Frederic De Bosscher Cordemans
Unit Manager
* Belgacom (Brussel)
Beginning as Account Executive, I succeeded to sell innovative projects for big customers. After three years, I managed a team for direct sales to the top 100 customers. With depth knowledge of internal procedures, resources, and products, I took after a period of 5 years new challenge in bringing on the market new solutions as business development manager. This combined product development with several internal departments, training of our sales force, using of partners as indirect sales and direct sales to big customers. Last example was Internet For Employee with related financial and legal aspects.
Main successes:
- Sale results of my team were always above targets for each Q period. IFE for a major Belgian Bank: contract after 6 months of negotiation with HR Comp & Benefit to sell to more than 8 000 employees Internet connections paid by the Bank. Also complicated project management where several delivery services were involved (shops of Residential division in several cities combined with back-end of Corporate division).
- Team working: To leverage our impact, I succeed to diffuse to the Corporate Sales population our approach in making interactive unit meetings for each team through Belgium. Each of my sales people were dedicated to several direct sales units.
- New business development with games maker Nintendo Japan (Benelux-management): contract for using hotspots infrastructure to play interactive games with Nintendo DS console. Very good sales results combined with project management within several internal services and external technical people Nintendo worldwide (mainly German, Japan and US people Nintendo server was in US).
- For an Insurance Provider. When I was account executive, I developed a new vision of the business with the sales director and the it director. Based on specific Internet products, the company could combined new services and resells the whole packaged product to 3500 independent insurance brokers. As the management told us, this resulted in a completely new business for this Insurance Provider.
7 contacts* NEC (Amsterdam)
As Sales Manager for Belgium & Luxembourg, I introduced new structure for the retail market: push to the consumer, pull with reseller. That means prospection, presentation and negotiation for large accounts and selection & motivation of indirect distributors, dealers and retails. Product’s choice, price structure, marketing plan, incentive in a very fast and competitive market were some aspects of the job.
Sales targets with a very small team were only possible with indirect distribution. Example of successes:
- Consumer approach. Long negotiation with many retail distribution companies (with payment of marketing campaigns in the Retails folders and shops).
- Market 'equity'. To (try) to control end-user price, I put in place a multi layer price structure where the full discount for a retail shop was only possible if he announced our preliminary decided prices.
- Fast launch of new products. Because we had not enough budgets to made end-user massive publicity campaign, I used the retail publicity campaign to reach the consumer (bringing directly printing material to the advertiser and to the shop managers). I succeed in Belgium to surpass 60 % my Nederland colleagues in selling portable computers.
* Computerland (Brussel - Antwerp)
For the Belgium retail shop branch, I was as operational manager responsible of sales, technical and administration teams. I made also marketing & promotion on new products and I organized participation’s in exhibitions.
Some highlights:
- Beginning with 5 people, the companies grew through my management after 7 years to 60 people and profitable business of about 15 x initial year budget.
- Put in place of operational policies. Because nothing was defined before I came in, I made new rules for everything: holiday procedures, car policies, yearly evaluations (were criteria and measure were defined and reproducible for each manager), internal margin rules, sales bonus (less than a defined amount gives nothing, then how higher the result, how higher the bonus.. but with asymptote line), recruitment rules for qualified people, etc.
- Implementing of two new shops (Brussels & Antwerp) with definition of the business plan (operational P/L including number of sales, technical, training and administration people, stock rotation, etc.); building project and implementation with architect, craftsman and municipality urbanism.
- Successful introduction of new project as CRM in phase (selection of supplier, classification of priority changes, following (control) of deadline, users training planning, correction after implementation with new release planning.
Seca (Brussel)
In a Petroleum company, I promoted alternative energy like sun, heat pump. I made the technical study of heating for individual house, the proposal for the end-users and the following of installation.