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Summary

High-energy sales and marketing professional with 17 years of experience in driving PC sales and developing marketing programs for leading IT companies. Creative and analytical thinker who boosts retail demand and sales for PC and ingredient components. Strong consumer market knowledge and relations to Retailers as well to major PC manufactures in particular the Central European market. Development and implementation of strategies and programs using the full spectrum of marketing and sales mix.

International experience working in and with multinational companies. Developing EMEA marketing plans and including involvement in decisions made in international HQ at AMD. Working with EMEA subsidiaries to improve execution and own planning.

Motivating and inspirational team leader who effectively leads cross-functional sales and marketing teams. Strong networker in regional and HQ teams to achieve best results.

Custom

Top 5 Arno Hegemann van Loo:

  • Strong PC retail market knowledge
  • Excellent relationship building
  • Specialist in Trade marketing programs and activities
  • Customer centric approach

Key Carrer Achievements

 Create a  Retail Sales and Consumer Marketing department for AMD based PC systems

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Build up a Consumer GTM Marketing and OEM Alliance Marketing department from scratch with strong motivated teams

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Win AMD Achievers Club Award 2005 for achieving long lasting highest market share results in AMD worldwide

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Generated excellent Retailer and OEM relationships and establish first business at Media Markt/Saturn MSH Germany at AMD

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Strong involvement in worldwide planning and leading regional launch of major consumer marketing strategy VISION from AMD

-Turn AMD marketing investments from awareness to ROI/ROMI PC sales-out driven activities

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Build up a role modeling In-store Sales Associates Training force for Retail stores

    Work experience

    Retail Trainer and Channel Sales Rep

    Packard Bell

    Reporting to Dir. Retail Sales Central Europe. External contractor. Sales & Merchandise Representative on store level of big Retail customers as Media Markt, Saturn, Brinkmann, Schaulandt.

    Retail Trainer

    Lexmark

    External contractor. Sales trainings for product launches in North Germany.

    Business Development Manager Retail Account Central Europe

    AMD

    Reporting to Dir. Marketing CE. Account Manager in Retail Business Development department to increase market shares of AMD based PC’s in the Retail channel.

    Annual Budget: 2M USD

    Generatedrevenue: ~20M USD

    Major achievements

    • Strong growth of AMD share in GER/AT Retail accounts: +30% • Strong cooperation with local OEMs as FSC, Gericom, Archtec, Lion • Create the first AMD Retail RSA Onsite training program in AMD as role model for EMEA
    Mar 2013Present

    Head of Channel Marketing

    Wacom Europe GmbH

    Responsible for Channel Marketing sell-out activities and programs in EMEA.

    Activity focus: planning and execution of push and pull channel activities in Retail, Etail, Resell.

    Sep 2010Sep 2012

    Head of OEM Marketing Alliance EMEA

    AMD

    Reporting to VP Marketing EMEA. 3 direct reports. EMEA responsibility of PC Sell-In and Sell-Through Programs with major OEMs: HP, Samsung, Lenovo, Sony, Asus, Toshiba, Dell. 

    Activity focus: planning and execution of PC sell-through activities to Retailers, Resellers and  Mid/Large Enterprise.

    Annual budget: 28M USD

    Major achievements

    • Build up an efficient Alliance Marketing Team and JMP customer process • Turn JMP executions from a reactive to a proactive planning and turn marketing funds to a measurable ROI/ROMI driven investment with focus on sell through activities • Create role model program guidance for easier customer understanding and execution • Cooperation with local OEM field sales offices into marketing planning and execution • Involvement of AMD local Sales Forces for local sales planning's
    Feb 2009Dec 2010

    Head of Consumer Go-to-Market Marketing EMEA

    AMD

    Reporting to VP Marketing EMEA. 3 direct reports of Market Analyst, Campaign and Program Manager. Plan and align GTM marketing programs and product launches to retail channel, establish and drive marketing campaigns in consumer channel. Owning consumer market analyses.

    Activity focus: bi-/annual Marketing plans, BTL P.O.S. trainings & material. Online programs, events, localizations. Internal/external brand & communication guides and briefings. Market research analyses. Definition & creation of Retail Sales Efficiency dashboards. Consumer PR strategy and programs.

    Annual budget: 20M USD

    Major achievements • Build up first EMEA Consumer Marketing Department as a ww role model. • Establish a transparent marketing planning process to hit AMD sales through goals: growMobile share 2010 from 13% to 17% (GfK) • Build up a cross functional planning/execution process by integrating teams of PR, PM, Field Marketing, Integrated Marketing, US HQ Marketing, Retail Sales and OEM Sales • Establish measurable Consumer Marketing execution and dashboards for measurable Retail Sales execution • Planning and launching AMD VISION as AMDs key consumer strategy in EMEA

    •Use Forrester Data Seat as the only Mega Region tom improve marketing excellence

    Feb 2008Jan 2009

    Sr. Mgr. Retail Sales Central Europe/SA

    AMD

    Additional Retail sales responsibility for South Africa.

    Jan 2007Jan 2009

    Sr. Manager Retail Sales Central Europe

    AMD

    Reporting to Dir. Retail SalesEMEA. 3 Sales Managers, 1 Assistant, 11 external Training Contractors. Increase market shares of AMD based PC’s in the Retail channel at 25 Retail accounts. Retail key accounts like Media Markt, Expert, EP:, Euronics, Lidl, Otto etc. OEM key accounts HP, Acer, Asus, Toshiba, MSI.

    Annual budget: 8M USD

    Generatedrevenue: 140M USD

    Major achievements

    • Acquire Media Markt/Saturn as new EMEA key customer for AMD Graphics business (ATI) • Initiate the first PC deal cooperation between German Buying Cooperation's in Retail • Plan and establish specific MDF program for German Buying cooperation's • 32% AMD NB MS in German Retail as highest MS in AMD ww
    Apr 2002Dec 2006

    Manager Retail Sales Central Europe

    AMD

    Reporting to Dir. Retail Sales EMEA. 3 direct reports (2 Sales Managers, 1 Assistant) and 11 external Training Contractors.Key Retail customers like Expert, EP:, Euronics, Aldi, Lidl, Otto, Notebooksbilliger.de etc. Create several customized offline, online programs to support Retailers in AMD sell out in Retail.

    Annual Budget: 6M USD

    Generatedrevenue: ~85M USD

    Major achievements

    • Create leading P.O.S. material/training combo to increase sell through • Achieve 70-85% share at Retail customers in Central Europe • Establish strong cooperation with major international OEMs Acer, HP, Asus, Toshiba, Medion • AMD Achievers Club award to outstanding market share results • 60% AMD DT MS in German Retail as highest MS in AMD ww
    May 1999Dec 1999

    Retail Trainer, Channel Rep

    Jet Services

    External contractor. Acquisition of new customers at VAR’s for Actebis Computer Germany GmbH. Furthermore sales and marketing trainings for HP products in the retail segment.

    References

    Jean-Marc Blondel, VP Sales EMEA, Wacom Europe GmbH

    At Wacom we continually recognize new employees who seek more than a career. They are looking to make their mark in the industry. They come to us being part of one of the most important and well-known companies in the creative IT industry to effectuate new ideas and are willing to work hard. The Channel Marketing department is crucial for Wacom’s success in particular in the consumer business. Arno’s comprehensive experiences about the European Retail business enables him to identify together with me and my local sales departments the needs of the local markets and create effective tools for demand generation. Luckily for Wacom, I recognize that Arno possesses all of the necessary qualities to succeed in this tough business. Arno‘s desire to stay at the top of his game is clear as he consistently offers a fresh perspective and creative approach to projects. He also approaches his projects by calculating risks and making solid determinations. In the way of defining the right tactics to push sales out Arno could use his deep sales experiences of his long Retail Sales jobs at AMD and Packard Bell he worked before. I have worked with Arno for 1 year. The thing that impresses me the most about him is that he always looks straight ahead even in difficult situations. He is also constantly looking for new challenges, skill building and developing a resourceful network of colleagues that respect and admire him. Arno somehow manages to turn negative events into positive learning experiences and never makes the same mistake twice. He is also always high motivated and appreciates positive criticism that can only make him grow in the long run. It is my belief that that Arno truly succeed in the IT industry. I am confident that you will enjoy working with him as much as I did.

    Linh Bergen-Peters, VP Marketing EMEA, AMD GmbH

    I have known Arno Hegemann van Loo since July 2009 when I joined Advanced MicroDevices (AMD) as VP of Regional Marketing EMEA. During my tenure he has held two keymanagement positions in my team: firstly as Head of Consumer Marketing EMEA, followedby his position as Head of OEM Alliance Marketing EMEA.Both positions have been highly strategic to EMEA Marketing, due to the aggressive growthtargets, but also to the importance to the overall business of both the retail as well as keyOEM customers such as HP, Acer, Dell, Samsung, and Lenovo. In addition, the two positionsconcerned involved the responsibility for and management of the largest multi-million dollarmarketing budgets within EMEA marketing.

    During the years as his manager, I have seen Arno develop into a strong leader, building uptwo highly motivated and successful teams. He is respected by his peers, particularly thesales teams who value his previous retail sales experience and hence his understanding ofboth the markets as well as the challenges when working with customers. It is this joint salesand marketing background as well as Arno’s positive personality and customer focus thathas also made him appreciated by our key customers.While his ability to develop strong relationships both internally as well as externally is one ofhis key strengths, Arno is also extremely business driven. He has shown a consistent focuson the business objectives as well as garnering the best ROI when developing marketingstrategies and programs with his team.

    Arno and is always up for a new challenge and striving to consistently improve his skills. Hishaving been given responsibility for both positions attests to our overall trust in his leadershipand marketing abilities but is also a reflection of his openness and ability to take on new andchallenging responsibilities.It has been a pleasure working with Arno and having him in my team. I am confident that youwill consider him an asset to your organization.

    Education

    Mar 2012Aug 2012

    High School Certifcation

    University of Erlangen-Nuernberg

    Business Economics Compact for Managers at WiSo-Leadership Academy of the University of Erlangen-Nuernberg

    Jan 1989Dec 1999

    University of Bremen

    Study of Geography with the focus on traffic science

    • 1st subsidiary subject was economy science with the orientation in national economy • 2nd subsidiary subject was sociology with the orientation in traffic science
    19831987

    Abitur

    Gymnasium
    Gymnasium an der Langen Reihe with graduation of Abitur (equivalent to US high school exam)
    19791983

    Gymnasium

    Gymnasium Waller Ring (grammar school)

    19731977

    Basic primary school
    Basic primary school 1st to 6th grade

    Portfolio

    Skills

    Fluent written and spoken English, native German
    International leadership of remote teams
    Working in international envoirment
    Planning and execution excellence
    Target and goal oriented acting
    Strategical and analytical thinker
    Intensive sales & trade marketing experiences
       

    Interest

    • Skiing, running, gym • New technologies • Travelling • Photography • Furniture design

    Certifications

    Feb 2008Present

    Leading Remote & Virtual Teams

    Global Integrations™
    Nov 2007Present

    License to Lead

    Executive Edge, Inc.
    Jan 2007Present

    General Performance Management: Goal Settings and Performance Review

    Reuter Management Training
    Sep 2005Present

    Situational Sales Negotiations

    BayGroup International
    Oct 2011Present

    PR Media Training

    Text100
    Mar 2012Present

    Practical knowledge of business economics for sales managers

    Haufe Academy
    Apr 2012Present

    Sales Controlling

    Haufe Academy
    May 2012Present

    Excel for sales professionals

    Manager Institute
    Jun 2012Present

    Web Analytics

    eMBIS
    Mar 2012Aug 2012

    Compact business economics

    WISO Leadership Academy Nuernberg
    Jul 2012Jul 2012

    Online Marketing Manager

    Management Circle AG