September 2013 - December 2014

Aarburg, Switzerland

Got promoted from group role (Head of Internal Audit) into division management team to strengthen the largest division's sales efforts.

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Tasks:

• Change globally the increasingly discount focused sales approach

• Establish a professional sales force management

• Establish a professional K(ey) A(account) M(anagement)

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​Core Challenges:

• Group and division in transition with strong internal opposition from established long-term managers on division and entity level

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Core Achievements:

• Introduced new sales processes, including CRM, and data analysis, better negotiation preparation helped increase margin by 1.5% (see Sales Process Improvement sample projects)

• Transformed global KAM from a margin drain into a central negotiation power by canceling and re-negotiating global agreements (see Key Account Management sample projects)

• Closed IKEA as single largest customer with 10m EUR contract

• Left to pursue startup visions