Spezialist für agilen Vertrieb, Vertriebssteuerung, Vertriebsstrategie und Veränderungsprozesse im B2B-Vertrieb

10/2014 – 7/2020

* Markt- und Trendanalyse
* Strategieentwicklung (Produkt- und Unternehmensstrategie)
* Entwicklung von Beratungsdienstleistungen im Bereich Vertriebs-management, Vertriebsoptimierung und Führungskräfteentwicklung
* Akquise von Neukunden für das entwickelte Beratungsportfolio

Akquise / Kontakt, Produktdesign, Produktmanagement

11/2013 – 9/2014

Designing a B2B channel program for the European market

Project Manager, Subject Matter Expert
* Project management tasks
* Analyzed current state channel and business model
* Developed channel value proposition
* Defined partner management processes
* Defined KPIs and incentive schemes for partner and partner managers
* Developed deployment roadmap

Management (allg.), Partner Relationship Management, Unternehmensberatung

8/2013 – 9/2013

Developing Sales Processes

Project Manager
* Project management tasks
* Designed and conducted process workshops
* Developed a detailed process description

Management (allg.), Prozessmanagement, Projektleitung / Teamleitung, Unternehmensberatung, Prozessberatung, Marketing- / Vertriebsanalyse

6/2013 – 8/2013

Analyzing Sales Effectiveness and Sales Efficiency

Project Manager
* Project Management tasks
* Conducted quantitative analysis of market, sales and marketing data
* Developed strategic recommendations
* Designed implementation roadmap and change program

Prozessoptimierung, Management (allg.), Prozessmanagement, Unternehmensberatung, Kostenoptimierung, Vertrieb (allg.)

3/2013 – 2/2016

Market Segmentation, Market Analysis and Sales Enablement

Project Manager
* Project management tasks
* Conducted quantitative and qualitative market analysis
* Designed and executed clustering methodology for market segments and target accounts
* Identified target contacts within target accounts
* Developed cluster-specific value propositions

Management (allg.), Projektmanagement, Unternehmensberatung, Marktforschung / -analyse, Lead-Management

7/2012 – 10/2012

Developing a Strategic Growth Plan

Project Manager for Germany
* Project management tasks
* Designed and conducted quantitative analysis of market, sales and marketing data
* Developed growth plan for the client’s German market

Management (allg.), Projektleitung / Teamleitung, Unternehmensberatung, Marketing, Marketing- / Vertriebsanalyse, Vertriebsgestaltung, Direktvertrieb, Absatzförderung

9/2011 – 2/2012

Analyzing Sales and Marketing Effectiveness and Efficiency

Work Stream Lead Quantitative Analysis
* Conducted quantitative analysis of extensive market, sales and marketing data
* Researched and processed external benchmarks
* Developed strategic recommendations for improved sales and marketing effectiveness and efficiency

Management (allg.), Projektleitung / Teamleitung, Unternehmensberatung, Business Analysis, Unternehmensanalyse, Fehlermöglichkeits- und -einflussanalyse (FMEA), Marketing- / Vertriebsanalyse

6/2011 – 6/2012

Market Analysis, Competitive Analysis: Laser Micro Processing Machines

Project Manager
* Project management tasks
* Designed and executed conducted market analysis, market segmentation and competitive analysis
* Developed strategic recommendations

Management (allg.), Projektleitung / Teamleitung, Unternehmensberatung, Marktforschung / -analyse

6/2010 – 12/2010

Value Chain Analysis: Automotive Lubricants

Project Co-leader
* Managed quantitative analysis part of the project
* Managed qualitative research for German part of the project
* Analyzed worldwide market and pricing data
* Developed strategic recommendations and action plan

Management (allg.), Projektleitung / Teamleitung, Unternehmensberatung, Wertanalyse, Marktforschung / -analyse

6/2010 – 12/2010

Value Chain Analysis: Automotive Lubricants

Project Co-leader
* Managed quantitative analysis part of the project
* Managed qualitative research for German part of the project
* Analyzed worldwide market and pricing data
* Developed strategic recommendations and action plan

Management (allg.), Projektleitung / Teamleitung, Unternehmensberatung, Wertanalyse, Marktforschung / -analyse

6/2010 – 11/2010

Market Analysis: Automated Guided Vehicles (AGV)

Project Manager
* Project management tasks
* Conducted interviews industry stakeholders
* Designed and executed market analysis, market segmentation and competitive analysis
* Developed strategic recommendations

Management (allg.), Projektleitung / Teamleitung, Unternehmensberatung, Marktforschung / -analyse, Marketing- / Vertriebsanalyse, Akquise / Kontakt

5/2010 – 6/2010

Project Manager for Germany
* Project management tasks
* Conducted market analysis
* Designed and implemented customer and partner segmentation exercise
* Developed a segment-specific sales and marketing strategy for the German market

Management (allg.), Projektleitung / Teamleitung, Unternehmensberatung, Marketing, Marktforschung / -analyse

5/2009 – 9/2009

Channel Analysis: Specialized Auto Parts Distributors

Project Manager for Germany
* Project management tasks
* Conducted a requirements analysis with the client’s customers and distribution partners on different levels of the lubricants supply chain
* Identified short-term and long-term market opportunities for the SAPD channel
* Developed strategic recommendations and a prioritized list of action steps for the German market

Management (allg.), Projektleitung / Teamleitung, Unternehmensberatung, Marketing- / Vertriebsanalyse, Vertrieb (allg.), Vertriebsgestaltung, Indirekter Vertrieb, Direktvertrieb

9/2008 – 11/2008

Developing a Business Planning Tool for Strategic Sales & Distribution Partners

Project Manager & Lead Developer
* Project management tasks
* Analyzed existing partner management and partner planning processes
* Developed a new partner planning and management methodology
* Identified business requirements for partner business planning and management tool
* Developed tool prototype based on MS Excel

Management (allg.), Partner Relationship Management, Projektleitung / Teamleitung, Unternehmensberatung, Vertrieb (allg.), Indirekter Vertrieb, Öffentlichkeitsarbeit

6/2008 – 7/2008

Project Lead for Quantitative Modeling and Implementation Planning
* Managed work stream (2 Consultants)
* Conducted needs analysis for quantitative models
* Developed quantitative business and ROI models
** Expected revenue and ROI per channel, product group, geography and business scenario
* Developed an implementation strategy for the recommended multi-channel sales and marketing strategy
** Timing und quantity of investments (people, infrastructure, other)
** Recommended sales and marketing hub locations for all geographies
** Required investment and expected ROI per location
** Success factors and risk factors for the implementation in the individual geographies

Management (allg.), Projektleitung / Teamleitung, Unternehmensberatung, Marketing, Vertriebsgestaltung, Investition / Desinvestition

4/2008 – 5/2008

Work Stream Lead for Germany
* Co-lead for project planning and management
* Helped to develop global positioning strategy
* Planned and executed focus group interviews in Germany
* Conducted C-level interviews with the client’s enterprise customers
* Documented and presented research findings
* Developed strategic recommendations and recommended specific action steps for the client

Management (allg.), Projektleitung / Teamleitung, Unternehmensberatung, Marktforschung / -analyse

2/2008 – 4/2008

Defining a business case methodology and tool for Central Payment Acquires

Project Co-lead
* Defined project goals together with customer
* Conducted customer workshops and secondary research to analyze existing business processes
* Documented existing business processes
* Identified cost structures on the different levels of the value chain in the payment industry
* Developed a scenario-based business case method
* Developed a MS Excel-based business case tool for the client’s business development team
* Helped the client to define additional strategic measures regarding the roll-out of the Central Acquiring model

Management (allg.), Projektleitung / Teamleitung, Unternehmensberatung, Business Development, Marktforschung / -analyse

9/2007 – 12/2007

Optimizing multi-channel sales and marketing planning processes in Asia-Pacific

Project Manager
* Project management (see above).
* Analyzed existing business processes in the various regional sales and marketing units.
* Designed and documented new, standardized and co-ordinated business processes and a detailed Sales/Marketing calendar.
* Negotiated SLAs between various Sales and Marketing units
* Conducted needs analysis for the planned online tool.
* Defined business requirements for the planned online tool.
* Developed implementation plan for the planned online tool, detailing out tool functionality, implementation steps, implementation timing, risk factors and success factors.

Management (allg.), Prozessmanagement, Projektleitung / Teamleitung, Unternehmensberatung, Prozessberatung, Kostenoptimierung, Marketing

4/2007 – 7/2007

Implementing a multi-channel sales and marketing strategy: designing and implementing an Tele Channel Management centre in Germany

Project Manager
* Project scoping and profitability management
* Set up and managed project plan
* Set up project goals
* Project risk management
* Project finances
* Oversaw all deliverables (Processes, technology, data, recruiting, training, change management & communications)
* Managed consultant team
* Provided project introduction
* Agreed project goals and personal/career goals
* Guidance and support during the project
** Performance review
* Designed and conducted change management program
** Identified target audiences and their respective change management requirements
** Designed change management exercises
* Led change management exercises

Change Management, Management (allg.), Unternehmensberatung, Marketing, Vertriebsgestaltung, Direktvertrieb, Kommunikation (allg.)

10/2006 – 3/2007

Implementing a multi-channel sales and marketing strategy: designing and implementing an Inside Sales centre at the client’s headquarters in Germany

Project Manager
* Project scoping and profitability management
* Set up and managed project plan
* Set up project goals
* Project risk management
* Project finances
* Oversaw all deliverables (Processes, technology, data, recruiting, training, change management & communications)
* Managed consultant team
** Provided project introduction
** Agreed project goals and personal/career goals
** Guidance and support during the project
** Performance review
* Designed and conducted change management program
** Identified target audiences and their respective change management requirements
** Designed a change management program
** Managed change management exercises

Change Management, Management (allg.), Unternehmensberatung, Vertriebsgestaltung, Account Management, CRM (Customer Relationship Management), Kommunikation (allg.)

4/2006 – 10/2006

Implementing a multi-channel sales and marketing strategy: designing and implementing three Inside Sales centers in Asia-Pacific

Implementation Manager
* Coordination of the individual work streams on the project
* Single point of contact for detailed implementation steps
* Designed a blueprint for the implementation of an Inside Sales Centre
* Designed executive presentations for the client’s regional management
* Co-lead a change management program

Change Management, Management (allg.), Prozessmanagement, Unternehmensberatung, Vertriebsgestaltung, Account Management

9/2005 – 5/2006

Implementing a multi-channel sales and marketing strategy: designing and implementing two Inside Sales centers in Southern, Western, Northern and Eastern Europe

Work Stream Lead for Business Processes, Technology and Data Management
* Designed and documented multi-channel business processes
** Identified existing business processes
** Gap analysis: Existing business processes vs. required multi-channel business processes
** Designed and documented new business processes
* Helped to design a change management program
** Identified target audiences and their respective change management requirements
** Designed business process exercises
** Co-lead change management processes
* Designed and documented business and technology requirements
*Identified existing technology infrastructure
** Gap analysis: Existing technology infrastructure vs. required technology infrastructure
** Designed short-term workarounds
** Defined business and technology requirements for a long-term technology solution
* Designed and documented data requirements
** Identified existing data repositories and processes
** Gap analysis: Existing vs. required data management processes and infrastructure
** Designed and documented revised data management processes and infrastructure
* Worked with Training work stream to design training program and to conduct training sessions
* Managed two junior consultants
** Provided project introduction
** Agreed project goals and personal/career goals
** Guidance and support during the project
** Performance review

Change Management, Management (allg.), Projektleitung / Teamleitung, Unternehmensberatung, Personalwesen (allg.), Datenmanagement, Marketing, Vertriebsgestaltung, Account Management, CRM (Customer Relationship Management)

2/2002 – 5/2002

Work stream lead business Requirements definition

* Conducted user interviews
* Analysed and documented existing business processes
* Conducted gap analysis: existing vs. required business processes
* Analysed and documented business requirements for the client’s planned CRM implementation
* Managed the relationship with technology partner Extraprise

Transformation Management, Prozessmanagement, Effizienz der Absatzwege, Distribution channels analysis, Vertriebsgestaltung

8/2001 – 12/2001

Work stream lead for quantitative modelling

* Single local point of contact in London for the Europe-based client
* Managed the relationships with the client’s Finance department
* Designed and implemented scenario-based quantitative models, calculating revenue and cost structures for various channel combinations, product lines and business scenarios.
* Calculated net present value for the various investment scenarios.
* Documentation and presentation of modelling results to client’s CFO and departmental heads.
* Based on the results of the modelling exercise, helped to build a multi-channel sales and marketing strategy and implementation plan.

Analyse der Absatzwege, Effizienz der Absatzwege, Distribution channels analysis, Vertriebsgestaltung, Vertriebswege

2/2001 – 8/2001

Work stream lead for quantitative modelling

* Single local point of contact in London for the Europe-based client
* Managed the relationships with the client’s Finance department
* Designed and implemented scenario-based quantitative models, calculating revenue and cost structures for various channel combinations, product lines and business scenarios.
* Calculated net present value for the various investment scenarios.
* Documentation and presentation of modelling results to client’s CFO and departmental heads.
* Based on the results of the modelling exercise, helped to build a multi-channel sales and marketing strategy and implementation plan.

Effizienz der Absatzwege, Distribution channels analysis, Marketing- / Vertriebsanalyse, Vertriebsgestaltung