Greater Munich Metropolitan Area
I am a seasoned pricing expert with 19 years of experience. I design AI-ready, value-based pricing models, optimise price setting, set the foundations of pricing and sales processes supported by IT tools (SAP and AX ERP, SAP and Salesforce CRM, PriceFX CPQ, Syncron, Tableau, PowerBI). I manage pricing, quoting, and discounting process automation within the IT tools. I design, establish and oversee a high-performing Deal Desk to evaluate complex contracts and govern non-standard discounting. My mission is to: ▪︎ identify untapped profit and revenue potential ▪︎ effectively stand out in the market with a differentiated offer ▪︎ deliver, communicate and monetise the value for a customer ...by leading high-performance pricing teams and a cross-functional matrix organisation in global corporations. What drives me are measurable outcomes of my activities, confirmed by a proven track record of executing global sales and pricing strategies according to their roadmaps, measured in: ▪︎ €70+ million of generated profits ▪︎ €100s of millions of incremental revenue I help Hidden Champions realise, multiply and monetise the value they deliver.
Leading conet’s Pricing & Commercial Excellence Solutions, with a team of 12 internal pricing Project Managers and Consultants, where we partner with global market leaders on a relentless hunt for revenue and margin growth through commercial excellence.
Business, PR & Public Affairs Consultancy, managed with my wife
𝗔𝗰𝗵𝗶𝗲𝘃𝗲𝗺𝗲𝗻𝘁𝘀: ✔ Increased pricing KPIs (price realisation) from 0.8% to over 4.4% annually within five years, generating more than €60M in additional profit ✔ Established the global pricing function and the processes from scratch (from a 1-man team to an 8+1 team) ✔ Successfully implemented enterprise-wide pricing software with KPI tracking and embedded value-based pricing guidance ✔ Drove the change management from a cost-plus approach to a value-based pricing culture across global sales teams 𝗥𝗲𝘀𝗽𝗼𝗻𝘀𝗶𝗯𝗶𝗹𝗶𝘁𝗶𝗲𝘀: ► Managed global pricing team of 8 professionals in China, India, Turkey, Italy, Germany, USA, Colombia and Brazil ► Implemented a value-based pricing model in SAP S/4HANA, transitioning from a legacy cost plus approach ► Developed and executed comprehensive pricing strategies encompassing price setting, optimisation, realisation, and control to align margins with strategic objectives ► Head of commercial excellence initiatives, including global CPQ implementation, directly impacting sales efficiency and margin leakage ► Acted as Pricefx CPQ business owner for the global pricing system (Pricefx CPQ), managing integrations with CRM, BI, and e‑commerce platforms ► Directed international pricing projects, including software rollouts and profitability enhancement actions, ensuring system integrity and analytics accuracy ► Established global pricing performance metrics and led organisational change management initiatives to strengthen pricing governance and execution ► Marketplace & D2C Transformation: Spearheaded the channel pricing in a Direct-to-Consumer (D2C) webshop/marketplace, opening new digital revenue streams; co-designed the critical channel transformation from offline to online, ensuring customer-centric pricing and optimized positioning on the digital shelf
𝗔𝗰𝗵𝗶𝗲𝘃𝗲𝗺𝗲𝗻𝘁𝘀: ✔ Awarded Pricing Champion of the Year (2016) for exceptional impact on EBITA growth ✔ Awarded 'Commercial Excellence in Action' for the design of a strategic Omnichannel Pricing framework; collaborated with a task force of 7 to mitigate channel conflict and align digital vs. traditional sales pricing models ✔ Achieved 275% of the synergy revenue target in post-merger integration (€2.8M), leading the sales component of the LexisNexis Poland integration ✔ Doubled portfolio value for courts within six months (by €1.4M) through pricing tool implementation and revised price model ✔ Generated €1.3M in annual incremental price increases through targeted discount management initiatives 𝗥𝗲𝘀𝗽𝗼𝗻𝘀𝗶𝗯𝗶𝗹𝗶𝘁𝗶𝗲𝘀: ► Managed pricing strategy in alignment with sales and marketing KPIs to drive revenue (portfolio value) and profitability ► Developed and executed a vision strategy for the region for B2B, B2C, B2G and B2B2C markets ► Led price setting and calibration for the SaaS product portfolio in a dynamic pricing model ► Implemented dynamic discounting and scenario-based pricing ► Leveraged marketing automation (Eloqua) and CPQ (Configure, Price, Quote) tools to streamline pricing processes ► Designed sales remuneration systems to reinforce pricing KPIs and defend margins ► Oversaw price monitoring and managed the discounting policies ► Optimised SAP price lists to ensure accuracy and efficiency ► Supported post-merger integration with 3 acquired companies: Lexis Nexis Poland, Progman SA and Bistyp-Consulting ► Marketplace & Omnichannel Strategy: Architected the sales and pricing strategy for a high-traffic B2B/B2C e-commerce webshop; successfully increasing conversion rates and driving significant topline growth through a seamless online purchasing journey