Flex Manager

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Business Develoment

Business Develoment

Work Experience

Finishing a project for a start-up in security software for media/telecommunications sectors. Business Plan & Focus revamped. First commercial contracts signed and interim investment found. New accounting and financial reporting instigated. Re-positioned company and offer as supplier to OEMs.


May.’99 – May 02 Netverk Europe Ltd. London, UK, Start-Up.
Senior VP Business Development
Netverk supplies innovative data communications software to satellite and
mobile telecoms industries.
- Senior management team member.
- Set the tone for Netverk’s future business. Guarantee growth and inspire internal staff.
- Develop strong customer relationships. Win Business. Create Partnerships.
- Lead contract negotiations and bring future market requirements into product development.

1. Won business - BT Cellnet, One2One, Omnitel, & Belgacom.
2. Initiated and closed partnership deals – Inktomi, Compaq, & Vodafone UK
3. Identified vision based on key strengths and articulated to new investors ($15 million secured)
4. Developed niche market position and led sales, marketing and product development.
5. Developed relationships with: BT Cellnet, Belgacom, Cegetel(SFR), E-Plus,
France Telecom, KPN, Omnitel, One2One, Tele Denmark, Telefonica, Telfort, T-Mobil, TIM, Viag, Vodafone, Cisco, Compaq, Lotus, Symbian, Motorola, Nokia, Option International and Ericsson.

Jul.’98 – Apr.’99 The Open Group formally The Open Software Foundation
Brussels, Belgium.
Vice-President Worldwide Business Development
TOG is a computer hardware and software consortium. Its mission is to produce common specifications and software in the following areas: operating systems, distributed systems, directories, networking, Inter and Intranets and e-commerce infrastructures.
- Senior management team member. Charged with finding new sponsorship opportunities.
- Build strong relationships with senior management in target markets.
- 10 Staff.

1. Designed & sold new $1 million sponsorship programme to telecom operators.
2. Developed new funding streams based on EU Standards programmes.
3. Sold & marketed first vertical market package to the postal industry value $250k .

Nov.’94 – Jun.’98
Managing Director EMEA
- Head of sales, marketing & channels, finance and operations for the region.
Business responsibility $30 million. 25 staff.
- Manage sales effort for the region. Return >18% profit-levels . Promote organisation in the region.. Retain and increase memberships. Develop new revenue streams.
- Build marketing , sales team and channel partners. Budget $2 million. Lobby EU Government Bodies.

1. Achieved 50% year on year revenue growth. Profits of not less than 20%.
2. Built and coached 15 strong Europe, Middle East & Africa marketing & sales team.
3. Introduced new breed of membership / ISV Conferences
4. Devised and developed new revenue streams through “CIO Inner Circle”, EU funding and professional services. Launched first telecommunications network management programme.
5. Developed new revenue streams through innovative publications.
6. Made top selling region 3 years running from ’96 to ’98.
7. Revised partnership programme resulting in new countries served and focused
new training services on major segments.
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Dec.’91 – Oct.’94
Regional Director Northern Europe
- Grow sales in the region to or in excess of business plan.
- Seek out new business opportunities and develop the strategic plan for the region
- Manage partners and promote the organisation through speaking opportunities and press.
- Keep activities within budget and on profit levels.
- 5 Staff
1. Top sales region for ’93 and ’94. Implemented new telemarketing plan. Moved over 100 organisations to client / server architectures and distributed systems in Banking, Finance Postal and Telecommunication Industries.
2. Introduced strategic account management leading to sales of $1 million in
professional services. Developed strong ties to hardware manufacturers such as HP, IBM, SNI, Bull, ICL, Fujitsu, Hitachi, Sun and Dec.
3. Opened new promotions through seminars and press events.

Dec.’88 – Nov.’91 Unisys Belgium
Product Marketing Manager
- Launch new products making sure price, unit costs give 70% margins. Support Sales Team in contract negotiations. Provide EMEA division sales & marketing intelligence.
- Negotiate yearly partnership agreements to guarantee strong reseller activity.
- Produce competitive and market analysis in a timely manner to assist in sales success.
- 12 Staff.
1. Doubled number of processors in use. Converted 50% of customer base to RDMS
2. Increased margins on reseller sales. Met margin objectives and became main
interface to EMEA division.

Dec.’80 – Nov.’88 Unisys Europe Middle East & Africa
Head of IT Consultancy and On-site Software Development for Airline Industry
- Lead implementation of USAS*Cargo System on client sites. Provide strategic advice for future systems. Support Sales activities to new airlines. Manage and train client staff.
- Projects ranged from 12 to 93 staff members depending on project goals and timeframes.
1. Led first cargo – automation implementation for Air France ’84 to ’88
2. Provided pre-sales support to 15 middle-east prospective airline customers
3. Trained client staff in system internals and led customisation to meet French Gvt., regulations.
4. Led testing for new Qantas systems from ’83 to 84. All testing completed on time.
5. Cut-over the first major airline system for Lufthansa from ’81 to ’83
6. Designed, wrote and implemented Customs application for Sabena from ’80 to ‘81

Sept.’78 -– Sept.’80 SPL International, London, UK
IT Consultant Airlines
- Support on-site airline clients in design, and build for reservation and cargo systems.
1. Cut over new inter-system applications linking reservations, baggage and cargo systems.

Aug.’75 – Aug.’78 British Steel Corporation, Scunthorpe, UK
Systems Analyst ’77 -’78 Programmer ’75 -’77



Education

EDUCATION & PROFESSIONAL QUALIFICATIONS
Post Grad. Management & Finance (with Distinction) IAG ,
University of Louvain La Neuve, Belgium – 1992
Chartered Institute of Transport (Member)
University of Liverpool, UK – 1975


Skills

Initiate business strategy, build and drive commercial functions in data & IT business. Secure revenue, profit, investment & market share. Strong people management

Languages

Bilingual French & English Intermediate Dutch & Italian

Other

Have worked in the States and Far East as well as Germany, Denmark, France and UK. Willing to consider Europe-wide and certain assignments in Far East.

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