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Outsourcing Sales/Consultant

Work Experience

Business Development, Sales and Consulting Assignments 6/2001 - present
* Business Partner at IntraWorld Outsourcing
4/2010 – present
Organising guided Discovery Tours to India and China for European companies who are considering outsourcing their ICT services.
* Business Development & Sales at Adnovate 6/2009 – 02/2010
Adnovate is expanding to new markets. Interim assignment for business planning, go-to-market, sales and marketing in the Retail, Consumer and Technology sector with the focus on Software as a Service (SaaS) solutions for Marketing Resource Management.
* Business Development & Sales at Finace 2/2009 – 5/2009
Finace has broadened their service portfolio with BPO (Business Process Outsourcing) services. Commission-based project for business planning, go-to-market, sales and marketing with the focus on Finance & Accounting.
* Business Development & Sales at RR Donnelley Global Document Solutions
10/2007 – 9/2008
RR Donnelley has broadened its European document process outsourcing platform following a successful outsourcing agreement with ING. Target responsible for business planning, go-to-market, sales and marketing in the Netherlands and Belgium and broadening RRD's presence across mainland Europe. Achievements:
>> Developed and executed business plans, go-to-market plans, sales and marketing plans both for local business (Benelux) and European business.
>> Multi-year out-tasking contracts won: Air France, Ministry of Agriculture, Readers Digest, Sociale VerzekeringsBank.
>> Developed a € multi million BPO sales funnel in Finance and Telecom.
>> Developed scope, financial business case, risk analysis and HRM aspects for BPO projects.
* Consultant IT at City of Rotterdam
4/2007 – 6/2007
Design, optimization and implementation of the Change Management process. Goal was to centralize the Change Management process.
* Consultant Outsourcing at Amstelring
1/2007 – 3/2007
Design of a Shared Services Center (SSC) for ICT, HRM, Financial Services and Facility Management. Goal was to offer cooperation and scale size to other healthcare organizations through an SSC.
* Consultant Business Development at various IT offshoring companies
8/2005 – 10/2006
Market development on behalf of ICT providers from India and other offshore countries. Companies were Tier-3 (local) players looking for connection with Tier-1 (global) or Tier-2 (regional) ICT providers. Goal was to generate opportunities for local ICT offshore providers.
* Consultant Business Development at Semantica
1/2005 – 5/2005
Structured and managed re-launch of document management services in broader market within various verticals. Goal was to become less dependent from one big client and to spread turnover.
* Consultant Outsourcing and Market at Ministry of Transport
6/2001 – 9/2004
Engaged in projects in the areas of outsourcing, traffic management systems, procurement and relationship management, both for internal and external parties. Most important projects:
>> Design of process roadmaps for Outsourcing of ICT systems and Insourcing of services;
>> Design and implementation of sourcing strategy (scope, business case, risk analysis), vendor selection (setting up RFI and RFP according to European Tender directives) and vendor management;
>> Support on negotiation of ICT outsourcing contracts;
>> Development and implementation of Relationship management strategy;
>> Market Research and vendor visits for traffic management systems to suppliers in the USA (Silicon Valley and Minneapolis).

Corporate Sales Manager
Energis NV, now part of KPN
1/2000 – 5/2001
Energis was a Telecom operator headquartered in the UK. Target responsibility for business planning, go-to-market, sales and marketing. New business (60%) and key account management (40%) in the areas of Managed Services in the corporate business. Energis in the UK has been taken over by Cable & Wireless in 2005, whereas the Dutch subsidiary has become part of KPN in 2006. Achievements:
* Increased corporate group sales by 15% in poor market conditions;
* Large business accounts won and retained: Arthur Andersen, AT&T, Cap Gemini Ernst & Young, IBM, ING Bank, Interpolis and Police Southern Netherlands.

Business Development & Sales Manager
Parity 1995 - 1999
Parity was an IT services provider headquartered in the UK and introduced in the Netherlands in 1994. Their services included projects and contracting. Target responsibility for business planning, go-to-market, sales and marketing. New business (70%) and key account management (30%) in the areas of Recruitment Process Outsourcing in verticals such as Finance, Trading, Systems Integrators and Telecom in the Benelux. Achievements:
* Increased group sales by 600% between 1995 and 1999 after strategic repositioning;
* Large business accounts won and retained: ABN AMRO, AC Nielsen (now part of VNU), Albert Heijn, AT&T, Bell Sygma, EDS, European Commission and Parliament, Fortis Bank, IBM Netherlands, ING Barings, International Post Corp., Interpay, Intrum Justitia, ITT World Directories (now part of VNU), Libertel (now Vodafone), Mees Pierson (part of Fortis), Nokia, Oracle, Rabobank, Robeco (affiliated to Rabobank), Shell SSI.

IT Consultant & Project Manager (interim) 1991 – 1995
* IT projects on behalf of Volmac (now Capgemini) and KPMG;
* New business development and account management in Application Management services for Sterling Software (now Computer Associates).

Key Account Manager
MID (IT Services Provider) 1990 – 1991
Responsible for go-to-market and sales. New business development and key account management in the Publishing and Energy market. Large business accounts won and retained: Wolters Kluwer and Shell Nederland.

Various IT & Project Management positions
BSO, now Atos Origin 1979 - 1990
Carried out engagements on behalf of BSO.
* International projects in Belgium, France, Germany, Italy, Spain, Switzerland and the UK;
* Business Developer at Britech (Rotterdam and Barcelona) in 1990;
* Large account engagements at: Shell Nederland Chemie, Deutsche Shell Chemie, Shell Nederland Verkoop Marketing (downstream), European Vinyls Corporation (now INEOS ChlorVinyls), Proost & Brandt, Bekouw Mendes (now AON), Nuts Ziektekosten Verzekering, Sociale Verzekerings Bank, Siemens and CVI (now part of EDS).

Education

* HBS-A;
* Evening Studies in NIMA (Marketing) and Business Administration at HBO (BSc) level;
* Continuing Education in Transport Knowledge, Telecommunication, Communication, Sales & Marketing, Project Management, Consultancy, Information Analysis and Development;
* Various seminars, workshops and other networking events.

Skills

* Advanced (> 8 years) competencies: (New) Business Development, Business Planning, Contract Negotiation, CRM, Customer Relationship Management, Go to Market, ITO, IT Outsourcing, Key Account Management, Managed Services, Market Development, Market Entry, Market Research, Marketing, RFP, Request for Proposal, Sales, Strategic Sourcing.
* Intermediate (> 5 years) competencies: BPO, Business Process Outsourcing, Change Management, IT Project Management, Risk Analysis, Vendor Management, Vendor Selection.

Languages

* Languages: Dutch (mother tongue), English and Spanish (fluent), German (moderate).

Other

* Recent Developments:
>> Developed a € multi million ITO/BPO sales funnel in Finance and Telecom.
>> Developed a business network at C-level within verticals such as Finance (Banking & Insurance), Telecoms, Utilities and other Multinationals.
>> Developed a supplier's network in offshore/nearshore countries, such as India, China, Argentina, Ukraine, Poland, Singapore, Romania.
* Industry sector competencies: Retail, Document Services, Local Authorities, Healthcare, ICT, Central Government, Telecom/operators, Financial Institutions, Trading & Industry, Energy sector, Media sector and Transport.
* Territories covered: Belgium, France, Germany, Italy, the Netherlands, Spain, Switzerland, the UK and the USA.
* Groups and associations: Gerson Lehrman Group - Technology Council Member, Society of Industry Leaders – Member, Speakers Academy - Faculty Member.

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