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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 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
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; 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!
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 – 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