As in my two previous engagements my job is to build, develop and maintain a distribution channel for wide format scanners, mostly in EMEA (Europe; Middle East; Africa) but to some extent also in AP (Asia, Pacific). As in my two previous engagements I have come to a company where the existing distribution channel is patchy with many “white spots” and many under-performing partners. The task is to ensure we achieve results on par with potential, first in the large territories and then in the smaller. Channel management has three phases:1. Identify suitable companies in the right market segments and recruit them to represent our brand.2. Engage them by placing demo equipment and make sure all key personal are properly trained and educated - sales; marketing; support. Often it is not enough to train internal sales-force but also their re-seller channel.3. Coach; support and advice on how processes can be improved. Keep a vigilant eye so that focus isn’t lost.Channel sales management is a long and slow process. The sales manager should with focus on building stable business over a long time not only be a good negotiator but also an educator; trainer and communicator. I have twice before, at Vidar and Colortrac, with great success built their distribution channels in EMEA and I am very inspired to do it again for Image Access. I enjoy this work.

My job was to build, develop and manage a network of distributors covering all the countries and territories in EMEA (Europe; Middle East; Africa) and at times also AP (Asia; Pacific).When starting at Colortrac the distribution channel was rudimentary. My job was to fill out "the white spots" and either train or replace partners that were under-performing.During my time in Colortrac the company saw a tremendous growth, from around 400 sold units annually to about 9,000. Obviously a team effort but it must be fair to say that my contribution to this growth was significant. During my 12 years in Colortrac my territories exceeded plan more often than not.

Build, develop and manage a network of distributors in EMEA.

Project Manager to found an NGO in India; organize it's funding through grants and fundraising and setup cooperation with local Government; UNDP and international NGOs.