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Business Development Manager

Work Experience

WORKING EXPERIENCE

January 2003-present Business Consulting Spain
Managing consultant– staff: none

An independent business consulting firm offering advise to companies in the trade, tourism, healthcare and real estate sector.

Responsibilities:
Establishment of this firm, promoting the company to the market and selling consulting projects.

Results:
Executed the following projects:
- Assessed a business opportunity for a venture aiming at client order specific import of flowers in the UK
- Provided advise for the establishment of a consulting area within Ericsson do Colombia, on an off-site basis
- Developed a business plan and financial business case, and searched financing for a rural hotel in Spain
- Developed and launched a business venture in The Netherlands aiming at the promotion and sales of real estate in Brazil



August 2000-October 2002 EDGECOM (ERICSSON CONSULTING) Brazil Principal Latin America– Staff : 9

A subsidiary of Ericsson do Brasil, offering business consulting services to the multimedia industry in Latin America.

Responsibilities:
Selected by the global management team, to transform the Latin America office from a small start-up into a leading business consulting unit for the multimedia industry.

Results:
Doubled the number of client relations in Brazil from 20 to 40 and increased brand awareness within target segments from 30% to 80% by:
- representing the company at industry conferences
- publishing of articles
- client meetings and presentations

Increased the average client satisfaction rate from 60 % to 80 % by:
- multi-project supervision
- coaching and training of local staff
- development and introduction of “edgecom methodologies” and “tools”

Successfully supervised innovative multimedia projects for telecom operators like TIM, TIW and Telefonica, content producers like Globo and service providers like DirecTV.

August 1998-August 2000 UNISOURCE CONSULTING Sweden
Senior Consultant – Staff : non to 5
A subsidiary of Unisource, offering business consulting services to telecom operators on a global scale,which was sold in 1998 to Ericsson and renamed as Edgecom.

Responsibilities:
Recruited to manage globally business consulting projects for telecom operators like Telia, Telenor, Eirtel, MSI-cellular, Mobtel and Marpin Telecom.

Results:
Managed market assessments and developed marketing, sales & distribution strategies for:
- incumbent operators in Serbia and Ireland, limiting their market share loss to only 15% two years after market liberalisation
- new market entrants in Poland, Czech republic, Malawi, Zambia and Dominica, resulting in a 30% market share 2 years after launch

Led the successful development of the marketing section of bid books for new licences in Sweden and the Czech Republic.

Managed the business planning process for a world class network vendor in Brazil.

July 1996-August 1998 TELSOURCE, Czech republic
Director Retail Sales & Product Management terminal equipment (TE / CPE)– staff : 350

A joint venture established by KPN Telecom, Swiss Telecom and AT&T, to provide high quality senior staff to Czech Telecom, in order to prepare the company for the entrance of competition after market liberalisation.

Responsibilities:
Managing the development and realisation of a performance improvement / turn around plan for the shop outlets targeting a reduction of the outlet costs from 20 % to 15 % of the revenues, and a major quality upgrade of this channel.

Results:
- Established a new and uniform shop formula and design
- Established and managed the execution of the relocation of resources combined with major shop reduction (150 to 80)
- Increased the sales revenues from USD 17 million to USD 23 million, while maintaining the cost level
- Increased TE / CPE gross margins from 22 % to 36 %, by the establishment of one standard assortment for all the regions (reduction from 200 to 40 products), and focussed sales promotions
- Introduced new products and services like cellular & paging dealership (3rd largest Eurotel dealer), and the rental & lease and service & installation of TE / CPE
- Improved shop operations by the Implementation of standard processes for logistics, service and installation
- Defined support systems requirements
- Improved sales and customer care skills of shop staff resulting from the development and implementation of a comprehensive training program

July 1993-July 1996 KPN TELECOM, Station 12, The Netherlands
Business Development Manager– staff: 5

The KPN Telecom organisation, responsible for the global Marketing & Sales of Mobile Satellite Services (Inmarsat).

Responsibilities:
Managing the development and implementation of a global distribution policy for vertical market applications, providing Station 12 the possibility to extend its global leading position in the maritime market into the new land mobile market segments and reaching a global market share of 25 %, while avoiding an increase in sales costs.

Results:
- Developed a concept global distribution policy
- Tested and fine-tuned the concept by the execution of distribution pilots in Germany, Italy, England and the Netherlands
- Defined the final policy including organisational changes, processes, contracts and an appropriate remuneration structure for the distribution partners
- Established a distributor care department for the day-to-day management of the distribution partners
- Reached global market share of 19 %, still rising at the end of the assignment

July 1991-July 1993 KPN TELECOM, Business Unit Mobile, The Netherlands
Product Manager Mobile Satellite Terminals (Inmarsat-C / data) – staff:5 (specialised sales team)

The KPN Telecom organisation, responsible for the marketing & sales of Terminal Equipment (TE) for mobile services on the Dutch market.

Responsibilities:
Managing the successful implementation of a balanced and competitive range of satellite terminals for land-mobile, portable and SCADA applications, and the establishment of a centralised specialised sales team to support the nation wide sales organisation in the sales of these products.

Results:
- Realised a market leader position in the Dutch market within 1 year after introduction (500 terminals, revenue USD 3,6 million with 40 % gross margin)
- Positioned The Netherlands as the country with the largest number of commissioned land-mobile terminals
- Successfully build partnership relations between the different market players and suppliers of the satellite services, satellite terminals, data terminals, trip recorders, fleet management software and home base automation
- Participated in the following national and international partnership programs
- the Eureka project ROADACOM
- the NEI (Economic Institute Netherlands) project for the development of a software program supporting the assessment of different mobile data communications alternatives for road transport companies
- assessment of opportunities for co-operation between KPN Telecom The Netherlands and Telia of Sweden in the field of tracking & tracing software applications


July 1989-July 1991 KPN TELECOM, Logistics
Logistic Product Manager - staff: 6

The KPN Telecom organisation, responsible for the overall Purchase & Logistics for KPN Telecom.

Responsibilities:
Managing the purchase & logistic planning activities for all data communications equipment of KPN Telecom with an annual value of USD 250 million.

Results:
- Implemented new logistic concept for direct delivery of client specific orders to competence centres in the regions
- Implemented multi-national service procedures within the organisation
- Redesigned logistic business processes and developed new procedures as member of the logistic system user group

July 1987-July 1989 Purchaser / planner data communications equipment

Responsibilities:
Responsible for the day-to-day logistic planning and purchasing of a part of the data communications assortment of KPN Telecom with an annual value of USD 63 million.

Results:
- Implementation of dynamic stock level adjustment, based on statistical data
- Implementation of interdependent purchase planning
- Reducing stock levels by 15 %
- Improving availability percentage from 79 % to 89 %

July 1987-July 1988 Logistic trainee

Responsibilities:
Responsible for the analysis and improvement of the physical distribution processes between the central warehouse and the regions.

Results:
Overall stock reductions of 30 %

Education

EDUCATION
1982-1987 : Bachelor nautical sciences, Hoge School Amsterdam
1979-1982 : HAVO
1975-1979 : MAVO

COURSES
1999 Project Management course at the European Management Centre (EMC) Brussels
1995: Franchise course at the European Management Centre (EMC) Brussels
1991: Training sales management
1990: Leader Effectiveness Training (LET)
1988: Data communications training on modems, LAN's and PABX's
1987: Internal KPN Telecom logistics & purchase training

Skills

Marketing, Sales, Distribution, Purchase & Logistics

Languages

LANGUAGES
Dutch, English and German: Fluent
Portuguese, Spanish: Good
French, Czech: Basic

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