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Marketing, Sales or Account Manager

Work Experience

Interim sales trainer NIMA-A
Interim teacher Marketing Eurocollege Hogeschool Rotterdam
Interim sales trainer Sappi Fine Paper B.V.
Interim product trainer Elsevier B.V.
(all 2005-2006)

Account Manager Nordic Countries, Elsevier
March 2004 – May 2005
Key responsibilities were handling accounts in the countries of Sweden, Norway, Denmark, Finland & Iceland. This implied many sales efforts as well as being the gatekeeper regarding sales support issues and new product releases.

Key achievements:

• More than doubled my sales targets for 2004, some of the sales highlights were:
1. Sold highest amount of backfiles (EUR 1.2 mio) within EMEA
2. Sold highest amount of Major Reference Works within EMEA
3. Renewed the FINELIB consortium for three years with above than average growth rate (approx. 7%/year)
4. Signed up all non-academic hospitals in Sweden for a medical journal package
• Build relationships with all major accounts and consortia through product seminars/road shows, individual customer visits and conducting trainings.
• In cooperation with Product Sales Managers and Account Development introduced Scopus to the market, as well as other Elsevier databases within primarily Engineering&Chemistry and Life Sciences.

Account Manager, <theFactor.e>
Responsible for generation of (new) business by means of acquisition of new clients and through account management of approx. ten accounts within primarily the government, publishing and educational industries.
• business development activities resulting in a new product (‘Virtueel Informatie- en Adviescentrum’: turn-key municipality sites which are brought online in case of a disaster/emergency, this gave <theFactor.e> market leadership in a growing market of strategic importance
• training of fellow account managers in sales & communication (based on NLP techniques).
• new business generation through cold canvassing, resulting in clients such as ‘gemeente Arnhem’, ‘de Katholieke Universiteit Nijmegen’ and the SARA Institute.
• repeat business through ongoing account management, resulting in turnover from clients such as the ‘Ministerie van Verkeer&Waterstaat’, the ‘Nationale Regio Pers’ and about five local municipalities.
• extend personal and company’s network through active partnering, resulting in partnerships with (amongst others) Berenschot, Mediasurface en mxiTokapi.
• increased awareness of quality management in the company through project evaluations with clients, in order to embed crucial feedback in the company’s production processes.
• improved accountability within the sales force by using instruments such as personal account plans, collective analysis of the order pipeline and financial management of accounts.
• transfer of existing accounts of InForMe (own company) to <theFactor.e>

Founder and CEO, InForMe
• Founded and led InForMe, a web agency with the disciplines of marketing, sales & project management in the Netherlands and a web development base in Kathmandhu, Nepal.
• acquisition ‘from-scratch’ (cold-canvassing & consultative selling) resulting in AEX accounts such as Geveke & Athlon, as well as companies as IMCA Vastgoed, KPA, Stratix, Because en Willem II.
• generation of free publicity through releasing innovative concepts, such as publications in CNN Online, Management Team en Metro.
• operational management of a team of five employees
• sales of the company to <theFactor.e> after careful selection of prospects and complex negotiation.

Senior e-business Consultant, Clockwork
• Consultative selling leading to new accounts such as HCCnet, Ajax, Avanza and KLM Cityhopper
• Consultancy on subjects such as business modelling, functional designs, implementation etc. for several financials (Achmea related) and start-ups in automotive.
• Educated and coached several consultants involved in various projects, primarily on the topic of e-business models.

Productmanager Internet, Rabobank
• Generated turnover through sale of access & hosting products
• Advised existing customer base on use of electronic banking
• Supported the introduction of a web-enabled CRM application by training employees for the use of this system.
• Served as the knowledge/competence centre for Internet and e-banking related issues.

Sales Representative Consumer Electonics Steenweg Electronics
• Direct sales of consumer electronics, mainly photo cameras and camcorders.
• Training new employees on product knowledge and sales skills.

Education

NIMA-B Marketing
NIMA-A Marketing
Several sales trainings
NLP Practitioner
NLP Master
NLP Trainer
Master in Arts (Media Studies), University of Amsterdam

Skills

training & coaching
-presenting
-marketing management
-all sales activities, including:
o cold-calling/cold-canvassing/prospecting
o sales engineering
o conducting product presentations & product training
o account management
-project management for e-business related projects

Languages

Fluency in Dutch and English, proficiency in Norwegian, Danish and German, basic in French

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