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Head of Sales, Business Development or Professional Services

Work Experience

Consultancy
self employed, Co-Owner/Managing Director
• Pan-European Sales- and Marketing-Services
• Business and organisational development
• Sales efficiency- and governance consulting
• Sales-Methodology, consulting and training, ROI analysis
• Reference projects (e.g.):
• Starting up a pan-European IT consultancy, focus on CRM in life sciences / pharma;
planning, budgeting, hiring, registration (UK Ltd, London), handover;
acting Head of European organisation
• Starting up a Central European sales organisation for a biotech company
15mio Euro contracted volume after 9 months (B2B);
acting VP Sales D/A/CH
• Building partner network Nordics for BI company;
• acting VP Sales Nordics

Global US/Israeli SW vendor, UK
Director of Professional Services EMEA (Europe, Middle East, Africa)
• Transformation of local training units into pan-European consulting organisation
• Business Technology Optimisation, ITIL-based systems management services
• 50 employees in 6 geographical organisations
• Business planning, scorecard implementation, EMEA-wide CRM deployment

Global US CRM vendor, UK
Industry Solution Executive Manager eEnergy EMEA
• Initiating and heading industry consortium of key utilities customers in the EMEA region;
6-8 customer executives
• Supporting and tracking of significant deals across EMEA
Area Manager (Director-level), CRM & multichannel e-business solutions, Düsseldorf
• Building new sales department, team of six (FMCG, retail and energy industry Germany)
• Managing Düsseldorf office, 15 employees
• Important deal: Call Center, 1500 seats

Global US SW company, Germany
Managing Director Professional Services Germany
• Repositioning and restructuring to regain profitability
• 100 employees in 5 departments
• Heterogeneous teams with significantly differing skill levels
• Motivation, leadership, personnel development



Golbally leading IT Company
continuously 100% Club achievement; several quality awards
Regional Director Support & Services Central Region (D/A/CH), UK
• Executive, P+L (professional services revenue volume: 56 mio DM)
• Consultancy for ITIL based systems management services and customer programmes
• Building and establishing of new organisation
• Building partner network of system integrators and professional services partners
• Heading / supervision of important customer projects / programmes
• De-escalation of troubled projects
• 100 employees (in 3 departments; incl. Management and staff)
• most important customer programmes:
• Telco: create and enhance external services delivery capabilities
• Process Industry: Global Enterprise Systems Management (\'Follow-the-Sun\'-concept)
Sales Manager, Germany
• Sales manager
• 10 employees (5 account managers, 5 system engineers)
• significant deal: SRZ West, 8 mio $ enterprise license
Sales and Marketing Manager Professional Services, Germany
• piloting new sales concept (basis for Germany-wide rollout)
• 6 employees (remotely)
• Cross Industry IT Offerings, i.e. BMS Systems, Systems Management,
OO Development, Workgroup Solutions
• Significant projects:
implementation of an enterprise-wide service oriented systems management, frame contract / 15 mio DM annual budget (quality award winner)
Country Industry Manager Utilities & Energy Services Germany
• Leading and developing of industry experts in Germany
• 10 employees, geographically distributed, overlay-function
• most important deal: Energy Industry: CRM & Billing System, 200 mio DM total budget
Proposal and Engagement Management, Germany
• P+L
• Sales, contract management, subcontract management,
• project follow up and supervision
• significant deals:
• Industry: Steel blast furnace automation, 6 mio turn key contract
• Energy Industry: Initiation of CRM & Billing System, 200 mio DM total budget
• Hospital, 2.5 mio DM turn key project, (quality award winner)
• Various system integration contracts consisting of hardware, software, services and
third parties / turn key solutions
Service Marketing, Staff Headquarters Germany
• Market and field analysis, marketing and communications plan
Team Leader Application Development
• Education, training and development of former plant staff for application development
• relocation of applications and maintenance to a new built software- and service centre
• application development and projects

Education

Dipl.-Ing.

Skills

More than 20 years in sales and consulting of complex solutions / projects (B2B); customer focused, innovation-driven, quality-conscious; educated in common formal sales methodologies (e.g. TAS, Miller Heiman).
Through many years in international management acquired expertise in sustainable and value based development of employees and organisations.
Combining high energy, gravitas and intellectual dexterity with passion, hands-on mentality, ‘can do’ approach and business acumen.
Naturally structured and disciplined.
A reliable and loyal leader with excellent relationship building ability, first class presentation and communication skills.
Well connected through substantial network to executives and C-levels in ITC, Pharma, Energy and FMCG industries throughout Europe.

Languages

Deutsch, Englisch, Niederländisch (solide Grundkenntnisse)

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