Flex Manager
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Ad interim sales

Ad interim sales

Work Experience

9-06- now Managing Director

On behalf of my own company I carried out the following activitity

•Ad Interim Senior Account Manager Partnerships Colt Telecom

Development of the existing relationships with IBM, Atos Origin, EDS,Logica CMG, Bull, Oracle and Unisys for mainly hosting, disaster recovery and SAN solutions.

Create awareness within the Colt telecom organisation for added value sales to the end user by introducing the system integrator to the Colt end customer for disaster recovery and managed services solutions.

During my interim period with Colt Telecom a total of 340 K Total Contract Value was awarded to Colt Telecom, while two high profile business cases were left to my successor.


NextiraOne B.V.

10-4- 9-06 : Partner Sales

Within NextiraOne a new department indirect sales was started for which purpose my services were required because of my network in the carrier and system integrator industry.

• Development of relationship with carries, suppliers and system integrators like I-Pass, Nortel, BT, KPN, Interoute,Colt Telecom, SCC, T-Systems, Verizon, Unisys and Imtech.
• Development of carrier specific solutions, IP telephony, unified messaging and speech recognition.
• Major wins include highly profitable contracts for Interoute (roaming service) UGS ( IP telephony ), Global Crossing ( Roaming Service ), Securitas (Security),EDS (IP Telephony), As a consequence of the successful completion of the EDS project NextiraOne was awarded a multinational contract for IP telephony covering 20.000 new users.

06-03-10-04 : Senior Account manager

Responsible for the sales of telecommunication products and services like, IP telephony, LAN,WAN, WLAN and security solutions to the middle and high end companies.

• Development of new “ high profile” customers ( 11 new customers in one year )
• Advise Marketing on target areas
• Account development of 7 mostly international “ bronze “ customers to “ silver” status.

06/02- 06/03: Managing Director

On behalf of my own company I carried out the following activities:

• An agreement with Frontline B.V. to start marketing and selling 25-75 seats Genesyslab call centers to the corporate market.( 6 months)
• For an American Company called Net 2 Globe international I have explored the European carrier market. This survey has resulted in a number of advises for their policy with regards to carrying their voice and data to Europe. ( 2 months)
• For a UK company Macexperts I have developed the strategy to sell their highly successful Internet service in Europe.

Global Crossing Nederland B.V.

10/01- 06/02:Senior Global Account manager

Responsible for the development of the Global Crossing Services Portfolio targeted at the Top 100 Dutch multinational corporations as well as the Global Account Management of ING Barings in the UK. ( Annual Turn over 1.2 MEuro )

•Together with the marketing department a plan was devised to target the assigned accounts within the Top 100 multinational accounts.
•Development of a strategic approach to those companies qualifying for a short team solution and the ones who would opt for a more elaborate network solution.
•The re-structuring of the account teams for ING Barings.
•Development of the strategy for the account teams based in the UK, the Far East and the United States.
•Elimination of political issues within Global Crossing, which were necessary to regain the confidence of ING Barings.
•After a period of 4 months the first signs of new business already emerged.

At the end of January Global Crossing filed for Chapter 11, which in May led to the reduction of the department Sales Multinational Corporations from 15 to 1 employee.



Tele Media International (100 % Subsidiary of Telecom Italia

10-98/10-01: Sales Manager

My duties included managing a team of 5 people with responsibilities for planning, coaching, marketing and sales of the international services portfolio of Telecom Italia. (Annual Turn over 4 M Euro)

•Personally responsible for the largest accounts.
•Development of a Sales en Marketing plan including the budget requirements.
•Recruiting account managers.
•Responsible for the internal processes and quote handling.
•Involvement at a strategic level (VP Sales & Marketing) in the way the business needed to be conducted (Incentive plans, profile account managers and marketing issues)
•Based on my performance I was awarded an incentive trip to Egypt.

In August 2001 Telecom Italia at C.E.O level took the strategic decision to cease all of the international activities, which led to the instant demise of Tele Media International.

09-96 / 10-98: Global Account Manager

The managing director of T.M.I who came from KPN, asked me to join TMI, where I became responsible for the account management of the three largest accounts (EUnet, Avebe en Stone Fashion). Furthermore my involvement was required to help shaping the image of TeleMedia International B.V in The Netherlands.
•Responsible for acquiring new high profile customers.
•Publishing and editing commercial information for the newsletter.
•Act as a stand manager at the Internetworking Event.
•Advising on the recruitment of new salespeople.
•Managing and expanding the existing customer base (900 KE per annum).

Some examples of the successes (annual values) were:

•Nidera ( 750 KE), Glencore ( 600 KE)
•Seminis Vegetable Seeds ( 1,2 MEuro); RijkZwaan ( 250 KE)
•Unisys ( 300 KE), Van Kempen & Begeer ( 150 KE), Stork ( 110 KE)

Due to the high level of involvement with the management in conjunction with the attained level of existing as well as new business my next step to becoming a Sales Manager can be perceived as a logical consequence.


3-96 / 9-96 Unisource Business Networks Nederland B.V (UBN),
Sales & Marketing, Distributor Management
Area Manager & Sales Manager ( Ad Interim)

Shortly after the departure of the PTT Telecom Sales Manager, PTT Telecom in consultancy with Unisource Business Networks asked me to take over his duties. Apart from acting as a Sales Manager I also needed to carry out my duties as Area Manager of which you will find a job description under the next heading.

• Managing a team of 5 Sales executives.
• Setting the individual Sales targets and goals.
• Recruitment of salespeople.
• Responsible for letting the newly recruited sales people integrate with the existing sales force.

1-94 /3-96 Area Manager Rotterdam

Soon after the launch of Unisource, it became of strategic importance to align the complete Unisource portfolio within the KPN organization. Together with the KPN organization in Rotterdam a business plan was conceived, which served as a reference for conducting the business.

The main activities included:

•Communication with KPN at various levels, managing director, general managers,sales managers and account managers.
•Contacts with KPN accounts at a strategic level ( Racal, General Motors, De Klokkenberg, Seikisui).
•Controlling the budgets and turn over targets as laid down in the business plan.
•Organizing marketing activities, like mailings and road shows.
•Coaching of the dedicated Unisouce portfolio salesmen.

1-93 / 12-93 Area Manager Rotterdam

The duties and responsibilities were exactly the same as described above, with the only limitation, that the product portfolio was limited to the marketing and sales of network systems.

The services portfolio belonged to the responsibilities of the Support Manager, who worked together with the Area Manager.

PTT Telecom, Business Unit Data communications

9-91 / 12-92 Area Manager

The scope of duties was exactly the same as described in the above, however within the PTT Telecom environment, because Unisource had not yet been founded.


Philips

5-90 / 9-91 Account Manager

Within the customer base of the financial industry, where Philips used to have a stronghold, I was responsible for the sales of the LAN-and WAN product lines, which at that particular moment proved to be difficult, for Philips had only just announced their extensive restructuring policy, code named Centurion.
The Centurion plan involved trimming down the existing organization as well as selling divisions, which did not contribute to the core business of the company. As Philips sold their computer division to Digital, it became obvious that the networking division was likely to follow, whose buyer turned out to be PTT Telecom. In spite of the reluctant attitude of the market, I have been successful in selling the following network solutions

• X.25 network Nutsspaarbank ( 500 K Euro)
• Modems and Novell LAN’s Rabobank ( 200 K Euro)
• Madge Token Ring cards ABN/AMRO ( 600 K Euro)

Geveke Electronics

9-84/5-91 Sales Engineer Data communication & Networks

Although the job title was Sales Engineer, the role in itself was sheer sales. This department spawned my interest for the larger and more complex projects, which at the end of the day proved to be more beneficial to the company and myself.

Most important duties:

•Acquiring new business ( Cold calling)
•Preparing proposals together with the consultants.
Some of the successes were:
•Wide Area Network for three Unilever companies ( 600 MEuro)
•Computer Centrum Sittard (Vendex) X.25 network ( 200 MEuro)
•Hokatex ( now Rentokil) Multiplexer network ( 100 M Euro)
•RBB ( 150 modems ) ( 200 MEuro)
•Dow Chemical Modems and WAN ( 300 M Euro)




1-83 / 9-84 Sales Engineer Data Handling Products

In the Data Handling Products division of Geveke Electronics, I was responsible for the sales of peripheral equipment, like printers, plotters and terminals in the Southern part of Holland.
The nature of this job was selling fast moving goods in a highly competitive environment.
Within a time span of one year and a half , I proved to be successful for I had generated more than 1.5 Million Euros in revenues.However with my technical background I was very much attracted to the evolving world of the tele communications industry, which was perceived by management, who transferred me to the data communications department.


5-81 / 12-82 Axelson Inc,London
Sales & Service Engineer Europe & Africa

Driven by the adventurous nature of this job, my duties included the sales and service of safety equipment in the oil industry.The job entailed a lot of traveling in Europe and West Africa, where I gave support to the distributors of the product lines. One of my major successes was finding and appointing a distributor in Nigeria.

9-78 / 5-81 Technisch Bureau Meywaard (IHC Holland)

Sales desk engineer elektrotechnical installations

My responsibilities included designing and performing calculations of cost effective electrical equipment on board of dredgers. The design and calculation needed to be incorporated in a proposal to the future customer. Most of the time, this was done in close co-operation with the sales representative.

Personal interests: Reading of foreign books, family, video filming and photography.


Strengths : (subjective)

* Multicultural interests;

* Communication skills;

• Writing skills;

* Management skills;

* Positive attitude;

* Team player;

* Pleasure in sales;

• Straightforward;

References:
• Provided upon request



Education

Education :

1968-1972 Secondary school, Zwijndrecht (MAVO)
1972-1974 Preparatory year and first year of Electrical Engineering at the Technical College of Rotterdam.(H.T.S)
1974-1978 Technical College of Haarlem, section Electrical Engineering with specialization electronics.(H.T.S)

Courses and training programs

Computer technology (post HTO)
Sales training ( Ton Planken)
Account Management skills (Philips)
Solution Selling ( Frost & Sullivan)
Presentation skills (DOOR)
Neuro Linguïstistic programming and non-verbal communication skills ( ATC )
Several management trainings by GITP.
Cisco Certified Sales Expert ( 2005) 646-202
Cisco Certified Wireless Expert ( 2005) 646-102

Languages

English,Spanish,Italian and German

PC - skills

Familiar with Word, Excel and PowerPoint, as well as experience with Sales Management tools like ACT Siebel and Telemagic.



Skills

Snel kunnen inleven in de materie, langdurige sales ervaring, relatiemanager en deal closer.

Languages

Engels uitstekend
Spaans uitstekend ( getrouwd met een Spaanse)
Italiaans goed
Duits Goed
Nederlands Moedertaal


Other

In bezit van auto, laptop en mobiel.

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