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Director of sales

Work Experience

Career Summary

Consultancy IBt, Director Business development October 2005 - present

Analysed in 10 weeks new medical markets in Central and East Europe
Set up a coherent strategy within different universities to implement a new therapeutic method for early stage prostate cancer
Opened up two countries, first patients treated and reimbursement discussed.




StaRgroup, Consultant 2005

Selling advise on the implementation of projects for efficiency improvements
in healthcare & industrial business. (temporary contract)




Elekta Canada, Director ¡V Sales & Marketing 2001 ¡V 2004

Analysed and created a strategic plan for Canada. This involved segmenting the market into 3 regions (East, Centre, West), setting-up a mix of direct sales force and distribution channels.
Turnover was average 15-18 million Euros. Span of control was 25-35 people.
Won first upcoming opportunity to close long-term deal with University of Toronto, worth 5 million Euros of equipment. It also included long-term research agreement.
Coach research opportunities ¡V including demands for influencing large teams of people throughout client¡¦s and own organisation.
Opened up neurosurgery medical market by selecting key projects. The challenge was to balance in a correct way the interests of radiology, neurosurgery and oncology. In a short term I won 3 out of 5 key projects, worth 9 million Euros.



Elekta Belgium, Country Manager 1998 ¡V 2001

Set-up Elekta Belgium, merging ex-Philips people and Elekta distributor staff to new organization.

Re-established customer confidence after merger by building on academic level, long term relations between Swedish top management and customers.
No sales decrease during this period.
4-5 million turnover. Direct staff: 12.



Nucletron Benelux, Sales Manager; Country Manager 1989 ¡V 1997

Started as Sales Manager ¡V promoted to Country Manager in 1991.
Brought Nucletron Brachytherapy market from market penetration of 15% to 80%.
Nucletron also distributed Theratronics ¡V they were brought to dominant position (on 10 orders ¡V only lost one to French competition).



Amersham, Key Account Manager¡V Life Science & Industrial 1983 ¡V 1989

Sarstedt, Sales Representative ¡V Medical Consumables 1982 ¡V 1983

Sandoz (now Novartis), Sales Representative ¡V Drugs 1977 ¡V

Education

Bachelor in Clinical Chemistry, Antwerp 1976
Post-graduate, Business Economics, IPO Antwerp (only one year)

Sales Training: Mercury Goldman and the European Management School
Management Training: Mercury Goldmann, E. Krauthammer and Mansal Netherlands
Business Leadership Development: given by SIA & BTS ¡V London

Skills

An analytical and strategic thinker, experienced in opening up new markets and creating new teams. Result driven ¡V able to lead clients and teams successfully to needed targets and to reach the desired goals. Main experience in the medical devices market.

Languages

Fluent in Dutch, French and English.

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