Germany
I lead the Digital First Coverage strategy for Germany and oversee the respective management units: Digital/E‑Commerce, Inside Sales and Hilti Stores with full revenue and performance responsibility. Together with a team of 300+ sales professionals we drive a seamless, customer‑centric platform across all digital and physical touchpoints. Working closely with Digital Marketing to scale our customer platform through global campaigns and innovative digital initiatives. A key focus of my role is to further accelerate Hilti’s digital transformation while delivering on platform growth and sustainable revenue.
department head in customer service w/ 10 direct reports and >100 employees in charge of Customer success Management, last mile logistics and ordermanagement, tool leasing services, Software Support, care and complaint handling,customer registration, master data handling and business process excellence. Reorientating customer service towards customer centricity and customer experience via digital transformation for a >1bn EUR turnover entity
CFO and MT member of >90 MEUR organization w/ 4 direct & 16 indirect reports in charge of Finance, Logistics & Repair, IT& Compliance • Turned around performance in first year of COVID crisis ( +5% ROS, +2%NS at YE after -15% after 05/20 )and improved performance in year two ( +1% ROS, +4% NS) and three ( +10% NS) • Professionalized organization for long term topline growth with multiple commercial excellence initiatives: o Redesigned management compensation (from profitability to growth) o Professionalized pricing (NSP >10%) o Redesigned sales management compensation o Introduced salesforce.com Sales Cloud as 1st group market o Merged sales steering cycle with financial forecasting model (integrating opportunity funnel into sales and financial forecasting) o Enabled better customer penetration through Professionalized sales segmentation, establishing inside sales functions and increased industry segmentation (+15% growth in year 3) o Developed two team members for global CFO talent pool and established university partnership for future talent pool ( Vlerick business school) • Lead 1st adoption of full electric vehicle fleet for direct sales force in group ( 150 cars)
• Lead global competence center to harvest pricing as value lever for Hilti organization worldwide: • Drove standardization of global pricing software across 30+ entities) • Institutionalized pricing masterclass program educating 2x 40 global experts in 1 year • Increasing ROS by + 4% through pricing initiatives • Representative of the Pricing Leader Community for all Top and senior management discussions • Keynote speaker at BCG´s 2021 European pricing roundtable
• Lead agile development and launch of global pricing software (1st global cloud-based solution) • Transformed business reporting into information management age (from excel to self-service real-time dashboard reporting via PowerBI and data lake) • Improved ROS by 2.5 % • Wrote whitepaper for new global commercial excellence competence centers for group
• Centralized pricing as standalone function for 5 european markets • Lead multiple productline repositioning cases capturing +1 % in ROS
Masterthesis in product development: Competitive Advantage in a Modular Product Platform Strategy System