Stuttgart, Baden-Württemberg, Germany
I drive sustainable business growth by combining Business Development, Global Sales Leadership, Commercial Excellence, and Strategic Pricing with a strong focus on measurable results. In international leadership roles, I have restructured and scaled global sales organizations, opened new markets, and implemented pricing frameworks that consistently improved revenue, margin, and overall commercial performance. 💡 Value I bring to organizations: Growth & Expansion: Designed and executed international business cases, market-entry strategies, and go-to-market models that delivered double-digit revenue and margin growth. Sales Leadership & Commercial Excellence: Built and optimized global sales organizations, developed key account management frameworks, and introduced performance-driven sales steering to enhance competitiveness and customer value. Strategic Pricing: Implemented value- and market-based pricing models (including Rx), floor pricing, and customer-specific pricing structures to drive profitability and support effective sales execution. Leadership & Change: Led international teams of 20+ FTE, managed complex restructuring and transformation programs, and coached high-performing sales and commercial teams to strengthen organizational capabilities. Healthcare & MedTech Expertise: Deep understanding of regulated markets, healthcare sales dynamics, tender management, and international competitive environments. 🚀 Focus: Driving profitable growth through international sales excellence, strategic pricing, and commercial transformation. I bridge the gap between strategy and execution – delivering results that directly impact revenue, EBIT, and market share.
As Senior Manager Sales Operations & Business Development, I drive the identification and execution of new growth opportunities while steering strategic initiatives that strengthen sustainable business development and commercial excellence. Commercial Operations: Enhancing sales processes, tender management, forecast accuracy, backorder management, and strategic product allocation to maximize commercial performance. Business Development: Designing and executing new business opportunities, international market expansions, and business cases to accelerate growth. Strategic Pricing: Implementing value- and market-based pricing strategies (including Rx), developing performance-driven customer pricing models, and applying floor pricing to guide profitable sales execution. Leadership: Leading a team of 12 FTE (3 direct reports), fostering a high-performance culture, and strengthening organizational capabilities. Results: Achieve sustainable revenue & margin growth | Deliver operational excellence through data-driven decision making | Implement measurable strategies for growth & efficiency improvements.
As Head of Pricing, I was responsible for corporate pricing strategy and sales steering, leading cross-divisional initiatives that supported the management board in driving profitability and commercial performance. Corporate Pricing & Sales Steering: Defined and implemented pricing frameworks across divisions to optimize revenue, margins, and negotiation outcomes. Strategic Projects: Led cross-divisional projects for the management board, translating corporate strategy into actionable commercial measures. Pricing Tools & Methodologies: Developed a discount simulation tool to prepare and guide negotiations; introduced cluster-based margin calculations to optimize sales turnover and profitability step by step. Contribution Margin Accounting: Established multi-dimensional contribution margin accounting, enabling more granular financial insights and better strategic decision-making. Optimization & Innovation: Enhanced existing pricing tools and introduced innovative approaches to improve overall pricing effectiveness. Leadership: Managed a team of 4 direct reports, fostering analytical excellence and commercial impact.
As Director Global Sales & Commercial Excellence, I was responsible for driving international sales performance, optimizing financial results, and leading commercial excellence initiatives to increase competitiveness and sustainable growth. Global Sales: Steering international sales performance, enhancing financial KPIs, restructuring sales organizations in several countries, and leading key account management strategies. Commercial Excellence: Executing customer portfolio analysis and segmentation, developing pricing frameworks, driving tender management, and implementing tools (offer tool, mystery shopping) to strengthen commercial decision-making. Business Development: Designing growth strategies, identifying new opportunities, and conducting competitive analyses and business cases to shape and execute strategic initiatives. Leadership: Managing 21 FTE (5 direct reports), building high-performing teams, and successfully leading organizational restructuring and transformation. Results: Achieve measurable revenue and margin growth | Drive operational excellence through data-driven decision-making | Implement strategic initiatives that deliver sustainable growth and efficiency improvements. .
As Director Divisional Strategic Pricing, I was responsible for developing and executing global pricing strategies, driving commercial excellence projects, and enabling sales organizations to achieve sustainable margin growth and market competitiveness. Global Commercial Excellence: Led international initiatives in pricing and sales, implementing market-oriented and value-based approaches to strengthen commercial performance. Pricing & Performance Optimization: Designed and implemented performance-driven customer price structures across multiple channels, developed differentiated discount frameworks, and ensured continuous price adjustments aligned with market, competitive, and business requirements. Sales Steering & Market Analysis: Established global sales steering mechanisms, including floor pricing and target price corridors; conducted global price, market, and competitive analyses; introduced customer turnover margin mapping to support strategic decisions. Coaching & Enablement: Trained and coached divisional teams on business cases, portfolio management, and product positioning, while operationalizing activities to effectively manage parallel sales initiatives. Leadership: Managed a team of 12 FTE (4 direct reports, 8 dotted line), fostering ownership, accountability, and a performance-driven culture across diverse teams and geographies. Results: Drive measurable commercial excellence & revenue optimization | Enable data-driven pricing & sales strategies across global markets | Build sustainable frameworks for pricing, discounts, and portfolio decisions. .