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Sales Manager / Sales coach

Work Experience

Career summary

I have experience in industrial sales (Industrial Automation &Telecommunication) for more then 20 years. I started as Pre-Sales Engineer then Sales Engineer, Account Manager, Global Account Manager and my present role is Regional Sales Director. My strengths are negotiations, building customer relations on multiple levels and I have an excellent view on business finance. To create the best customer relation I focus on building a strong internal relationship with the back office (Operations, Business Units) to deliver the best results for my customer base.

Activities

Build sales-plan and sales-strategy, guide and motivate the sales-team, create sales funnel, drive sales trough sales-funnel and align with target settings, resource management, job interviews, apply reviews. Organise high management meetings C-level that are business driven and perform lobbies. Present sales-region during international sales meetings. Focus on cash flow.

Education

Training and course

1999-2005
Proskill England Sales Director course (UK)
Youth Andrews Board Room selling (UK)
Motivation and leadership Mole 1 en 2 LogicaCMG Academy
Course Performance/ reviewing LogicaCMG Academy
Contract and tender negations skills internal LCMG Academy


1986-1996
Supply chain management
MANSAL (manager in Sales) dedicated program for Siemens
Specific automation courses Simatic
Product and Sales courses – S5
Product and Sales courses – S7
Product and Sales courses – SINUMERIK CNC control

Education:

1985 MTS Electronica, Digitale techniek

Skills

Logicacmg 30.000+ employees, international company with 18 offices in EMEA, Asia pacific and the US.2003 - Present

Regional Sales Director France, Germany and Benelux Telecommunication.
Business: Telecommunication, business consultancy, IT and value-added business process outsourcing and systems integration.
My responsibility is running and managing one of the sales departments for Europe (France, Germany and Benelux). Team of 12 people; 6 Account Managers, 5 Pre Sales Engineers and 1 Business Developer. Direct report to the SVP Sales EMEA.
Target 2005 42 Mil. Euro (Achieved 83%). Target 2006 46 Mil. Euro.
Main customers: KPN, T-Mobil, Orange NL, Orange France, O2 Germany, SFR (Vodafone France).
Core activities: Selling of full operational Telecom projects in the 2G and 3G mobile service area. (SMS, WAP, MMS and Mobile Internet). Set-up board-meetings and discuss business-needs. Create a strategy to fill the sales-funnel. Discuss the sales-strategy with the team and guide them along together with the account-plan trough the whole business chain. Build the budget and find consensus with senior management. Organized and chaired weekly meetings with the BU’s and Operation teams.

CMG
Global Account Manager France Telecom group (2001-2003)
Commercial responsible for sales in the France Telecom group.
Build and direct the strategy over the international sales teams.
Answered tenders, build quotes, negotiate contracts and Service Level Agreements.
Accounts: FT Group in total 13 subsidiaries in EMEA. (personal target 20 Mil. Euro)

CMG
Account Manager (1998-2001)
Telecommunications Industry
Account Manager responsible for sales on Value added services in the international operator domain.
Answered tenders, build quotes, negotiate contracts and Service Level Agreements. Accounts: France Telecom in Paris, Mobinil in Egypt, Orange NL, and Orange Slovakia. (Personal target 5 Mil.Euro)

Bercom
Account Manager Benelux (1995-1998)
Industrial automation for the pick and place industry
Responsible for the sales of SMD production lines with a value of 2 Million Euros.
Build value prop together with engineers, prepare quotes and negotiate on multiple level.
Accounts: Philips lightning Oss, Tulip computers in Den Bosch, Nedap in Almelo.

Siemens
Sales Engineer in several divisions of Production Automation. (1985-1995 )
Industrial Automation Industry
Sales of PLC’s Simatic S5 & S7,
Sales & marketing responsible for SMD (Surface Mounted Device) and CNC (Computer Numeric Controls) for production-lines of milling, grinding and turning.
(SMD and CNC where niche products in the Netherlands so I had full freedom in running the whole business. (trading fairs, sales campaigns etc)
Main customers: LIPS Propellers, Stork Werkspoor Diesel, Stork Mufac, Unisign, Philips, Evic, Neways

Languages

Dutch (native), English (fluently written/verbal), German (good verbally/written). French (little verbaly)

Other

Personal:
15 years of international business experience. (travel, culture, tenders etc.) (Slovakia, Egypt, France etc)
Hobby’s
Diving, sea fishing, snowboarding, golf, music and good food.

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