International Sales & Marketing Manager with a strong industrial background. Business development through customer oriented projects using six sigma toolbox. Determined and proud to lead multicultural and multifunctional teams to succeed in target within budget. Able to drive progress and change by influence, navigate matrix organisations and manage through ambiguity. Able to work in highly technical and regulated environments. Diverse background includes experience in marketing - product/segment/marketing excellence, market & business development, demand generation, strategy, implementing acquisitions. Transnational key account management, International business. Voice of Customer. New Product Introduction, New Product Development, New product launch. Portfolio management, competitive Analysis, competitive conversion, market share gain, pricing. Comfort zone: strong networking skills, sales & marketing strategy, tactics, planning, implementation and execution. Developing routes to market strategy. Good language skills. Good knowledge of the truck, bus, rail & aerospace market players. Excellent research skills Projects: Prepare and coordinating trade shows & conferences for railway market ( Innotrans, railway interiors) & aerospace market ( JEC & aircraft interiors). Preparing & organising internal adhesives & tapes division conference from a to z for Western European Marketing Subsidiaries.
Market Development Manager EMEA - Elastomeric Materials Solutions
March 2015 --- April 2017
Develop Market and Industry expertise for Automotive, Transportation, Construction and Industrial Market Segments. Identify and drive new business opportunities for the Elastomeric Materials Solutions Division in Europe, Middle East & Africa. Interface with the Elastomeric Materials Solutions Management and the Global Marketing Organisation to develop and execute on objectives in line with the strategic plans and Rogers Corporate Objectives. Market Research, Market Strategy Development, New Product Development through NPD and NPI, Value Chain Management. Knowledge sharing on market and competitive intelligence by market and segment and its applications with the cross functional sales and marketing teams. Market Research, Voice of Customer, Prospection for Product Launches, stock management, commercialising brands PORON and BISCO.
Strategic Account Manager EMEA: Aerospace, Defence, Mass Transit - Railways
August 2014 --- February 2015
Support selection of Strategic accounts and map allocated accounts in Aerospace, Defense, Mass Transit (Railways) market segments. Specify solutions at selected accounts. Manage account planning, sales, marketing, pricing and internal networking & communication of specified accounts. Work in close relation with local customer service teams, Regional Sales Managers and Key Accounts Managers. Work closely with marketing, New Product development and operations teams to drive success and meet objectives for the strategic accounts. Using Salesforce.com to document all customer interaction.
Market & Product Development Manager
November 2011 --- April 2014
In addition to my current role as an EMEA Market Development Manager to bring 3M solutions to new build and refurbishment of railway carriages, I am also responsible for the Product Management of the 3M Aerospace Market solutions.
Product & Market Development Manager Aerospace Adhesives
January 2010 --- April 2014
Responsible for the Aerospace Adhesives Product Management in EMEA region. European Aerospace Interiors & Structures segment Marketer. Marketing support in new product development programs following DFSS (6 sigma) methodology for Aerospace Markets. Web site traffic, Sales Statistics Analysis,Aerospace Market Analysis, Pricing Strategy, Management of Change. Strategic Consulting, including Business Plan & Sales Strategy Development, using QPL for competitive conversion in Aerospace. Business Management support for migr'ation from AS400 to SAP database management. GPIM data preparation.
Market Development & product Manager, EMEA
November 2000 --- April 2014
Rail Market Development Manager, Europe, Middle East & Africa
January 2011 --- November 2011
Providing sales & marketing advice and consults with the different leadership teams of each business unit, to set strategic direction and operating plans for the EMEA Rail market including OEM (Siemens Mobility, Alstom, Bombardier, CAF, Talgo & AnsaldoBreda), Tier suppliers, Refurbishment Companies & Operators, and their channels. Determine directions, priorities and assign resources with full accountability for results of the functional area. Responsible for co-ordinating Key Account Management approach to OEM’s on EMEA and or global level, establishing and managing sales targets and budgets for the Rail department within the market. Identifying and defining Customer and product development opportunities to meet growth targets & sales objectives.
Regional Business Development Manager - Western European Marketing Subsidiaries
September 2008 --- December 2010
Responsible for business development in WEMS regions for 3M Industrial Adhesives & tapes division (IATD), in line with division financial and strategic objectives. Ensure local implementation and execution of the strategic direction and the winning strategies – ensure country alignment with IATD business. Manage complexity and changing requirements of the different markets in WEMS regions. External: Develop and build relationships with Key opinion leaders and top accounts.
Market Development Manager EMEA, Marine & Specialty Vehicles(Transportation)
February 2007 --- September 2008
Offering 3M solutions (cross-divisional) towards the specific market segments. Writing and implementing Business & Strategic plans for Marine & Specialty Vehicles (Rail, Bus, Trailer & Recreational Vehicles) Markets. Responsible to support the Regions' implementation of the strategy for Marine & Specialty Vehicles Market Center with focus on CFM negotiations to create new product development for those market segments including marketing communications, competitive analysis, market researches and sharing best practices.
Market Development Manager EMEA Specialty Vehicles markets
January 2006 --- February 2007
European Market Development Supervisor Transportation
September 2003 --- January 2007
Support the "Big 3M" sales team in the Rail, Bus&Truck segments in European strategic growth within the Transportation market to grow 3M sales penetration per vehicle. Project management in new product developments (marketing) for the market and preparing launch plans. Provide market intelligence to active projects; prepare and maintain competitor profiles, assess risks and prepare strategies to combat the risks. Responsible for driving and managing the projects internally with the different supply divisions to support the needs in our Rail & Commercial Vehcile markets, and opportunity identification.
Sales & Marketing Library Systems Division
November 2000 --- September 2003
Grow the sales and develop the market of Library Systems products (IMSD) in Belgium and Luxemburg Tender business and lobbying with governments is one of the main activities. Because of the long sales cycle of 18 to 24 months, constant marketing activities are needed to create enough leads to accelerate yearly growth for business. Good contacts with third parties are also important to obtain successful installations. Co-write and implement the sales & marketing plan. Responsible for all sales and marketing activities. Maintain relationships with partners (software & interface providers, librarian associations, municipality authorities, ...) Coordinate service activities with SERCO (service provider). Maintain database contacts and reports and implement the Sales efficiency program of Library Systems.
October 1997 --- November 2000
Three years of experience in purchasing and sales, working into business-to-business and converters market for the stainless steel producer now called Arcelor, taught me to forecast customer consumption and key account management. Handled sales accounts from price enquiry till the after-sales service in Belgium and Luxembourg. Co-ordinating on a daily basis the purchases between the international network of steel plants and service centres in France, Germany and Italy.
June 1997 --- October 1997
Co-ordinated daily the transportation-network, administrative and human resources.
Post Graduate in International Marketing from Hogeschool Gent in 1996
Bedrijfsmanagement option Marketing in Marketing from Hogeschool Gent B.M.E.-C.T.L. in 1995