General Management of Divisions

Sales

Training

& Development & Coaching

Networking

HR Management

Strategy & Implementation

XP profile

XPE = Experience

XPS = Expertise

Financial Monitoring of

Divisions

Expertise (XPS) Experience (XPE)

Business Development

Marketing

XP PROFILE

SALES XPS Result

• Key Accountmanagement • Sales of HR services:

- recruitment & selection - HR product – outplacement - HR product – secondment - HR product – career coaching - HR product – assessment - HR product – project sourcing - HR product – development center - HR profiles/ Finance Profiles/Admin Profiles

Employers

Domain

12/1988-01/01/1991: Egon Zehnder Management Consultants 1995-1999 Randstad – Office Manager (17 people) Oct 1999-1/8/2004 District Manager 7 branches Unique 1/8/2004 Sales Manager Key Accounts Unique 1/8/2008 – 1/1/2010 Regional Director Unique 1/1/2010 – 1/3/2011 Specialty Director Unique

Result • Recruitment and selection of HQ staff (9

nationalities) • Install job descriptions and job grading (Hay &

Berenschot) • Salaries & tax/social security • Benefits management & determine new car policy • Expatriates’ management • Office Management HQ • Install competency models for all functions • Performance management and improvement

system

Employers

XP PROFILE

HR MANAGEMENT XPS Domain

1/1/1991 until 1995: SCA Packaging Headquarters: Personnel & Office Manager 2007-2008: Unique: Personnel Director, (in combination with Regional Director job for 5 districts in Flanders/Brussels and Wallonia )

2005-2010 Regional Director Unique 2010 – 1011 Specialty Director Unique

Result

• Planning: provide leadership to the organisation, thus divisions with development of long range and annual plans+evaluation and reporting of progress Research & write discussion papers, analysis of documents & proposals

• HR Mgmt: Recruitment & contracting of staff Employee development & training Performance management Compliance to regulatory reporting

• Marketing & Networking organize the availability of company members for sales activities & networking events, monitoring & reporting results

Employers

XP PROFILE

General MANAGEMENT Divisions XPS

Domain

2005-2010 Regional Director Unique 2010 – 1011 Specialty Director Unique

Result

• Financial management Provide recommendations on client investments Oversee and provide annual budget Provide detailed montly variance statements and corrective actions Audit regulatory procedures Provide recommendations on client debts, negotiate financial payment terms and conditions, negotiate payment plans Provide recommendation to remove a client and recommend replacement

Employers

XP PROFILE

General MANAGEMENT Divisions XPS

Domain

2005-2010 Regional Director Unique 2010 – 1011 Specialty Director Unique

Result

• Production of branches Ensure accurate documentation of production numbers, upto client level Direct and oversee activities thru management of Division managers Direct production activities to ensure compliance with quality control standards and regulatory compliance

Employers

XP PROFILE

General MANAGEMENT Divisions XPS

Domain

2005-2011 Unique: Specialty Director and Regional Director

Result

• Review strategy in compliance with mission statement by analysis of market and recommend new strategy

• Plan & Implement strategy empowering all company colleagues involved to ensure success

• Manage and monitor implementation and result • Invest and divest where needed to ensure success

of strategy implementation and do so in a socially accepted manner

Employers

XP PROFILE

Strategy & Implementation XPS

Domain

Result

XP PROFILE

Training & Development & Coaching XPS

Domain & trainings made

• Provide for new sales training yearly • Networking training (2011) • Change management (2006) • Desk coaching • Elevator pitch • Field coaching training • Leadership training • Management training • Selection fee selling • USP training in general • New pricing model & how to sell highest price • Team coaching training • Consultative solution selling • Strategic selling • The effect of positive communication

2005-2011 Unique: Specialty Director and Regional Director

Employers

• Motivated and ambitious employees

• Empowered employees • Well trained employees • Better sales results

Result

• Networking training • Trade fairs/Federation fairs/Business schools • Interviews for Metro on sector evolutions • Introductions and trusted referrals (50 % effect) • Mouth to mouth referrals (15 % effect) • Keeping up relationships on personal and

professional level • Give & receive boomerang • Give & receive testimonials • Switching • Ask for help networking and give in return

networking • Work with mentors, connect with connectors • Build a large sleeping customer file & match your

prospects with people from your network Employers

XP PROFILE

Networking XPS Domain

2005-2010 Regional Director Unique 2010 – 1011 Specialty Director Unique

Be available

Result

• Key

Employers

XP PROFILE

Marketing & creativity XPE

Domain

2005-2011 Unique: Specialty Director and Regional Director

Result

• Look and provide partnerships with key customers or prospects to excel in creativity in the market: e.g. SD Worx, Partena

• Manage and monitor branches interaction and sales for partnerships

• E.g. today’s market: Senseo: Philips & Douwe Egberts where expert technology meets excellent coffee

Employers

XP PROFILE

Business Development XPE Domain & Ideas

2005-2011 Unique: Specialty Director and Regional Director

–Senseo (Philips – Douwe Egberts)

where expert technology

meets excellent coffee

Result

• Eva calculations of Major & Key Accounts • Profitability on level of Region/District & Branch • Productivity on level of Region/District & Branch • Marketing actions to improve productivity &

profitability • Follow-up and corrective marketing actions on lead

generation & cross selling in-country level • Pricing models & monitor sales prices • Ebita follow-up per region and specialties • Proposals and cost price calculations

Employers

XP PROFILE

Financial Monitoring XPE

Domain

• JIFFY team sales actions cross country

• 248 appointments in 4 hours

2005-2010 Regional Director Unique 2010 – 1011 Specialty Director Unique

1

• Eva calculations of Major & Key Accounts

To improve

Plus

Contact initiation

– Referrals

– Introductions

– Cold calls

– Trade shows

– Information Requests

– Switching

– Roadmap to success

Continuous contact – E-course

– Newsletter

– Valuable item: interesting information, tips, lists

– Postcards/letters

– Events (educational/networking)

– Promotions • First of Repeat Order

• Up selling

• Cross selling

Suspect Prospect Customer

No Prospect No Customer

1

• Eva calculations of Major & Key Accounts

To improve

Plus