I have

 

• Over 25 years of commercial experience,

• of which the last two years as 'Head of Maritime', at a relatively small but ambitious Dutch teleport operator and Satellite Service Provider, where I try to bring more structure and standardisation in the sales organisation (direct and indirect) as well in the maritime solution portfolio, next to daily commercial activities;

• before that, 10 years in one of the world’s largest telecom companies, a very complex matrix organisation (no one beats the French in complexity), who is successfully re-inventing itself as a ICT integrator and service provider (and beyond),

• but not always in the mainstream organization but rather in rather small, specific BU’s,

• been successful as QBS, closing important deals domestically and globally,

• coordinated complex, international RFP's as Account Director,

• with large MNC’s (including Fortune 500-companies) as well as (family driven) ambitious SME’s,

• some experience with Governments (MOFA, MOD) and large international organizations,

• set up an international network of indirect sales partners (agents as well as resellers) on all continents except Oceania

• strong experience in creating innovative eco-systems as structure for value co-creating 

• lead teams of direct reports in multiple countries,

• headed virtual teams (including India and a B-end sales team in China): up to 16 people in different roles, back office and customer facing, in 7 countries over 3 continents,

• coached our own and partner sales people towards commercial successes,

• conducted product and sales training, IRL as in webinar format, for direct and indirect sales,

• carried P&L and margin responsibility,

• created and launched successfully some new products by coordinating the work of (internal as well as external) product owners/suppliers and marketing,

• all this in three languages (Dutch, English, French) - and I have the basics of some others.
  It might be obvious that all this led to a very intense travelling schedule (up to 80% of my time) on a global scale.

 

My sales approach is very consultative, starting from the customer’s pain rather than from my product portfolio.  I’m used to work with long, complex sales cycles with significant added value, so the Miller- Heiman sales strategy has little secrets for me.