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Sales Director

Work Experience

Professional Experience

Time period : 04/2004 – 04/2006
Company : Synstar Belux / Hewlett-Packard
Employment status : Employee
Function : Sales Director Belux/Country Manager Belux (Synstar)
Services Sales Director Belux (HP)

Since April 2004 I was managing the team of Sales Executives and Relationship Managers (12 in total) of Synstar Belux. Synstar is specialized in Managed Services Infrastructure deals, Business Continuity and Consultancy. I was also a member of the Synstar Group European Management team.
In August 2004, I have been appointed acting Country Manager for Belux, being responsible for the 290 employees of Synstar Belux.
In October 2004, Hewlett-Packard has made an offer for the company, and since then I carried also the responsibility of Integration Manager. I lead the integration process between HP Belux and Synstar Belux.
Since May 2005, together with the role as Synstar/HPIntegration Manager, I entered the HP organization in the function of HP Services Sales Manager, where I was leading (together with my Synstar responsabilities) a team of 14 sales executives, representing a 180 million EUR turnover on a yearly bases. HP Services sales provides Technology Services to HP’s biggest customers.
Due to a worldwide reorganisation, my division merged with the delivery organisation TSG of HP end of this year, whereas the former Synstar management (including myself) was made redundant in May 2006.

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11/2001 – 03/2004 : Executive Interim Assignments (freelance)

Time Period : 09/2003 – 03/2004
Company : AXI NV
Employment status : Executive Interim (freelance)
Function : Commercial Consultant

Axi is a Belgian ICT Solutions Provider, and has hired me to perform a feasability study on a new commercial concept, as well as analyzing their commercial department and strategy. I have developed a commercial plan, contacted potential industry partners (HP, Oracle, Gartner,…), performed evaluation assessments with major customers and prospects, etc. The concept focussed on the total ICT TCO-environment of a company, including Business Information Models and Business Intelligence, mainframe and midrange migration, software and application development and migration, etc.

Time Period : 03/2002 – 06/2003
Company : Electronic Data Systems
Employment status : Executive Interim (freelance)
Function : Sales Manager

In a first stage at EDS, I was put in a due diligence team preparing the takeover of Atraxis Belgium, the former IT company of Sabena Air Lines and SwissAir. Due to the bankruptcy of Sabena and SwissAir, EDS had already bought the majority of the Atraxis Group, and was now in the stage of acquiring Atraxis Belgium. I contributed to the due diligence and mainly focussed my attention on the potential customer base of Atraxis. After EDS and Atraxis did not come to an agreement, I discovered a big potential outsourcing deal at SN Brussels Airlines, the successor of Sabena. Resulting in the signing, in November 2002, of a 5-year outsourcing agreement valued at US$ 34 million. It was one of the biggest deals EDS Belgium had ever closed.

Time Period : 11/2001 – 03/2002
Company : SchlumbergerSema Belgium
Employment status : Executive Interim (freelance)
Function : Sales Director

I accepted the position of Interim Sales Director at SchlumbergerSema, a position which was limited to 5 months. My task was the restructure and rebuild the commercial division of the newly merged Sema Belgium with Schlumberger Belgium. At the end of this period, I successfully implemented new sales processes, hired new account managers, created a sales reporting system, and streamlined the customer database. I refocussed the companies’ outsourcing strategy towards governmental institutions and banks.

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Time Period : 08/1999 – 11/2001
Company : LCI Consultancy Academy/The Reference
Employment status : Founder
Function : Founder/Partner-Director (direct reports : 35)

Due to a unique opportunity that was created in the emerging E-business market, I left HP (with agreement of HP) to start up my own E-Business Consultancy and Training company, LCI Consultancy Academy. I created this company starting from 2 people to more then 35 people in 8 months time. I started the company by writing a detailed business and financial plan and sourcing venture capital, which I found within the LCI Group (ICT-venture capitalist). After one month we were operational and I started to recruit ICT-specialists in Belgium and to build out an education division. Our business model focussed both on customers (top-250) and partners. We were profitable after only 5 months, and ran a monthly turnover exceeding $ 200.000. In July 2000, I received an offer from Belgium’s biggest E-Business consultancy company The Reference to sell my company and to join them. Because of the unique possibility that I could offer my employees, to join a big E-Business company, I sold the company. The transfer of the company was done through a buy-out procedure, since LCI and myself owned part of the company.
Due to the dot-com collapse, the company ran into serious financial trouble at the end of 2001. I had to shut down my location in Brussels, and finally, resigned my position.


Time Period : 05/1998 – 07/1999
Company : Hewlett-Packard
Employment status : Employee
Function : MS Exchange Sales Manager Northern Europe (direct reports : 12)

Build-up of the Microsoft Exchange business for HP in the Northern region (7 countries). My responsibility was to source customers, partners, channel possibilities, to sell MS Exchange solutions. I also sourced pre and post sales support solutions for the HP-Sales force. I successfully closed agreements with the main partners/resellers and ISV’s in Northern Europe (Win-Data, Getronics, Mercantile Data, Microsoft (!), …). I trained and supported the SF-10 sales force in MS Exchange and closed major Exchange deals (Telenor, Bekaert, etc.). My team of people existed of account managers, consultants, and one administration. Typical sales value of one deal was min. US$ 1 million, whereas the Telenor deal had a value of US$ 7 million. I reached my sales target after 6 months, closing the first year with 136 % of my quota.



Time Period : 03/1997 – 05/1998
Company : Digital Equipment
Employment status : Employee
Function : Channel Sales Manager (direct reports : 4)

Expansion of the channels market in Belgium and Luxemburg. I successfully sourced new distribution channels (indirect) and ways to sell Digital products & services in the Belux-market. These distribution partners were not only the normal ICT-resellers, but also very specialized companies, for ex. in the graphical market. Together with these partners, I sold our services to major customers. I had 4 account managers in my team. Due to the Compaq merger and the different reorganisations, I left the company.

Time Period : 05/1994 – 02/1997
Company : Dolmen Computer Applications
Employment status : Employee
Function : Major Account Manager

Sales of the Dolmen products & services. I build up a business of approx. $ 4 million in one-year time in Belgium. This included solution sales towards the Top-250 customers and prospects in Belgium, including major financial institutions and legal/government. As a Major Account Manager, I had to build up my own customer database, selling hardware, software, complete IT-solutions, education, services after sales, consultancy, etc. Dolmen is a Belgium-based ICT-services company.

Time Period : 10/1990 – 04/1994
Company : Datapoint Belgium
Employment status : Employee
Function : International Sales Executive

Sales of the Datapoint Videoconferencing (VC) product “Minx”. Prospecting, setting up of sales channels, product training, advertising, etc.
We sold Minx in a total VC-solution. I prospected National, but mainly International companies to sell our products. This involved a lot of travelling within Europe, since we sold the products towards companies who had multinational divisions. Negotiations were done on a high executive level, since CEO’s, presidents, and directors were my most important negotiation partners and decision makers. Due to a corporate decision, Datapoint stopped with the production of their vc-products.

Time Period : 09/1989 – 09/1990
Company : Panasonic Belgium
Employee status : Trainee
Function : Junior Product Manager

One-year traineeship. I was responsible for the product marketing of the Datacom Product Division (printers, scanners, laptops, typewriters, etc.), this for the distribution channels of Panasonic. I provided marketing and product sales support towards the dealers. I trained the dealers and Panasonic sales people on the newest products. I was also responsible for the organisation of trade fairs (Buro, Microtex, etc.). I contributed towards the price strategy of the products in my range, by negotiating with the Japanese manufacturing plants, based on competition surveys I did.

Education

A1 Marketing & Business Management at the SIVEHO-Business Academy Antwerp, 1989 (with major distinction)

Skills

• Solid knowledge of the national and international sales channels (direct & indirect), B2B, B2C environment
• Experienced in the world of outsourcing and consultancy (ICT, Internet, E-Business), selling high level ICT-solutions and projects.
• Experienced in multi-million dollar Managed Services and Outsourcing contracts, SLA-management, and top-level negotiation.
• Experienced in the world of E-Learning and Education Solutions
• Clear and extensive knowledge of the Belgian business world
• Multiple contacts within several large companies in Belgium
• Willing to travel frequently
• Experience in budgeting, P/L analysis
• Solid experience in people and sales management, creation of sales models, leading and motivating a sales team
• Driven and pragmatic approach towards new business models, setting up organisations, divisions, business units

Languages

Dutch (flemish) : mothertongue, fluently in reading, speaking, writing
French : reading, speaking, writing : fluent
English : reading, speaking, writing : fluent
German : reading: fluent, speaking & writing : good

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