Sales
I have quite some experience in managing direct, indirect and consulting sales activities (Key Account, OEM, direct, distribution, consulting) in the telecoms, electronics and outsourcing/services area selling hardware, software and services. This includes the preparation and negotiation of complex tenders for/with international customers in German and English and in establishing and fostering customer contacts on all levels incl. top management. I am used to manage major global accounts >90 M EUR. In 1996 I received the award as Lucent Super Achiever of the year for Germany (best sales result). Major customers handled in the past were T-Mobile (Global Key Account), Ericsson (OEM) and ZTE (as part of a partnership).
Working for
CPA Global as a Global Account Manager I
am responsible for selling IP services (annuities, searching, special
projects,
etc), Legal Outsourcing and appropriate software to major accounts
(like BASF,
Bayer, Bosch, Merck KGaA, Henkel, Volkswagen, etc.) on the decision
making
level. I am responsible for the business, i.e. managing all sales and
internal
activities in regard to these customers.
In 2006 I took over the responsibility for all Sales
and Marketing activities of Sirenza Microdevices (later RFMD) in Europe
(incl. Israel). Major
tasks here were:
- Direct handling of worldwide key accounts
- Business responsibility (sales, margin, budget, etc)
- Steering, monitoring and control of a European wide network of representatives and distributors,
- Initiating and managing marketing activities,
- Developing/Managing new (key) customers and markets,
- Quotations, presentations, negotiations, internal reporting, etc
Project Management
During my time at Marconi I managed several international cooperation projects with Italian, British and American OEM suppliers and the relationship to Marconi's Electronic Manufacturing Supplier (EMS). Before this I was as the Director Project Management responsible for Marconi's German Development Programme (primarily Wireless & Wireline & OMS) including a major cooperation project with a Chinese radio supplier. This task included the coordination and steering of several multifunctional groups from various parts of the company or external sources, all contributing to the project success, e.g. Marketing, Engineering, NPI/Manufacturing, Purchasing, Services, etc). I was accountable for the delivery of all new German products to the agreed specification, cost and timescale. The position more or less matched the one I had before, when I was running project management within the Fixed Wireless Business unit, managing projects in Germany and Israel.
As a D1 Project Manager at Lucent I was responsible for all internal and external processes related to the customer T-Mobil and the installation of the D1 network (first German GSM network). This included the installation of a Inside Sales Organisation to provide rather substantial quotations in time and to manage delivery of more than 6000 Basestations in Germany over a period of 5 years.
Other competences:
- Social: Leadership, Cultural Awareness, Strong Analytic and Strategic Thinking
- Capabilities: General Management , Engineering & Manufacturing Processes, Purchasing, NPI, Quality