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Commercial Director

Commercial Director

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February 2011 – May 2013: Sales Director at Zarafa
Zarafa is an independent software manufacturer of a both Cloud and On-Premise Open Source groupware solution. The product with the same name (Zarafa Communication Platform)) is a complete replacement for Microsoft Exchange. Zarafa HQ is based in Delft (Netherlands) and has offices in Germany, Brazil and India. The Zarafa product are sold through a worldwide network of distributors system integrators and resellers. The cloud version of Zarafa is worldwide available from Telco’s, ISP’s and hosting companies.

The Sales Director (MT member) is responsible for all sales and commercial activities towards Distributors, System Integrators, VAR’s, Resellers and all kinds of Cloud/Hosting partners. He is reporting to the CEO and is managing a team consisting of a Business Develop Manager, Sales Executives and Inside Sales. He is coordinating other commercial activities with the CEO, Marketing Manager and PR Manager.
Some milestones and achievements are:
• Restructuring and reorganizing the sales department with focus on new business
• Commercial breakthrough in countries outside BNL like Italy, Poland, UK, USA, India, Singapore, Taiwan and Japan
• Personally involved in:
o partnerships with System Integrators like Capgemini which resulted in very large projects in the USA and Italy
o closing of some large deals with hospitals and hosting providers
• Partnerships with OEM and 3rd party hardware vendors like Zentyal, ClearOS, IBM, Synology, etc.


January 2005 – February 2011: Commercial Director at New Bridges
January 2008 – February 2011: Managing Director and co-owner New Bridges Products
New Bridges is an independent software manufacturer of both Cloud and On-Premise complex voice processing software and emergency notification solutions (Nerve Centre). Based in Dordrecht, the Netherlands.

The Commercial Director is responsible for the marketing and sales to Enterprise Accounts, Resellers, VAR’s and System Integrators. He is managing a team of Inside Sales, Telemarketing, Marketing Communication and Sales Consultants. He is also in close cooperation the Software Development and Product Management departments to ensure that market demands are implemented.
Some milestones and achievements are:
• The introduction of the Nerve Centre emergency notification server in the Dutch market
• Designing and executing a sales and marketing strategy which included the initial design of deliverables like brochures, flyers, white papers, website, etc.
• Building a partner channel which included companies like: KPN, Getronics, Imtech, Gemnet, HP, Detron, Dimension Data, Triple P, Koning & Hartman, and Capgemini.
• Personally involved in the closing of Enterprise Account projects like: PWC, Ministry of Defence, Scania, 5 each University Hospitals, 2 biggest refineries in Rotterdam, several large general hospitals, several large chemical production plants like IFF, Akzo Nobel, Yara, several universities, etc.


April 2003 – January 2005: Manager Central Partner Group EMEA
Fenestrae is an independent software manufacturer of “mobile & messaging software”. The headquarters is in The Hague, the Netherlands. Other offices are located in the United States, United Kingdom, Hong Kong, Germany and Spain.

The Manager Central Partner Group EMEA is responsible for the marketing and sales to resellers, VAR’s, Distributors and System Integrators in the EMEA region.
He is managing a team consisting of 3 Partner Managers, a Program Manager, an Alliance Manager, a Technical Consultant and 3 Telemarketers.
Some milestones and achievements are:
• The development and implementation of a clear communication strategy. All Fenestrae partners and customers receive now on a monthly base a newsletter and e-cards with relevant news and incentives.
• The development of quarterly based revenue generating programs for reselling partners and customers
• The coverage of maintenance & support contracts on the software sales is increased from 7% to 24%.
• The successful installation of a telemarketing team which focus it is to call partners and customers and generated in this way substantial extra revenue.
• Reinforced the relation with strategic partners. As a result we received airlifts with their marketing programmes and received substantial marketing funds. These partners are among others, Intel, Microsoft, Eicon, Brooktrout and HP
• The indirect revenue increase in 2003 was 13% and in Q1 & Q2 of 2004, 26%
• Attended all important IT trade shows with the CPG team in EMEA like Cebit, Systems, SMAU, MS IT-Forum, MS TechEd & TechNet.
• Responsible for the channel marketing & sales budget
• Maintained an excellent network with contacts within the industry and press
• The CPG Manager reports directly to the VP Global Sales.


Nov 2001 to April 2003: Commercial Director
Triangle Networks International BV, Alblasserdam
Triangle is an IT distributor for IBM, HP/Compaq, Microsoft, Cisco and several other leading storage and UPS brands. Its customers are medium sized to enterprise resellers.

The Commercial Director is responsible for the sales and marketing of Triangle and manages the inside sales team, the account managers, the marketing department and the product managers. Milestones and achievements:
• Developed and implemented a renewed vision and strategy for the whole organization
• Reorganisation of the sales and marketing department
• Developed an effective communication strategy and implemented an active PR towards IT and channel magazines
• Established an excellent relation with journalists and editors of IT magazines in the Netherlands
• Built the IBM distributorship from scratch
• Managed a team of 17 people
• Defined new product/market combinations
• Responsible for the migration towards a Value Added Distributor including all the necessary business development activities
• Responsible for a few key accounts


Oct 1997 to Nov 2001: Commercial Director
JMS Group in Wateringen (The Hague). The JMS Group consists of 3 companies, JMS Automatisering, JMS Software en JMS Distributie. These companies deliver complete IT solutions to the corporate and enterprise market.

The Commercial Director was responsible for the sales and marketing management of all 3 companies. During the years a clear organization structure was developed and implemented in where 3 more less autonomous companies were placed under a facilitating holding company.
• Realized revenue growth of 80%
• Successfully achieved an organizational growth of 35 to 70 people
• JMS Software transformed to a market leader in bakery automation
• JMS Distribution reorganized to a professional industrial PC production company (customers like Philips, The Box and TNO)
• JMS Automatisering transformed to an independent operating IT reseller for the midsize market
• JMS Automatisering was an awarded Exact Software Centre (top 10 position in 2000)

Feb 1994 to Oct 1997: Sales & Marketing Manager EMEA
Fenestrae is an independent software manufacturer of “mobile & messaging software”. The headquarters is in The Hague, the Netherlands. Other offices are located in the United States, United Kingdom, Hong Kong, Germany, Australia and Spain.
Responsible for the development o a reseller channel in Europe, the Middle East and Africa. This channel was built from scratch.
• Direct responsible for all sales and marketing activities
• Successfully organized and participated in all leading trade shows in Europe
• Transferred Fenestrae from a direct selling company to software distributing and partner focussed organisation
• Successfully appointed resellers, VAR’s and Distributor’s through the whole EMEA region
• Established a multi-lingual sales team consisting of inside sales people, partner managers, large account managers and technical consultants. Total of 16 people
• Responsible for organisation of the yearly world wide Fenestrae partner event
• Revenue growth of 1 million to 10 million Euro
• Management Team member

Opleiding interimmanager

Niet specifiek maar wel:
- 30 jaar commercieel management ervaring
- veel management opleidingen van ISBW en ook Erasmus Universiteit.

Consultancy interimmanagement a.i. kerncompetenties

Aanbrengen organisatie structuur, opleiding coaching sales, opstellen verkoopplan, implementatie new business

Talenkennis interimmanager

Nederlands, Engels

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