Presentation drs. W. Alexander Bos

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Alexander Bos Start CV ALEXANDER BOS CURRICULUM VITAE DIRECTOR AND DEALMAKER I believe that leadership makes the difference for individuals and a team to thrive. Throughout my career I've made a difference in leading change or managing commercial processes. Leadership is a passion to me. During my professional work, I've always been active in senior leadership positions. From managing complex sales bids with a TCV of over a billion dollars, to leading a 150 employees during a period of restructuring. Target driven, business development, but also supporting others to live up to their full potential, are key (words) for what I can accomplish and how. My experience is both in a highly competitive environment, as a non-commercial market such as the educational sector. Being able of bringing both worlds together, makes me unique.

Transcript of Presentation drs. W. Alexander Bos

Page 1: Presentation drs. W. Alexander Bos

Alexander Bos

Start CV

ALEXANDER BOS

CURRICULUM VITAE

DIRECTOR AND DEALMAKER

I believe that leadership makes the difference for individuals and a team to thrive. Throughout

my career I've made a difference in leading change or managing commercial processes.

Leadership is a passion to me.

During my professional work, I've always been active in senior leadership positions. From

managing complex sales bids with a TCV of over a billion dollars, to leading a 150 employees

during a period of restructuring.

Target driven, business development, but also supporting others to live up to their full potential,

are key (words) for what I can accomplish and how. My experience is both in a highly

competitive environment, as a non-commercial market such as the educational sector. Being

able of bringing both worlds together, makes me unique.

Page 2: Presentation drs. W. Alexander Bos

EDUCATION

Business Economics

Erasmus University Rotterdam

Degree: Master (drs.)

1993 – 1999

Over 25 additional business studies regarding leadership,

communication, business development etc.

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OVERVIEW RESPONSIBILITIES Span of control

Responsibility

Over 150 FTE’s, €12 mio revenue

Staff Consulting

Ede/RDM

Unit 1 Unit 2

PSA Rdm

Unit 3 Unit 4

FSA Ede/Rdm

Unit 5 Unit 6 Unit 7

PSA Ede

Unit 8 Unit 9

Regional Director Apr 2009 – Mar 2014

Commercial Director Dec 2013 – Apr 2016

VDS Marketing Academy Sales executives

Sales support

BU directors

Service Delivery managers

Solution Sales executives

Consultants / SME’s

Sourcing directors

Client Executive Jan 2008 – Mar 2009

Teams up to 35 employees

with bids up to $1 billion TCV

Strategic

Planning Approvals Strategy

Proposal

Presen-tation

Solution

Costing

Experts

HR

Legal Tax

Purchasing

(Manager) Bid Management Mar 2005 – Dec 2007

Bid Manager Feb 1999 – Feb 2005

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OVERVIEW RESPONSIBILITIES Revenue (mio €)

Responsibility

05

1015

2009

2010

2011

2012

2013

Realised

Target

Regional Director Apr 2009 – Mar 2014

010

2030

sales (TCV) 2008

revenue 2008

Realised

Target

Client Executive Jan 2008 – Mar 2009

Manufacturing/Pharmaceutical sector Educational sector

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SUMMARY MANAGEMENT CHALLENGES AND RESULTS

My management focus during restructuring & results

Employees and clients

Apr 2009 – Apr 2016

My projects:

- Several restructuring projects

- Focus on client satisfactory

- Hiring highly skilled employees

- Culture change

- Focus on education

My results:

- Within 1,5 year back on track

- Control on (financial) results

- Restructuring of >75% employees

- Employee satisfaction rating from 5.2 to a 6.8

- Client retention of 84%, with over 60% client revenue at risk

- Client satisfaction rating from 5.1 to a 7.3

Processes

Feb 2011 – Apr 2016

Projects:

- Project digitalization: Selecting new technology and define new processes. Implementing new technologies and way of working.

- Acquisition of a consultancy firm ‘Organise2Learn’

- Consolidation of business units (9 to 3)

- Reducing the central management team from 8 to 3 directors

- Sell non core activities

Results:

- Strong IT infrastructure in place

- Costs dropped >60%

- An enhanced consultancy unit

- Funding's for future restructuring projects

- Solvency from 12% to 21%

- Overhead costs reduced by 78%

Business development

Dec 2013 – Apr 2016

My projects:

- Building a professional sales organization

- Expanding the Dyade Academy

- Introducing large sector events

- Building an insurance portfolio

- Introducing a solution for personalized learning by providing IT partners an entry into the educational sector

My results:

- Revenue growth of 13% (yr 1) and 37% (yr 2)

- Margin growth of 25% (yr 1) and 40% (yr 2)

- Key-employees developed strong personal leadership skills

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Favorite; It’s all about leadership One of my favorite business development

initiatives was expanding the Dyade

Academy. The following picture gives an

impression of the masterclasses (Nov 2015)

given by Humberto Tan with me as

chairman at the Nyenrode Business

University. Other speakers were, Jort

Kelder, Ben verwaayen, Arko van Brakel. All

teaching the executives from the

educational sector about how to act as an

entrepreneur in a world that is highly

changing. It’s all about leadership and

taking action!

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Deals

• # deals: 16 • Duration: 3 mn-1 yr • TCV($): up to a billion • Team: 4-35 man

Disengaged

Lost

Won

• # deals: 24 • Duration: 2 mn-1 yr • TCV(€): up to 14 mio • Team: 3-20+ man

Disengaged

Lost

Won

• # deals: 65 • Duration: 1 mn-2 yr • TCV(€): up to 2 mio

Disengaged

Lost

Won

(Manager) Bid Management Mar 2005 – Dec 2007

Bid Manager Feb 1999 – Feb 2005

Commercial Director Dec 2013 – Apr 2016

OVERVIEW DEAL EXPIERENCE & RESULTS

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Sales target & results (mio €)

0

5

10

15

20

25

30

35

1999 2000 2001 2002 2003 2004

target

score

0

5

10

15

20

2005 2006 2007 2008

target

score

(Manager) Bid Management Mar 2005 – Dec 2007

Bid Manager Feb 1999 – Feb 2005

Telecom/Utilities sector Financial/Government sector

OVERVIEW DEAL EXPIERENCE & RESULTS

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Results (%)

2014-2015

0

20

40

60

80

100

120

140

overscore

target

2015-2016

0

20

40

60

80

100

120

140

overscore

target

Commercial Director Dec 2013 – Apr 2016

OVERVIEW RESULTS BUSINESS DEVELOPMENT INITIATIVES

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EXAMPLES OF TWO BUSINESS DEVELOPMENT INITIATIVES

Click on the pictures [hold Ctrl] to get an impression of the following business development

initiatives:

Expanding the Dyade Academy

Introducing large sector events

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OVERVIEW WORK EXPERIENCE

Commercial Director

Overall responsible for managing all commercial activities and

new operations.

Dec 2013 – Apr 2016

Regional Director

Overall responsible for managing and restructuring the

business units Ede and Rotterdam. 150 fte, €12 mio revenue.

Mar 2009 – Mar 2014

Client Executive

Overall responsible for managing all client relationships and

client revenues with a strong focus on business development.

Jan 2008 – Mar 2009

Manager Bid Management

Responsible for bid cycles within the telecom, utility and

media sector.

Mar 2005 – Dec 2007

Bid Manager

Mar 2005 – Dec 2007

Bid Manager

Responsible for managing pursuit activities within an end-to-

end sales process for large and complex bids all over the

globe. Total contract value variates from millions until a billion

dollars.

Feb 1999 – Feb 2005

Consultant

.

Aug 2002 – Feb 2005

Due Diligence Manager

Dec 2000 – Aug 2001

Proposal Manager

Feb 1999 – Feb 2000

Junior Consultant Feb 1998 – Jan 1999

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PROFILE

Generalist with extensive experience in change management and

business development

(Connected) Leadership – It’s all about the team

Target driven

Perseverance – This skill is crucial during restructuring processes

Sensitive – understands the decision-making processes in both an

commercial environment as in a non-profit company

Entrepreneurial and creative – Understands chances and how to

initiate a business around it

Networker and commercial drive, with proven track record

Excellent presentation skills