Chief Sales Officer
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- auf Anfrage
- 40221 Düsseldorf
- Umkreis (bis 200 km)
- de | en | fr
- 19.04.2024
Kurzvorstellung
Qualifikationen
Projekt‐ & Berufserfahrung
9/2022 – offen
TätigkeitsbeschreibungMember of the management board, responsible for profitable revenue growth & scaling sales. Leading the transition towards a financially independent and customer-centric organization. Definition and execution of a go-to-market strategy with focus on omni-channel sales and strategic customer segmentation. Implemented valued-based sales process. Coordination of cross-functional teams. Co- founded the German branch. Achievements: ARR growth YoY: 55% / Financially independent 2023
Eingesetzte QualifikationenBOARD, Business-to-business (B2B), Geschäftsfeldstrategie, Investors-Relations, Kundenanalyse, Kundenberatung, Lead Management, Management (allg.), Marketing- / Vertriebsanalyse, Organisation des Vertriebs, Organisationsentwicklung, Prozess- / Workflow, Prozessoptimierung, SAAS, Social Media Marketing, Softwareentwicklung (allg.), Venture Capital Finanzierung, Vertragsmanagement, Vertriebsgestaltung, Vertriebsmanagement, Vertriebswege
1/2019 – 8/2022
TätigkeitsbeschreibungSector Head Retail and FMCG, responsible for leading and growing the sales diversifying the business. Executed an omni-channel-sales and marketing strategy. Won the largest German grocery retailer as strategic customer. Led the sector sales teams. Orchestrated the customer account and tender bid teams Held presentations and external communication at trade fairs, customer events and webinars. Achievements: Sales quota attainment 2021: 101%. New business and upsell 2019-2020: 1,5m€
Eingesetzte QualifikationenEnterprise project management (EPM), Analyse der Markt- / Wettbewerbsposition, Business-to-business (B2B), Content Marketing, Event Marketing / Event management, Marketing- / Vertriebsanalyse, Markteintrittsstrategien, Marktpotenzialanalyse, Account management, CRM (Customer Relationship Management), Organisation des Vertriebs, Vertriebsgestaltung, Vertriebsmanagement, Vertriebswege
11/2017 – 12/2018
TätigkeitsbeschreibungMember of the Board of Directors. Directed the development of the Trade & Industry sector. Defined and executed a go-to-market strategy. Led the teams of Field Sales, Inside Sales, Key Account Management & Customer Solutions with 20 team members. Responsible for 16m€ revenue budget. Achievements: Key accounts growth: 2,4m€ / New business growth (SME): 51%
Eingesetzte QualifikationenBOARD, Business Intelligence (BI), Management (allg.), Partner relationship management (PRM), Vertragsmanagement, Content Marketing, Marketing- / Vertriebsanalyse, Außendienst-Steuerung, Innendienst-Steuerung, Lead Management, Organisation des Vertriebs, Vertriebsgestaltung, Vertriebswege
11/2015 – 9/2017
TätigkeitsbeschreibungMember of the Global Management Team. Responsible for 12m€ annual revenue and 1,2m€ annual profit. Headed interdisciplinary country team. Responsible for P&L, commercial strategy, budgeting and pricing. Restructured sales organization and segmented customer base (Chemical and Food & Beverage sectors). Implemented CRM and sales process. Achievements: New business growth YoY: 1,3m€ / Profit growth YoY: 15%
Eingesetzte QualifikationenKennzahlensysteme, Profit-Center-Rechnung, Vertragsmanagement, Interkulturelle Kommunikation, Business-to-business (B2B), Kundenanalyse, Marketing- / Vertriebsanalyse, Außendienst-Steuerung, Innendienst-Steuerung, Vertriebsgestaltung, Vertriebswege, Training - Coaching-Kompetenzen
5/2012 – 10/2015
TätigkeitsbeschreibungMember of Sales & Marketing Management Team. Built and led the West-German Field Sales team of 11 strategic-, senior- and account executives. Responsible or 40m€ annual revenue. Focus on express parcel and airfreight services. Restructured sales organization and co-implemented CRM tool, KPI-set and KPI-driven sales management. Regular communication with European headquarters in Brussels. Achievements: Revenue growth of 12m€ (28m€ to 40m€) in 3 years
Eingesetzte QualifikationenKurier, Express und Paketdienst (KEP), Vertriebswege, Change Management, CRM (Customer Relationship Management), Logistik (Allg.), Prozesscoaching, Prozessmanagement, Prozessoptimierung, Training - Coaching-Kompetenzen, Vertriebsmanagement
9/2005 – 4/2012
Tätigkeitsbeschreibung
02/2011-04/2012 EMEA Enterprise Account Manager
Responsible for 12 European key accounts with 21m€ annual revenue and multi-national shipping sites within high tech, retail and industrial sectors. Directed account teams liaising with customer solutions (IT, billing, brokerage and supply chain). Led multi-national contract negotiations in English. Achievements: 103% sales quota attainment. Revenue growth: 2m€
02/2010-01/2011 Inside Sales Group Manager
Responsible for 35m€ annual revenue of 13k small businesses. Managed, developed and grew a team of 18 Inside Sales Executives. Performed ongoing sales steering based on CRM data. Conducted regular performance reviews and sales coachings with direct reports. Achievements: 113% sales quota attainment. Annual revenue growth: 6m€
01/2009-01/2010 National Account Manager
Responsible for 32m€ annual revenue of 13 major accounts (5m shipments per year). Led multi- functional account teams (local sales, IT and operations). Negotiated complex frame agreements. Strong focus on supply chain optimization within the High Tech and Retail sector. Achievements: Annual revenue growth: 4m€. 107% sales quota attainment
12/2006-12/2008 Senior Account Executive
Responsible for 80 regional accounts with 21m€ annual revenue. Mentor of 3 Account Executives. Sectors High Tech and Retail with focus on B2C reverse logistics (MS Xbox) and time-definite worldwide solutions (apparel samples). Provided visibility to customers through API integrations. Achievements: Revenue growth: 14m€ to 21m€ in 2 years. 144% sales quota attainment in 2008
09/2005-11/2006 Account Executive
Responsible for managing and growing a 4m€ annual revenue portfolio of 300 accounts selling value- added express and parcel solutions. Achievements: 103% sales quota attainment
Kurier, Express und Paketdienst (KEP), Kennzahlensysteme, Prozesscoaching, Kundenanalyse, CRM (Customer Relationship Management), Logistik (Allg.), Training - Coaching-Kompetenzen, Vertrieb (allg.), Vertriebsmanagement
Ausbildung
FOM Fachhochschule für Ökonomie und Management
Neuss
Persönliche Daten
- Deutsch (Muttersprache)
- Englisch (Fließend)
- Französisch (Grundkenntnisse)
- Europäische Union
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