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.

  • EDUCATION

    Business Economics Erasmus University Rotterdam

    Degree: Master (drs.)

    1993 1999

    Over 25 additional business studies regarding leadership,

    communication, business development etc.

  • OVERVIEW RESPONSIBILITIES Span of control

    Responsibility

    Over 150 FTEs, 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 / SMEs

    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

  • 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

  • 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

  • Favorite; Its 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. Its all about leadership and

    taking action!

  • 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

  • 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

  • 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

  • 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

  • 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

  • PROFILE

    Generalist with extensive experience in change management and

    business development

    (Connected) Leadership Its 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