|
Summary Statement Commercial Innovator, proven track record for Drive. A Floor to Board Multilingual Peoples Manager. A number 1 Market & Field Technical Specialist. Entrepreneur, Creative, Diplomatic Troubleshooter, Hi-Profile Project Manager, Emerging Markets Specialist
Competencies & Experience * Executive Sales Management and Floor to Board Peoples Manager * 15 year+ Business Development & Marketing Emerging Markets and Turn Around Management * Fluent in English, German, Dutch, Spanish and French. * Allround Industrial Application & Process Capital Equipment knowledge * Executive Industrial Project Management * Professional Web Design knowledge
1998 to present CCO & CTO Prismafilter BV , Lichtenvoorde, The Netherlands Markets: Benelux Europe Industry: Capital Equipment Industry Ventilation & Filtration Turn Key Installations & Automation
Job Description Chief Commercial Officer for all Prismafilter BV operations Planning, Budgets & Targets Sales Volume and Margin Sales Team Leader Executive Sales-Office Managers Development Innovative Application Solutions Executive Project Manager Key Installations Technical Team Leader Engineering and Production
Accomplishments • Started with USD 100,000 Business Volume • Patents filtration products 2001 and 2004 • Aquired venture capital from Business Angels in 2000 buy-out 2005 • Business Venture Kleventa BV in 2005; 25 FTE. • Turn-Key Suction & Filtration System Ferro Rotterdam 2003 , Nedcoat Groningen 2007 • Expanded Networks Building Industry, Food Industry and Steel Construction • July 2010 Realization further growth to Prismafilter Indu & Agra BV
1994 - 1998 Executive Sales Manager Europe & North-Africa, BHA GE Energy Ahlen, Germany Markets: Europe North Africa Industry: Capital Equipment Industry Filtration Turn Key Installations, Engineered Systems and Parts
Job Description Budgets & Targets Sales Volume and Margin. MT Bookings & Shipments in line with Goals Key Accounts.Office Management Agent Management Project Management Key Installations Technical Papers Conferences Trade Shows Communicate to Lead Technical Purchase Department Calculating Purchasing & Production Costs
Accomplishments • Emissions Monitoring Deal Global Cement Company 10 Plants in 4th month of my job • Initiated Expansion BHA to Spain • Realization of Agencies in North Africa • Expanded Industrial Networks • Co- Organization filration conferences • Vol. 1994: DEM 4,000,000 Gross Margin 30% • Vol. 1998: 15,000,000 Gross Margin 35%
1993 -1994 Area Sales Manager, Thenex GmbH, Bocholt, Germany Markets: Africa, South-America & Middle East Industry: procurement specialist of industrial capital goods and replacement parts
Job Description Budgets & Targets Sales Volume and Margin Key Account Management Africa Leading Office Managers instructing overseas Agents Purchasing Calculating Production Costs Commodity Trading, Currency Hedging
Accomplishments • Optimizing Financial & Logistic Management • Expansion to various African Countries • Introduced New Industrial Networks • New Business Africa yearly DEM 500,000 • Contracts DEM 5,000.00 and 100,000.00.
1991 - 1993 Area Sales Manager, USA. Rawe, Nordhorn, Germany Industry: Printed Rolled Fashion Garments for female clothing & Woven Textile Manufacturing
Job Description Office Sales Management USA Sales to Agencies in the USA Middleman Production facility Rawe and US Agents
Accomplishments • Yearly Volume of DEM 40,000,000 • Co-Design & Creation prints • New Business USA yearly DEM 2,500,000
1988 - 1991 Sales & Procurement Manager, Central Buyers BV, Amsterdam, Netherlands Markets: Africa Industry: procurement NGO's Aid Organization capital goods, replacement parts, and Agricultural Commodities
Job Description Project Management UNDP, CARE, UNHCR Travel Africa aces Project needs Distribution networks Africa Financial Logistics Project Management Hedging, Handling of Futures & Options
Accomplishments • First UNDP Contracts Sudan. • Setting up Agencies, • Volume 1988 NLG 500,000 • Volume 1991 NLG 1,500,000 • New Agencies Mali, Chad, Burkina Faso, and Senegal • Yearly Gross Margin Increase 7%
Education 1994 - 1998 Study industrial filtration BHA Kansas City MO,USA, and Ahlen Germany 1986 - 1988 University of Amsterdam, The Netherlands, Spanish and Musicology 1986 Colloquium Doctum, Dutch History, Radboud University Nijmegen, Netherlands 1980 - 1982 Graduation, Economics, Dutch, German, English, History,Music, Groenlo, Netherlands 1978 - 1980 School for Retail & Commerce MOS Enschede, Netherlands
Classes Courses 1983 - 1984 Course Financial Instruments, at Sprungli & Rosenblatt Bank Düsseldorf, Germany
Networks Steel Construction Industry, Building Industry, Civil Engineering & Installation, HVAC Industry, Powder&Bulk, Food Industry, Animal feed Industry, Asphalt Infra, Waste & Recycling Industry, Water Treatment, the Chemical Industry and Filtration Industry
Certification Certification of Filtration Materials BIA.M PE265 Berufsgenossenschaftliches Institut für Arbeitssicherheit. Neuss, Germany (Co-operative Institute for Industrial Safety and Work Environment)
Personal Interests • Scientific innovation, Water- and Energy Management. • World News World Politics Emerging Markets • Nature and Environment • World Cultures and Contemporary History • The World Wide Web, being in touch with New Forms of Communication & Business Technology • Web Design
Hobbies Music: Jazz, Fusion, Classical Music Golf
Addendum My style of leadership. If your salespeople were asked whether their boss can inspire them for something, what would be their answer? Do you know, what your salesforce expects from you? Do you always look for solutions and animate others to do likewise? How do you deal with huge workloads and hecticness? How do you react in crisis situations? How do you deal with errors: the own ones and those of others? How do you deal with your feelings? Do you think a superior may show his feelings? Always reflect on your own style of leadership, never rely on your superiority thinking or knowing they could never do you any harm anyway. Trust. Good managers trust not only their own strengths and instincts, but above all of their sales force.Therefore they delegate more and operate their teams on the basis of motivation by trust, so they can become more creative. Setting the example. Good managers set the example themselves, and do not demand up front (this earns trust). Role model. Good managers stimulate, they convince through their acts, more than by words. They are exemplary in their work and knowledge, but also in their manners, motivation, speech, and self-criticism. Know that you serve your sales force as a rolemodel and that the work atmosphere is influenced considerably by yourself, your acts, your drive, and your own personality and motivation! Analyze the way your sales force acts when among themselves. Get to know them, have a beer with them, help them out where ever you can, then you'll be able to divuldge what makes them tick. Let them know you appreciate them, in what they are trying to achieve. Point out their positive sides, give a complimment now and then, even when not asked for. People that are often fishing for compliments could maybe have a problem, maybe lack self esteem, or there is a problem at home. Do not try to interfere, do not instantly ask if there is a problem. Tell them about your own little mishaps and how you got over them, and they'll most likely come forward, and open up telling what's bothering them. Only then you'll be able to turn them arround when need be. Do you create the necessary balance for yourself, in order to retain energy ? Do you take your day off ? Its better to consistantly and regularly obtain rest, or do something that empties your mind. The right dosage of your workload will optimize accomplishment. It is said that: “Bad fish stinks from its head down” And amazingly enough, its seen time and again that the strenght of an enterprise corners itself by the level of management in all its echelons.
Paul Kramer
|