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Manager Marketing & Sales

Work Experience

Working experience

2014 - today Sales & Business Development Director (Ad Interim) Hakwood Great Flooring Stories, Werkendam, the Netherlands, Design & Architectural Wooden Flooring
• Reporting to the owner of the company, Managing global sales and a sales team (10 mostly independent agents). Responsible for sales margin. Realized an increase of 11% in 2015
• Design and Implement sales-planning & -reporting tools (define KPI’s and implement CRM)
• Manage the transition from a retail orientated sales approach to a specification approach, directly catering Architects, Projects Developers and Contractors. From 85-15% to 70-30% dependency
• Founding Hakwood Inc. (staffing, accounting, sales taxes, office space, warehousing) in 6mths.


2013 - 2014 Directeur Général (Ad Interim)
NS Stations France, Paris (Subsidiary of NS)
• Responsible for the P&L of two NS Stations companies in France, a total of € 10M sales.
• Expanded the business from 6 to 35 retail stores on French railway stations through the closure of a contract with the SNCF.
• Secured franchise contracts with Monoprix, La Croissanterie and Costa Coffee
• Re-organize & build the French NS Stations teams, a total of 110 employees.
• Liaison officer between NS Stations and SNCF (French railway)


2012 - 2013 IKAM process & competencies (Project upon return from France)
Philips Lighting, Market Group EMEA, Eindhoven, The Netherlands
• Development and implementation of an international key account management reporting and planning process. Evaluation and improving the competencies of 50 IKAMs en KAMs in Europa belonging to the Consumer Lighting Group.
• Design and development of acumens, simulations, live-training and observations session


2008 – 2012 Global Key Account Director
Philips Automotive Lighting, Suresnes, France
• Sales Margin responsible for the Valeo Lighting Systems account consisting of 18 factories and 3 development centers worldwide resulting in underpinned multiyear contracts for incandescence, halogen, HID and LED systems.
• Manage a global team of 11 professionals with a sales of € 62M in 2011.
• Sales Director for South Europe
• Sales increase of 6% annual top-line growth, price erosion slowed / stopped and an increase of customer satisfaction (NPS) with 15%


2004 – 2008 GM Product & Business Development
Philips HTP Optics, Eindhoven, The Netherlands, Camera Lens Solutions
• Design and development of micro lenses for applications such as cell phones, medical camera pills, automotive rearview cameras, “blu-ray” optical storage devices and scanning equipment.
• P&L for a team of 16 professionals.
• Results i.a. being a rearview camera for the Chrysler 300, an endoscopic camera pill, a miniature auto-focus engine partially based on voice –coil technology but using less power.
• The plant in China was eventually divested and we closed the product development center.
2000 – 2004 International Key Account Manager, office manager


Philips HTP, Farmington Hills, MI, USA, High Precision Molding of Engineering Thermosets & Thermoplastics
• Increase of the market share in the field of micron-precision turbine fuel-pump-chamber components from 40% to 55% in 4 years
• Increase of wallet share at existing 1st Tier automotive customers (to 100% for Visteon& Delphi)
• Transfer of mature processes to Juarez Mexico where I performed process audits with visiting customers. I managed the US Business Development office, a team of 4 professionals.
• Top line increase in America from US$ 3M to 13M in three years.
• The company was divested to Helvoet B.V.


1997 – 2000 M&S manager
Philips KMT, Tilburg, Integrated Connector Modules (Overmolding)
• Development of an additional new market for the company to decrease the dependency on Philips as an internal customer. We successfully developed the automotive market in the field of integrated in- & outsert molding connector housings for Bosch, Valeo and Kiekert (wiper motors, lamp sockets and door lock applications)
• Dependency shifted from 90% to 50% in 2 years. The company was eventually sold to KeyTec.


1988 – 1997 M&S Manager
Incase B.V., Tilburg & Hopedale MA, USA, Display & conditioning packaging
• Design, development and production of thermoformed- and injection molded packaging.
• Achievements; successful acquisition of the accounts Braun en Panasonic Japan (shavers), Boehringer / Roche in the pharmaceutical / diagnostic industry, Cross and Rotring in de luxurious writing instruments business. We eventually became the market leader in manufacturing the hearing prostheses packaging. Expanded the business with Mont-Blanc, Parker and Philips
• The production line for Roche is till operational. The company is today owned by Helvoet BV.


1986 – 1988 Sales Engineer
Van Diessen B.V., Breda, The Netherlands, Photographic Finishing Equipment
• Import & export of professional development equipment for the photographic and graphic film industry. Advising customers, selling the program and co-installation of computer controlled electromechanical apparatus. On an as interim basis, manage the Belgium Sales office
• Successful introduction of newly represented brands like Kreonite & Omega (USA)

Education

Education / Training

2010 & 2012 General business principles (GBP), management & directives
2008, 2010 & 2011 Competitive Law, distributie en verkoop
2010 & 2012 LED passport & certification, LED engineering principles
2008 Coaching & questioning techniques
2006, 2010 & 2012 FAME 1, 2 & 3 (financiële / MBA cusrsussen)
1995 & 2009 ISO 9001, ISO / TS 16949, VDA 6.1 certificering & auditing
2006 & 2009 Leading to win, business ethics and conduct
1998 & 2010 Legal awareness
2005 Intelectual property & licensing / identifying foreign exchange risks
2004 Optics for solid state imaging
2001 Common sense manufacturing (Kan-Ban) @ TI Automotive
1998 & 1999 Commercial awareness (Prof. Nueno, Barcelona), How to sell your price
1992 Injection molding process & tools
1989 & 1997 Account management NIVE & Van Dalsum & Schouten
1989 & 1990 Interlingua Duits (2 weken) & Interlingua Spaans (2 weken)
1986 NIVE verkoop training, NIVE telefonisch verkopen

1983-1985 HTS Tilburg, Bouwtechnische Bedrijfskunde
1978-1983 Mencia de Mendosa Lyceum, HAVO (7 vakken)
1970-1978 Lycée International de Saint Germain en Laye (Paris)

Skills

Personal summary

As a servant leader, 25year plus experience in International Sales & Business Development for technical & service solutions. I get energy from designing and executing international sales and business development strategies, a field in which I seek a managerial role within a dynamic B2B environment. I strive for sales professionalism, both at people and procedural level. I have a command of four languages. I respect cultural differences, values and standards. I am communicative, empathic, curious, goal oriented and an active listener. I believe in structure, stay on track but necessity knows no laws. Motivations that appeal to me are individual- and team-autonomy, continuous learning and sustainable objectives that exceed personal ones. I bridge differences and take communalities as a starting point. I possess a developed sense of responsibility, quality awareness and strive for predictability. I say what I do and do what I say. My motto is; If you do the same thing over and over again, do not expect different results (A. Einstein).

Languages

Languages
• Dutch, French Native speaker
• English Near-native speaker
• German Full professional proficiency

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