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Senior Sales Advisor / Sales & Marketing Manager ICT (HW, SW

Senior Sales Advisor / Sales & Marketing Manager ICT (HW, SW

Work Experience

Company Name: Quina Ltd
Period : 1.1.2005 - today
Job Title : Senior Business Advisor
Place : Frankfurt / Cologne / Berlin / Paris / Venlo
Area: Software, Hardware, Services

Responsibilities and duties:

1) Setting up Sales and marketing processes
2) Setting up Sales and marketing departments, hiring people, get started
3) Consultancy in Sales, Marketing and Management
4) Being interim manager Sales and marketing
5) Setting up new sales channels in Germany, Austria and Switzerland
6) Using private network to get young companies in the market

Products: Doc-Me content managed documents, Watch-Me structured outsourcing, Email and calendaring and BI platforms under Linux (Open Source)

Introduction of new CRM platforms into those companies (Salesforce.Com)
Introduction of new companies in Paris like Jedox AG, Zarafa



Company Name: Wyse Technology GmbH - München
Period : June 2003 – 31.12.2004
Job Title : Vice President Central Europe
Place : Munich - Germany
Area: Mainly Hardware and Software, Services

Responsibilities and duties:

1) Complete responsibility of central European turnover
2) Management of the Regional Sales and Product Marketing Managers
3) Manage the indirect Central European channel (Distribution, Resellers, VARs and OEMs) and partners Citrix & Microsoft
4) Constant reporting to the US HQ
5) Build alliances with strategic sales partners (EDS, cc Compunet, IBM Global services, Kaufhof, Wal-Markt etc.)

This company manufactures and sells Thin clients for the usage in XP, CE.Net and Linux environments. The production is in Taiwan and the HQ is based in San Jose (Ca. USA). The sales model is indirect. In the short time I was with Wyse, I could raise the turnover from 4 Million to 8 Million. I reported directly to the Vice President Worldwide Sales – Mr. Dave Yewell and I was responsible of a team of 8 employees (Sales. Marketing and Engineers). In October 2004, Wyse was sold to a group of investors. The complete Management Team in USA and Europe was replaced with managers of the investment group.


Company Name: Silverstroke AG
Period : August 2001 – June 2003
Job Title : VP Sales and Marketing
Place : Karlsruhe - Germany
Area: Software

Responsibilities and duties:

1) Complete P&L responsibility (US-GAAP) together with the CEO
2) Strategic development of the sales and marketing activities
3) Direct sales and marketing involvement in key accounts (Allianz Gruppe, Generali, Techem, Wincor Nixdorf, Charmilles, Nürnberger Versicherung etc.)
4) Setting up European accounts and sales activities (direct and indirect)
5) Reporting to the board of the owning group (the company was 100% owned by the Group Deutsche Börse)

This company is developing and selling software solutions in the area of data logistics – software distribution, data logistics, web-logistics, remote control and inventory. The owning group was not willing to invest into the company, since the portfolio is not strategic and planned a management buy-out. I wanted to buy the company and offered 1.5 Mio. €. The owning group (Deutsche Börse) wanted 3 Mio. € - so no agreement was found.



Company Name: Hilti Deutschland GmbH
Period : March 99 – July 2001
Job Title : Vice president sales northern regions
Member of the Hilti board of directors (ppa)
Place : Hamburg - Germany
Area: Tooling and construction Industry

Responsibilities and duties :

1) Responsible for the direct sales staff, technical engineers and Hilti Centers in the northern regions (150 employees)
2) Responsible for a turnover of 70 Million DM
3) Planning and coordinating new Hilti Centers
4) Full responsibility of the Telemarketing Group based in Landsberg
5) Management of all related divisions

I was brought to Hilti through Heidrick & Struggles. Due to very instable management structures (3 presidents within 2 years) it was nearly impossible to implement clear and understandable strategies.









Company Name : Advanced Logic Research Inc. Irvine
Period : October 1992 – February 99
Job Title : Managing Director Europe
Place : Frankfurt – Germany
Area: Hardware, Software, Services

Responsibilities and duties :

1) General management of the European Headquarters
2) Management of the distribution and sales in 23 European countries
3) Set new strategic and sales directions for Europe
4) Monitor implementation of those new programs
5) Management of all other divisions (accounting, warehousing etc.)
6) Coordination between USA production and local needs
7) Monitor quarterly based forecasts / revenues
8) Implementation of process management and ISO 9000
9) Company representation / press conferences
10) Set strategic and operational goals

I signed responsible for a turnover of over 31 Million DM (Servers, PCs and laptops) and a net growth of 25% per Year. Around 25 people were reporting (4 direct) to me. ALR was worldwide third largest provider of SMP technologies. Reporting to the VP Sales and Marketing Dave Kirkey in Irvine USA who left the company in February 97. ALR was sold to Gateway 2000 in 1997. In 1999, I decided to not stay within the new venture (effectively the whole ALR board in USA left the company).


Company Name : VKF - Venlose Kabelfabrik N.V.
Period : October 1987 - July 1992
Job title : European Sales and Marketing Manager
Place : Venlo - Nl, branches in D, F and Benelux
Area: Cable and wire Industry

Responsibilities and duties:

1) Strategic marketing planning : market research and implementation
2) Technical requirement analysis for new markets - feasibility studies
3) Setting up direct and indirect sales channels
4) Production planning and control, optimisation with internal services
5) OEM program implementation
6) Setting up quality control programs - internal / external
7) Planning and realisation of exhibitions (cable and wire)
8) Setup and manage sales branches in Germany, Benelux and France
9) Backup for the president and owner
10) Management of 9 direct sales engineers and 5 back office employees

In this period, sales grew from 0.5 Million Hfl to 8 Million Hfl. Net margins grew from 16 - 30 %. Reporting to the president and owner of the company. In July 1992 the company was sold to a group of investors.

Education

Bachelor College Technologique de Strassbourg.
Master in political ans economical sciences université de Fribourg (Switzerland).
Master of Business Administration of the IMD Lausanne (Switzerland).

Skills

Setting up markets/subsidiaries/organisations for client companies in Benelux, DACH (Germany, Austria, Switzerland) and getting the first orders, hiring personel. Once the organisation is running - hand over to the clients management.

Managing existing sales and marketing organisations as an interim.

Improving sales/marketing organisations - change management, lead generation marketing, boosting up sales funnels, optimisation of direct and indirect sales channels, adapt product marketing activities inline with sales.

Languages

Dutch - Mother tongue
German - fluent
French - fluent
English - fluent
Italian - basic

Other

ICT Knowledge HW: PC / Server / Communications
ICT Knowledge SW: Open Souce, CRM, BI, MS, Infrastructure
Markets: Banking, Insurances, HW / SW Manufacturers, Industry

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