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Sales and Marketing Management / General & Business Unit Man

Work Experience

More than ten years experience in international sales and marketing, and commercial and financial management of business units within the technological B2B markets; Prior to that over eight years of experience in process development, and technical team & project management.

More specifically in:
• Structuring and management of international commercial organizations.
• Business development of high-value capital goods and services.
• Development of long-term relationships with both clients and suppliers.
• Establishment of stable profitable growth of the company.


WORK EXPERIENCES:

1. International sales & marketing management:
• World-wide responsibility for marketing strategy with respect to intelligent Manufacturing Excellence solutions for complex production environments (Nimble, later De Clercq Engineering):
• Penetration of the majors within my broad network in Europe and the United States (Intel, Infineon, AMD, Seagate, Cypress...).
• Extention towards other segments.
• Short-listing by semiconductor manufacturers incl. the two largest suppliers of microprocessors, among others.
• World-wide commercial responsibility for the Business Unit with respect to capital equipment for the semiconductor manufacturing industry (Metron):
• High-level negotiations in light of commercial contracts with clients and distributors in Asia, Europe and the United States.
• Revenue growth from $5M to $15M, with a gross margin >60%
• European commercial responsibility for the Business Unit with respect to intelligent software process and equipment monitoring solutions for the semiconductor manufacturing industry (Metron):
• Distribution contracts with suppliers from North America and Germany.
• Business Development for the semiconductor manufacturing industry (Metron):
• First European-wide, later world-wide, for approx. 20 suppliers of high-tech/high-value equipment, materials and software.
• Commercial successes with the key Integrated Device Manufacturers in Europe, the United States, Japan and South-East Asia.

2. Team formation and –management in sales and engineering:
• Creation, training and supervision of specialized sales teams (Metron).
• Daily guidance and support for the national and regional sales teams and product-experts (Metron).
• Supervision and training of around 20 members of technical staff. Chairman of the global Joint Engineering Teams (Intel).

3. Business management:
• Internal technology and strategy advisor for the executive management team. Member of the core team responsible for the realignment towards a product, technology and market orientated supplier. Introduction of the Business Unit concept conceived around related technologies and product groups (Metron).
• Responsible for the P&L results of the Business Units and monthly reporting of sales results and forecasts to the CFO (Metron).
• Driving force behind the acquisition of a Flemish SME (Nimble).

4. Technical- & project management:
• Introduction and management of zero-defect and six-sigma practices (Black Belt equivalent).
• Characterization, qualification and implementation of new-generation production equipment and processes.
• Product and line yield improvement through process optimization and introduction of innovative and cost-effective monitoring techniques.
• Technology transfers. Detailed blue books with process and machine parameters. Implementation of effective production and process matching methodologies.
• Technical selection and qualification of strategic capital equipment suppliers. Member of the respective equipment selection teams.
(IMEC, Intel, Alcatel)

Education

ACADEMIC EDUCATION:
• Middle Management Programme, Vlerick Leuven Gent Management School, 2002
• Postgraduate Programme in Corporate Management, KU Leuven, 1990
• Microelectronics Engineering / Master in Industrial Sciences), Industrial Polytechnic Institute IHR-BME Ghent, 1987


PROFESSIONAL TRAINING:
• Krauthammer Management Motivation Training M1-M2, Gustav Käser Training International
• Benchmarking: A Tool for Success, SEMI International
• How to Successfully Manage New Product Introductions – Williams, Wright & Kelly
• Product Management – Management Center Europe
• Situational Leadership, Effective Meetings & Team Dynamics, Just In Time Management, 7-Step Problem Solving Method, Statistical design of Experiments, Management By Objectives, Intel University
• Behavioral Interviewing, Paul C. Green Center
• Franklin Time Management, Franklin Covey
• Statistical Process Control, Bekaert Stanwick Consulting

Skills

What I can offer:

FLEXIBLE COST-EFFECTIVE SALES AND MARKETING SERVICES FOR THE HIGH-TECH MARKETS, DELIVERED AS:

A) Consultancy:
• Short-term assignments.
• Advise the Executive Management, ad-hoc, timely and to the point. No nonsense.
• Provide strategic marketing inputs for business plans.
• Align tactical marketing plans with business plans.
• Perform gap & market analysis. Define action plans.
• Establish and translate technology roadmaps into marketing plans.
• Map distribution channels.
• Define structure and needed resources for the sales and marketing organizations.

B) Interim Management:
• Mid to long-term assignments.
• Establish and lead-in sales and/or marketing organizations.
• Identify, train & manage sales and marketing staff.
• Strategic account management..
• Product management.
• International business development & sales management.
• Business unit management, P&L ownership.
• MarkCom.
• Develop sales & marketing collateral materials .
• Business process and change management.
• International project development & management

Languages

• Dutch (native)
• English (excellent W & S)
• French ((excellent W & S)
• German and Italian (basic)
• Chinese (notions)

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