Johan Boersma Email & Phone Number

Netherlands

Een krachtige combinatie: (1) mijn ervaring bij bedrijven als Coca-Cola Enterprises, Jacobs Douwe Egberts en Sodexo en (2) sterke, zich bewezen methodes van Hovingh & Partners (o.a. Sales Funnel van Ray Leone en ENS Negotiation). Een betere oplossing voor een beter gedefinieerd probleem, dáár gaan we voor. Wat ambieert de klant, wat wil de klant bereiken, wat zijn de showtoppers, wat zijn oplossingsrichtingen, welke blokkades zijn er... Wat zijn de echte motieven achter de aankoop en hoe kom je erachter.... Uiteindelijk gaat het om oprechte interesse in de klant. De klant wil vaak bést kopen, maar hij/zij wil niet iets verkocht krijgen! Om daar te komen, helpen we je je situatie goed te begrijpen. We laten je in de spiegel kijken, we dagen je uit, we helpen je verder met begrip voor de status en de wens om samen met je vooruit te gaan.Gecertificeerd Sales Funnel consultant en Geaccrediteerd ENS onderhandelaar

Netherlands

Strategy development and implementation for industry, retailers and facility management. Based on 27 years experience in various commercial position in the FMCG industry and in marketing, trade marketing, category management, sales and consultancy roles. Experience with portfolio-, promo-, pricing-strategy, tradeterms, route to market - multichannel - strategy; Developing and leading effective teams; develop sales capabilities; personal and team coachingPartner of Hovingh & Partners, helping companies to improve sales and negotiation results.BBB | Boosting Business has led several projects in various markets (beer, candy, chocolate, snacks a.o.).including (1) feasibility study (from March 18 to September 18) to launch a unique E-commerce platform for the Dutch Foodservice market, called Foodconnext: A platform responding to the online market trends and aiming for more democracy in the foodservice market, with shared ownership by industry, trade and distributors. (2) Supervising the Category Management Review process for a leading wholesaler during 10 months.

Nederland

Inspire and support customers and consumers to improve their quality of life. Build sustainable partnerships in Business, Health & Care and Education channels, offering catering, cleaning, security and many other services either as stand alone, service, multiservices or as an Integrated Facility Management Solution.

Utrecht Area, Netherlands

Responsible for developing the Out of Home customerbase, both current and new business. Leading the salesteam (ca. 150 FTE) in all customer segments: large Business, health&care, education, bareca, and small business.Closely working together with Sales Director trade in order to optimize results using different Routes to Market. Aiming for sustainable growth, retaining customers while expanding our customerbase. Optimizing RtMs was one of key projects during 2017 H2.Strongly increased customer engagement, sales focus and - discipline. Winning many large customers, including KLM, our biggest win in recent history.

Optimize our results by leveraging the power of JDE Professional and our trade partners. Closely working together with wholesalers, distributors, caterers, cash&carries and office suppliers to unlock the opportunities in the Out of Home market.We have won several awards (Caracter Company challenge award for partnership with Sligro and various Shops out of Home awards for leading in catering partnerships.

Rotterdam

Sales and Marketing responsible for the Institutional Channel, which covers different subchannels: business & industry, health, education and army.Various routes to market:1. caterers (eg Sodexo, Compass), 2. operators (vending machines, eg. Maas and Autobar), 3. Our own Full Service Vending team and 4. wholesalers / C&C.Leading a team of National Account Managers and functionally steering the Field Sales team (20FTE)Developed and implemented a new way of working with key customers: A focus on category growth, strongly linked with pay for performance trade terms.The team has won the Golden Shops Out of Home Award @work and education in 2011.

Rotterdam

Responsible for Business Insights, Category Development and Shopper Marketing in the Home channel. Leading a 8 FTE team and functionally steering the 60 FTE Field sales team.On HQ-level responsible for the business planning, based on (shopper) insights a.o.; Developed a new category vision, new shelf vision and a new approach to unlock the cold availability potential.Leading the new way of working for the Field Sales with the development and implementation of the so called Conceptual Selling approach.Recognition:Strong contribution in improving customer satisfaction: Industributie Award Drinks Category in 2009 and overall winner in 2010; Advantage Group survey showed the 1th position in 2009, versus 13th position in 2007); Field Sales of the year award in drinks category in 2009 vs 20th/22th position in 2007/2008); overall winner in 2010.Caracter Company rewarded the team with the Challenge Award for Category Management in 2010.Also internal recognition by CCE international: Winning the so called Golden Crown award for the best Customer focused performance (together with Home MT)

- Responsible for topline growth and margin overall and per client- Improving relationships with clients - Heading up the commercial team (21FTE) - Strong focus on winning new business.- Improve Business Insights revenue (in addition to regular tracking)- Tranfer specific activities from NL to IndiaIRI is a market research company (US) - offering both retail tracking and business insights (shopper research and storelevel data), IRI services many leading FMCG companies, like Campina, Sara Lee, Friesland Foods, Unilever, Coca-Cola, Heineken, Danone, J&J, Ferrero, Storck, Aviko and many others.

- responsible for topline growth of for food clients, e.g. Friesland Foods, Campina, Danone, Leaf, Perfetti and ca. 50 others - leading team with commercial people (ca. 14 FTEs)

- sales responsible for number of clients, e.g. Friesland Foods, Peijenburg, Remia, Droste and a few others

- brand- and product development- advertising, both ATL and BTL- trade stories- market research- packaging- communication- internal responsibility

Docterandus, Bedrijfskunde / Business Administration

- Certified Consultant - Mastertrainer Ray Leones'Sales Funnel

Accredited Ens Practitioner - Negotiator, Business

Foodservice Market

Activities and Societies: An 18 months course, including a final project (20 pager thesis)Organised by Universiteit Wageningen en Foodstep

"Complete Skilled Negotiator"

Activities and Societies: 3,5 +1 days negotiation training by the Gap Partnership

Education record

Education record

Practicioner, Personal Effectiveness - Persuasion | Influencing, Practicioner