Roman Vonderhecken
Senior Account Executive
Alhaurin De La Torre
Summary
Collaborative Key Account Manager with demonstrated success in relationship building, negotiating and developing new business within targeted and assigned accounts. Strong analytic, quantitative and technical aptitude with great attention to detail. Self-motivated, driven and adaptable with proven track record of exceeding goals.
Overview
18
18
years of professional experience
Work History
Senior Key Account Executive
Bullhorn GmbH
10.2022 - Current
- Secured high-value accounts through consultative selling, effective customer solutions, and promoting compelling business opportunities.
- Improved account management by predicting potential competitive threats and outlining proactive solutions.
- Supported sales and reporting for large and medium-sized accounts.
- Created sales forecasts to target daily, monthly and yearly objectives.
- Managing 2 BDRs for my team and set up goals and KPIs for the guaranteed success
- Responsible for introducing Bullhorn on the German market
- Presenting the solution to customers by web Presentation and on-site visits
Founder and Owner of „La Jungla Eco Lodge“
Hotel La Jungla
01.2020 - 10.2022
- Recruiting, training and supervising staff (8 people)
- Managing budgets
- Maintaining statistical and financial records
- Planning maintenance work, events and room bookings through the own website, Facebook and Booking.com
- Handling customer complaints and queries
- Promoting and marketing the business
- Ensuring compliance with health and safety legislation and licensing laws.
Enterprise Partner Manager
Sage GmbH
06.2018 - 12.2019
- Developed and maintained relationships with customers and suppliers through account development.
- Recruiting for new Sage Partners for Enterprise Management and Sage Finances
- Presenting the partner plan to prospects online and on- site visits
- Set up of Partner Plan short, medium and long term
- Set up go to market plan for our Partners
Senior Account Executive
Sage Ltd.
10.2016 - 06.2018
- Employed proactive and collaborative approaches to strengthen relationships and manage customer needs.
- Met with new customers to share product and service information, listen to needs and learn about business operations.
- Obtained pricing deals, negotiated contracts, and solidified beneficial agreements.
- Sold new products and services and developed new accounts to maximize revenue potential.
- Responsible for the launch and development of the new Cloud solution
- Set up and introduce Sage Live in the German Market
- Leading Project groups to streamline the go to market Strategy
- Permanent contact with departments like Marketing and Development to secure the success of the product
- Presenting the solution to customers by web Presentation and on-site visits
- Feature and Price negotiation, leading the full sales cycle
- Presenting Sage Live on Events with public Presentations
Senior Core Account Executive
Dropbox Ltd.
10.2015 - 10.2016
- Sold new products and services and developed new accounts to maximize revenue potential.
- Employed proactive and collaborative approaches to strengthen relationships and manage customer needs.
- Obtained pricing deals, negotiated contracts, and solidified beneficial agreements.
- Met with new customers to share product and service information, listen to needs and learn about business operations.
- Quarterly targets of USD 100.000,-. Overachievement of those targets in average by 118%
Manager, Outbound Sales Development EMEA & APAC
ProcessMaker Ltd.
10.2013 - 10.2015
- Coached and counseled sales personnel, assisting with individual selling efforts and helping sales representatives reach targets.
- Maintained ethical and positive working environment to reduce turnover and promote high retention rates.
- Identified, hired and trained highly-qualified staff by teaching best practices, procedures, and sales strategies.
- Grew sales and boosted profits, applying proactive management strategies and enhancing sales training.
- Conducted team meetings to reinforce goals and objectives and set clear expectations about policies and procedures.
- Recruited and hired top-level talent to add value and expertise to sales department.
- Coached employees in successful selling methods and encouraged cross-selling to drive revenue.
Account Manager
Oracle Iberia Ltd
10.2011 - 10.2013
- Built and strengthened long-lasting client relationships based on accurate price quotes and customer-centric terms.
- Addressed problems with accounting, billing, and service delivery to maintain and enhance client satisfaction.
- Set clear sales goals to identify activities and behaviors to advance sales process and close deals.
- Oversaw new business development to generate sales leads, negotiate client pricing and forecast revenue.
- Selling Oracle hardware solutions direct into selected key accounts in Germany (e.g. Lufthansa, Telekom, Deutsche Bahn)
- Driving the full sales process – creating and progressing business pipeline and opportunities, conducting sales presentations, achieving forecast accuracy of approx. 4%, closing deals with approx.35% conversion rate
- Developing, implementing, and executing sales account planning and marketing campaigns for specific product lines or vertical industry as well as B2B Partners in order to generate demand.
- Overachieved annual margin target of $1.6 million by 75% in FY12
Senior Contracts Specialist
Bentley Systems
04.2009 - 06.2011
- Execute new order fulfillment and onboard new subscribers.
- Provide excellence in all support of key accounts which result in license renewals and increased revenue.
- Maintain SAP contract subscription records for contact, product, pricing accuracy.
- Member of the Audit Project group
IT Inside Sales
IBM
02.2007 - 04.2009
- Determined needs, delivered solutions, and overcame objections through consultative selling skills.
- Managed friendly and professional customer interactions.
- Answered customers' questions regarding products, prices, and availability.
- Maintained up-to-date knowledge of available products to best serve customers and maximize sales potential.
- Sales representative for System I and System P servers within the small and medium business
- Dealing with opportunities up to 1million Euro
- Main contact person for the distribution of System development servers Customer: Deutsche Bank, BMW
Education
Associate of Arts - Diploma in Sales Practice
Dublin Institute of Technology
Bachelor of Arts - Economics / Informatic
University of Trier
Skills
Key account management
ANSYS solutions
Sales program creation
High-impact proposal presentation
Sales lifecycle management
Social media marketing
Territory Management
Relationship selling
Business Development
Account development
Customer Acquisition
Relationship Management
Upselling strategies
Account Retention
CRM software proficiency
Languages
German
English
Spanish
French
Timeline
Senior Key Account Executive
Bullhorn GmbH
10.2022 - Current
Founder and Owner of „La Jungla Eco Lodge“
Hotel La Jungla
01.2020 - 10.2022
Enterprise Partner Manager
Sage GmbH
06.2018 - 12.2019
Senior Account Executive
Sage Ltd.
10.2016 - 06.2018
Senior Core Account Executive
Dropbox Ltd.
10.2015 - 10.2016
Manager, Outbound Sales Development EMEA & APAC
ProcessMaker Ltd.
10.2013 - 10.2015
Account Manager
Oracle Iberia Ltd
10.2011 - 10.2013
Senior Contracts Specialist
Bentley Systems
04.2009 - 06.2011
IT Inside Sales
IBM
02.2007 - 04.2009
Associate of Arts - Diploma in Sales Practice
Dublin Institute of Technology
Bachelor of Arts - Economics / Informatic
University of Trier
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