Vienna, Vienna, Austria
I step in when commercial structures don't scale, markets stall, or partner ecosystems fail to convert into revenue. Most organisations don't lack strategy. They lack a commercial structure that actually converts. That's where I operate. I build and fix revenue engines across Central and Eastern Europe in market entry and turnaround situations where commercial logic is missing or broken. Across roles spanning CEO, Country Manager and Commercial Director, the pattern is consistent: ▸ Built partner-driven revenue engines from zero across CZ, SK and Hungary ▸ Repositioned commercial strategy, delivering 3x+ revenue growth and significant margin improvement ▸ Generated ~€9M pipeline and closed €80K-200K enterprise deals with clients including Prologis, Kautex and Prakab Define the commercial model. Align stakeholders. Create traction where others lose momentum. This is not about optimising existing structures. It's about building what should have been there in the first place. Not focused on maintaining systems. Focused on building them.
Brought in to build CZ/SK commercial infrastructure from scratch, defining the GTM model, activating the partner ecosystem and establishing first commercial traction in a highly volatile, margin-sensitive market environment. Designed and implemented full GTM structure, including commercial model, pricing framework and partner architecture built from zero Built and activated 30+ partner relationships across distributors and installers in a fragmented, fast-moving market Generated approximately €9M pipeline across the CZ/SK partner network and closed initial €75K+ contract, establishing first commercial proof in the market Addressed early-stage conversion bottlenecks across pricing, partner setup and execution, ensuring consistent commercial progress under real market constraints Operated in a structurally constrained market environment with rapid demand shifts and regulatory volatility
Appointed to rescue a loss-making regional technology business, mandated to stabilise operations, reset the commercial model and rebuild partner and client confidence across CZ, SK and Hungary. Repositioned from a manufacturing-led model to a solution-driven, higher-margin commercial approach, driving 350 percent revenue growth within 24 months Improved gross margin by 37 percentage points through pricing restructuring, portfolio reset and partner model redesign Closed B2B deals in the €80K to €200K range with enterprise clients including Prologis, Kautex and Prakab, with full-cycle ownership from opportunity to contract Expanded into Slovakia, building partner networks and navigating complex regulatory environments in both markets Built and led a team of more than 20 people across sales, operations and project delivery
Advised founders and executive teams at Raiffeisen Bank, Shell and growth-stage companies across CEE on market entry and commercial structuring in underdefined environments. Designed partner and channel frameworks enabling market entry and commercial repositioning across multiple CEE markets Supported double-digit revenue growth in selected B2B segments through structured go-to-market execution Bridged strategic intent with on-the-ground commercial traction in understructured or transitioning environments
Built initial commercial footprint across CZ, SK and Poland for a fast-growing, tech-enabled B2B service provider focused on customer experience and performance management solutions. Secured enterprise clients across banking, telco and public sector, including Raiffeisen Bank Built go-to-market and delivery capability for long-cycle enterprise sales in competitive, technology-driven environments Developed multi-country commercial operations from a limited initial presence across three markets
Led regional procurement across Central Europe, managing strategic supplier relationships and multi-country operations in a complex, high-volume industrial environment. Managed €80M purchase base across CZ, SK and Hungary, with full ownership of supplier relationships and contract negotiations Led a vendor consolidation programme targeting a 50 percent reduction in supplier base, improving cost structure and operational efficiency Delivered complex commercial agreements, including structured service contracts with key industrial suppliers Operated in a matrix organisation, coordinating across functions and markets under Swedish multinational management