Combining data analytics with
sales & operations planning expertise
Sample Projects - Sales Process Improvement
Definition and implementation of modern, standardised sales processes
Year:
Title:
Company:
2013 - 2014
Head of Global Sales Excellence
Franke Kitchen Division / Switzerland / Sales 1bn EUR
Business Case:
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Division was confronted by continuously decreasing margins despite upgraded product portfolio, due to high discounts given in sales negotiations
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Sales force was "skill" driven, no standardised process in place
Main Project Steps:
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Standardised customer information gathering
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Rolled out CRM
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Introduced multi-dimensional, comparative customer data analysis
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Developed special training together with global purchasing team to prepare sales teams for increased professionalism on buyer side
Success:
-
Better customer information let to increased negotiation power
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1.5% increase in sales margin attributed to condition improvement
Definition and roll-out of a global CRM solution
Year:
Title:
2014
Head of Global Sales Excellence
Company:
Role:
Duration:
Team:
Franke Kitchen Division / Switzerland / Sales 1bn EUR
Project Lead
1 year (part-time)
5 internal / 3 CRM provider / 4 for each of the 25 regional entities on 5 continents
Business Case:
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Support new standard customer information gathering
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Replace 20 local solutions with standardised system
Main Project Steps:
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Lead local spec requirement and process mapping
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Defined global specs and customisation requirements with selected market experts
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Managed global and local stakeholders
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Determined process changes per entity, developed training program and rollout
Success:
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Achieved full support of all local entities
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Handed project over to successor when leaving the company
Implementation of multi-dimensional portfolio and channel analysis
Year:
Title:
Company:
2010 - 2014
Head of Internal Audit / Senior Auditor
Franke Kitchen Division / Switzerland / Sales 1bn EUR
Business Case:
-
Developed as part of the Internal Audit
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Division was lacking consistent, multi-dimensional review
Main Project Steps:
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Developed and automated routine analysis of 3 years of sales data in a customer / product matrix across channels and product groups
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Identified underperforming products and customers with low margin portfolios
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Made customer-product conditions comparable inside and across entities
Success:
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4.6m EUR in margin improvement reported by local entities in 3 years
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Was promoted to Head of Global Sales Excellence and member of the division management team for Kitchen Systems
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