About Paul

"My mission is to help companies to get more out of their distributors. I achieve this by managing distributors not only as customers, but also as an extension to the company. This creates mutual respect and encourages distributors to work much harder for you."
Professional background
  • More than 35 years of international B2B sales, marketing and general management experience with proven success mainly in capital equipment, software and services markets
  • Passion for ambitious challenges and reluctance to always take the easy way
  • Success in recruitment, development and management of international B2B distributorships
  • Author of The Channel Whisperer: How to Recruit, Manage and Develop your Distributors
  • Understanding of large multinational and SME business cultural differences
  • Strong global cultural understanding through extensive travel and negotiation experience
  • People management and leadership experience with sales, marketing and service teams of up to 50 people from many different nationalities
  • Creative, dynamic and inspiring personality with “eagle” management style and healthy level of sleeves-up involvement where needed
  • Particularly strong core competencies confirmed in analysis, leadership, expertise, communication skills and relationship-building with both internal and external stakeholders
  • Fluent in four languages: Dutch (native), English, French and German
Management Projects Overview
  • European Marketing Director – Hyundai Construction Equipment Europe (heavy industry)
  • International Sales Director – GymnaUniphy (physiotherapy)
  • Sales Director – SipWell (FMCG)
  • SME Business Development – Venture Spirit BVBA (gamification)
  • International Sales Director – iCRco Inc. (medical imaging)
  • General Manager – 3mensio Medical Imaging BV (medical imaging)
  • General Manager EMEA – OREX Computed Radiography Ltd. (medical imaging)

Prior to becoming an independent consultant in 2003, I worked in high level sales and marketing positions in Agfa’s Healthcare division. These included several product marketing roles as well the positions of Benelux Sales Director, Global Head of Marketing and Global B2B / OEM Manager. I was also a member of several Executive Committees.

The Channel Whisperer: How to Recruit, Manage and Develop your Distributors

Distributors always want better prices. They always want exclusivity. They do not execute your strategy. They don’t work hard enough for your products. Or so managers claim… Yes, you could get a lot more from your distributors, but you must stop treating them primarily as your customers and start considering them as an extension to your sales organisation.

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The channel whisperer

How I can help you

It is my mission and passion to support companies in taking their top line results to the next level. I develop and implement sales, marketing and corporate strategies. I build teams and improve processes for any challenging international B2B environment. And I execute strategies with an “eagle” management style that combines a broad, focused vision with a down-to-earth attitude.

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INTERIM MANAGEMENT

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