Senior sales & marketing and eCommerce professional with over 15 years of proven experience in strategic (international) sales & account management, marketing management, P&L management, (international) negotiations, within Transport, Travel, Payment and Technology sectors, all B2B. Fluent in English, German and Dutch (mother tongue).

Characteristics: Commercial, motivated and motivating, goal oriented, hard worker, enthusiast, honest, financial acumen, pragmatic, loyal, sensitive to cultural differences.

Specialties:
eCommerce
Online Payments
Strategy
Sales & Marketing Management
P&L Management
Solutions Sales
CRM (Siebel and Salesforce)
Coaching
Recruitment of sales staff

Interests and hobbies: Reading, travelling, computers, fitness, cycling, walking, video games

1/2013 – : Senior Director Digital Goods EMEA, PayPal S.E., Amsterdam, The Netherlands
Responsible for leading a pan-European multi-disciplinary team in order to aggressively grow PayPal’s merchant and consumer business in the Digital Goods industry
• Revenue responsibility of approximately $100M per year
• Responsible for developing, implementing and rolling-out an EMEA strategy for Digital Goods merchants and consumers, consisting of product & marketing assets in order to grow PayPal’s business
• Performance measures: Revenue, Contribution Margin, Total Payment Volume, Consumer Acquisition and Consumer Engagement
• Managing a pan-European team of 9 Sales Managers & Relationship managers via 2 direct reports and matrix-structure
• Working closely with global Product, Marketing, Business Development, FP&A, Legal, Risk & Compliancy teams in order to ensure commercial proposition meets market requirements
• Key Achievements: 2013 YoY growth 31%, launched PayPal Payments Hub in EMEA (PSP/gateway for Digital Goods merchants), launched PP for Digital Goods in Russia, rolled-out Gaming Sales portal with consumer deals from gaming merchants

11/2011 – 12/2012: Senior Director European Sales Mobile, PayPal S.E., Amsterdam, The Netherlands
Continuation of existing position after PayPal acquired Zong for $240M in H2 2012

05/2010 until 11/2011: VP Sales Europe, Zong S.A., Geneva, Switzerland
Responsible for leading and coordinating the European sales & marketing organization for the leading mobile payments platform for gaming and social networking companies.
• Developing and executing the European sales & marketing strategy to ensure achieving revenue goals
• Building and managing a team of Business Development Managers, Account Managers, Inside Sales Executives and Merchant Integration Managers, currently 7 FTE
• Advising the Zong Executive Team of European market conditions & requirements for future product development
• Being the ‘’voice’’ of Zong on a Pan-European basis representing the business at conferences and seminars, and also to the media across the region
• Working closely together with Zong’s Supplier Management and Product Development departments in order to ensure that the product portfolio is continuously meeting market requirements
• Key measure: Revenue and Gross Margin
• Achievements during first year of employment:
o Revenue growth of 700%
o Recruited 6 new employees
o Implementation of new sales commission plan
o Implementation of referral and technical agent agreements
o Salesforce implementation
o Opened up offices in Germany(Zong GmbH) and France (Zong SAS)
o Implemented local contracts for German and French merchants
o Implemented local billing in Germany and France
• Dramatic growth of EMEA business contributed greatly to the $240M valuation that PayPal Inc. paid to acquire Zong in H2 2012.

01/2010 – 04/2010 Senior Business Development Manager EMEA Online Gaming GlobalCollect Services B.V., Hoofddorp, The Netherlands
Responsible for generating new business in the Online Gaming Industry for a leading and global full-service Payment Service Provider
• Sales of Global Collect’s payment services to leading online gaming companies within the EMEA region
• Consultancy for online gaming companies to optimize their international payment strategy by increasing conversion rates and online revenues, while reducing cost per payment and risk of fraud
• Representing GlobalCollect at international trade shows in the EMEA region, spokesperson towards trade bodies and international trade press
• Working closely together with GlobalCollect’s Vendor Management and Product Development departments in order to ensure that the product portfolio is continuously meeting market requirements
• Managing the on-boarding process of new gaming merchants by closely working together with Risk & Compliancy Managers and Implementation Managers, while optimizing time-to-revenue
• Key measure: Gross Margin and Revenue
• 2007 100% on target , 2008 98,0% on target, 2009 110% on target, 2010 YDT 200% on target

05/2007 until now: Business Development Manager EMEA Online Gaming, GlobalCollect Services B.V., Hoofddorp, The Netherlands
Responsible for generating new business in the Online Gaming Industry for a leading and global full-service Payment Service Provider
• Sales of Global Collect’s payment services to leading online gaming companies within the EMEA region
• Consultancy for online gaming companies to optimize their international payment strategy by increasing conversion rates and online revenues, while reducing cost per payment and risk of fraud
• Representing GlobalCollect at international trade shows in the EMEA region, spokesperson towards trade bodies and international trade press
• Working closely together with GlobalCollect’s Vendor Management and Product Development departments in order to ensure that the product portfolio is continuously meeting market requirements
• Managing the on-boarding process of new gaming merchants by closely working together with Risk & Compliancy Managers and Implementation Managers, while optimizing time-to-revenue
• Key measure: Gross Margin and Revenue
• 2007 100% on target , 2008 98,0% on target, 2009 110% on target

01/2007 - 04/2007: Sales & Marketing Manager Benelux, Galileo Nederland B.V., Hoofddorp, The Netherlands
Responsible for the Sales & Marketing department within a leading ICT provider in the travel industry
• Budget responsibility € 24 million per annum
• Member of the management team in the Benelux region
• Responsibility for the development and execution of the annual commercial plan
• Responsibility for the development of the annual budget and individual targets
• Managing a commercial team consisting of 10 individuals
• Company representation towards industry bodies and Benelux trade press
 
01/2004 - 12/2006: Sales & Marketing Manager The Netherlands, Galileo Nederland B.V., Hoofddorp, The Netherlands
Responsible for the Sales & Marketing department within a leading ICT provider in the travel industry
• Budget responsibility € 16 million per annum
• Member of the management team in the Benelux region
• Responsibility for the development and execution of the annual commercial plan
• Responsibility for the development of the annual budget and individual targets
• Managing a commercial team consisting of 5 individuals
• Developed strong sales culture by the implementation of the ‘’Hunter / Farmer model’’
• Successful introduction of a Sales Incentive Plan for Sales & Account Managers
• Implemented a new CRM system (Siebel CRM OnDemand)
• Company representation towards industry bodies and Dutch trade press
• Grown market share from 37.5% (01/2004) to 42% (09/2006)
• 2004 97% on target, 2005 103% on target, 2006 100% on target

10/2001 - 12/2003: Head of Account Management, Galileo Nederland B.V., Hoofddorp, The Netherlands
Teamleader of the Sales & Account Management team within a leading ICT provider in the travel industry.
• Responsibility for the development and execution of the annual sales plan
• Strategic Account Management for top accounts
• Managing multidisciplinary account and project teams
• Leading and co-ordinating migration and implementation processes of new software solutions
• Sales visits with large and mid-sized travel organisations
• Managing a commercial team consisting of 3 account managers
• Sales coaching based on Huthwaith SPIN selling techniques
• Responsible for the preparation of the weekly sales reports
• Responsible for conducting monthly 1-2-1 meetings and annual performance reviews
• Renewed 3-year contract with two top accounts, representing revenue of € 6 million per year
• Introduced individual sales targets for the account managers
• Introduced and implemented the usage of Account Development Plans
• Implemented reporting structure for the Account Managers

08/1999 - 09/2001: Account Manager, Galileo Nederland B.V., Hoofddorp, The Netherlands
Maintaining and developing strategic relationships with the top 10 accounts of a leading ICT provider in the travel industry.
• Strategic Account Management for the top 10 accounts with an annual revenue of approximately € 13 million
• Managing multidisciplinary account and project teams
• Leading and co-ordinating migration and implementation processes of new software solutions
 
06/1997 - 08/1999: Account Executive, United Parcel Service Nederland B.V., Amsterdam
Sales and Account Management in the Amsterdam area for the world’s largest package delivery company.
• Sales of package delivery services to internationally operating companies, mainly financial institutions, trading houses, high-tech and textile companies
• Strategic Account Management within international account teams for large companies such as IBM and Citybank
• Account Management for approximately 80 customers
• Implementation of customer automation solutions

03/1996 - 05/1997: Area Sales Representative, Air Express International, Schiphol Amsterdam Airport, The Netherlands
Sales and Account Management for a global player in logistic services
• Sales of several transport facilities: air freight, sea freight, road transport and express services
• Account Management for mid-sized and large import / export companies
• Contract negotiations with Purchasing Managers, Logistic Managers and Financial Managers