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general manager

Work Experience

Consulting Cologne, Germany 07/07 – ongoing

Founder and General Manager

1st project: Reorganizationof multi level sales channel, VERSATEL AG
2nd project: Business planning & corporate venturing, MOBILE PAYMENT AG
3rd project: Business planning outsourcing sales force, PMT GmbH
4th project: Price and brand analysis, DOHLE GmbH Co KG
5th project. Sales coaching concept and implementation, VERSATEL AG


MICROSOFT Deutschland GmbH, München/ Germany, 05/05 – 06.07

Head of Strategic Business Development
Reporting Line: Country Manager Germany

Head of Sales & Channel Marketing Germany, HED
Reporting Line: Managing Director HED Germany, dotted line EMEA Executive Sales Direc-tor

• Managing sales & marketing team of 35 employees (staff of Microsoft & vendor)
• Responsible of consumer product line up (Xbox, commercial, CPXG)
• Full cost center responsibility, sales budget, marketing budget and margins
• Revenue volume approx. 230 M €



AOL Deutschland GmbH, Hamburg/Germany 04/03 – 04/05

Director Sales
Reporting line: COO Sales

Managing the sales department. (17 employees - key account manager/KAM ; sales man-ager and sales reps/sales force; volume of commission 12 M €)
• Sales in the area of corporate partnerships (food/non-food), consumer electronics, financial services
• Responsibility for the cost centre, the sales budget, the marketing budget and the margins

Highlight
Development of a sales strategy, organized the planning process and implemented an inno-vative concept (“video sales”) to promote turnover of internet broadband services at large retail outlets
Result
This pilot project was successfully realised at 60 retail outlets.
Based on its consolidated findings the strategic sales conception „internet corner“ has been implemented.



O2 (Germany) GmbH & Co. OHG, Munich/Germany 01/99-03/03

Sales Manager Retail Key Accounts
Reporting line: Head of key account management

Managed O2‘s most important share of sales (35% of the companies net income) with a commission and marketing budget in a double-digit € Mio. range, supervised 4 KAM and 1 assistant, dealt with customers purchasing top management and board.
• Managed the cost center sales & marketing.
• Developed the business plans for sales & marketing budgets.
• Sales Planning and implementing XDA Smart Phone in the German Retailer Market
• Sales performance app. 120-155 % p.a. year over year

Highlights
• Implementation and getting a bigger foot in the market of the MSH-sales channel (MSH= Mediamarkt-Saturn-Handelsgesellschaft – the market leader in its field)
- Evaluated und clustered area located potential.
- Developed a commission plan in detail (national/local).
- Dealt with the purchasing management of MSH at top level.
- Steered the promotion agency.
Result
- MSH became to be the leading sales channel of O2 with a yearly turnover increase rate of 150 – 180 %.
- The O2-market share at MSH increased up to 45%.

• Developed and implemented a tool for analysis and planning for evaluation of sales results („early warning system“ / preview/review).
Result
- An efficient working early warning system was implemented, deviations could be recog-nized earlier and action needed earlier be initiated promotly
- KAM could be supervised better and more goal oriented

• Developed a concept for performance increase of the KAM’s
- Developed job specifications
- Organised a gap analysis and cleared individual goals and action needed
- Evaluated and organised coachings Result
- The performance of the sales department increased significantly


The PHONEHOUSE TELECOM GmbH (former Hutchison Telecom)Münster/Germany 03/97-12/98

Sales Manager New Channels
Reporting line: Head of sales / board
managed a group of 3 project mangers with a revenues of app. € 16 Mio.,
dealt with the customer heads of purchasing and marketing
• P&L responsibility for the cooperation agreements
• Acquired new customers
• Conducted pricing negotiations with customers
• Conducted negotiations to harmonize annual targets and performance
• Sales performance app. 120 % p.a.

Highlight
• successfully acquired and implemented the sales channel DIY hardware store



CASIO Computer Co. GmbH, Norderstedt/Germany 03/95-02/97

Key Account Manager
Reporting line: Head of sales (national)
Responsible for the sales (product group digital diary & hand held) to department stores with a total revenue of more than € 20 Mio., dealt with the customers central buyers.

Highlight
• created and implemented a national sales promotion conception for Xmas
Result
- the turnover of this promotion exceeded target by 30%

PREMIERE Medien GmbH & Co. KG, Hamburg/Germany 03/93-03/95

Junior Key Account Manager
Reporting line: Head of sales

Assistant to Executive Director Sales
Reporting line: Executive Director Sales
• Managed hotel marketing project
• Managed a project to optimise structure of the sales dept. and developed job descriptions
• Organised the sales activities with the most important department stores and cooperating dealers
• Planned and realised promotion action “tailor made concepts”

Education

University of Cologne, Cologne/Germany 1986-1992
Study of economics with focus on sales & business administration
Degree: Diplom-Kaufmann (equivalent to MBA)

Study accompanied by work experience:

RUESCH INTERNATIONAL, Washington D.C./USA
• Assistant Foreign Exchange Services

DEUTSCHE GOODYEAR GmbH, Cologne/Germany
• Public Relation (advertising) / sales promotion
• Product Marketing
• Public Relations
• Sales force

Leybold Heraeus GmbH, Cologne/Germany 1983-1985
apprenticeship
Degree: Industrie Kaufmann (IHK) („certificate of Industrial Merchant”)

Elementary / secondary / high school, 1979-1983
Final examination: Abitur (giving access to German universities))

Skills

A Sales and marketing Senior Executive with expertise in IT, telecom, consumer electronics. Far-reaching know-how and skills in effective and efficient business models and process management with regard to indirect and direct sales and channel marketing. Excellent inter-personal and communication skills, solution-focused, innovative and team building manage-ment style, creative, proven leadership qualities.
Very good know how and understanding of German telecommunication branch, experienced in workflow of service and content providing, mobile gaming and carrier business.

Languages

German native
English fluent
French basic knowledge

Other

Participation in further job training on management, coaching, team management profile, conflict management, leadership management topics, among others:
Management Academy St. Gallen/Switzerland in Davos and Luzern

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