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Sales Manager

Work Experience

July 2003-current: Freelance
Marketing Consultant
During this period I have been active as a consultant for adad b.v., NuSource Nederland B.V. and working as a freelance translator.
NuSource was an initiative from the U.S.A. with partners in India. Their intention was to penetrate the IT outsourcing market in the Benelux. After research and evaluation of the market potential and their resources, I advised the CEO that in my view, their investment was inadequate to support their business plan. They have since ceased operations in Europe.
Adad b.v. is a new designer and manufacturer of multi-functional children�s furniture. Having accompanied their progress since inception, they are now on the road to success.
I now find myself with too much energy and too little to do; hence the search for a new challenge.


1999 - May 2003 : Global Network Technology Services - daughter of Cabletron Systems/ now Enterasys
Sales Manager Benelux & Northern Europe.
Tasked to sell network consultancy, project management & packaged services to enterprise accounts like KLM and service providers like EDS. The most popular service was Application Modeling for Network Impact. This allows customers and ISP's to accurately model and implement network design optimizations prior to major infrastructure or application changes.
Starting as Sales Manager for Cabletron Systems in the Benelux , I managed the salesforce to sell switches/ routers and Spectrum network management software to enterprise customers.
As a result of the malaise in the ICT industry, Cabletron Systems (now Enterasys) decided to close down GNTS Europe, although we were profitable in the Benelux.


1997 - 1998: Computer Associates Nederland B.V.
Global Account Manager Shell
Responsible for leading sales strategies and tactics focused on Shell worldwide. Reported to Senior Vice President of European-based HQ Global Accounts in Slough, UK. The goal was to be accepted by Shell Services International and Shell companies generally as the preferred infrastructure management solutions partner.
With a virtual team of Channel Managers with dotted-line reporting to me in London, Houston, Singapore and Australia, we sold in excess of $10 million software licenses and restored our status as a strategic software partner.
When I joined, the relationship with Shell management was at an all-time low with constant replacement of CA software by competitors.

1993 - 1997 : Oracle EMEA
Divisional Global Alliance Manager
I started as Alliance Manager with Oracle Nederland B.V. and chartered to build and maintain relationships with all computer hardware vendors such as Bull, HP, Compaq and Digital Equipment, including resellers and selected Independent Software Vendors in the Netherlands. Tasked with persuading our partners to sell or recommend Oracle products and services to their customers.
Promoted to Divisional Global Alliance Manager for EDS EMEA in 1996, I was responsible for the planning and implementation of partner management across Europe, Middle East and Africa as it related to EDS. Reported to the Global Account Manager in Dallas, Texas, U.S.A. The goal was to become a preferred strategic partner of EDS. I led and coordinated the activities of the Alliance Managers with responsibility for EDS throughout EMEA. A "sell through" revenue of $11 + million was achieved by my team in my final year to crown the achievement of our goal.

1987-1992: Tandem Europe
Pan European Sales Manager
Started as Account Manager with Tandem Nederland B.V. responsible for NMB Bank and its worldwide branches. Managed a virtual team of six Account Managers in Europe, Singapore and Sao Paulo and exceeded my sales target two years in a row ($3 and $4.5 million).
I managed to reverse a board decision to replace Tandem systems throughout the world.
After the merger with Postbank (now ING Barings Group) end 1991, I was promoted to Pan-European Sales Manager responsible for business development with major multinationals (e.g. Mastercard/Eurocard, European Payment Systems & Services, European Space Agency, European Patent Office).
I then joined Oracle to gain experience in the world of software and applications.


1974-1986: IBM
Sales Manager for Large Accounts
I began my career in the IT world as Sales Representative for IBM office automation products in Durban, South Africa.
Promoted to Large Account Manager for Anglo American Corporation and selected insurance companies in Johannesburg in 1979. In 1982, promoted to Sales Manager for Port Elizabeth and East London. Completed six-month IT training course for midrange & mainframe products in 1984 and then promoted to Sales Manager Large Accounts in Johannesburg. I had 6-8 Sales Reps and two pre-sales reps reporting to me. Achieved eight sales performance "Clubs" and one "Golden Circle" (top 10%) sales recognition award. Top salesman for IBM South Africa in 1981.






PERSONAL DETAILS & QUALITIES





Educational background:

Bachelor of Arts (BA) degree at the University of Stellenbosch and South Africa. Subjects passed were Psychology 111, English, German, French, Afrikaans-Nederlands, Economics, Business Economics, Statistics and Sociology.


Languages:

Native English and Dutch, fluent in German and conversational Spanish. Partially fluent in French.

Date of birth: March 14, 1948 in Rotterdam

Nationality: Netherlands

Marital status: married, 4 children

Quality time pursuits: sailing, tennis and music.

Personal strengths:
* inspire confidence
* energetic and fit
* excellent presentation skills
* proven leadership qualities
* persuasive
* pragmatic in planning, executing & control
* international experience at senior executive level
* creative
* perseverance and drive to win
* enjoy and believe in the value of teamwork
* habit of meeting commitments

Education

universitair B.A. languages, psychology & economics
Various sales and management courses with multinationals.

Skills

Managing sales force

Languages

Engels, Nederlands(native), Duits (vloeiend)
Spaans(conversatie)

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