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Senior Vertriebs- und Marketing Berater, Manager

Work Experience

Company Name: Quina Ltd
Period : 1.1.2005 - today
Job Title : Terrirtory Sales Manager DACH & France
Place : Frankfurt / Cologne / Berlin / Paris / Venlo
Area: Software, Hardware, Services and training

Responsibilities and duties:

1) Setting up Sales and marketing processes
2) Setting up Sales and marketing departments, hiring people, get started
3) Consultancy in sales, marketing, management and training
4) Being interim manager Sales and marketing
5) Setting up new sales channels in France,Germany, Austria and Switzerland
6) Using private network to get young companies in the market

Company Name: Wyse Technology GmbH - München
Period : June 2003 – 31.12.2004
Job Title : Director Sales Central Europe
Place : Munich - Germany
Area: Mainly Hardware and Software, Services

Responsibilities and duties:

1) Complete responsibility of central European turnover
2) Management of the Regional Sales and Product Marketing Managers
3) Manage the indirect Central European channel (Distribution, Resellers, VARs and OEMs) and partners Citrix & Microsoft
4) Constant reporting to the US HQ
5) Build alliances with strategic sales partners (EDS, cc Compunet, IBM Global services, Kaufhof, Wal-Markt etc.)

This company manufactures and sells Thin clients for the usage in XP, CE.Net and Linux environments. The production is in Taiwan and the HQ is based in San Jose (Ca. USA). The sales model is indirect. In the short time I was with Wyse, I could raise the turnover from 4 Million to 8 Million. I reported directly to the Vice President Worldwide Sales – Mr. Dave Yewell and I was responsible for a team of 8 employees (Sales. Marketing and Engineers). In October 2004, Wyse was sold to a group of investors. The complete Management Team in USA and Europe was replaced with managers of the investment group.


Company Name: Silverstroke AG – Deutsche Börse AG
Period : August 2001 – June 2003
Job Title : Sales Manager Prisma Software
Place : Karlsruhe - Germany
Area: Data Logistics, Remote Diagnostics

Responsibilities and duties:

1) Complete P&L responsibility (US-GAAP) together with the CEO
2) Strategic development of the sales and marketing activities
3) Direct sales and marketing involvement in key accounts (ReWe, Allianz Gruppe, Generali, Techem, Wincor Nixdorf, Charmilles, Nürnberger Versicherung etc.)
4) Setting up European accounts and sales activities (direct and indirect)
5) Reporting to the board of the owning group (the company was 100% owned by the Group Deutsche Börse)

This company is developing and selling software solutions in the area of data logistics – software distribution, data logistics, web-logistics, remote control and inventory. The owning group was not willing to invest into the company, since the portfolio is not strategic and planned a management buy-out. I wanted to buy the company and offered 1.5 Mio. €. The owning group (Deutsche Börse) wanted 3 Mio. € - so no agreement was found.

Company Name: Hilti Deutschland GmbH
Period : March 99 – July 2001
Job Title : Director sales northern regions
Member of the Hilti board of directors (ppa)
Place : Hamburg - Germany
Area: Tooling and construction Industry

Responsibilities and duties :

1) Responsible for the direct sales staff, technical engineers and Hilti Centers in the northern regions (150 employees)
2) Responsible for a turnover of 70 Million DM
3) Planning and coordinating new Hilti Centers
4) Full responsibility of the Telemarketing Group based in Landsberg
5) Management of all related divisions

I was brought to Hilti through Heidrick & Struggles. Due to very instable management structures (3 presidents within 2 years) it was nearly impossible to implement clear and understandable strategies.


Company Name : Advanced Logic Research Inc. Irvine
Period : October 1987 – February 99
Job Title : Director Sales and Marketing Europe
Place : Frankfurt – Germany
Area: Hardware, Software, Services

Responsibilities and duties :

1) General management of the European Headquarters
2) Management of the distribution and sales in 23 European countries
3) Set new strategic and sales directions for Europe
4) Monitor implementation of those new programs
5) Management of all other divisions (accounting, warehousing etc.)
6) Coordination between USA production and local needs
7) Monitor quarterly based forecasts / revenues
8) Implementation of process management and ISO 9000
9) Company representation / press conferences
10) Set strategic and operational goals

Started as a Sales Manager Europe from Oct. 87 to Jan. 1992. Then I was asked to take over the whole operation as Director of sales and marketing. I signed responsible for a turnover of over 31 Million DM (Servers, PCs and laptops) and a net growth of 25% per Year. Around 25 people were reporting (4 direct) to me. ALR was worldwide third largest provider of SMP technologies. Reporting to the VP Sales and Marketing Dave Kirkey in Irvine USA who left the company in February 97. ALR was sold to Gateway 2000 in 1997. In 1999, I decided to not stay within the new venture (effectively the whole ALR board in USA left the company).

Education

Ökonomie und Betriebswirtschaft an der Univerité de Fribourg (Schweiz)
IMD Lausanne: MBA in international Marketing

Skills

Auf- und Ausbau von direkten und indirekten Vertriebsstrukturen in Deutschland, Östereich, Schweiz, Benelux und Frankreich.
Breite Marketing und Management Erfahrung (bis 150 Mitarbeiter)
Hands on Mentalität

Languages

Deutsch, Englisch, Niederländisch, Französisch - alle in Wort und Schrift.
Italienisch - Anfänger

Other

Erfahrungen SW: Open Source, Storage as a Service, CRM, ERP, Groupware, Thin Client Technologien, Citrix Umgebung, MS Office Umgebung
Erfahrungen HW: PC, Server, Telecom, Storage
Erfahrung Branchen: Banken, Versicherungen, Industrie, IT Welt.

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