2. XP profile
XPS = XPE =
Expertise Experience
Expertise (XPS) Experience (XPE)
Financial
HR Monitoring of
Sales Management Divisions
General
Management Networking Business
of Divisions Development
Training Strategy &
& Development Implementation Marketing
& Coaching

3. XP PROFILE
XPS SALES
Domain Result
• Key Accountmanagement
• Sales of HR services:
- recruitment & selection
- HR product – outplacement
- HR product – secondment
- HR product – career coaching
- HR product – assessment
- HR product – project sourcing
- HR product – development center
- HR profiles/ Finance Profiles/Admin Profiles
Employers
12/1988-01/01/1991: Egon Zehnder Management Consultants
1995-1999 Randstad – Office Manager (17 people)
Oct 1999-1/8/2004 District Manager 7 branches Unique
1/8/2004 Sales Manager Key Accounts Unique
1/8/2008 – 1/1/2010 Regional Director Unique
1/1/2010 – 1/3/2011 Specialty Director Unique

4. XP PROFILE
XPS HR MANAGEMENT
Domain Result
• Recruitment and selection of HQ staff (9
nationalities)
• Install job descriptions and job grading (Hay &
Berenschot)
• Salaries & tax/social security
• Benefits management & determine new car policy
• Expatriates’ management
• Office Management HQ
• Install competency models for all functions
• Performance management and improvement
system
Employers
1/1/1991 until 1995: SCA Packaging Headquarters: Personnel & Office Manager
2007-2008: Unique: Personnel Director, (in combination with Regional Director job for 5
districts in Flanders/Brussels and Wallonia )

5. XP PROFILE
General MANAGEMENT
XPS Divisions
Domain Result
• Planning: provide leadership to the organisation,
thus divisions with development of long range and
annual plans+evaluation and reporting of progress
Research & write discussion papers, analysis of
documents & proposals
• HR Mgmt: Recruitment & contracting of staff
Employee development & training
Performance management
Compliance to regulatory reporting
• Marketing & Networking
organize the availability of company members for
sales activities & networking events, monitoring &
reporting results
Employers
2005-2010 Regional Director Unique
2010 – 1011 Specialty Director Unique

6. XP PROFILE
General MANAGEMENT
XPS Divisions
Domain Result
• Financial management
Provide recommendations on client investments
Oversee and provide annual budget
Provide detailed montly variance statements and
corrective actions
Audit regulatory procedures
Provide recommendations on client debts, negotiate
financial payment terms and conditions, negotiate
payment plans
Provide recommendation to remove a client and
recommend replacement
Employers
2005-2010 Regional Director Unique
2010 – 1011 Specialty Director Unique

7. XP PROFILE
General MANAGEMENT
XPS Divisions
Domain Result
• Production of branches
Ensure accurate documentation of production
numbers, upto client level
Direct and oversee activities thru management of
Division managers
Direct production activities to ensure compliance
with quality control standards and regulatory
compliance
Employers
2005-2010 Regional Director Unique
2010 – 1011 Specialty Director Unique

8. XP PROFILE
Strategy &
XPS Implementation
Domain Result
• Review strategy in compliance with mission
statement by analysis of market and recommend
new strategy
• Plan & Implement strategy empowering all company
colleagues involved to ensure success
• Manage and monitor implementation and result
• Invest and divest where needed to ensure success
of strategy implementation and do so in a socially
accepted manner
Employers
2005-2011 Unique: Specialty Director and Regional Director

9. XP PROFILE
Training & Development &
XPS Coaching
Domain & trainings made Result
• Provide for new sales training yearly
• Networking training (2011) • Motivated and
• Change management (2006) ambitious employees
• Desk coaching • Empowered employees
• Elevator pitch • Well trained employees
• Field coaching training • Better sales results
• Leadership training
• Management training
• Selection fee selling
• USP training in general
• New pricing model & how to sell highest price
• Team coaching training
• Consultative solution selling
• Strategic selling
• The effect of positive communication
Employers
2005-2011 Unique: Specialty Director and Regional Director

10. XP PROFILE
XPS Networking
Domain Result
• Networking training
• Trade fairs/Federation fairs/Business schools
Be available
• Interviews for Metro on sector evolutions
• Introductions and trusted referrals (50 % effect)
• Mouth to mouth referrals (15 % effect)
• Keeping up relationships on personal and
professional level
• Give & receive boomerang
• Give & receive testimonials
• Switching
• Ask for help networking and give in return
networking
• Work with mentors, connect with connectors
• Build a large sleeping customer file & match your
prospects with people from your network
Employers
2005-2010 Regional Director Unique
2010 – 1011 Specialty Director Unique

11. XP PROFILE
Marketing &
XPE creativity
Domain Result
• Key
Employers
2005-2011 Unique: Specialty Director and Regional Director

12. XP PROFILE
XPE Business Development
Domain & Ideas Result
• Look and provide partnerships with key customers
or prospects to excel in creativity in the market:
e.g. SD Worx, Partena
• Manage and monitor branches interaction and sales
–Senseo (Philips – Douwe Egberts)
for partnerships
• E.g. today’s market:
Senseo: Philips & Douwe Egberts where expert technology
where expert technology meets excellent coffee
meets excellent coffee
Employers
2005-2011 Unique: Specialty Director and Regional Director

13. XP PROFILE
Financial
XPE Monitoring
Domain Result
• Eva calculations of Major & Key Accounts • JIFFY team sales
• Profitability on level of Region/District & Branch actions cross country
• Productivity on level of Region/District & Branch • 248 appointments in 4
• Marketing actions to improve productivity & hours
profitability
• Follow-up and corrective marketing actions on lead
generation & cross selling in-country level
• Pricing models & monitor sales prices
• Ebita follow-up per region and specialties
• Proposals and cost price calculations
Employers
2005-2010 Regional Director Unique
2010 – 1011 Specialty Director Unique

14. Plus
• Eva calculations of Major & Key Accounts
To improve
1

15. Suspect Prospect Customer
Contact initiation
– Referrals
No Prospect No Customer
– Introductions
– Cold calls
– Trade shows
– Information Continuous contact
Requests – E-course
– Switching – Newsletter
– Roadmap to – Valuable item: interesting information,
tips, lists
success
– Postcards/letters
– Events (educational/networking)
– Promotions
• First of Repeat Order
• Up selling
• Cross selling

19. Plus
• Eva calculations of Major & Key Accounts
To improve
1