Flex Manager

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Sales Manger

Sales Manger

Work Experience

PROFESSIONAL
EXPERIENCE
Chief Executive Officer
2001 -
itc’taskforce AG
Software Services Company with focus on Telecommunication and Automotive. Specialized in telecommunication applications and protocols, Enterprise Application Integration and e-Business solutions.
Negotiated, signed and managing JV with Romanian Engineering Company (subsidiary of state owned computer institute) as additional cost competitive source for engineering capacities (plus 140 engineers).
Successfully launched the company to the market in late 2001. First customers signed in US, Austria and Germany spring 2002.
Management Consulting for Startup Company in the area of PWLAN. Advising the company with my market and competitive expertise to formulate its strategy and sales plan; helping in the fundrising process.

Vice President Service Provider EMEA
1999 - 2001
Lucent Technologies / Avaya Inc.
Responsible for all Service Provider Business in EMEA. The team is selling to, through and with Service Providers communication solutions for the Enterprise Market.
Establishing Lucent/Avaya in the Service Provider market as a key player for managed services and hosted solutions. First year’s business plan has been met and overachieved by 130%.
Key success with SP in whole EMEA for all managed data, voice and voice application services.
The team put together consist out of highly motivated individuals coming from leading telecommunication companies such as Siemens, Alcatel, Nortel and others.
Lead the team to several reorganizations and a spin-off by keeping them focused on the business.

Director Central and Eastern Europe
1996 - 1999
Secure Computing Corporation
Responsible for installing and maintaining distribution and reseller channels in all countries for comprehensive security solutions for Inter- and Intranets.
Helping existing partners to extend their solution offerings with the products from SCC and defining new and creative security solutions for customer scenarios.
Establishing a strong direct communication line with key accounts in focus markets to address the security demands and realizing total network security solutions .
Maintaining a direct relationship with local press to ensure maximum coverage in relevant books, magazines and newspapers both technical and commercial.
Working very closely with US sales and marketing organizations on global solutions.
+ Putting an effective telesales and support organization in place.
+ Installed more than eleven active countries with more than 150 selling partners currently.
+ Active development and closing of key account opportunities.
+ Maintaining revenue growth rate of 100%+ month over month against last years periods.

Manager Central Europe
1992 - 1996
N.E.T. Network Equipment Technologies
Chartered with channel / account management and business development from a historically opportunistic driven market to a strategic market with business from product sales and system integration services.
Developed and implemented a complete new market positioning. Communicated and worked closely with journalists and analysts. Managed six existing channels with a customer base of 42 key accounts, opened 3 new major channels and grew the customer base to more than 100 key accounts. Industries included Telecommunications, Banking and Insurance, Retail and Chemical with predominantly integration of voice, data, LAN and Frame Relay services
+ Installation and management of new sales teams for Eastern and Central Europe with today 11 people.
+ Out placed the competition by generating a total new market for switched ISDN services in private networks.
+ Initiated ‘virtual teams’ for major global accounts.
+ Opened German Telekom as a new strategic channel and closed a number of major strategic accounts.
+ Grew the central European market to the largest single market
+ Installed the principle of multilevel selling and multilevel relationships to ensure long term successful business


Country Sales Manager
1991 - 1992
Cabletron Systems
Developed and expanded the existing inexperienced team to a efficient and goal oriented team with 14 people in sales, 6 people in service and 4 people in order administration. Doubled the revenue and earnings within 12 months up to 24 Million Dollar. Installation of a indirect sales strategy and marketing plan and identified installed and pushed the most profitable sales channels. Achieved market leadership in the hub market in Germany and Switzerland.
+ Development and installation of a very effective three tear sales organization: telemarketing, telesales and external sales
+ Improved revenue per head by creating a ‘total sales oriented organization’
+ Increased numbers of channels in all countries and focused them on a specific marketing program
+ Established long term relationship with channels on all levels.

Sales Manager
1989 - 1991
3COM
Assumed responsibility for OEM business in Germany, Austria and Switzerland. Promotion to Sales Manager for significant contributions and outstanding success. Managed a sales team of 8 salesmen and couple of assistants and generated more than 15 Million Dollar revenue. Jointly developed and implemented with Marketing team a partner program for establishing self sufficient distributors, VARs, OEM and major dealer channels. Increases market share for Network adapter cards and generated a new market position for Router and Gateways.
+ Negotiated and signed major worldwide OEM agreement with Siemens which was more than 2 Million Dollar business for the first year.
+ Key strategist for major marketing program including organizing with Marketing team major road shows and other shows like CEBIT.
+ Revitalized relationship to major distributor in Europe and achieved doubling revenue from highly profitable channels.
+ Motivated channels with marketing programs for ongoing success.


Marketing Manager
1987 - 1989
Böwe Systemvertriebs GmbH
Started as system engineer for Network Products and Desktop Publishing Products. After 9 months assumed new role as Marketing Manager and assistant of the Managing Director. Responsible for product portfolio, product marketing and outbound marketing such as shows, seminars and road shows.
+ Installation and maintenance responsibility for one of the first PC-Net networks in Germany.
+ Preparing product information and integration and promotion of new products into sales.
+ Designing and organizing Seminars and PR events.
+ Creating a new stand and message for CEBIT.

ISC GmbH
1983 - 1987
Owner of the company
Selling computer hard- and software and services to regional major clients and end users. Developing customized software packages for insurance. Establishing the company as a major regional dealer for SHARP Electronics.
+ Build direct sales experience as dealer.
+ Achieved significant wins into local major accounts such as BMW and Rhode und Schwarz.
+ Soled more than 2000 pocket computers with customized insurance software.


Promoter
1982 - 1985
Sharp Electronics
Promoter for Sharp Electronics and representing the companies products. Major involvement within introduction of the first ‘IBM PC compatible’ Sharp-PC.
+ Presented to and trained dealers on products and sales strategies.
+ Demonstrated products and solutions at major shows.
+ Compiled and performed test scenarios for interoperability and compatibility tests for Sharp’s first PC.



Education

Diploma in Physics at University in Munich

Skills

+ Proven management skills in market development and expansion
+ Skilled in negotiations, people management and interpersonal relations
+ Excellent communication skills, analytical and leadership abilities
+ Telecommunication Expert (complex Networks, IT-Security, PWLAN )


Languages

German - native
English - fluent

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