Carlos Czerwinski
Integration of Ratioform GmbH
Experience
Integration of Ratioform GmbH
Kaiser+Kraft GmbH
Provided a full transformation organisation covering Sales, Procurement, Product Management, HR, Finance, IT and Logistics
Acted as Project Sponsor and led implementation in the German market
Launched unified sales structure (Field Sales, Inside Sales, Key Account Management) in January 2024
Transferred all Ratioform customers to Kaiser+Kraft by May 2024
Went live with a joint online shop in June 2024; completed final merger in August 2024
Completed project on schedule
Achieved over 98 % large customer retention and 100 % small customer migration
Kept unwanted staff turnover at 10 %
Integration of Gaerner GmbH
Kaiser+Kraft GmbH
Prepared data migration (customers, employees, products) and designed communication processes
Launched intensive employee and customer communication from January 2022 with transitional measures for large and small customers
Manually transferred large customers in Q1 and automated transfer of small customers in April
Completed legacy orders between May and July; final merger in August 2022
Achieved 99.9 % large customer retention and 100 % small customer migration
Limited unwanted staff turnover to 3 %
Exceeded revenue and EBIT plan for 2022
Implementation of ERP Software Dynamics 365
TAKKT Group – Industrial & Packaging Division
Established a clear project structure with a key-user team, additional testers, and regular communication in town halls and management meetings
Rolled out a training concept with professional trainers; operational training delivered by key users
Implemented all core processes, trained employees, and achieved on-time go-live
Conducted a four-week hypercare phase
Completed project on time and within budget
Achieved high employee motivation and strong team cohesion
Regional Director I&P & Managing Director Kaiser+Kraft GmbH
TAKKT Group – Industrial & Packaging Division
- Increased revenue by €70 m (2020–2024), including 20 % organic growth
- Built a “can-do” culture through targeted cultural change initiatives
- Developed and implemented an omni-channel sales strategy (Key Account, Field Sales, Inside Sales, Online, Catalogue)
- Successfully integrated Gaerner GmbH and Ratioform GmbH
- Introduced new ERP system Dynamics 365 (delivered on time and within budget)
- Restructured and rebuilt the leadership organisation
- Established international Key Account Management
Development and Implementation of a New Sales Strategy
Kaiser+Kraft GmbH
Focus on corporate customers, starting with the top 20 % of revenue-generating accounts
Set up Key Account Management to engage and support corporate headquarters
Personal support for operational sites through Field Sales and Inside Sales to strengthen customer loyalty
Established an E-Procurement team to digitally integrate customers into company systems
Built a project business for construction and warehouse solutions from planning to completion
Established core processes for Key Account Management, Field Sales, Inside Sales and Technical Service
Achieved continuous, above-average growth in the corporate customer segment to more than one third of total revenue
Maintained excellent customer satisfaction in the corporate segment (Net Promoter Score surveys)
Development and Implementation of a New Pricing System
Albert Berner Deutschland GmbH
Created a web-based price list for discount calculations in collaboration with the Pricing team
Developed a target discount scale based on customer size and quality
Conducted in-house pricing training (negotiation skills) for all sales staff
Managed price enforcement through performance management
Improved pricing consistency and eliminated overpricing
Increased margin by 1 percentage point in fiscal year 2019/20
Development of a Large Customer Sales Structure
Albert Berner Deutschland GmbH
Conducted data-driven customer analysis and segmentation with regional potential analysis
Established a separate sales organisation with 10 field sales employees and one manager
Implemented rules, processes and KPI sets to manage the team operationally
Recruited employees from the existing sales team
Achieved a 12 % productivity increase and above-average growth in the key account segment
Business Unit Director Construction, Authorised Signatory
Albert Berner Deutschland GmbH
- Developed and implemented the business strategy with a focus on digitalisation and omni-channel sales (Field Sales, Online, Branches, Key Account Management)
- Delivered revenue and margin growth for three consecutive years; achieved record turnover in fiscal year 2019/20
- Restructured the sales and leadership organisation
- Introduced a new pricing system
Reorganisation of Berner Construction Leadership Structure
Albert Berner Deutschland GmbH
Conducted a full assessment of leaders with an external HR partner and developed targeted development plans
Developed job descriptions and a skills matrix for recruiting and upskilling leaders
Introduced a continuous, measurable employee development programme with annual structured feedback
Replaced the entire second management level (3 sales managers) and 10 % of area managers
Achieved the highest turnover in the construction trade segment in company history (€45 m)
Head of Direct Sales, Authorised Signatory
WIV Wein International AG
- Revenue responsibility: €220 m · 2,500 employees across 14 countries
Regional Executive Director Germany
WIV Wein International AG
- Revenue responsibility: €100 m · 1,100 employees
Managing Director
Various subsidiaries of WIV Wein International AG
- Led three company mergers
- Several years as a member of the “100 % Club” for achieving targets
Sales Coordinator / Inside Sales
Weinhaus St. Katharinen
Industry Experience
See where this freelancer has spent most of their professional time.
Experienced in Food and Beverage, Manufacturing, Construction, Retail, Professional Services, and Transportation.
Business Area Experience
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Experienced in Sales, Strategy, Operations, Information Technology, Project Management, and Marketing.
Summary
Managing Director / CEO with over 25 years of leadership experience in medium-sized companies (B2B and B2C). Transformation expert with a strong focus on strategic alignment, turnaround management, crisis situations, post-merger integration, and cultural change.
Sales-driven executive / CSO with a proven track record in building efficient organisations, developing sustainable growth strategies, and implementing effective go-to-market concepts.
Combines strong leadership with a hands-on approach and a history of delivering business success in both national and international markets. Positive and cooperative leadership style with clear decisiveness; experienced in managing crises and resolving conflicts.
Skills
- Strategic And Operational Business Management
- Full P&l Responsibility For Revenue And Profit
- Development And Mentoring Of High-performing Leaders And Teams
- Project And Change Management
- Experience In Post-merger Integration And Turnaround Situations
- Process Optimisation And Productivity Improvement To Enhance Profitability
- Digitalisation And Erp Implementation (Sap, Dynamics 365)
- Omni-channel Management And Pricing Strategies
- International Key Account And Tender Management
Languages
Education
FH Rheinland-Pfalz
Diploma in Business Administration (FH) · Business Administration · Mainz, Germany
WIV AG
Industrial Clerk (IHK) · Industrial Clerk · Bad Kreuznach, Germany
Statistics
Experience
Global Experience
Expertise
Profile
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