Haßfurt, Bavaria, Germany
Tenacious and effective sales management professional offering a wealth of experience in project business for international and national construction projects, among the regions of Europe, Middle East, Asia-Pacific & US. Proven successful pioneering work in the development of new business/markets. Detailed knowledge of worldwide buying center structures, decision-making processes and demands in the commercial area (focusing on healthcare and hospitality) and residential. Proven track record of intercultural competence and communication combined with strong experience in the identification and development of key accounts and their networks. Structured processing of global projects and the ability to drive them successfully through to completion. _________________________________________________________________________________________________________________ My career has been spent developing projects with MEP consultants, major architects and interior designers to deliver quality portable water solutions, bathroom designs and concepts for luxury hotel groups around the world. The focus has always been on promoting clean, safe and sustainable drinking water and eliminate the risk of Legionella.
• Building and maintaining strategic relationships with key stakeholders and partners • Adapting product positioning, messaging, and campaigns to the local market context • Preparing and negotiating cooperation agreements with relevant organizations and networks • Conducting sales meetings with prospective customers, from initial outreach to contract closure • Working closely with cross-functional teams (Tech, Marketing, Sales, Analytics), to align on go-to-market initiatives and take charge of implementing them locally • Monitoring market trends, customer needs, and competitive landscape • Tracking and reporting on performance metrics, adjusting strategy as needed • Responsible for development of new project opportunities in the decision-making stage with focus on drinking water hygiene, building potable water supply systems, wastewater systems, heating & cooling solutions • Creation of a Water Safety Plan (WSP) together with the customer to ensure the safety of all water users and minimise the risk of infection from waterborne pathogens, e.g. Legionella.
• Providing technical and disciplinary management of the German sales organisation • Leading annual reviews with key customers (e.g. wholesale purchasing companies) in close consultation with the management • Evaluating and recommending targeted training measures for the further development of the sales team • Creating staff development measures by recognising achievements within the organisation to maintain a core of highly motivated employees • Efficient further development and strengthening of the sales organisation in Germany • Implementation of the corporate strategy with a focus on sales and earnings targets – through focused support in achieving operational goals • Further development and implementation of a powerful sales strategy for the German sales organisation across all sales channels • Systematic expansion of pre-sales activities – especially in the project business, but also in other relevant sales channels – as well as targeted integration and initiation of appropriate marketing measures • Agreement of targets and conduct of annual reviews with directly responsible employees in the German sales organisation
• Establishing effective sales strategies to develop new business growth • Building and maintaining long-lasting and successful relationships with customers • Closely monitoring sales, operational and financial results against plans and budgets • Creating staff development measures by recognising achievements within the organisation to maintain a core of highly motivated employees • Analysing and adapting to the industry and competitor landscape • Defining and implementing short and long-term strategies in co-operation with other internal business units
• Strategic development, implementation and execution of worldwide market entry strategies for complex international hospitality and commercial construction projects • Evaluation and implementation of new business opportunities and long-term growth potential through in-depth market analysis, competitor assessment, economic modelling, business cases and research • Regional director EMEA & APAC supporting the regions in all strategic demands, leading and consulting internal and external teams to represent the international perspective • Presenting and running market strategic meetings and coordinating requests from and too
• Conception and operationalization of market development plans for the hospitality sector on a global scale • Acquisition and expansion of external decision makers/influencers (investors, MEP consultants, interior designers and architects) to ensure project success • Identification of decision-making structures and sales cycles in the field of global hotel chains (Marriott, Hilton, Accor, Hyatt and IHG) • Conduct customer visits to understand regional markets, observe operations, identify areas of improvement and recommend ways to generate long term growth
• Budget and sales responsibility for retail and project management areas in Germany • Implementation and further development of corporate strategy • Development and expansion of retail and project business distribution channels • Establishing and maintaining contacts with decision-makers and sector key players • Team leadership - staff development, disciplinary management and control of external/internal service • Development, coordination and monitoring of key account strategies to ensure sustainable corporate success • Product range planning as part of the sales strategy • Conception, implementation and maintenance of sales promotion measures • Introduction of a CRM system for the strategic and successful further development of project business
• Acquisition, support and completion of key account hospitality projects • Budget and sales responsibility for the DACH region • Team leadership - staff development, disciplinary management and control of external/internal service • Negotiation and finalization of partnership agreements or cooperations with hotel chains • Representation/implementation of the brand in the sales channels of the hotel/catering industry, etc. through access to purchasing companies • Presale through brand promotion in the specifications • Participation in product development and improvement • Creation and implementation of product workshops together with architects and MEP consultants • Acquisition and expansion of external decision makers/influencers (investors, MEP consultants, interior designers, architects and prefabricated bathroom manufacturers) to ensure project success
• Acquisition, support and completion of key account projects for the area of healthcare, residential & hospitality • Acquisition and expansion of external decision makers/influencers (investors, MEP consultants, interior designers, architects and prefabricated bathroom manufacturers) to ensure project success • Establishing and communicating the brand via various networks, e.g. Development of the KAP Forum, Cologne • Presale through brand promotion in the specifications • Team leadership - staff development, disciplinary management and control of external/internal service
• Expansion of the exhibition presence • Implementation of brands/marketing campaigns • Participation in the development of new marketing measures • Supervision of MEP consultants, architects and installers, property tracking