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Sr. Sales, BU, Marketing Director

Work Experience

Consultant, Interim Professional 2015
Self-employed Marketing & Sales consultant. Specialized in business management processes across different functional areas: marketing, sales, logistics, product development, finance and ICT.

Purpose & Drive: improve business intelligence, reduce non-added value activities, improve sales and margin, improve information between functional areas.

Marketing Director EMEA Oct. 2013 – Dec. 2014
Ricoh International BV, Amstelveen

Overall marketing responsibility for channel marketing, product management and strategic marketing. Region entails 100 countries and 150 Distribution partners with portfolio stretching from simple desktop printers to complete production print solutions

Focus: commercial channel marketing, product & price management, event support Distribution partners and lead generation.
Marketing budget: €2.5Mln; Span of control 15 direct; Amstelveen (12), UK (1), Dubai (1), France (1)


BU Director Core EMEA (cables, hubs, tablet/smartphone accessories) May 2010 – Oct. 2013
Belkin BV, Amsterdam

Main objective: restructure / hire team, create basis for growth, re-focus sales organizations on BU, change technical product focus in marketing approach and in-store solution.

Key to success: relentless focus on opportunity management with sales organisation, tight inventory control, set up of Global support organisation Europe and China, backed up with own developed cost-down program.

Business parameters:
Improved sales, market share and profitability
Turnover: €32Mln from €29Mln
Profitability improvement by 7%
Span of control 5 direct – 8 indirect (sales)
Managed to have listings within all key European

Projects,BPO:
Packaging solutions & category management
Product R&D & cost improvement
BPO Sales Forecasting & Demand Planning
BPO European Greenfield scenario for SFA
BPO Opportunity management & Sales reporting
BPO Commercial Policy

Consultant Sales & Marketing Processes April 2008 – May 2010
Philips N.V., Amsterdam /Eindhoven

Consultant role for supporting local Operating companies in managing change & process improvement
Project 1: Change management SFA SAP CRM implementation – business expert towards Sales & ICT organisation
Project 2: Process definition Marketing & Sales cockpit PD Consumer Lifestyle, Lighting, Medical

BPO Account & Contact management
BPO Strategic Account Business Planning
BPO Sales forecasting & demand planning
Project Daily sales reporting
Project Operational Information requirements Sales – Marketing cockpit v.v.

Senior Manager Europe Video Nov. 2005 – April 2008
Philips Consumer Electronics Europe HQ, Amsterdam

BU Responsible for European product portfolio growth and profit with full financial turnover/margin responsibility
Leading the European Category Manager cluster, extending to all 14 country clusters.
Product groups: DVD players, Home Cinema, DVD recorders, HDD Recorders, Tactical brands

Direct sales involvement with regard to category development, price/margin negotiations with European customers and product development in cooperation with Far East.

Key to success: Managed to grow sales level by 10% in falling market for DVD, Home Cinema by refocus sales team, collaboration production teams for cost downs and definition of smaller, profitable core range.

Business parameters:
Improved sales, market share and profitability
Turnover: €450Mln
Profitability improvement 5-7%
Span of control 3 direct – 14 indirect (local bsmgt)
Market position across Europe from 4-5 to top 3 in key countries like Germany/France (nr. 1)

Projects,BPO:
European Price Management

Business Manager Audio/Mobile Infotainment Dec. 2002 – Oct. 2005
Philips Consumer Electronics Nordics, Stockholm

Business Manager Audio/Mobile Infotainment, Scandinavia and Baltics Product groups: Hi-Fi Mini, Micro, CD machines, flash memory, Hard disk, DVD portable, Cluster responsibility

Key to success: Managed to elevate most segments to no.1 market share position by driving improved support model for sales with regard to materials, pricing, portfolio and customer meetings

Business parameters:
Improved sales, market share and profitability
Turnover: €35Mln, from €32Mln
Profitability improvement 3-5%
Market position 7-8 towards top 3
Mini Home Audio to 1, Micro to 2, Portable Audio to 3, first region to replace Sony from nr. 1-2 position

Projects,BPO:
Strategic Key Account Management
Commercial Policy

Manager International Key Accounts Europe Nov.1999 – Nov 2002
Philips Consumer Electronics Europe HQ, Amsterdam

Operational Manager responsible to VP Key Account Management for set-up of new department and establishing platform for bridging sales clusters and international operating retailers. Function entailed setup of Worldwide communication network, internal and external, and sharing of key information such as range, pricing, market intelligence, key figures of results. Established basis for commercial policy and rebate structure.

Projects:
Definition European Commercial Policy
Definition European Condition & Rebate structure
Mapping and alignment European conditions
Definition European organisational structure KAM

BPO:
Monthly European Sales & Marketing reporting KAM
Retail market intelligence
Masterdata Global Key account Management

IT consultant Business Management Information April 1998 - Oct 1999
ATOS - Origin, Amsterdam

IT Consultant – Department Business Management Solutions (BMS) Customer: Philips Consumer
Electronics Europe Responsible for identifying management needs and development and set-up of stable IT organization / environment for supporting Management Information processes; selling additional services where applicable.

Education

Sept. 1996 - Dec. 1997 Nijenrode University, M.Sc. in Management, Organisational behaviour and change
Sept. 1992 - Aug. 1996 Hogeschool van Amsterdam B.Sc. In Engineering (Algemene Operationele Technologie)
MD Program Philips:
- Key Account Management – Warwick University
- Organisation and Leadership, Culture & Change
- Green Belt Lean, 6Sigma

Skills

Business improvement, Process management, Business Intelligence, Lead generation, Marketing, Sales, Product management, Price management, Commercial Policies, KPI Dashboard
roces management - ontsluiten stuur parameters organisaties
Value Proposition House - bepalen van de werkelijke waarde propositie van produkten en/of services (outside - in): wat is de klantbehoefte en sluit produkt/service daar op aan
Prijs management: opzetten, monitoren, alignen
Commercial policy/rebate structuren, opzetten, alignment, monitoren

Languages

Dutch, English, German

Other

Highly experienced in business improvement: processes, turnover, margins, costs.

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