Greater Munich Metropolitan Area
As Chief Sales Officer with P&L management responsibility at Rudolf Riester GmbH, a leading manufacturer of high-quality medical devices, I oversaw the global sales strategy and execution, as well as product management. As a member of the board I also played a key role in defining the company's overall business strategy, mission and vision. My focus has been on optimizing profitability, redefining commercial priorities, and transitioning sales efforts toward OEM partnerships. I successfully led the organization through significant change management initiatives, including a product range consolidation that streamlined operations by eliminating 50% of SKUs. With 20+ years of sales experience across high-tech industrial automation, laboratory diagnostics and medical devices markets—backed by a Master's degree in Electrical and Electronic Engineering—I bring a rare and highly effective combination of technical, analytical and commercial skills. I offer in-depth expertise in B2B sales, strategic account management, OEM partnerships and distribution channel management across EMEA and global markets. I have a proven track record of increasing profitability (+4% Gross Margin at Rudolf Riester GmbH, +3% EBITDA at Novanta). My leadership approach centers on driving strategic growth through change management, coaching and mentoring high-performing international and culturally diverse sales teams, and navigating organizational transformation. Passionate about enabling data-driven decisions, I have a proven track record in implementing and optimizing processes, metrics and tools like CRM systems (Salesforce, MS Dynamics) to enhance sales operations and align teams with organizational goals. Fluent in 4 languages with strong intercultural competence, I build trusted relationships with both internal and external stakeholders across diverse markets.
Led global sales strategy and product management with sales P&L responsibility for a leading manufacturer of high-quality medical devices serving primary care, hospital and specialist markets across EMEA and international markets. Managed a team of 30 sales and product management professionals (5 direct reports) with full accountability for revenue growth, margin improvement and commercial transformation. Key Achievements: • Drove profit increase by refocusing the sales organisation on margin optimisation, achieving +4% Gross Margin improvement on a constant exchange rate basis • Transformed commercial strategy from tender-based sales to strategic OEM partnerships, redefining geographical priorities globally and restructuring the sales team to execute the new go-to-market strategy • Led product portfolio consolidation initiative, streamlining operations by eliminating 50% of SKUs, reducing technical files by 30%, and product families by 40%, significantly improving operational efficiency and manufacturing agility • Championed organisational change management, successfully navigating the company through wholesale leadership transition in 2024 while maintaining team performance and customer relationships • Built strategic partnerships with key OEM customers, establishing long-term revenue streams and reducing dependency on competitive tender processes
Led EMEA sales strategy and operations for precision linear and rotary motion products serving industrial automation, medical devices, and laboratory diagnostics markets. Managed an international team of 9 sales professionals across Europe through a hybrid go-to-market model combining direct sales and extensive channel partner network. Drove regional growth while championing global CRM transformation. Key Achievements: • Delivered exceptional growth despite global disruption: navigated COVID-19 pandemic operational and commercial challenges without revenue loss in 2020, then achieved 25% revenue growth in 2021 • Championed global CRM transformation, leading the development and adoption of best practices for MS Dynamics CRM implementation worldwide, establishing the framework used across all regions • Formulated and executed strategic geographic expansion plan for EMEA in 2021, identifying new market opportunities and reallocating resources to drive accelerated growth in high-potential market segments and territories • Set organizational benchmark for sales excellence, establishing EMEA as the top-performing region within Haydon Kerk Pittman with Growth Funnel generation at 2x current sales (200% of annual revenue) • Developed and grew a high-performing international team of 9 sales professionals across multiple European markets, fostering collaboration across direct sales and channel partners
Created and established the Global Key Account Manager role as part of Haydon Kerk Pittman's strategic reorganization, developing the framework for managing strategic multinational customers across regions. Managed relationships with key OEM customers for precision linear and rotary motion products serving industrial automation, medical devices, and laboratory diagnostics markets. Pioneered cross-functional account management approach, aligning global customer strategies with HKP's growth objectives across EMEA, Americas, and Asia-Pacific. Key Achievements: • Designed and implemented global account management framework, establishing best practices for strategic customer analysis, opportunity identification, and cross-regional collaboration, becoming the template for the company's key account strategy • Conducted comprehensive strategic analyses of multinational OEM customers, evaluating global footprint, growth strategies, competitive landscape, and market opportunities to identify high-value partnership opportunities • Aligned organisational growth strategy with key customer roadmaps, formulating account-specific business strategies that positioned HKP as a strategic partner rather than a transactional supplier • Led cross-functional collaboration across regional sales teams and leadership in EMEA, Americas, and Asia-Pacific, ensuring coordinated global approach to strategic accounts and maximising revenue opportunities • Championed MS Dynamics CRM adoption, establishing data-driven processes and metrics that improved account visibility and forecast accuracy
Led sales of precision laser deflection systems for the Cambridge Technology division in the DACH region, serving industrial automation, medical devices, and laboratory diagnostics markets. Built and managed strategic customer relationships with major OEMs and end users, competing directly against established German manufacturers in their home market. Drove consistent revenue growth and margin improvement over 7 years while navigating organisational transformation and championing global CRM implementation. Key Achievements: • Delivered sustained revenue growth, achieving 10% average year-over-year growth in the DACH region by competing successfully against entrenched German competitors in their home market • Drove profitability improvement, implementing strategic pricing and value-selling approaches that increased EBITDA by 3% while maintaining competitive positioning • Rebuilt market presence and customer trust following high turnover in the position, re-establishing brand credibility and customer relationships across the DACH region through consistent engagement and reliable execution • Elevated strategic customer relationship to partnership level, strengthening engagement at all organisational levels with EMEA's largest customer (top 3 globally), transforming transactional relationship into strategic partnership • Contributed to regional business strategy, providing market analysis, competitive intelligence, and strategic partnership oversight that informed Cambridge Technology's EMEA growth strategy and market positioning • Championed Salesforce CRM implementation, laying foundation for data-driven sales operations • Provided leadership continuity through organisational restructurings and management changes, maintaining team morale and customer relationships during periods of significant transformation
Led sales of motorized rollers for conveyor automation systems across DACH and Italy, serving warehouse automation and logistics markets. Combined technical expertise with commercial acumen to develop new customer relationships and deliver customised solutions for strategic accounts in the rapidly growing intralogistics sector. Key Achievements: • Doubled regional revenue in less than 2 years, establishing market presence and building customer base across Germany, Austria, Switzerland, and Italy • Initiated and developed strategic partnerships with industry leaders KNAPP and SSI SCHÄFER, establishing long-term relationships with the potential to become key revenue drivers for the region • Delivered technical pre-sales and post-sales support, providing remote and on-site engineering consultation to ensure optimal product selection and implementation • Coordinated customised solution development for strategic accounts, collaborating with engineering and product teams to meet specific customer requirements
Automated optical and X-ray inspection in electronic manufacturing. Responsible for defining customer requirements and goals, conducting demos and on-site evaluations, system installation and consulting, test program development, software support, and training customer personnel (programmers and operators)