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Business unit mgr/ site mgr

Work Experience

Consultant

Trilingual (French, Dutch, English) Engineer with international experience in site management (USA), product market management, and plant management in multinational environments. Track record of defining and implementing successful strategic decisions, based on strong market intelligence. Experience with phasing-out management. Focus on P&L, budgeting business development and preparation of marketing plans. Very strong analytical and strategical skills combined with good communication skills, hands-on ability, integrity, team spirit, with a high level of sense of urgency and a strong commitment.

Experience (19 years)



04/2008 – Current Bekaert Advanced Coatings

Consultant – Supply Chain

Setting up US based organization to supply into US based new division.

• Accountabilities:
o mapping potential suppliers for machine parts;
o selection of 3 potential suppliers for all machine parts;
o asking RFQ’s for all parts;
o ordering First Articles;
o total purchase volume 2009: $ 25M;
o investigate necessary organization: human resources, buildings, equipment;
o weekly report meetings and
o presenting results to management team.
• Achievements:
o presentation of outcome to management team;
o created decision tool for future selection of potential suppliers;
o selected 3 potential suppliers and placed first orders;
o managed to obtain pricing for all parts;
o decision to start up production on new site, next to old site;
o human resource organization proposal accepted and implemented.





01/2008 – 04/2008 Bekaert Advanced Coatings

Consultant – Phase-out management

Transfer of division to China and closure of division in Belgium.

• Accountabilities:
o negotiate with potential European subcontractors on the sale of the business and the equipment;
o sale of the know-how to key customers;
o select new subcontractor (machining shop) in China;
o organize the move of the machines and know-how to new contractor in China;
o coordinate the operations towards the last order deliveries and
o sale of all remaining consumables.

• Achievements:
o successful transfer of European business to Belgian subcontractor;
o first parts delivered out of China;
o sale of the assets at 2.3 times the book value;
o sale of know-how to three key customers and
o smooth phase-out of the operations, including personnel related matters.



09/2006 –01/2008 Bekaert Advanced Coatings

Product Market Manager Thermal Sprayed Coatings

Full responsibility of the division Thermal Sprayed Coatings: P&L, Sales and Marketing, R&D, Strategy and organisation.

• Accountabilities:
o analyse market: size, players, potential, benchmarking;
o focus on customer needs;
o investigate if there are USP’s in certain markets, using SWOT;
o define market strategy in these selected markets, based on Value Proposition and Cost of Ownership;
o define marketing communication plan;
o create business plan: short term and long term;
o manage direct reports (6FTE);
o restructuring of the sales team;
o key account management;
o define and follow up R&D plan based on the Bekaert Marketing roadmap, including multiple go / no go decisions;
o planning of the operations;
o monthly report on P&L;
o cost cutting exercise: suppliers, operations;
o member of the management team of Bekaert Advanced Coatings; two-weekly meetings to define overall strategy and organisation of Bekaert Advanced Coatings;
o direct reporting line to General Manager Bekaert Advanced Coatings;
o define strategy for the division, based on internal and market know-how;
o presentation of business plan to the Bekaert Group Executive, with approval to transfer the business to Bekaert China and to European subcontractors;
o working out of the different scenarios;
o negotiate with HR management and unions on the closure of the division;
o announce the final decision to the division;
o inform the customers on closure and
o work out phase-out/ transfer plans with the key accounts.

• Achievements:
o clear overview of market generated and presented;
o reorganisation of sales team, with more focus on the customer needs and applications;
o mapping of customer needs;
o concluded that there were no markets where the division had a clear USP;
o cost down with 14%, resulting in break-even P&L;
o put forward different scenarios;
o overview of options for strategy presented to Bekaert Group Executive;
o action plan and time schedule;
o customers informed with positive feedback on the professional way of handling;
o clear ‘last order planning’;
o organisation informed in several sessions and
o 90% of personnel moved to other Bekaert divisions.





08/2005 – 08/2006 Bekaert Flexible Circuits, Raleigh, NC, USA

Site Manager RTP site and Product Market Manager Sputtered Films.

Managing site with 3 Bekaert divisions (FTE70). Evaluation of existing strategy for flex circuit division and renegotiating contract with major business partner.

• Accountabilities:
o manage all site related matters;
o be the first contact for Belgium for all 3 divisions;
o compose new site HR policy handbook;
o make site compliant with local and Bekaert environment policies;
o implement Bekaert safety approach;
o coordinate overhead organisation (finance, HR, maintenance, purchasing, environment, ISO);
o propose and follow up overhead cost distribution;
o reporting to General Managers of the different divisions in Belgium, and to Director Bekaert Corporation;
o member of management committee Bekaert Advanced Coatings;
o analyse market: size, players, potential, benchmarking, SWOT;
o determination of strategy and new focus domains;
o define market strategy in these selected markets, based on Value Proposition and Cost of Ownership;
o determining customer needs in Voice Of the Customer approach;
o focus on the customer needs;
o define marketing communication plan;
o keep organisation focused by limiting number of R&D projects in line with the marketing & sales strategy;
o define and follow up R&D plan based on the Bekaert Marketing roadmap, including multiple go / no go decisions;
o monthly presentation on P&L;
o cost cutting exercise: suppliers, operations, personnel;
o introduction of Continuous improvements programs in operations;
o close follow up of quality problems and related costs;
o two weekly sales and marketing meeting with strategic allied partner (DuPont);
o get product improvement and new product development in line with needs of the strategic allied partner and needs of the end-customer;
o set up distribution network for direct sales to the US and European market;
o key account management for Asian customers;
o create business plan: short term and long term;
o define strategy for the division, based on internal and market know-how;
o presentation of business plan to the Bekaert Group Executive, with approval to renegotiate contract with strategic partner, and to exit this business platform if contract cannot be fully renegotiated;
o contract negotiations with the strategic partner (toll coat agreement, supply agreement, IP contract);
o negotiate with HR management and unions on the closure of the division;
o announce the final decision to the division;
o inform the customers on closure;
o work out phase-out/ transfer plans with the key accounts;
o selling the (jointly owned) equipment;
o support Bekaert legal to write finalisation of contracts and
o support Bekaert Corp to sell the property.

• Achievements:
o new site organisation with new responsibilities installed;
o overhead allocation schedule approved by all entities;
o new business opportunities identified;
o market share increased from 30% to over 90%, thanks to new contract with the partner and to the installation of a distribution network;
o losses decreased from $-2.5M to $+0.5M thanks to intensive focus on costs and projects;
o new business plan approved by executive board;
o action plan and time schedule;
o favourable outcome for Bekaert of the negotiations with the strategic partner, with compensations;
o partner decided not to continue in this business platform;
o customers informed with positive feedback on the professional way of handling;
o clear ‘last order planning’;
o organisation informed;
o sold the (jointly owned) equipment to the strategic partner and to subcontractors in US and Taiwan and
o sold site to local broker.


01/2003 –07/2005 Bekaert

Product Market Manager Sputtered Films for Bekaert VDS, Zulte and Bekaert Specialty Films, San Diego, CA, U.S.A.

Full responsibility of the division Sputtered Films: P&L, Sales and Marketing, R&D, Strategy and organisation.

• Accountabilities:
o member of the management team of Bekaert Advanced Coatings; two-weekly meetings to define overall strategy and organisation of Bekaert Advanced Coatings;
o manage relationship between multiple productions sites: planning, allocation;
o analyse market: size, players, potential, benchmarking, SWOT;
o define strategy for the division, based on internal and market know-how;
o key account management (Sony, Mitsui, Philips, Saint Gobain);
o strengthen the cash cow product;
o introduce multiple new products into key target markets;
o create business plan: short term and long term;
o manage worldwide direct reports: world wide sales teams (Japan, Korea, China, USA, Europe);
o organise and lead six monthly sales meetings worldwide;
o support local sales organisations;
o close cooperation with R&D: selection of projects;
o monthly report on P&L;
o set up distribution network for direct sales to the European market and
o member of Bekaert M&A project teams to provide market input and strategic insight.

• Achievements:
o set up European distribution network with General Electric Polymershapes;
o successful product launch with Sony, Mitsui, Sekurit Saint Gobain and multiple US based display companies;
o world wide sales network fully operational;
o growth of market share of cash cow with >10% and
o market share display products increased with over 40% in Europe and USA (ITO).



08/2001 – 12/2002 Bekaert VDS

Plant Manager Sputtered Films Bekaert VDS, Zulte.

Plant management Sputtered Films division Belgium and Product Market Manager soft magnetic coatings.

• Accountabilities:
o member of the management team of Bekaert Advanced Coatings; two-weekly meetings to define overall strategy and organisation of Bekaert Advanced Coatings;
o operations management: planning, organisation, maintenance;
o make site compliant with local and Bekaert environment policies;
o manage direct reports (30 FTE);
o upgrade production equipment;
o start up of new production equipment;
o reorganise production organisation;
o coordinate organisational changes with unions;
o launch production for two new products and
o world wide account management for all soft magnetic coatings.

• Achievements:
o increased production output for soft magnetic coatings with 80%;
o start up of weekend shifts;
o successful start up of new equipment and
o two new products produced and launched with two key accounts.



07/1998 – 7/2001 Bekaert ISF

Sales Manager Bekaert ISF, Zulte

Start up of new division within Bekaert. Organising sales organisation and technical support. Integration of new acquisition.

• Accountabilities:
o setting up new sales organisation;
o joint projects with customers to develop new products;
o market search for new markets and applications;
o define strategy for the division;
o ‘cold calling’ to new potential customers;
o after acquisition of competitor in San Diego, CA, USA: manage relationship between multiple production sites;
o setting up worldwide sales organisation;
o key account management;
o close cooperation with R&D: selection of projects and
o member of Bekaert M&A project teams to provide market input and strategic insight.

• Achievements:
o sales from € 0.3M to € 2.5M in 2 years;
o multiple new R&D projects launched with the customers and
o new division fully integrated after 1 year.


1992 – 1998 Amcor Flexibles Europe
(formerly UCB TRANSPAC)

Product Manager New Films Food Packaging/ Technical sales support

Interface between customer, R&D and production.

• Accountabilities:
o customer complaints solving;
o new product testing in market;
o close cooperation with R&D to define market needs, based on input from market and machine suppliers;
o technical discussions with machine suppliers on new applications;
o training of European sales teams;
o coordination with other Amcor production sites in Europe and
o definition of target markets and applications.

• Achievements:
o technical support organisation available 24/24;
o introduction of the building blocks concept to sales teams, giving sales people the possibility to sell the best product for the customer;
o turnover new products increased with >30%;
o Amcor packaging film used by multiple machine suppliers on trade shows and
o link between customers, R&D and machine suppliers;


1991 – 1992 Coca Cola Enterprises
(Formerly Belbottling, Interbrew)

Responsible Production & Maintenance of the Glass Department

Start up of a production department with total investment of €25M.

• Accountabilities:
o daily discussions and follow up with main subcontractor and
o managing operations and maintenance department (~ 40 FTE).

• Achievements:
o rewarded with the second place worldwide for start-ups of bottling divisions;
o department fully operational, and capable to supply in time;
o new maintenance organisation in place and
o full preventive maintenance plan in place.

Education

Education
• 1984 - 1988 IHSR-CTL, Ghent
Industrial Engineer Chemistry, option Biochemistry, specialisation Brewery and Fermentation (honors)
• 1988 - 1989 Katholieke Universiteit Leuven
Postgraduate in Business Economics
• 2003 Cedep, Fontainebleau
Operational Management Program (4 weeks)


• Business training
o Product Management, Institute for business development, 3 days, 1997
o Pricing Strategies, Simon Kucher and Partners, 3 days, 2002
o Sales Competencies, Tias, 5 days, 2003
o TQM & Project Management Approach, 4 days, Bekaert - 2007
o China Conduct, 2 days, 2007

Skills

Skills
• strategic decision making
• organisational management
• market research
• business development
• Negotiator
• definition and implementation of business plan
• portfolio management
• project management
• people management – Team management
• phase out management
• reporting
• systematic management tools and methodologies ( Systematic Problem Solving, SWOT, Voice Of the Customer, Systematic Project Management, …)
• strong technological background in diverse fields of expertise (materials, polymer films, thin film coatings, surface treatment, vacuum equipment, metal and polymer foil processing, …)
• understanding of business and market aspects in various markets (specialty materials, plastics, packaging, food, coatings)
• MS-Office

Languages

• Dutch : mother tongue
• English : fluent
• French : good
• German : basic

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