Danfoss

Responsible for main part of Danfoss' pressure sensors developed in Denmark and produced in China, total turnover > DKK ½ billion. Headed all related product management activities worldwide and established a new PGT (Product Governance Team)-framework that 1) maximizes overall business results via process improvements, cost and complexity reductions and improved customer request management; 2) builds a strong decision-making culture, especially in China, that enables faster and better "go/no go" and prioritization decisions; and 3) creates high visibility and transparency of key activities in the organization to ensure profitable growth. Achieved about 20% revenue growth as well as improved margins from 2021 to 2023. Acted as leader, role model and mentor for the PGT framework and headed numerous other cross-functional projects, e.g. the development and implementation of a new priority-based Customer Request System, that going forward will increase Danfoss' revenue and margins by selecting the most valuable customer opportunities.

Product Manager

GlobalConnect A/S

Responsible for GC’s Network and Internet products. Established cross-functional product core teams with the purpose to manage and direct the organisations resources to achieve the financial and strategic objectives of the products’ business. Standardized the products through the core teams and established fast track procedure for product changes & renewals and framework for non-standard solutions handling. Leveraged the core team to deliver results and helped GC’s various sales teams to drive more revenue faster through continuous launch training programs. From 2016 to 2018, MPLS network revenue grew close to four times, and in the same period, Internet revenue more than doubled, bringing total revenue of DKK 100 million within reach. Developed a cloud access facility to support the integration of GC’s Network and Internet products with the Outsourcing Services introduced through the acquisition of T26 (a hosting company acquired by GC in 2015). The cloud access facility was also used to connect to public clouds such as AWS and Microsoft Azure.

Motorola Solutions

Responsible for system software and licensing for Tetra Infrastructure Solutions and managed several strategic initiatives with the aim to simplify and grow Motorola’s software sales through direct sales and partners. Re-engineered and transformed the licensing approach to make it easier and more compelling for customers and partners to acquire additional software features. A basic analysis revealed a potential software upsell sales value multiple times greater than the 100 MUSD actually sold which was translated into a conservative upsell target of around 36 MUSD. Developed a new software-selling model in which the features are bundled under theme headings (Data, Security, etc.) to make it easier to position and promote the software features and engage customers to a greater extent. The model includes a gold-silver-bronze tiering and an incentive structure that motivates customers to buy more software than they have done historically.

Senior Product Manager

PowerSense

Responsible for developing partner sales and global strategic alliances at PowerSense, a cleantech company that develops and produces high-quality supervision and control systems for the utility industry. Re-engineered and transformed the global strategic partnership with IBM, introducing a new management structure with 3 levels, i.e. a Steering Committee approving the overall direction/targets every 3 months, a Core Team ensuring that the joint activities are on track and Work Groups delivering results in relevant areas such as sales, marketing, technical and legal. Key achievements together with IBM include development of a new cloud-enabled and scalable solution that supports dual communication so that SCADA and other backend systems may be served simultaneously and a successful go to market strategy implementation in Australia, New Zealand and Europe/DACH with 1 pilot system sold in 2011, 3 pilot systems in 2012 and multiple well received joint RFP responses in 2013. Other main achievements include pilot activities at First Energy in US together with partner BPL Global and direct sales to strategic customers in selected focus areas Nordic and DACH.

Partner Sales Manager and Strategic Alliance Executive

TDC NET

Transitioned to TDC Wholesale when TDC purchased Fibernet from DONG Energy late 2009. Responsible for the migration of DONG Energy’s Fibernet Ethernet Access product line into TDC’s Ethernet VPN product family and delivered draft IP VPN product strategy for TDC Wholesale.

Wholesale Product Manager

DONG Energy

During 2005-2006 member of the program management team in charge of product development and marketing of the optical sensor product Discos invented by NESA. Responsible for launching Discos internationally through partners based on a business case approach that allowed the full business potential of the product to be exploited. Managed project involving IBM that delivered the business case model used to transform DONG Energy’s electrical grids and which was used as an important evaluation parameter when BankInvest New Energy Solutions in 2006 decided to invest in Powersense, a company that develops and sells Discos and other sensor related products. During 2007-2010 responsible for all commercial activities associated with Fibernet products and services targeted at business customers and partners including product and market development. Delivered standard product portfolio focused on simplicity and profitability. Grew sales of business products from a total contract value of around DKK 20M in 2006 to a total contract value of around DKK 80M in 2009.

Product and Market Manager

Tellabs Denmark A/S

Responsible for the integration of the $100M product line developed in Denmark into Tellabs overall marketing strategy and activities. Delivered marketing strategy for Tellabs Denmarks products and solutions focusing on how to position the Ethernet capabilities in the market for data solutions. Developed framework for an Integrated Marketing Plan involving all Tellabs products and solutions and coordinated the efforts leading to 1st version of the plan.

Portfolio Marketing Manager

Led the launch of next generation SDH products across the entire international business reach resulting in Tellabs most successful launch ever with more than 300 systems sold in the first year corresponding to more than $20M of revenue. Responsibilities spanned the design of launch programs, the creation of program teams and subsequent program management to ensure on-time high quality delivery. Managed cross-functional teams of between 20-30 people across marketing, product house and sales in all three international sales regions. Re-engineered and transformed the go to market process, introducing new sales centred approach with sales representatives (regional champions and co-champions) at the core of the programs with the aim to put sales issues at the heart of the launch activities and drive new revenue faster.

Program Marketing Manager

Responsible for all aspects of market and business management within Latin America & Caribbean and U.S. including marketing planning and implementation, pricing, P&L management, contract negotiation and co-ordination of product marketing and management activities. Managed team of 3 marketing managers plus 2 trainees and led various cross-functional teams. Developed direct and in-direct sales channels capabilities and effectiveness by means of strong responsive support, extensive training programs and an effective implementation of Tellabs Sales Partner Program. Carried out negotiations with major customers both directly and in-directly through local sales teams. Typical deal sizes between $5M and $10M. Developed business with more than 15 new customers including 2 global customers headquartered in US. Grew revenues from $2M in 1999 to $7M in 2000 and $16M in 2001.

Group Marketing Manager

DSC Communications A/S

Responsible for all aspects of key markets (Germany, Poland and Mexico) management including sales support, contract negotiation support, marketing planning and implementation and control of marketing plans. Managed team of 6 contract and project managers and transitioned it into a team of 3 marketing managers plus 1 trainee. Carried out negotiations with various operators enabling sales and service contracts of close to $10M. Acted as sales manager for Metronet a green field carriers carrier in Mexico City dealing with all matters from prospect to contract resulting in a revenue stream of more than $6M.

Responsible for all aspects of turn-key project activities including engineering, ordering & manufacturing, system integration, training, validation (factory acceptance test), delivery, installation & test and commissioning. Managed turnkey project deliveries to incumbent operator Moldtelecom in Moldova. Project value of initial project and 3 add on projects exceeding $7M. Managed fast and flexible turnkey implementation of transmission link for Mexican customer Extensa. Project value of around $3M. Hired site manager for local site office and managed implementation of turnkey contracts in Moldova through site management organisation. Negotiated several major contract variations involving interim solutions required to overcome extensive changes to original delivery schedule.

Turn-Key Project Manager

TeleDanmark (now TDC)

Responsible for the project management of the EU-project COMBINE that involved 8 partners and 7 associated partners from all parts of Europe (Denmark, Spain, Switzerland, Finland, Belgium, France, Germany, Portugal and Holland). In average 60-80 people per year participated in the project activities. Managed annual project budget of around EUR 5M. Chaired the project policy board consisting of one delegate per partner. The responsibilities of the policy board included evaluation of the work performed in the project, control of the project progress and quality and ensuring the right balance between productivity and creativity. Acted as interface to the European Commission on all issues and responsible for project reporting including preparation of monthly management reports and delivery of annual project review reports and presentations. Key achievements included guidelines for the design and dimensioning of heterogeneous networks and development of two prototype interworking units.

R&D Project Manager

Led a team of 10-15 experts in the area of traffic modelling and analysis. Delivered a number of deliverables in the field of traffic management. Author and Co-author of several scientific papers in the field of resource allocation and traffic control. Member of coordination team for Batman (Broadband ATM Access Network)-project.

Work Package Leader

Participated actively in the B-ISDN standardisation work carried out in ITU SG18 on Broadband and ETSI NA5. Delivered a number of ITU/ETSI working documents in the field of resource allocation and traffic control. Participated as an expert in the Cost 224 project entitled "Methods for the Performance Evaluation and Design of Synchronous Multiservice Networks" and provided several contributions to the final report of the project.

Tele-Traffic Engineer

Global product, sales and marketing manager with more than 20 years of experience in international business and a proven track record in developing, launching and selling new products and solutions as well as building and expanding sales through direct and indirect sales channels and partnerships. Wide range of experience in business-to-business sales and marketing, business development, commercial management and project & program management as well as people management and cross-functional teamwork. Strong experience of strategic planning, channel and partner management, solution selling, sales and delivery support, P&L management, contract negotiation, project implementation and customer service and care.

For further information or any other inquiries please feel free to contact me:
E-mail: kenn.kvols@gmail.com

Specialties: Coaching based Leadership, Go To Market Strategy, Product Innovation, Roadmap Realization, Partnerships and Strategic Alliances, Enterprise & Solution selling and People Development and Training.

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