1. Replication of succes stories
2. Drive direct sales (Engagement and account plans) from leads into Ericsson sales process stage SDP1 (build solid funnel)
3. Understanding value and costs
4. Mastering governmental procurement process
5. Bid Manager Engagement lead
6. Sales process
7. SalesDirectorRailRECA.docx
8. Adding value "Glenn Andersson brings to the table"
   1. CV
      1. CV January 2016.pdf
         1. Key achievements
            1. Developing IPMPLS network, OSS/BSS, radiolink, DC and Services for Trafikverket
            2. IPMPLS national transport nework core distribution access integrated with all signalling (Bombardier), signs on train station, video surveillance, interlocking systems, GSM-R (Nokia) & other systems
            3. Replication of success to Norske Jernbaneverket, Coronet, Network Rail UK, UK Highway agency, Belgium, Swiss Railway
            4. Total sales to Trafikverket of approximately 60 M EURO 2009-13
            5. Closed new orders in Trafikverket 2009 at 10 M EURO as a new account sales in ALU
            6. Managed the frame agreement with up selling of 20 M EURO and add on sales of 30 M EURO between 2010-13
            7. St Gothard Base Tunnel 60 km - Consortium Siemens & ALU , net sales 15 M EURO yearly, UM 16 %
            8. Copenhagen Tram and Metro -Consortium Ansaldo, Motorola & ALU (ALU to install and operate the solution)
            9. Fermern Belt
            10. Follo Line
            11. Banedanmark - GSM-R consortium with Kapsch
         2. Master of science in economics - Stockholm scool of economics 1992-1996
            1. 180 points: Excellent in 100, Very good in 80
            2. Examine work – RFQs in ICT business
         3. Various management training, technology courses, certifications, continous learning level accomplished and conducted over a time span of 20 years
         4. 20 years in ICT sales - 10 years of managing people direct
         5. Private: Glenn 43 years and married with Kristina and 2 sons Carl (20)and Philip (22)
            1. Familia.jpg
   2. Commercial Manager Services
      1. Engagement lead for SCaaS Skanska
   3. Engagement Manager Managed Services Ericsson
      1. Engagement lead DSB wifi on train spring 2015
         1. Competitor Landscape Wifi on train_PA1.pptx
      2. Growth and market plan for LSS Sweden where 200 MSEK is correlated to Ansaldo business in Sweden
         1. Business plan field opportunities Sweden 2016-18 rev 2015-08-19.pptx
      3. Engagement lead for various utilty engagements such as Agder, Landis & Gyr
      4. RECA Innovation and sales lead for Xaas, SCaaS, MSIT
      5. Part of RECA Innovation group driving culture change
      6. Global driver for I&S SET within EP MS community
      7. Engagement lead/ACR for Trafikverket RFQ Field services contract 2013-18
   4. Sales Manager Alcatel-Lucent 2009-13
      1. Strategic Industry focusing on transport/rail
      2. Northern and western Europe, Nordic & Baltics
   5. Sales Director TDC
      1. Managing an organization with 300 HC and 70 direct reports, 500 MSEK, P&L responsibility
9. Negotiation and contract sign-off
   1. Build customer and partner/alliances relationships
      1. Transport Operator Executives
      2. Rail Technology Vendors
      3. Transport Infrastructure Engineering
      4. Construction companies
      5. Standardization/Regulatory org
   2. Value from external network leverage and enhance my network of contacts
   3. Close business ==> measured on results
      1. Budget owner RECA ITS rail 2016
         1. Building a solid funnel
         2. Engagement plans and account based wow in resp geography
         3. Orders booked
         4. Net sales
         5. UM
         6. Other
      2. Growth plan 2016-20
         1. Orders booked
         2. Net sales
         3. UM
         4. Other
10. Value network external
    1. Customers
    2. Good network in north Europe and western Europe, Nordic & Baltics
    3. Trafikverket, Norska Jernbaneverket, Coronet, Banedanmark etc
       1. Trafikverket organisation_stor_151230.jpg
    4. Relationships since 2002 with ICT director of Trafikverket Mattias Persson
    5. Erica Willborg heading up ITS division within Trafikverket
       1. trafikverkets-presentation_informationsmote_pbf.pdf
    6. Bengt Vidin responsible for a group of authorities in Europe for benchmarking GSM-R costs
    7. Connections Trafikverket Lindked in.docx
    8. MTR, SJ and other operators
    9. Partners/alliances
    10. Cisco is strong in DC, fixed nw, WIFI, Nomad and Icomera WIFI (DSB)
    11. HP, IBM, Microsoft, CGI are strong in MSIT
    12. Application layer is a really fragmented market where you need to build specific partnerships for each offerings such as video surveillance, signs at train stations, operating control systems, rail traffic management systems, SaaS etc
    13. Eltel and Relacom
    14. Thales group
    15. ABB, Siemens, Bombardier, Ansaldo etc
    16. Competitiors
    17. Vendors -ALU/Nokia (strong in fixed nw in the region/radio GSM-R after the merger)
    18. HP, IBM, Microsoft, CGI are strong in MSIT
11. Business plan to lead generation
    1. Early engagement "strategy to win"
       1. Network
          1. Rail Authorities
          2. , Mass Transit and long distance Rail Operators
          3. major Metro
       2. KAM
          1. Postition unique value
             1. Business case
             2. Costs
             3. Value
       3. CU I&S
          1. EP I&S
       4. Condition the deal before RFQ and early identification of Rail ICT projects
          1. RFQ
             1. Governmental procurement process TransQ and other
             2. Go to market model
             3. Direct sales large deals
             4. Partner sales sell through complementary products
             5. Consortium Mega deals a lot of contracts and interfaces and many contracts
             6. Prime contractor
             7. Sub contractor
             8. Private procurement process
             9. Go to market model
             10. Direct sales large deals
             11. Partner sales sell through complementary products
             12. Consortium Mega deals a lot of contracts and interfaces and many contracts
             13. Prime contractor
             14. Sub contractor
          2. Collect/influence customer industry requirements and trends
          3. Inform Ericsson product portfolio development and roadmap
          4. M&As
12. Build strategic alliances depending on geography, vertical & offering - Direct touch with end customesr to build relationships and use door opener of interest around IoT, LTE etc, to open up for discussions in other areas and get leads also discuss with partners and suppliers where we complement each other going to market and get leads and a door opener to discuss with the end customer. Main goal and result is to build a solid funnel and close deals in negotiation phase.
13. Value network internal EP MS and IFS (LSS)
    1. Anna Andersson
    2. Kjell Engelbrektsson MS (former colleauge EP MS)
    3. All other colleauges in EP MS
    4. Ola Månsson
    5. Jan Bergegårdh
14. Value network internal CU I&S
    1. Vinay Dhar
    2. Christina Weckman MS (former colleauge EP MS)
15. Value network internal EP I&S
    1. Andreas Zetterman
       1. Meeting 160218
          1. Input info
             1. RECA EP IS intro Q12016 - FINAL.pdf
             2. Global ITS Community - RECA RevA.pptx
             3. RECA ITS Segment update 160118 PA2.pptx
    2. Magnus Fredholm
       1. Möte 20160308
    3. Dotted reporting to Margareta Larsson
       1. Meeting 160212
          1. Discussion and strategy material
             1. CU Industry Society Growth Plan 2016-2018 PA8.pptx
             2. Engagement Manager
             3. ITS Automotive Industry Lead Engagement Manager Job stage 8.doc
16. Value network internal KAM & AM
    1. Know the KAMs and have been working with most of them
    2. Jörgen Alsing KAM Denmark - Former Manager in MS - DSB
       1. Mai Britt Klittgård AM- DSB
    3. Cecilia Berg KAM Sweden - Worked together with offers such as Promotera etc
       1. Jonny Möllenhof AM - SCaaS Skanska
    4. Olli Sirkka KAM Finland - Landis & Gyr
    5. Aksel Aanesen KAM Norway - Agder
    6. Zeth Lackman Kam Estonia - Elekrilevi and technology though leadership
17. Value network internal BL ITS
    1. Jenny Lindqvist
       1. Meeting 160219
    2. Orvar Hurtig, Olle Isaksson etc
    3. Stefan Myrberg Global driver PT
    4. Stefan Thulin Global driver road
    5. Tom Åberg Operations ITS
       1. Conversation with Tom around ITS
          1. ITS Strategy 2016.pptx
    6. Colin Toh Global offering lead ICT Infrastructure
       1. LM3 - ICT Infrastructure.pptx
    7. Andreas Zetterman Global offering lead Traffic Management, Transport transaction
    8. Direct report to Claudio Diotallevi Global driver rail
       1. First meeting with cladio over conf bridge
          1. F 2 F 160217
             1. Meeting 160309
             2. 160221 Railway High-level Business Description.pptx
             3. Meeting 20160308
18. Value network internal CM&S (current job position as Commercial Manager)
    1. Maria Håkansson head of CM&S
    2. Victoria Strömberg head of sourcing
    3. Peter Lindholm Partner Director (former colleauge in EP MS) SCaaS Skanska
    4. Maria Tokareva line manager Commercial services
    5. Markus Gauffin
       1. CMS_IS_Team meeting February 2016.pptm
    6. All other colleauges in CM&S
19. Plan and execute marketing and commercial activities
    1. Understand portfolio of services and products
       1. global team with highly skilled industry experts within the area of Metro and Rail Industy
          1. Ericsson portfolio
             1. Portfolio development
             2. Globalt offerings ==> replication
             3. Develop portfolio and partnership
       2. Commercial management partnering alliances & M&As
          1. Partner portfolio
             1. Sourcing development
       3. Market events
          1. Innotrans
    2. Value network
    3. opportunity scoping and solution identification
       1. Understand market and specific customer needs
          1. Trends
          2. Disruptions in the market
          3. Market analysis
20. Requirements
    1. Proved Long-term experience in all aspects of the sales cycle regarding Technology Product & Services for the Transport Industry, including marketing and communications, in a truly international environment
    2. Experience in Technical Consultancy in Support of tendering process for large scale opportunities.
    3. Well established personal network with Executives within the targeted customer segments on the regional market of Metro/Mass Transit / Long Range Railway Transport
    4. Strong interpersonal skills, ability to interface with all levels of the organization and to established relevant network within Ericsson
    5. Willing and available to travel frequently
    6. University degree in Business, or Engineering/ICT. Higher university such as an MBA considered a merit
21. Glenn Andersson as a leader and manager - effective leader
    1. Success
    2. Mistakes and less succesful experiences
    3. Influencing
       1. Power
    4. Personality and charecteristics
       1. Personality test.pdf
       2. Build trust
          1. Ability
          2. Beliveability
          3. Connectivity
          4. Dependability
       3. Diversity and inclusion
       4. Communication
          1. Stakeholder matrix
       5. Feedback
    5. motivation
       1. Goals
       2. Drivers
    6. Job role
       1. Context
          1. 360.pdf
    7. Experience
       1. Work
          1. Projects
       2. Outside work
          1. Interests
             1. Projects
       3. Family
       4. Passion
    8. Experiences
       1. References
          1. 360 references upon request: Managers, Other Managers. Peer Managers, Peers, Others, Customers, Partners and Suppliers
    9. Success
       1. Decisions and activities
          1. Why did I take those decisions in the past
    10. Mistakes and less succesful experiences
        1. Decisions and activities
           1. Why did I take those decisions in the past
22. Challenges
23. Value
24. Requirements