Interim Manager, as General Manager & Business Development Manager
Independent
Total years of experience :44 years, 1 Months
2015 - Actual:
Working with 3 start Ups, developing business models, strategy, procedures and setting the contact base for 2 companies selling on-line services i.e. Training and Remote Diagnosis for veterinaries and a Sales Platform for middle size companies, developing the business model of a project for an automotive vehicle recycling plant in China, focusing on establishing a used spare parts distribution network.
2013 - 2014 - General Manager Material Handling Systems based in Lagos (Nigeria). MonuRent, an African centric company, with subsidiaries in Nigeria, Ghana, Sierra Leone, Liberia, Botswana & Guinea, specialized in Mobile Equipment Rental as Construction, Mining, Material Handling, Cranes & Port Equipment, Agriculture…. Responsible for establishing a new structure/division specialized on Material Handling Equipment & Systems.
Achievements:
Defined a development strategy, with potential, targeted markets, products, activities & customers Made direct contact with Key Accounts (Ports/Airport Operators & Manufacturing Industry) to validate proposal, Develop Business Plans, mid-term goals, Budgets, hired resources, implemented strategy. Establish relationships with relevant OEM. Lead implementation of project, starting with Nigeria into a structure achieving additional revenues of US $ 9 Mio within 18 months.
Manager - Business Strategy & Development
- Terra/Industry Holding: working closely with COO of Terra/Industry Holding to finalize the closure of the French plants under my responsibility, clearing legal hurdles, disposing of remaining components & stock.
- Photo-voltaic plants: Acquire and finance photo-voltaic (solar panels) projects with COPEX, install a Photo-voltaic distribution network, B2C and B2B, taking care of Sales, Finance and Maintenance of Photo-voltaic power stations in France;
- Equipment Distribution: for a European specialized equipment manufacturer, Implement a distribution network as well as developing, following-up on customer relationships; on a case by case, responding on specific demands, as interface between Distributors or Customers/ Manufacturers of Equipment, I offer my network, my knowledge of the European market and/of the related product & manufacturers to obtain and propose a service/technical solutions or provide an offer for a product from well-known manufacturers.
- Export Sales Director, based at the headquarters in 77815 Bühl (Germany) and as of January 2008 Sales Director for region France, South of Europe, Africa & Overseas.
Responsible for Machines, Parts & Service export activities of Terra own products.
Achievements:
Defined and implemented a distribution & brand strategy (a strategy per/for unique brands), established, reshuffled dealer networks. Clarified the distribution policy, reviewed and improved territory coverage. Serving Key-Accounts, selling directly to end-customers when applicable (brand coverage related).
2005 to 2010 -2005 to 2010 - BAUMANN/SHS GmbH, Bühl (77815), Germany & as of 07/2007 TERRA, INDUSTRIE HOLDING GMBH, Vienna, Austria (€ 380 Mio. - 900 people in 2009)
Terra/ "Industrie Holding" a medium size Austrian group, develop, manufacture and distribute their own Material Handling Equipment as Side loading Lift trucks, Electrical Multi-Way Lifttrucks, Rough-Terrain lifts trucks of the JUMBO, LANCER, BAUMANN and IRION brands and are also Nissan & Crown Material Handling, AGCO and JCB’s main distributor for Central Europe.
http://www.bulmor.com & http://www.terra-world.com/EN/default.aspx
- General Manager ("President") of Ellat SAS (27 employees) in Bischheim, France, the production site (Engineering, Purchasing, Admin&Finance, Sales, Service) for tailor made, electric multi-directional lift trucks, up to 60 tons, manufactured on a project basis (closed down 06/2010) and General Manager (“Gérant”) of Ellat Métallurgie SARL (26 employees), in Bar Le Duc, France the plant producing welded components, frames, masts, cylinders and parts for Multi-Way trucks, Sideloaders (closed down 06/2009).
Achievements:
I engaged both companies in a reorganization process. Human Resource, I introduced a method of evaluation of performance and competence. Purchasing, I established and implemented purchasing protocols and procedures. Production, I optimized production efficiency focusing on reducing lost resources (rework), Lean Management, reducing through-put times and errors and setting quality control procedures, measurements and reporting.
2000 to 2005 MITSUBISHI CATERPILLAR FORKLIFT EUROPE, Almere, the Netherlands. "MCFE", a matrix organization, a Joint Venture company of Mitsubishi Heavy Industries and Caterpillar Inc. manufacturer of Forklift Trucks and Warehousing Equipment for EMEA.
As Region Manager (Region France, Benelux and Africa), I was responsible for the Material Handling Equipment activities and sales to dealers and customers (€ 85 mio), handling personally France, Egypt and Africa. Managed Territory Managers covering the Benelux, French speaking & North Africa and exercised functional responsibility over Account-Coordinators and Product Support specialists allocated to my region. I developed with dealers medium term business plans to ensure the growth of our revenues, profit and market share. I defined, implemented budgets and monitored Dealers’ performance.
Achievements: Turnover and Gross profit growth. Defined local strategies & tools. Restored of favorable relationships with our distributors, based on respect and trust.. Implemented support actions to respond to market conditions changes, achieving significant market share gains.
With full P&L responsibility, responsible for the definition of a medium term strategy, developing a 5 Year Business Plan, monitoring and controlling its implementation. This included defining the necessary resources to sustain our strategy
“Parts & Fleet Services”, turnover € 35 Mio in 2002 (32 Mio in 2001), 23 people and a total Budget of € 7 million.
Activities covered:
- “Parts Marketing”, focus is the on increasing Parts Turnover and Gross Profit, Customer Service & Parts Procurement striving to provide dealers & customers with the best service level.
Parts Purchasing concentrating reducing the supply chain cost to achieve better Gross Margin and increase competitiveness.
- “Service Engineering & Warranty”, with a warranty budget of € 4.3 millions, 13 people, aiming at providing our dealers and customers with the best Technical Service, reliable information and prompt Service Engineering solutions to possible field problems
- Supervision of our logistic service provider (service outsourced) monitor performance and cost, set new performance standards, introduce new services.
- Structure a newly created “Financial Merchandizing” activity (1 person). The goal was to sign Pan-European contracts with finance companies, to support our Material Handling Equipment sales (wholesale & retail) through adequate finance programs,
and
- General Manager of Rapid Parts in Nijmegen (NL), a Joint Venture company specialized in the distribution (Europe, Africa & Middle East) of spare parts for machines of competitive brands. Responsible for the Sales Management and Profitability of Turnover achieved through MCFE dealer network (Turnover € 2.0 millions in 2002).
Achievements:
Created KPI to measure dealers performance in aftermarket sales,
Exceeded Targeted Parts Sales Growth (+ 12 % over 2 years),
Exceeded 2 % Cost Down target in 2002.
Reduced obsolete stock by 15 % in 2002,
Increased and stabilized Service level to dealers at 96 % (“Full Line, First Pick”)
Bobcat Nr. 1 Worldwide manufacturer of Skid-Steer loaders & Mini-Excavators, a division of Ingersoll-Rand Benelux.
http://www.bobcat.eu/bobcat/eu-en/
General Manager Parts, direct report to Bobcat Europe's President - Turnover € 20 Mio in 1999.
Responsible for “Bobcat” Parts Profit Centre, Brussels Parts Marketing and Melroe Parts Trading, Mülheim, Germany (7 people). Manage relationships between Bobcat, Belgium and 3rd Party Logistic Service provider in Germany, changed provider to improve service to customers; train, control, monitor & instruct dedicated service provider's personnel (10 people). Monitor relationships with parent parts distribution company/warehouse in USA (set systems to improve efficiency and customer service).
I developed a global growth strategy with local business plan (spelled at country level), set new KPI, defined purchasing and differentiated pricing policies ensuring volume growth and margins; kept direct territory sales responsibility on France, Benelux, Scandinavia, Middle East and Africa.
Achievements:
Defined performance measurement instruments and KPI to establish and assess original parts penetration at dealer level i.e. “Capture Rate”. Defined a Total Cost of Ownership (TCO) model for customers. Increased Bobcat original parts turnover in excess of targets and continuously improved capture rate.
Developed a medium term marketing strategy which has generated a sustained growth of Parts Turnover in excess of forecast (in average over 15% per year). Introduced new services e.g. Protection Plus an extended warranty with breakdown & replacement insurance) aiming at increasing customer retention,
Contacted suppliers, negotiated contracts for new products and successfully introduced new product lines e.g. merchandizing items, apparels, strengthening brand image, binding customers and generating additional sales and margins.
Trained and assisted dealers in using new measurement tools, selling new products.
Regional Parts Manager (France, Germany, Benelux, Austria & Switzerland)
Responsible for the promotion and sales of original Bobcat Parts, goal was to maximize original Bobcat parts Revenues and the achieve Gross Margin targets.
Achievements:
Exceeded Parts Turnover targets.
Initiated, monitored successful promotional plans, marketing & customer binding activities.
Developed training programs, trained dealers on Inventory, Material Management and Parts Marketing & Parts Service. Installed Bobcat Parts (an "On Line" Parts Ordering & Management system)
EUROPEAN PRODUCTIVITY INSTITUTE "EPI", Brussels, Belgium - A Consulting firm specialized in Productivity improvement and Reengineering programs.
- Sales Executive
Made contact with Senior Executives, CEO or Board level, of large and medium size companies (minimum 200 employees per job site). I have sold EPI’s "Re-Engineering" concept designed to achieve a significant increase in profit.
I evaluated the potential of improvement; negotiated an “On Site Analysis”. Monitored communication with the client coordinated the analysis, and installation of the productivity improvement /reengineering program.
COPEX HANDELS- und BETEILIGUNG G.m.b.H., Munich, Germany - A financial Engineering and Finance group of companies (Germany, Ireland).
www.copex-group.com
- Marketing Director: Focus gain partners to JV companies, develop finance volume.
Initiated contacts with top-level Executives of International Corporations, CEO or Board level to analyze and find ways to improve their tax/finance structures. In liaison with international tax advisors, I created tax efficient Joint Venture companies, designed customized finance methods resulting improving overall competitiveness, improving Return on Investment for clients.
1980 to 1989 - CLARK EQUIPMENT COMPANY, worldwide manufacturer of Construction Machinery, Material Handling Equipment and Power Transmission systems.
Clark International Finance NV.- "CLIF" a wholly owned Export Finance Company of Clark Equipment, specialized in Export Financing, Factoring and Inventory Finance Programs. As Export Finance Manager, I was responsible for the Monitoring and Supervision of the company’s risk & exposure on Bobcat dealers and customers in Europe, Middle East and Africa, average monthly balances of US $ 30 to 35 million. Main tasks were:
Interview of potential dealers, balance sheets analysis, approval of new dealers, negotiation of guarantees and payment terms. Define credit limits. Management of collectors’ team (6 people), monitor credit documentation and collection. Responsible for all legal actions to recover delinquent amounts.
Clark Credit France SA, a wholly owned Finance Company of Clark Equipment, specialized in Retail Financing to Dealers and Customers, Leasing, Rental, Credit, Factoring and Inventory Finance Programs in France. Member of the Management Committee. Developed tailor made finance programs for Clark dealer networks (Clark Rental fleet, renting, factoring). Responsible for 1/3 of France for the Clark Products credit volumes and related credit risks. Control of Beneteau Finance Program and related credit risks.
Clark International Finance NV.- "CLIF" a wholly owned Export Finance Company of Clark Equipment, specialized in Export Financing, Factoring and Inventory Finance Programs. As Finance Marketing Manager my task was to expand Clark Credit customer base through the acquisition of "Non Clark" partners. I have developed and implemented a "Finance Marketing Strategy". Made contact with potential customers for Vendors programs.
Achievements: gained Beneteau Yachts as customer, negotiated an Operating Agreement e.g. "Clark Credit & Beneteau Floor Plan" - 1st Clark Credit Europe customized Non Clark "Inventory Finance Program".
I also sold the concept to Marine Power (Mercury, Mariner)
Clark Construction Machinery Europe, a subsidiary of Clark Equipment Company, was Clark Michigan Headquarters for EMEA . As District Manager France & Benelux, my responsibility was to achieve Sales target over my area of responsibility, Manage, assist dealer network, monitor performance, provide support, assist and train dealers’ sales personnel. Promote Clark Michigan sales at dealers' level. Develop, introduce more effective sales and marketing tools.
Responsible for Clark Michigan pricing, run a market study (customer buying criteria, dealer expectations and performance assessment vs. best in the industry). Developed a price comparison model and a business forecast model. Completion and presentation of monthly sales forecasts to the Board of Directors, advising on production planning and order programs.