Neetze, Lower Saxony, Germany
“This is exactly the guy we’ve been looking for!”
Within the last years I transformed the German Luxottica Key Account team from a small three people group to a department with nine direct reports. Supported by four specialized KA Managers, the team and me are today responsible for Luxottica’s National Key Account customers including Regional Optical Chains, E-Commerce, Department Stores and Sun Specialists. Besides guiding the KA Managers in their personal and business development, I am responsible for a dedicated team of Instore Specialists who visit the stores of our Optical Chains and Top-Account customers. KA Team today contributes more than 35% to the annual Luxottica national turnover and achieved continuous growth within the last years.
Responsible for team lead of up to 20 Sales Representatives, controlling all KPIs, for the implementation of the Luxottica brand distribution and sales strategies and analysis of market data. I established direct relationship to regional key customers, developed their Luxottica brand portfolio and implemented marketing activities. I gave direct on the job training and coaching to the sales force and was involved in centralized training and workshop activities as well as in strategic meetings together with the national top management regarding commercial terms and sales strategies. I hosted key customers at national and international internal trade fairs.
I was responsible for leading a team of Scientific Representatives, controlling all KPIs, for the implementation of the main marketing and scientific strategies, the analysis of market data and development of specific sales concepts adapted to regional requirements. I established direct relationship to main key account customers and took part in consulting groups supporting the Product Managers. I set up training events for my home team, developed training concepts and led trainings for more than 100 Reps within two years
Objective was to convince physicians from different disciplines by giving detailed scientific information and argumentation. I was also responsible for organization and leading of scientific conferences as well as representing the company on congresses. After a bit more than two successful years as a Scientific Representative I was promoted to the next position.
Nickname launched MEXX watches in the German market in 1999. As a Sales Rep I built up a distribution network of 60 retailers in northern part of Germany within the first year. Besides that I was involved in setting up the companies German backoffice in Hamburg.