Frank Schwarzlose

A versatile, multilingual International Manager (MA in Economics) with 17 years of experience in the financial services, telecommunication, information industry, capital goods and proven success in sales management, consulting and corporate strategy. Demonstrates strategic vision, commercial awareness and business acumen, plus an ability to develop relationships, negotiate diplomatically and influence at all levels.  Also well organised, reliable, conscientious and energetic leader who excels under pressure.

CAREER History and Achievements:
Sales – Project Manager, ExpantiGo, Sales Agency, Potsdam, Germany 09/2012 – today

Service Agency for Sales, Analytics and Marketing supporting suppliers of complex and high-value products and services to identify market and target customer groups in the D-A-CH region

Achievements:

Market Studies and Market Entry Strategies for clients in the sectors of information technology, investment and consumer goods; cooperation with Gerson Lehrman Group, Austin, TX
Market Entry, Sales and Marketing of I.C.Y. Smart Thermostats, Netherlands in Germany and Austria from  04/2014 until 07/2015

Country Manager Germany, Interactive Data, London, Frankfurt/Main, Germany 3/2008 – 3/2012

Global provider of financial market data, analytics and related services. Offerings are used to support portfolio management and valuation, research, analysis and trading, employing 2400 people, company’s revenue was 774M USD in 2010. 

 
Responsible for direct Sales/Revenue/P&L and Strategic Alliances in Germany. Focus on Fixed Income Evaluations, OTC Derivatives, General Pricing and Reference Data Services.

Achievements:
Development of a Target Account Plan for the German Market
Increased new revenue by 50% totalling 1.8M EUR in 2010, recurring revenue of 6M Euro in 2011
Contracted clients: German Stock Exchange, Deutsche Bank, DZ Bank, IKB, Santander, Commerzbank, Société Générale, Caseis Bank, Munich Re, KPMG, Hypo Real Estate and Metzler Bank

Area Manager D-A-CH, NICE Systems Inc., Interims Management, London, UK 4/2007 – 7/2007
Leading soft- and hardware provider of performance management and interaction analytics solutions for the telecommunication industry, employing 1800 people, revenue was 322M EUR in 2006.

Achievements

Development of a marktet strategy for the D-A-CH region, responsible for the realignment of public offerings

 
Area Manager D-A-CH, SEPURA Plc, Cambridge/UK, Berlin, Germany 4/2004 – 10/2006
The world’s second largest provider of digital radios and equipment, employing 300 people, Cambridge, UK.

Revenue and budget responsibility for Market Entry, Sales, Marketing and Public Relations in Germany, Austria and Switzerland

Achievements 

Market Entry Strategies for Germany, Austria and Switzerland by developing sales- and marketing plans in the years 2004/05/06
Increased revenue from 10k EUR to 4.5M EUR in Germany/Austria/Switzerland against anticipated target of 2 M EUR in 2005 while maintaining a balanced budget for Marketing and PR in 2004/05
Successfully managed more than 20 projects and 16 complex tenders, raised and improved the companies profile by managing 12 exhibitions and dedicated events per year
Compliance with the budget for marketing as well as trade fairs and events

Founder/President – salespartner, Berlin, Germany  7/2002 – 4/2004

Independent business consultancy, supporting foreign, technology companies to increase sales and to win new business alliances and partner in Germany. 

Achievements 

Implemented various projects in cooperation with subcontractors from the fields of research, law, marketing and public relations
Increased efficiency of sales by delivering 12 consulting and training projects for HP, Siemens, IBM Hardware, Business Objects in cooperation with ‘Customer Centric Selling’, Littleton, Colorado

Channel Manager – IBM Deutschland, Berlin, Germany 9/1999 – 6/2002
The world’s largest information technology company. 

Responsible for managing direct and channel sales for Data Management Software and Media Asset Management Solutions

Achievements

Exceeded sales target for new software licenses, consulting and training services of 11M EUR by achieving 165% in 2000 and 130% in 2001  
Increased margins by 25% by launching a new service model to the German partner community including SAP, Siemens Business Services, Hewlett Packard and Sun in 2001
Improved customer satisfaction through the more efficient use of marketing and support measures for channel partners

Area Sales Manager ‘Latin America’ – MAN Roland AG, Offenbach/M., Germany  9/1997 – 7/1999
The world’s second largest printing systems manufacturer and the market leader in web offset printing. 

Responsible for sales and marketing in Latin America, with a sales volume of 25M EUR.

Achievements: 

Increased revenue by 25% above target of 22M EUR through satisfying in-territory business requirements and introducing new services to partners in Brazil, Argentina and Chile in 1998
Expanded customer base by 18% – achieved by intensifying direct customer/partner relationship, by localising products and by developing an direct market approach in 1997/98/99

Management Assistant – Soziale Marktwirtschaft e.V., Tübingen, Germany  6/1995 – 5/1997

An association to promote individual and corporate responsibility, free trade, economic freedom and sustainability in Europe.

 
Professional Development and Education:
Economist / MA ‘Latin America’, University of Tübingen 10/1990 – 6/1996
Thesis – Causes and Consequences of Rural to Urban Migration, Tübingen 10/1995 – 5/1996
Honour Program, Economics and Sociology, Universidad de los Andes, Bogotá, Columbia   6/1993 – 9/1993
Exchange Program, Int. Economics and Sociology, University of Miami   8/1992 – 6/1993
Bachelor of Economics, University of Hanover 10/1988 – 7/1990
Industrial Mechanic and High School Diploma, Polytechnic College in Freiberg/Saxony   9/1984 – 7/1987

 
Additional Information: Languages: German (native), English (fluent), Spanish (fluent), Brazilian Portuguese (very good command), Russian (basic communication skills)

 
IT Skills: System Software, Software Infrastructure and Applications, CRM, Salesforce, Business Intelligence Applications, Data Management and Warehousing, MS Office Software and Lotus Notes, Google Analytics, WordPress, OS: Mac OS and MS Windows, Social Media
 
Mobility: Travel worldwide
Nationality: German
Location: Berlin 
Age: 49