Career
metis systems ag
2019 – 2024
KIESEL Ost GmbH
2015 – 2019
2011 – 2015
PSV AG
2009 – 2011
Avantgarde mbh
2004 – 2009
2019 - 2024
Metis Systems AG
Metis is a subsidiary of IGP Ingenieur AG. About 10 years ago, IGP began developing its own solution for communication and data processing among all stakeholders involved in a construction project. Over time, a software solution was created that they wanted to bring to market, although it was not originally designed or conceived for commercial use.
I was hired to, among other things, adapt the software to meet market and customer needs, essentially taking on the role of Scrum Product Owner. Since the software “Überbau” is highly complex in terms of functionality, this was a long process. Simultaneously, I laid the groundwork for sales and marketing operations.
Impacts
have built a client base of 56 clients over the past 1.5 years, with an annual revenue of around 1.1 million euros
Task Descriptions
- Sales representative in the Automotive Division
- Client support for workshops and associations
- Price negotiations with company executives
- Proactive sales of over 50,000 products
- Direct sales
- Acquisition of new customers and reactivation of dormant clients
- Trunk sales (sales directly from the vehicle)
- Regular sales seminars and product training at the headquarters in Künzelsau
- Customer retention through systems like ORSY shelving systems
- Revenue responsibility of around 300,000 euros
- Sales territory: Western/Southern Berlin, covering approximately 250 clients
- Independent route planning and preparation
- Creation of offers and sales programs
- Trade show visits
What I have built (Marketing)
- Developed a training concept for Überbau
- Trained IGP employees for trade show appearances
- Designed the marketing concept
- Conducted competitive analysis and created a comparison matrix
- Performed a market potential analysis
- Restructured the website language to be more sales-oriented
- Developed and created the image brochure
- Developed and created product brochures
- Researched potential customers in Germany
- Drafted scripts for training videos
- Created an editorial plan and developed content for newsletters and LinkedIn posts
What I have built (Sales)
- Developed value propositions
- Created presentations for the software
- Created a customer success timeline for software implementation
- Developed a training concept for new employees
- Created a sales and technical knowledge compendium (120 pages)
Contents of the Sales Section in the Compendium
- Content and relationship levels in communication
- Sender/receiver model
- Internal and external communication
- Questioning techniques
- Customer typologies
- Trade show appearances
- Value proposition arguments
- Handling objections
- Negotiation structure
- Price defense strategies
2014 - 2019
Kiesel Ost GmbH
Kiesel Ost GmbH is a leading provider of construction materials and equipment in the Eastern region.
Known for its extensive product range and exceptional service, the company supports construction and industrial projects with innovative solutions and expert advice.
Impacts
increased the revenue in my sales area from €1.2 million to €2.8 million
Task Descriptions
- Sales of construction machinery, from mini excavators to large 80-ton wheel loaders and crawler excavators
- Client support for municipalities, landscaping, quarries, road construction, and building construction
- Negotiations with company executives
- Pricing and offer calculation
- Direct sales, acquisition of new customers, and reactivation of dormant clients
- Machinery demonstrations for sales purposes
- Preparation of monthly key performance indicators for management
- Monitoring and participation in tender processes
- Sales territory: Western Brandenburg, covering approximately 300 clients
- Trade show visits
- Regular sales seminars and product training
2011 - 2014
Adolf Würth GmbH & Co. KG
Adolf Würth GmbH is a renowned leader in the supply of fastening and assembly materials.
With a commitment to quality and customer service, the company offers a comprehensive portfolio of products designed to meet the needs of professionals in various industries
Impacts
increased the revenue of my sales area from €60,000 to €380,000
Task Descriptions
- Sales representative in the Automotive Division
- Client support for workshops and associations
- Price negotiations with company executives
- Proactive sales of over 50,000 products
- Direct sales
- Acquisition of new customers and reactivation of dormant clients
- Trunk sales (sales directly from the vehicle)
- Regular sales seminars and product training at the headquarters in Künzelsau
- Customer retention through systems like ORSY shelving systems
- Revenue responsibility of around 300,000 euros
- Sales territory: Western/Southern Berlin, covering approximately 250 clients
- Independent route planning and preparation
- Creation of offers and sales programs
- Trade show visits
2009 - 2011
PSV – Product und Service Vertrieb AG
PSV AG specializes in the distribution of life insurance products and services and was an exclusive partner of AXA Insurance AG.
Impacts
had two direct structures and an average of 25 employees, all of whom I personally recruited and coached, achieving an average turnover of €300 million in insurance premiums.
Task Descriptions
- Structured sales
- Personal and team sales performance
- Employee coaching (sales conversations and appointment setting)
- Scheduling appointments by phone
- Team building (around 35 employees across 3 parallel teams)
- Direct recruitment
- Independent training sessions for employees
- Telephone acquisition
- Door-to-door sales
- Referral business
2004 - 2009
Avangarde Gesellschaft für Kommunikation mbH
Avantgarde is an agency group specializing in experiential marketing, organizing brand events, product shows, and interactive installations for marketing purposes.
The agency group focuses on advertising, public relations, marketing communication, content marketing, and cross-media communication. Avantgarde conducts live events, roadshows, and other sales events. In addition to its four service areas—strategy, creative department, brand/retail, and operational services—Avantgarde operates a technology platform for measuring the success of events.
Impacts
- best teamleader of germany in 2008
Task Descriptions
- Point of sale marketing
- Direct sales
- Clients include: BMW, Philip Morris GmbH
- Product presentations
- Customer engagement
- Team leadership