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Business Development Manager

Work Experience

PROFESSIONAL EXPERIENCE

2011-present NORBAIN SA, London
Top 2 distributor (150 million Euro) in Europe, exporting to 75 countries, physical security industry with primary focus on IP products, 70% revenue in CCTV – CCTV, Intrusion detection, Fire and Access Control –

BUSINESS DEVELOPMENT MANAGER

Developer and implementer of a pull strategy for NORBAIN by being the generator of business cases for the different verticals – government, retail, healthcare, transportation, financials, education – and initiate alliances between IT resellers, system integrators and installers.

Representative engagements
• Gained a position for NORBAIN within the different verticals in the IT industry.
• Implemented an end-user oriented approach by changing the focus from camera’s to extracting value from the content.


2009-2010 NVD Beveiligingsgroep, Haarlem
Midsized(480 fte), multi disciplined security group - surveillance, guarding, installation, alarm receiving center, education and other security related subsidiaries -

SALES & MARKETING DIRECTOR

Primary driving force behind the development, implementation and execution of a business strategy that included: positioning, partners, alliances, acquisitions, products and services.
Initiated and managed a multi disciplinary team for the development and implementation of innovative products and services aimed at offering corporate business solutions. Reorganized Sales & Marketing departments. Developed and implemented annual plans for marketing, sales and communications. Defined value propositions for different verticals after analyzing and classifying different market segments.
Management & Leadership Successes
• Automation of surveillance department by integrating systems – tracking & tracing, invoicing, alarm response, registration – that has lead to zero loss of billable surveillance service gaining an additional 14% revenue.
• Reduced costs by reallocating human capital and capital investments by changing the accounting method.
• Acquired and integrated 2 companies as part of the renewed strategy and adding knowledge of IP-based Access Control Systems.



2007-2009 Chiron Security Communications Ltd., London

Manufacturer of hard- and software protocol converters for the telecommunications industry.

BUSINESS DEVELOPMENT MANAGER

Starting and setting up Chiron’s base in the Benelux. Created the need for Chiron’s products by stimulating the awareness of future changes in communication that affect the security branch. Intensified and cultivated the relation with distributors that resulted in valuable production forecasts and significantly increased attention in Chiron’s products.
Management & Leadership Successes
• Initiator and co organizer of the IP-congress - 1,200 visitors - in the Efteling theatre increasing branding from 10% up to 95%.
• Reduced the technological barrier for security installers by developing the 0800-IPPOINT support line for ADI GARDINER – a Chiron distributor – that has been implemented as their European marketing concept for IP related security products.
• Realized a revenue growth of 800% in the period from 2007 till 2009 and 1,700% till 2011.
• Initiated and negotiated a contract with GE for the migration of their installed base of GE alarm panels – ~1,000,000 - to IP within Europe.


2002-2006 @MISSION BV, Kaatsheuvel
VAR and Project Management of specialist IP based CCTV, Intrusion Detection and Security Management Systems in Europe and Middle East.

MANAGING DIRECTOR

Acquired and managed CCTV projects ranging from 10,000 up to multimillion EURO’s in Europe and the Middle East in conjunction with CCTV system manufacturers.
Representative Engagements
• Retained by Hermann Tilke redesigned the CCTV network from a conventional to IP-based fiber optic infrastructure using distributed databases for the Bahrain International Racetrack.
• Participated in project teams creating Security awareness for public transportation and implementation of ISPS code for harbor areas that led to orders from the Port of Antwerp and bus companies.


1997-2002 Vervoorn Group, Made
International contractor of telecom infrastructures - Installation and inspection of fibre optic cables and equipment for LAN, WAN, CATV and CCTV -

MANAGING DIRECTOR

Vervoorn, a holding company with 4 operational subsidiaries and 55 fte. Responsible for the financial and commercial management and sales.
Management & Leadership Successes
• The Vervoorn Group became the largest subcontractor in the Netherlands for the installation of fiber optic WAN and acquired orders from all major national and international telecom providers.
• During the first 5 year period the Vervoorn Group installed over 15,000 km of fiber optic cable in The Netherlands, Belgium, Germany, France, Spain, Sweden, Norway, Denmark, Austria, Italy and the UK.
• Achieved an annual recurring result of +30% while annually growing with +10 fte with a revenue of 3.3 million EURO in 2001.


1995-1997 Gebr. van der Donk BV, Nuland
National contractor of telecom-, water-, gas- & electricity infrastructures.

BUSINESS UNIT MANAGER

Managed startup of a specialized business unit for the installation and testing of fiber optic cables. Identified and acquired national projects and managed all aspects within the business unit.
Management & Leadership Successes
• Became the most successful business unit with a revenue of 2.1 million EURO and profit of 35%.
• Immediate supervisor of 40 fte and personally trained all engineering staff.


1992-1995 NACAP TELECOM BV, Spijkenisse
International contractor of Telecom Infrastructures

BUSINESS UNIT MANAGER

Managed startup of a specialized business unit for the installation and testing of fiber optic cables. Identified and acquired national, European and Middle East projects and managed all aspects within the business unit.
Management & Leadership Successes
• Turnaround of telephone exchange installation oriented business into fiber optic network contractor.
• Immediate supervisor of 35 fte and personally trained all engineering staff.


1987-1992 PENTEC BV, Waddinxveen
Pioneer in the fiber optic networks industry.

ELECTRONICS DESIGNER / PROJECT MANAGER

Designed, fabricated and installed electronic modules and interfaces for audio/video/data used for remote control of bridges, process automation, CCTV and CATV applications.
As part of the pioneering stage held lectures and presentations about fiber optic technology, its applications and use for SDH – digital multiplexing of telephone lines at Gigabit speed utilizing fiber optics - and multiplexing of video for CATV and CCTV purposes using FM techniques.

Education

Professional University of Technical Education, Business & Electronics, distance education PBNA 1988 - 1992
PRINCE2-Project Management 2005
NIMA-B (Marketing EQF level 6) 1996

Skills

Growth Management
Business Development
Visionary, Strategy, Execution & Leadership
Startup, Turnaround, Change
Executive Advisory & Decision Support
Product Development & Rollout
P/L & Performance Improvement
Financial Transactions
Purchasing & Negotiations Skills
Risk Management & Inventory Control
Cost Analysis, Reduction & Control
Quality & Continuous Improvement
Investor, Analyst & Relations

Languages

English - fluent
German - good

Other

PROFILE & VALUE
Accountable and effective in high-profile executive roles – Overcome complex business challenges and make high-stake decisions using experience-backed judgment, strong work ethic and irreproachable integrity. Respected as a proponent of empowerment and accountability.

Business Strategy & Development Specialist – Characterized as a visionary, strategist and tactician. Consistent record of delivering extraordinary results in growth, revenue, operational performance and profitability. Heavy transaction background including startup, turn around, acquisitions and sale of company.

Consistently deliver mission-critical results – Driven by a visceral “hardwired” need to strategize, to innovate and to disprove the words “It can’t be done!”. Gifted with the vision, determination and skills needed for high-level revenue-building strategies and tactics.

Strong orientations in operations and business development – Participate in high-level operational initiatives including infrastructure design, process reengineering, turnaround management and reorganization. As an innovative developer use instincts, insights, judgment and timing to succeed no matter how tough the deal.

Respect and leverage human capital – Motivate, mentor and lead talented professionals. Live the culture and lead the example. Direct cross-functional teams using interactive and motivational leadership that spurs people to willingly give 110% effort and loyalty.

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