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Manager Sales

Work Experience

Professional Experience

Since 08/01
Manager Sales & Delivery for Germany Retail Solution
Sharp Electronics GmbH - Hamburg
Responsibilities:
Initial setting up of the German direct project business responsibility of
- Distribution/Sales
- Consulting & Services
Extend the basic dealer business in Germany responsibility of
- Distribution/Sales
- Consulting & Services

Results:
Increase the turnover within the first four month from
€ 500.000 to € 1.000.000 per month
Implementation of the sales & project process
Won Audi AG & Olympiapark Munich as customer with an initial project


Team & Turnover:
11 employees
€ 9.000.000 p.a. in hard- & software


03/01-07/01
Manager for the German Northern Region
Mediasurface GmbH - Hamburg
UK market leader for Content Management Systems
Responsibilities:
Initial setting up of the Hamburg Branch Office with the areas of responsibility
- Distribution/Sales
- Consulting & Services

Results:
5 customer prospects (probability of conclusion > 50%) & 1 contract conclusion within 6 weeks
Implementation of the complete infrastructure for distribution as well as consulting
Carrying out of telephone acquisition: results 4 customer appointments for 30 calls.


Turnover Planning:
1st year DM 2.50 m
2nd year DM 5.00 m
3rd year DM 10.00 m


10/00 – 02/01
Country Manager with unlimited power of attorney
Proceedo Commerce AB - Hamburg
Scandinavian market leader for e-procurement services
Responsibilities:
Initial setting up of the German branch office in all areas of responsibility
- Distribution/Sales & Marketing
- Financial & Human Resources
- Consulting & Services

Results:
Drawing up of the German Business Plan according to the guidelines of the DaimlerChrysler VC Society incl. verification by debis systemhaus GF
6 customer prospects & 4 partner prospects with a conclusion probability of > 70% within the next 2 months
Implementation of the complete infrastructure for distribution/marketing as well as administration
Carrying out of direct mailing and telephone acquisition -> 15 customer appointments for 100 addresses.

Turnover Planning:
1st year DM 4.50 m
2nd year DM 10.00 m
3rd year DM 25.00 m


04/98-09/00
Sales Manager for the Northern Region
Debis Systemhaus/ Internet Business Solution GmbH – Hamburg/Stuttgart
Responsibilities:
Setting up and looking after new customers in the northern region
Leading of the respective team selling
Responsible for the working out of concepts and offers
Conclusion of contracts incl. business models
Setting up of customer start-ups

Turnover: DM 4.50 m

Target achievement: turnover targets have always been exceeded.







01/98-03/98
Product Marketing Manager Electronic Commerce Products
Software AG – Main Office in Darmstadt



01/97-12/97
Key Account Manager SAG Systemhaus - Hamburg
an subsidiary of the Software AG Darmstadt
Responsibilities:
Full customer service for:
- Power Utilities & Media/Publishers
- Product distribution incl. Services
- Insurance company

Results:
led the project Gruner + Jahr to finished product stage.
co-ordinated SAP R/3 & ISPAM project at Axel Springer – development effort 3 men-years
highly improved customer satisfaction

Turnover: DM 2.00 m
- dividing into:
- DM 1.50 m software
- DM 500,000.00 service
- Turnover target has been fulfilled 101%
Product range:
- Data banks - ADABAS
- Programming environment - Natural
- Middleware - Entire X
- E-Commerce products

03/96-12/96
Key Account Manager POS System Solutions
Post Software International/ICL - Hamburg
Responsibilities:
Acquiring and maintaining of new customers

Results:
acquired shoe company Görtz as a new customer

Turnover: DM 1.2 m
- dividing into:
- DM 1.2 m software
- Turnover target has been fulfilled 85% .

Product range:
- Software solutions for point-of-sale systems
- Microsoft solutions


07/94-02/96
Sales Manager Key Accounts
ADS ANKER GmbH - Hamburg
Responsibilities:
Full customer service
Drawing up of solution concepts, offers and conclusion of contracts at all levels
Commercial project management

Results:
Participation in incentive trips for “Best of Sales”
Acquisition of new customers:
- Otto Versand/Corso
- Metro/TIP markets
- Nordsee restaurants

Turnover: DM 4.5 m
- dividing into:
- DM 3.0 m hardware
- DM 1.5 m software
- Turnover targets have been met fully

Product range:
Unix - Point-of-sale systems
Unix - Merchandise information applications
Unix - Net works


01/93-06/94
Specialised Trade Sales Manager
ADS ANKER GMBH - Hamburg
Responsibilities:
Personnel management of 5 sales representatives
Full customer service
Drawing up of solution concepts, offers and conclusion of contracts on all levels
Commercial project management
Results:
Acquisition of new customers:
- Gebr.Heinemann - operator of airport shops
- Ulla Popken – leading ladies’ outerwear company for big sizes
- Book shop Weiland – biggest book shop in Lübeck

Turnover: DM 3.5 m
- dividing into:
- DM 2.0 m sales representative
- DM 1.5 m directly responsible
- Turnover targets have been met fully


Product range:
Unix - Point-of-sale systems
Unix - Merchandise information applications
Unix - Net works


01/90-12/92
Managing Director of the JO-COM GmbH in Lübeck & setting up of ADS ANKER sales representation
Responsibilities:
Management of the business of the company
Setting up of the sales

- Turnover volume 1990 about DM 1.0 m
- Turnover volume 1991 about DM 1.5 m
- Turnover volume 1992 about DM 1.2 m
- 5 staff
- 2 - 20 free-lance staff
Product and Service:
ADS ANKER hardware and software
NEC hardware
Net work components
Net work installation
Data entry
Electronic recycling

11/86-12/89
System supporter application and operating system
ADS ANKER GmbH Bielefeld/Hamburg
Installation of and training in Unix - point-of-sale systems
Project management EDUSCHO, volume about DM 6 m
Project management Jean Pascale, volume about DM 2.5 m

Education

Master of Business Administration

Skills

Technical skills:

Hardware: Client/Server and Mainframe environment POS Systeme
Operating systems: Microsoft – various Unix systems – BS 2000
Database systems: Adabas C&D – Oracle 8i – SQL Server
Method & tools: EntireX Middleware – Silver Stream Application Server
Programming language: Natural – Java – Bolero
(Java environment Software AG)
various skills: POS & SAP R3 S&D

Languages

German - Mother tongue
Englisch - fluently

Other

Trainer certificate

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