Senior Sales & Management Consultant/Trainer & Coach
Certified NLP Coach & Hypnosis Psychotherapist
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 ‘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
Strong experience within Learning & Development, designing and delivering training and skills development.
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 & FORMER POSITIONS
2018 - today
Client Director / Vertical Industry Practice Lead
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.
✓ 2018 – Based on my reccomendation the Dutch management team reviewed and optimized the operating model and implemented Strategic Accountmanagement whilst creating the role Client Director.
✓ 2018- Negotiated a 21mio revenue deal at C-level, developing new solutions and revenue model that secured the business for three years. In paralel shifted the mindset within the team.
✓ 2018 – Winback major global account
✓ 2019 – By leading-by-example and coaching accountmanagers on Solutions Selling skills, achieving 12% pipeline growth within 3 months.
✓ 2019 - Projectlead Profit Management. Analyse margin and pricing structure. Advise on improvement plan which led to immediate margin increase.
2016 - 2018
Sales Development Consultant, Trainer and Coach at Insight Enterprises
Consulting (Top-) management for overall Sales Effectiveness and Sales Strategy Implementation;
Develop Learning & Development 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.
✓ 2017 - I was asked by the VP HR to participate in EMEA Proiect to work on the L&D strategy and organisational blueprint.
✓ 2018 - the local management team in NL asked me to redefine the operating model and blueprint of the sales organization.
✓ 2018 - the new way of working has been adopted and accelerated the local business results transforming from reseller to full-service & IT solutions provider.
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 (5 years)
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.
Honors: Two years on a row, I received an award for Best National Sales Manager for achieving On top Performance on all business goals.
Accountmanager at KPN (8 years)
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.
Honors: Four years on a row I received an award for Best Performing National Accountmanager (Sales World Incentive Program)
Channel Manager - Sales Enablement at KPN (2 years)
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.