My main mission in WCC is to optimize sales team productivity and free them to focus solely on revenue generating activities. Through provision of sales operations tools (CRM, qualification, pricing, etc), templates (proposals, pricing...), governance (streamlined bid and approval processes), incentives (sales compensation plans) and end-to-end management of submission of sales proposals and completion of contracts (bid and contract management).Main responsibilities include:Improve sales team effectiveness (productivity) by helping them to identify and pursue the right opportunities, through:• Developing outcome based sales messaging with sales and product teams• Providing qualification tools and support during bid kickoff and deal reviews• Tender signaling through various portalsImprove sales team efficiency and corporate governance, through evolution and enhancement of sales systems, processes and tools. Remove friction in processes whilst maintaining the right level of governance, through:• Sales and Bid Process definition, management, governance, enablement, and tools• Supporting sales teams by taking the Bid Manager role for complex tenders• Optimizing sales collaboration infrastructure through seamless integration of Outlook, Teams, SharePoint, and Salesforce CRMEstablish and maintain sales operating cadence & rigor across all sales functions to ensure the health and predictability of the business in achieving key performance metrics including forecast accuracy, pipeline analysis, and performance management (actual vs plan, win rates, sales cycle times, …), through:• Sales dashboarding & reporting enabling data driven decision making (sales planning, forecast, renewals, exception, activities,..)• Co-ordinating Forecast and WhiteSpace meetings• Supporting annual sales planning and target setting process

Establishing uniform Sales Operations function across all independent business units in the Broad Horizon group. The group is rapidly growing due the Broad Horizon growth strategy. Responsibilities include: mapping and optimizing all sales, pre-sales and bid management processes. Management of the CRM to ensure quality of the data to enable data-based decision making. Manage qualification and offer review meetings. Perform sales forecast reporting and recommend actions where needed. Following a strategy change during 2021 this group function became redundant.

Responsible for tenders with a focus on large, complex and strategic requests. In a leading and guiding role determining our proposition, qualification ('Should we compete?', 'Can we win?'), strategy, approach, tender plan, pricing, content, design and a final evaluation with the prospect or client. Producing customer-oriented, appealing texts and professional and qualitative design and content of the customer proposal.Improving sales/tender processes and tools. Coaching and supervising junior employees. Deputy of the manager of the tender team.

Responsible for the overall productivity and effectiveness of the commercial organization. Accountable for planning, reporting, quota setting and management, sales process optimization, sales training, sales program implementation, sales compensation design and administration. Supporting Human Resources in recruiting and selection of sales team talent.Ensure the sales process is followed from the yearly territory and account planning, down to the individual opportunity qualification, prioritization, management, reporting, closure and contract signature.Head of the Bid Management Office (BMO), responsible for a) providing expert bid management support to the commercial teams during opportunity assessment and qualification phases as well as bid preparation and submission, and b) maintaining bid management process and templates, including regular knowledge transfer to all internal stakeholders, c) providing guidance to the Chief Operating Officer and head of sales to define priority of bids in alignment with sales direction.

The merger of Ferma and eServGlobal in 2005 placed the company in a leadership position in converged charging and messaging technology. In this new organization I was appointed to a combined role as head of the world-wide technical sales department whilst leading sales operations. Successfully integrated the teams of technical sales managers and consultants from both companies into a homogeneous, efficient and effective team of professionals supporting world-wide global sales. Further rolled out the bid management capacity.Merged sales operations of the two companies into a single methodology of global sales funnel management and forecasting. Managed procurement process (issued RfP to a number of suppliers), customization, implementation, training, roll-out and subsequent management of CRM system (Salesforce.com) across all sales teams. Designed and implemented a number of sales and bid process supporting modules in the CRM for Bid Management and Opportunity Qualification

Established bid management function in eServGlobal to improve planning, co-ordination and quality of bids submitted to prospects and customers. Created tools and process including bid P&L tools, proposal templates, and rules of engagements between both internal and external stakeholders. Lead bid creation and contract negotiation teams. Developed pre-sales qualification tools. Drove qualification process to ensure that no-bid situations are recognised as early as possible. Created platform configuration tool to semi-automate and streamline bid creation

First eServGlobal Account Executive on the European continent, responsible for Value Added Services (VAS) and Intelligent Networking (IN) sales in Western and Northern Europe. Main accounts included Mobistar (Belgium), KPN Belgium, Telia Denmark, all through Lucent as prime contractor. Closed the first direct contract for eServGlobal in EMEA with the incumbent national carrier in the Netherlands; KPN Telecom, providing a various Intelligent Networking (IN) solutions.Closed a direct contract with Dutchtone (Orange/T-Mobile) for the delivery of an electronic top-up for their pre-paid accounts through ATM, POS and bank transfer.

Responsible for bid management for telecommunications projects where Lucent’s NetworkCare Professional Services (NPS) provided the services part. Geographic area: Northern Europe (Scandinavia, Benelux, Germany, UK, ...). Main bids involved in as Bid Manager included Intelligent Networking/Number Portability (IN/NP) opportunities at Omnitel Mobile NP in Italy, KPN Belgium NP, Mobistar Mobile Applications, Belgacom NP in Belgium, Sonofon Mobile NP in Denmark, Telia NP in UK, and others.

Commercially responsible for the Stratus Intelligent Networks (IN) business at KPN Telecom in the Netherlands, combining the role of account manager, project manager and telecommunications consultant.

On a European level responsible as Subject Matter Expert (SME) providing support to the Tandem country sales teams in both pre- and post-sales telecommunication projects. SME focus on Intelligent Networking (IN), specifically Number Portability (NP). Key responsibilities included: bid management on IN bids, development of European IN based Number Portability Program to support the Tandem country sales teams in selling NP (market definition, NP application description, USP’s, presentations)

Responsibilities in pre-sales (proposals, presentations, etc.), post-sales (general account support, project management, training, etc.), and project support. Primary customers included PTT Telecom and Unisource Business Networks. Major project responsibilities: writing & negotiating acceptance test plans with the customer, managing process from installation through formal acceptance and operationalisation phases, until final change-over to production

Delivered application and system programming related training for Tandem computers, including “Concepts & Facilities”, “TACL Programming” (command line programming), “DSM Programming” (programming management programs/automated operators), “Pathway System Management” (Client-Server programming and management), “Operator Training”.Also responsible for preparing “specials”, i.e. customised training, tailored to meet the exact needs of Tandem clients.