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Learning & Development Strategist

Management & Training professional 

Born December 1967 in The Netherlands

 

Over twenty five years in business, I've been involved with many companies, done hundreds of deals, and worked alongside countless managing directors, leaders and teammates in multiple industries. I've come to believe that the most important ingredient in a business’s success is, simply, trust. When a managing director was asked to introduce me, he said "she’s our trusted advisor and she always delivers". I am a self-driven professional with proven strengths in behaviour modeling and sales strategy deployment, ensuring the ability to build bridges between top management, partners and the sales departments.  Strong sales and business background, with 17+ years of technology and L&D-related experience. An independent thinker with the ability to make decisions and act autonomously, if required.

Key Strenghts (Gallup)

Strategic - Learner - Connectedness - Restoritive - Relator

 

EDUCATION & CERTIFICATIONS

  • Certificate ‘Coherence Leadership' by House of Coherence - 2020 

  • Certificate ‘Digital Transformation Leadership' by FutureXL - 2020

  • Certificate 'Mental Space Psychology' by Lucas Derks - 2020

  • Certificate ‘Business IT Transformation Planning’ by Novius - 2018 

  • Ken Blanchard certified trainer ‘Situational Leadership II’ - 2016

  • Graduated 3-year Higher Education ‘Psychotherapy- Hypnose’ - 2012

  • Coaching Certified NLP Practitioner - 2007

  • Certified Provocative Coaching, Voice Dialogue, Transactional Analysis 

  • HEAO-CE Commercial Economics (no degree)

EXPERIENCE

  • Extensive Learning & Development experience, from creating HR  L&D strategies to designing and delivering learning and development solutions.

  • Orchestrate, lead and coach (virtual) selling team and resources maximizing revenue opportunity. Lead and drive entire sales cycle, involved in deal shaping to accelerate and win deals.

  • Experience driving organizational transformation in IT business (services, software/hardware), with evidence of prior success.

  • Operating in a European/Global matrix environment in which business goals and effective communication skills are integral.
     

Hire me on Interim basis

Many companies have situations when they need a specific role filling for a period of time, or have a specific project they can’t get done. 

That’s the time to think about hiring me on an interim basis.  One of the situations I’ve helped clients resolve is e.g. when they need change:  Sales isn’t working, and you need a fresh pair of eyes to look at things and drive change.

PROJECTS & POSITIONS

January 2021 - present

Segment Director Business Market at Visma Raet

January 2020 - December 2020

Commercial Director - Chief Commercial Officer at BTC ICT

2018 - 2020

Client Director 

Support the Enterprise & Global organization. Armed with IT solutions, my role is to drive transformation, coach team members on Solution Selling methodology and skills and unlock the potential of Strategic Enterprise Accounts by demonstrating clear business value accelerating their success. High level customer satisfaction is a key measure, as are Revenue, GP and consumption targets.

2016 - 2018

Learning & Development Strategist, Trainer and Coach at Insight Enterprises

  • Consulting (Top-) management for overall Sales Effectiveness and Sales Strategy Implementation;

  • Develop Learning & Development EMEA strategy, framework and Skills Curicullum for the EMEA organization;

  • Coach and train management and teammates in the transformation of the sales capability as part of a transition moving from a product/reseller-focus to a customer-centric operating model;

  • Implementing Competence & Performance Management and Situational Leadership (Ken Blanchard methodology).

  • Creating and delivering development & training solutions for sales and management professionals across EMEA regions.

  • Drive change to ensure the achievement of targets for profitable revenue and GTM plan growth;

  • Manage and support the implementation of sales strategy and business plan by introducing the operation model for organizational change in the Corporate and Enterprise markets together with EMEA leads, Country & Sales Director, and other company stakeholders.

2004-2012

Sr. Trainer/Sales Consultant at Kenneth Smit Training 

As sales and management professional I supported companies to achieve their business goals by means of practical sales and management training courses and coaching in the Field  / On the Job, that bind and captivate people. Dedicated to contribute to the business results of my clients and to a successful career of the participants. Under my own name (IPR) I designed new training courses for Project, Consultative and Strategic Selling and Channel Management.

 

1990 - 2004 at KPN

Sales Manager at KPN 

Member of regional managementteam KPN Sales 

  • Sales and revenue responsible for the business market SME/ LE within KPN. Managing a team of accountmanagers, internal accountmanagers and Specialist Sales (17FTE). 

  • Sales of new and existing telecommunication solutions introduced for the SME Market by KPN. Achieving a positive delta on customer satisfaction, employer loyalty and business goals. 

  • I co-designed a new formula for the SME market together with a few keyplayers to transform the Direct Sales (face-to-face) department (32 teams, 2000 fte) into a new channel based on telephone accountmanagement; the Transaction Sales teams. It led to a higher market coverage, reducing cost and being more flexibel to quickly introduce new products in the market.

 

Accountmanager at KPN 

Responsible for sales revenue, retention and customer satisfaction (200 clients) in the SME/LE market. Selling telecommunications solutions and data/ip services via fixed / data and mobile infrastructure networks and data integration services. Key tasks are to sell ICT-concepts, triple play and Cross-Selling. Focus on relationship, added value for the customer and managing the Sales Funnel.

Channel  Manager - Sales Enablement at KPN 

Tactical position within the KPN Sales & Marketing organization; Responsible for businessplanning, -sales structure, salesforce effectiveness and skill development. Creating sales plans and programs. Enabling the direct sales channel to meet the targets by organizing roadshows and coaching the sales managers. Intermediair between the MT Sales, Marketing, Portfoliohouses, distributionmanagement and Customer Units; Accountable for achieving the Sales targets on Enterprise Solutions, fixed and mobile portfolio. Responsible for Top-down and Bottom-up targetsetting for the Sales formula, Direct Personal Sales and set op the portfolio for online channel KPN.com.