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Interim Manager voor Sales and Marketing

Work Experience

Self employed April 2003 – present.
Consultant in the commercial arena as Interim Manager, Consultant and Coach.
Main focus areas:
• Interim Management; supporting organizations with developing and improving of their sales teams.
• Sales Training and Coaching; training of sales staff in commercial skills in combination with coaching, in order to improve the results of the training and the success rate of the sales staff.
• Direct Sales; supporting the organization with the selling of products directly into the market, this by adding extra knowledge or support in bringing new products to market.

Telecommunications December 1999 - March 2003
Sales Manager Corporate Sales October 2001 – March 2003
Managing of the Enterprise Accounts Sales Team:
Responsibilities:
• Management of a Sales Team focused on selling telco products to Dutch Corporate Market, with a specialised focus on European Organisations. With a team of 6 Sales Staff.
• Transforming sales team from product orientated sales to solution sales of complex data networks.
• Management of Project Teams focused on answering RFP and RFI.(Request for Proposal/Information).
• Member of the Sales Management Team, partly responsible for the overall sales strategy.
• As Sales Manager involved in Business Development with the different partners.

Sales Director Indirect Sales (November 2000 – September 2001)
Overall end responsibility for the Indirect Sales Channel in the Netherlands.
Responsibilities:
• Acquiring new business through the indirect channel. Managing the department of 14 staff. Varying from Sales to Telephone Account Executives and Marketing.
• Responsible for more then 3100 customers, generating more then $15 m. in Revenues, within the SME market. Also responsible for the generation over $850k new business.
• Budget responsibility for $7m
• Reporting to the Senior Director Indirect Sales within International organization and as such part of the International Management Team
• Responsible for transforming the partner channel from the voice business towards more focus on high margin products, such as Data, Teleservices (0800 and 090x) and Internet.

Sales Manager Direct Sales December 1999 – October 2000
Focusing on selling basic telco products within the SME market place. (SME = Small Medium Enterprises)
Responsibilities:
• Establishing the function of Sales Manager for Direct Sales, building the Sales Force up to 20 Account Executives and 2 Sales Supports, later split in 2 geographical teams.
• Acquiring new business with a sales force of 9 Account Managers.
• Assuring the necessary training and guidance for the Sales Force.
• Implementation of Activity Management with the Sales Force.
• Responsible for the hiring and firing of Account Executives within the team.
• Improving the processes and structures for Optimal Sales Environment.
• Responsible for setting up the Affinity Program in the Netherlands.
• Joined responsibility for New Business Target.
• Member of Business Markets Management Team, in this function co-responsible for the overall performance of Business Markets Netherlands.
• During absent of Sales Manager Dealer Sales and/or Director Business Market, responsible for the Indirect Sales Channel.

Oil Industry, June 1993 – November 1999
Dealer Manager May 1997 – November 1999
Responsible for dealers with fuel filling stations.
Characteristics of the job:
• Optimisation of the profit, turnover and volume within the region.
• Negotiation of contracts for the delivery of motor spirits and other related articles and acquisition of sites from competitors.
• Initiate and implement Local Marketing Programs.
• Support towards the dealer of the different areas, such as: Marketing, Price Policy and General Business Practice.
• Planning of minor and mayor investments for the sites.
• Independent worker, initiating and organising nature, entrepreneur, commercial focus, communicative, practical and problem solving driven.


Trader LPG November 1994 - April 1997
Jointly responsible for the purchase and selling of gas (LPG)
Characteristics of the job:
• Purchasing and selling of product between different organisations on the North European market.Turnover approx.$ 13 million.
• Selling surpluses and buying shortages of product for the different refineries in Belgium en the Netherlands.
• Preparation and negotiation for new contracts both internationally as nationally and also short and long term.
• Analyses of the LPG market, both short term and long term.
• Maintain daily the relation network and gather market information.
• Commercial, communicative negotiate both face to face as per phone, analytical, resolute, stress resistant, creative.

Project Assistant June 1993 - October 1994
• Implementation of new information system, AS/400. Within the project responsible for the system testing, training of personnel, overall planning and communication to Management.
• Development on own initiative and implementation of new Work Procedures and Job Descriptions within the Administration Team of 6 employees.

Education

Education
1993 School for Higher Business Education of the “Hogeschool of Enschede”, study Business Informatics, section Management Informatics.
Subjects: Corporate reporting, “Real Live” project, Management Information Systems, Research techniques, Strategic planning, Databases, Knowledge Systems, Electronic Data Interchange (EDI).
1990 School for Higher Technical Education, “HTS Dordrecht”.
1987 MAVO and HAVO.

Training Courses
• Coaching Sales People, How to coach Senior Sales people.
• Management Training, focused on communication, by Zenger Miller.
• Consultative Selling, Coach the Dealer.
• Negotiating Skills, techniques for negotiating long- and short term contracts.
• Positive Power and Influence, insight in the different communication techniques.
• Product knowledge within the Oil Industry.
• LPG Traders course, insight in the LPG/LNG market world-wide.
• OTI Traders Assessment, traders course and assessment of OTI (Oil Trading International).

Skills

Very good understanding sales processes, focused on improving the sales results of the teams.
Strong Sales Manager, providing direction and structure towards the sales people and the organisation.

Languages

• Dutch, verbally and written (native).
• English, verbally and written.
• German, verbally.

Other

Active member in different foundations en clubs.

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