Business Development- , Expansion- & Transformation Consultant

7/2020 – 8/2021

Lead strategic initiatives and teams over the course of the project (worth ~$30M). In consecutive roles, developing and Implementing corporate strategy towards digital business models, developing new international markets / segments.
Lead strategic initiative of Corporate Governance implementation (structure, processes, reporting’s) and improvement of corporate “Innovation Ecosystem” (Ideation, Idea qualification, Innovation management @ R&D).
Minimize financial risk and maximize expected returns through sales strategy, process, organizational adjustment and portfolio optimization - Target segments: Healthcare, Security (B2B & B2G)

Business Development, Corporate Governance, Enterprise Resource Planning, Innovationsmanagement, Strategisches Management

7/2020 – offen

In consecutive roles, developing and implementing corporate strategy towards IoT portfolio offering, Business models, developing new international markets / segments. Modernizing Portfolios from straight forward “ERP solution selling” towards Digital Asset Management, IIoT / Sensor-Solutions / Condition Monitoring, Predictive Maintenance, Analytics.
Lead strategic initiatives and teams, developing corresponding sales arguments and sales skills over the course of the company strategy building project (worth ~$3M). - Target segments: Transport, Production Industry, Process Industry and Mining (B2B & B2G)

Analyse der Markt- / Wettbewerbsposition, Business Development, CRM (Customer Relationship Management), Strategisches Management

12/2018 – 12/2020

Lead strategic initiatives while driving company’s strategy, JV (worth $6M) and turnaround / delivering guidance to high-performing cross-functional teams. Minimize financial risk and maximize expected returns through sales strategy, process, organizational adjustment and portfolio optimization (TTL. revenues of $16M) – Target Markets – MEA countries - Telco’s, TowerCo’s, MNOs (Fronthaul), Service- & Data Center Providers, Enterprise & Utilities customers / Campus, Fog, Edge and Backhaul, Smart Cities and System Integrators (B2B & B2G) – Active-, passive Infrastructure solutions and services incl. IIoT). - During / based on Consulting support HitekNofal achieved in 2019 its best fiscal results in company’s history ($12M Revenues & Profits)

Bewertung von Fertigungstechnologien, Business Analysis, Business Development, Carve-Out, Corporate Governance, eBusiness-Strategie, Internationalisierung, Strategische Unternehmensplanung, Swot-Analyse

5/2018 – 9/2018

Vertical integration of value added (portfolio gain), business case / business model & positioning / partnership models with regional / municipal authorities and MNOs (Mobil Network Operator) to cover „white-spot“ areas of underserved broadband provisioning (Mobil, Fix- & Hybrid) and evaluation of regulatory frame parameter, regional initiatives and funding programs.

Business Development, Business Intelligence (BI), Datenanalyse, Geschäftsfeldstrategie, Transformation Management

4/2018 – 6/2020

Identify and capitalize new business opportunities by establishing and maintaining rapport with potential customers. Restructured business model to capture emerging market needs pertaining to ICT Systems and Cloud services. Target Markets – West Balkan & Central EU - Data Center Providers, Enterprise & Utilities customers, Municipalities, Government Bodies and S/W producers (B2B & B2G)

Analyse der Markt- / Wettbewerbsposition, Business Development, Unternehmenszielsetzung

1/2018 – 6/2018

Concept, planning and moderation of the GETCA Conference Tashkent plus
promoting UZB as a place for FDI. Coordination of exhibition as a parallel event.

Konfliktlösung, Markterschließung Import und Export, Vorbereitung Auslandsinvestitionen, Business Development, Veranstaltungsmanagement

6/2017 – 12/2017

Department Head, developing Go2Market strategies, establishing entire Sales Support resources for VOITH Digital Solution portfolio comprising of Industry 4.0, IIoT solutions and services, S/W, Analytics platform, cloud / edge and fog infrastructure, Network Management, Data Center, security solutions, and process automation.
Leading product marketing activities by collaborating with product management, R&D, identifying needs markets customer pain-points, and driving customer demand. Managed company-wide assets by assessing risks and documenting reports. Delivered sales support to customers to attain sales quota, client satisfaction and retention. Rendered strategic direction to a team of 19 employees and reported to CSO to support decision making process.
• Spearheaded end-to-end definition of OTO (opportunity to Order) and OTC (Order to Cash) process for the entire Voith Digital Solution BU business.
• Establishing new business unit under the umbrella of VOITH AG, transferring existing “digital” portfolio incl. revenue streams and staff into the new unit Voith Digital Solution.
• Closed 70% (~$240M) of final budget (FY Aug.-Sept.) and delivered strategic portfolio by required timeline.
• Administered deployment and implementation of innovation management, CRM (SalesForce), Share Point solution and sales excellence tools and processes like SCRUM.

Business Analysis, Business Development, Business Plan, Carve-Out, eBusiness-Strategie, Marketing- / Vertriebsanalyse, Fusionen und Übernahmen, Produkt- / Sortimentsentwicklung, Produkt-Diversifikation, Strategische Unternehmensplanung, Transformation Management

9/2016 – offen

Innovationsrahmen Infrastruktur, Mobilitätstelematik, Global Information Society.

Corporate Design, Business Intelligence (BI), Business Development, Geschäftsfeldstrategie

5/2005 – 5/2017

Business Development, Produkt-, Vertriebs- / Key-Account Management,
Markterschließungs- / Export Strategien, Standortentwicklung & Verlagerung, JV
Anbahnung, operatives Organisation- & Management Consulting sowie Lobbying
auf Entscheider-Ebene. Business Modelle, Digitale Transformation.
Strategie-, Marketing-, Technologie Definition und Realisierung; Projekt-
Management (Definition, Implementierung und operative Umsetzung)

Business Development

7/1996 – 6/2005

Def. und Umsetzung von Vertriebsstrategien in etablierten & neuen
Geschäftsfeldern, Umsatz- & Profit Erwartungen, Key-Account Management, “Risk-& Revenue” Analysen, Entwicklung von Lieferanten- / alternativer Projekt-/Service Finanzierungen, Target Account Selling, Unternehmensstrategie, M&A’s etc.
Regionale Entwicklungsprogramme Ländlicher Raum, Kommunale Netze- und
Services.

Internet / Intranet- Integration (eBusiness), IT-Outsourcing-Konzepte, IT-Strategieberatung, Konzeption (IT), Projektstudie, Requirement Analyse, Business Process Reengineering (BPR), Projektmanagement, Business Development

7/1994 – 6/1996

Konzepterstellung / Def. & Implementierung von Techn. und Vertriebs-Konzepten
(Value Added Services & Corporate Networks, Utilities SCADA, TK/ICT,
Automatisierung etc.).
Markt-/ Wettbewerbsanalysen, Vertrieb / Vertriebsunterstützung und Def. von
Betreibermodellen (TCO, ROI Models und Business-Case) …

Programm-Management, Projektmanagement - Vertragsmanagement, Projektmanagement - Vorstudien / Machbarkeitsstudien, Proof of Concept (POC), Analyse der Markt- / Wettbewerbsposition, Bewertung von Fertigungstechnologien, Business Plan, Carve-Out, eBusiness-Strategie, Erfolgsfaktoren-Analyse (EFA), Internationalisierung, Fusionen und Übernahmen, Strategisches Management

2/1991 – 6/1994

Leitung desProdukt-Marketings (8 MA / 90 Mio. Umsatz) Produkt- &
Lösungsverantwortung, Go2Market und Product Launch ges. LAN / MAN / WAN,
SCADA und Data-Communication Lösungen,
Leitung & Mitwirkung bei Alcatel EMEA internen und externen Arbeitskreisen,
Industrieverbänden, Kundenprojekte - EMEA.

Demand Management, Organisationsentwicklung, Product Owner, Projekt-Qualitätssicherung, Projektdurchführung, Projektleitung / Teamleitung, Projektmanagement - Angebotsmanagement, Projektmanagement - Konzeption / Vorgehensmodell, Projektmanagement - Krisenmanagement, Projektmanagement - Vorstudien / Machbarkeitsstudien, Proof of Concept (POC), Analysen der Lieferketten, Produktmanagement, Product-lifecycle-cost-management (PLCM)

1/1990 – 2/1991

Verantwortlich für TDK Indirekten Vertrieb und Reorganisation der EU
Vertriebsorganisation, Neustrukturierung & Neuverhandlung der ges.
Distributionsverträge, Leitung des Vertriebsinnendienstes

Vertragsmanagement, Affiliate Marketing, Analyse der Absatzwege, Distribution channels analysis, Marketing- / Vertriebsanalyse, Sales Management

9/1986 – 1/1990

Vorbereitung- & Umsetzung von Marketing-Konzepten; Rolling F/C Japan, Korea
& Brasilien Fertigung, JIT, KanBan…; Organisation / Teilnahme bei Leitmessen
Paris, München, Milano – Gruppenleiter Bestellwesen

Einkaufsorganisation, Projektleitung / Teamleitung (IT), Projektmanagement (IT), Produktmanagement