Cap Sherpa In A Nutshell

06/04/09 07:53 Cap:Sherpa in a nutshell 1

CAP:SHERPA

In a nutshell …


, , Miss ion Vis ion Value s

Mission To provide support to sales or corporate executives in evaluating, defining

and implementing their sales strategy

Vision To become a recognised and valued organisation delivering excellent

solutions for business top executives

Values Excellence

We strive to excel in everything we do. We pay attention to details because they are the window of our business

Enthusiasm We want to combine passion and fun, as these are the best energising sources to go always a step

further, enjoy the work we do and share our enthusiasm with our partners Partnership

As Sherpas we work intimately and mutually with our partners. We share with them the up’s and the down’s.

Freedom We want to be free in choosing our projects, our clients and our partners. We want to remain able to

say no in order to give the best value to our yes. Responsibility

The necessary value that supports the freedom. We remain accountable for our choices. We take our responsibility and we support the ones of our partners.


The value propos ition

Training & Education (*)

InterimManagement (**)

CONSULTING &PROJECT MANAGEMENT

(*) enriched by examples from real profesional experience(**) supported by business concepts and tools

theory practice

ACADEMICBACKGROUND &

BUSINESS CONCEPTS

17 YEARSPROFESIONALEXPERIENCE


TRAININGTRAININGEDUCATIONEDUCATION

INTERIMINTERIMMANAGEMENTMANAGEMENT

CAP: : SHERPA Service s Offe ring

PROJECTPROJECTMANAGEMENTMANAGEMENT

CONSULTINGCONSULTINGIN SALESIN SALES

STRATEGYSTRATEGY






StrategicDirection

Organisation

Staffing

OperationalDirection

AnimationMotivation

Monitoring

InformationSystem


STRATEGYSTRATEGY


Consulting in Sale s Strategy

StrategicDirection

Organisation

Staffing


AnimationMotivation

Monitoring

InformationSystem


Strateg ic Direc tion

CONTENT : Strategy definition Sales channels management Mission, vision statements Strategic alignment Decisions making processes Balanced Scorecard

StrategicDirection

Organisation

Staffing


AnimationMotivation

Monitoring

InformationSystem


OrganisationStrategicDirection

Organisation

Staffing


AnimationMotivation

Monitoring

InformationSystem

CONTENT : Sales structure and

organisation Sales engineering Sales territory management Outsourcing vs Insourcing Sales planning


StaffingStrategicDirection

Organisation

Staffing


AnimationMotivation

Monitoring

InformationSystem

CONTENT : Jobs descriptions Jobs profiling Selection Recruitment Assessments Induction and training


Operational Dire c tionStrategicDirection

Organisation

Staffing


AnimationMotivation

Monitoring

InformationSystem

CONTENT : Sales people management Communciation skills Sales efficiency Sales objectives settings Sales processes mapping Tasks descriptions Priority setting


/ Animation MotivationStrategicDirection

Organisation

Staffing


AnimationMotivation

Monitoring

InformationSystem

CONTENT : Team motivation Sales coaching

GROW model Sales pitch design On going training Competency management Incentives and energizers Appraisals


MonitoringStrategicDirection

Organisation

Staffing


AnimationMotivation

Monitoring

InformationSystem

CONTENT : Sales Force Diagnosis Sales Reporting Sales Metrics Sales Cockpit Balanced Scorecard


Information Sys temStrategicDirection

Organisation

Staffing


AnimationMotivation

Monitoring

InformationSystem

CONTENT : CRM Mobile applications Data management


: Sale s Strategy Consulting Functional Support






STRATEGYSTRATEGY « AS IS »Analysis

« TO BE »Design

GAPAnalysis

TermsOf

References

Deliverables

ProjectReviewPROJECTPROJECT

MANAGEMENTMANAGEMENT


Proje c t Management

« AS IS »Analysis

« TO BE »Design

GAPAnalysis

TermsOf

References

Deliverables

ProjectReview




Experience

KnowledgeTransfer

Network

Freedom

Focus

Delivery

RESULTSINTERIMINTERIM

MANAGEMENTMANAGEMENT



STRATEGYSTRATEGY


Inte rim Management

Experience

KnowledgeTransfer

Network

Freedom

Focus

Delivery

RESULTS


OBJECTIVES

EVALUATING

COURSES

TRAINING

COACHING

MOTIVATING

GROW





STRATEGYSTRATEGY



Training & Education

OBJECTIVES

EVALUATING

COURSES

TRAINING

COACHING

MOTIVATING

GROW


Consultant Profile

Jean Jacques Aussems

Education

Languages

ProfessionalExperience

1984-1989 Commercial Engineer, IAG, UCL 2005-2006 Senior Management Program, Omnicom Universtity, Babson College, USA Various training programs

project management facilitations skills people management

French, Dutch, English

from 05/2009 : Creation of CAP:SHERPA from 01/2006 : Managing Director @ CPM from 12/2003 : Business Development Director @ CPM from 09/2002 : Trade Services Manager @ Mars from 02/2001 : Program Manager (internal consulting) @ Mars from 01/1998 : Out-Of-Home Sales Manager @ Mars from 10/1996 : Specialists Channels Petcare Manager @ Mars from 01/1995 : Business Planning Manager @ Mars from 02/1993 : Key Account Manager @ Mars from 12/1991 : Sales Promotor @ Mars from 09/1990 : Professor of Economics and Marketing, @ IPK, Rwanda from 10/1989 : Merchandiser in a bargain store, New York, USA


Consultant Profile

Jean Jacques Aussems

ProjectManagementExperience

Global coordination of the Quality For You (Q4U) program at Mars Implementation of the Balanced Scorecard at Mars Review of the Decisions Making Process for the Local Management Team at Mars in collaboration with PWC including structure, processes, tools (RACI) Coordination of the Quick Wins Project (> 100 QW implemented) Review of the following HR processes at Mars

Management Development Program Recruitment & Selection Process Succesion Planning

Reorganisation of the whole sales departments at Mars – Project A2 Responsible in Belgium for the « Vision To Win » international project Implementation of the Balanced Scorecard at CPM Belgium Creation of an HR department and implementation of key HR processes at CPM Development and win of the Discovery Corner project at Carrefour (biggest field marketin project)

SalesManagementExperience

Sales Promotor F1 at Mars Key Account Manager at Mars Specialists Channels – Petcare – Sales Manager at Mars Out-of-Home – Snackfod – Sales Manager at Mars Grocery Sales Force Manager at Mars At CPM supervision of the following missions …

American Express Sales Force at Brussels Airport and for the Merchants Relationship Program Luminus / Nuon / Mobistar / Citibank Direct Sales Forces Handicap International Fundraising Direct Dialogue Nokia Sales Force Mars Out-of-Home External Sales Force Creation and launch of the WPA Audit Team (Mars, Nestle, Danone, !nBev, Colgate, Campina …) Creation and launch of The Fying Sales Team (Lesieur, SCA, !nBev, Nutricia, …)

Documents

Cap Sherpa In A Nutshell