Environment, Initial Position, Task

Proceeding, Achievement

Company:
Manufacturer of pressure and temperature measuring technology, calibration standards, leak and pressure test benches, certified DKD-laboratory, supply to almost all industries and branches, 4.500emp./220Mio.€/a (1997)

Responsibility:
Area Sales Manager in Germany/ Region Northwest, Sales of the entire product portfolio, indirect 2 emp., 3,5Mio.€/a

Initial Position:
Takeover of a sales area resulted from reorganisation, customer support and new customer acquisition were suffering due to a before too big area. Growth is difficult because of already marked leading position.

Task:
Revenue growth and increasing margins, intensified new product introduction.

Proceeding:
Setting up a project database to prioritise and control the sales activities and for focused new customer acquisition.

Optimisation of customer service and contact frequency across all options (visits, calls, writings, etc.).

Convincing technical consulting and increased cross selling through intensive analysis of the customer applications.

Consistent negotiation of price adjustments.

Dealer training and incentives.

Achievements:
Increased revenues in the area by more than 30%.

Most successful region 1999.

Strong above average growth with new electronic products.