networking.
• Main achievements: >14 M€ profitable business.

MACHINES COLLETTE Wommelgem (Antwerp)
SME machine construction pharmaceutical industry, December 1982 – July 1984

• Product management, sales Belgium.


EDUCATION

• Master Applied Economics, business economics, marketing. University : UFSIA, Antwerp, 1979-1982
• Engineer electro-mechanics. University: De Nayer, Mechelen, 1975-1979
• Additional: industrial marketing, telecom, negotiating, presenting, selling, distribution management, people management, Alcatel executive management training cycle.


LANGUAGES

Dutch (mother tongue), English (very fluent), French (fluent), German (fluent).
CRONOLOGICAL CV – Detailed (focus Alcatel-Lucent)

Leader Project Management Office & Quality EMEA –Team size 350 (2013)

• Tailoring & introducing corporate concepts for risk management, tools (project management, lessons learned), accreditation, project review discipline in EMEA+ feedback loops to contract nego steps (pre-sales & sales support, sales).
• Driving central PMO team and local customer unit PMO teams.
• Handling team reduction approx 15%
• Main achievements: (1) steady running in 4 months – extensive travelling & local communication, new approach locally embraced in culturally diverse world. (2) Getting max value from corporate approach into local implementation.
• Developing PMO admin shared services concept, ready for implementation



Sales leader Eastern-Europe (2012) – expat in Timisoara, Romania.

• Covering Poland, Czech Rep, Balkan, Slovakia, Romania, Bulgaria, Hungary
• Started mid 2012, order intake was at <30% of target, improved year end to 75%.
• Cleaning-up forecasts, introducing regular sales follow-up, eliminating toxic (risky) opportunities, visiting main customers, restoring corporate belief in Eastern-Europe.




EMEA CU CIS & Central & Eastern Europe, presales team leader (2010 – 2011)

• Team size +/- 120, highly distributed, main competence centers Vienna, Moscow, Bucharest, Istanbul, Oslo, Stockholm
• Objectives: support sales & bid development to meet 950M Euro business target, ensuring 100% discipline in compliance to processes, introducing tailored bid approval processes, defending main offers for corporate approval, team certification & accreditation.
• Handling team reduction / applied strategic workforce planning approach.
• Bids & Proposals approach considered best in class, 24h/24h support delivered.




EMEA Bids & Proposals processes & tools team (B&P tools, processes, training & accreditation, shared resource centres, internal communication) (2010).

• Introducing common (scalable) processes & tools.
• Focus on establishing distributed shared resource center for bids & proposals, various technologies supported from different locations close to technology pools.




Various Customer Units Benelux, Nordics, UK, Germany: Director Bids & Proposals and Technical Sales + leading EMEA processes & tools & competences (2009).

• Leading all pre-sales activities, focus on new technologies, training & accreditation of team members, operational project follow-up, introducing implementation learnings into pre-sales & sales arena.
• Introducing bid capture rate / win rate measuring



Fixed Solutions Division (2003 - 2006): VP Business Region Northern & Central & Southern Europe, VP Customer Satisfaction & Quality + Gen. Manager FSD Belgium.

Business part (2003-2004)
• Developing business (combining presales / sales / post sales) in the area of Next generation Networks, Intelligent Networks, Video Solutions.
• Important NGN wins in UK, Norway, Germany, Russia, Israel (see earlier)
• Business objective approx. 120 M Euro over-achieved.

Quality part (2005-2006):
• ISO / TL approach
• The division was mainly active with new solutions & technologies and suffered a lot of poor field quality.
• Introduced an early warning quality alert approach based on detailed measuring of internal milestones & software quality versus customer-agreed deadlines. This allowed for advanced improvement actions and hence better field quality.
• Handled various projects / unsatisfied customers (eg Cable & Wireless, see earlier).
• Regular meetings with external auditors – only minor non-conformities.
• Quest Forum Warsaw (see earlier)
• Supported merging team Alcatel + Lucent for Quality (see earlier)



Switching & Routing Division and Voice Network Division (1997 - 2002): buzdev manager New Operators & operator services, Marketing Manager Network Operator Services (expat Stuttgart), Director Marketing.

• Introducing basics of operational marketing & competitive selling in the core business of Alcatel (market fastly evolving from sellers market to buyer market).
• Cocktail of sales guides, seminars, marketing helpdesk, business cases, on-line training concepts & video conferencing.

Education

Master Applied Economics
Industrial Engineer Electro-mechanics

Skills

Negotiation & situational selling, crisis management, change leadership, cultural adaptation.

Languages

Dutch (mother tongue), English (very fluent), French (fluent), German (fluent)

Other

Left Alcatel-Lucent to support partner in personal (medical) difficult period which improved meanwhile. Again available on job market, preferably on interim basis.

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