I am interim manager
for B2B sales, price/margin management and digital marketing.
I help companies grow market share, improve profitability and optimize commercial effectiveness.
Services
Improve commercial
effectiveness in Sales
Vertriebs­strategie
- Analysis of customer’s buying journey
- 360° insight into decision drivers
- Identification of growth potential
- Tailored growth strategy
Vertriebs­leitung und -steuerung
- Sales planning and fact based monitoring
- Tools to improve effectiveness
- Improved alignment at functional interfaces
Success Project
Customer centric growth strategy and effective implementation
We had just revamped market strategies towards organic growth. However, the beauty of a strategy is in its implementation.
- New insights into customer behaviour enabled the definition and execution of unique tactics.
- Business development was more outcome oriented as strategic intent drove our decisions.
- Maximum support with data created more productive time for sales.
- As a result, the business unit performed best versus the annual business plan.
Aktives Preis­management zur Erhöhung der Margen
Strategic Pricing
- Differentiated target pricing to optimise positioning in the market
- Structured price management
- Playbook for different market scenarios
Operative Margen­verbesserung
- Peer comparison to identify margin improvement potential
- Differentiated price tactics to manage market position and dynamics
Success Project
Margin optimisation through empowerment of a sales team
I took over a sales team and restructured the database to calibrate customer prices. Such my team and me were able to evaluate and benchmark each price in a 360° context.
- Sales managers loved it because their decisions became more informed and fact-based.
- Margins improved as everybody in the team proactively identified improvement potentials and went for them.
- A few months later, a consultant analysed profitability and identified on average x10 more margin potential in other business units. We had already done the work, driven by empowerment and entrepreneurial attitude.
Digital Transformation and Digital Marketing
Digital Transformation
- Relevant approaches in B2B Sales & Marketing to generate growth
- „Agile“ as company culture
Develop Digital Marketing in B2B
- Definition of relevant approaches and organisational development
- Business development based on customer journey analysis
- Optimisation of on-/offline customer interaction
Success Project
Transformation from asset focus to customer focus
I set up a digital marketing unit, we analysed the customer journey and developed the “persona” of the target roles. That triggered an organisational transformation that exceeded my expectations.
- We multiplied the Marketing ROI with new digital customer interaction approaches.
- I applied the concept of the “persona” in sales strategies and our growth tactics differed significantly from competition.
- Seasoned technicians took a more customer centric approach, and “stepped into the customer shoes” instead of focusing primarily on product features.
Voriger
Nächster
I love to explore new ground.
I am a big believer in „Agile“ and „fail-fast“. Early testing of simple working solutions is the best way to understand whether something works in real life or not. Many months of desk research will never deliver the same high quality result as quick testing and working in iterations.