Thomas Wüst-EXECUTIVE INTERIM MANAGER

Situation:

• Declining revenue
• Need for support in identifying and opening up new sales markets

TASK:

• Expand the B2B network and develop new strategic partnerships to open up additional sales opportunities and new markets.

MEASURES:

• Identify and approach potential B2B customers and partners
• Expand existing contacts in the market environment
• Develop new strategic partnerships
• Customer and market meetings mainly in the field
• Support in opening up new sales opportunities

RESULTS:

• B2B network expanded in a targeted way
• new strategic partnerships initiated
• additional market and sales potential made visible
• stronger customer presence through personal market development

Situation:

• Competition between country companies on projects
• Inconsistent approach to customer inquiries
• No unified sales and service strategy
• Communication between headquarters and branches partly contradictory (cultural difference)

TASK:

• Restructure sales and after sales service in an international organization – with a focus on process standardization, margin improvement, service setup, better cooperation between country companies, and stronger customer focus.

MEASURES:

• Technical leadership, coaching, and development of 30 employees
• Restructuring and realignment of sales
• Review and adjustment of existing processes and KPIs
• Expansion of the B2B network and development of strategic partnerships
• Renegotiation and adjustment of existing dealer contracts
• Alignment of sales processes across country companies
• Development and implementation of a global service strategy including hotline
• Conflict management and improvement of communication between country companies
• Implementation of a compensation policy for cross-country projects
• Support for setting up decentralized spare parts supply via service partners

RESULTS:

• clear increase in margins through renegotiation of existing dealer contracts
• contribution to revenue growth and higher profitability
• more consistent sales processes established internationally
• global service strategy including a working hotline implemented
• communication and cooperation between country companies improved
• conflicts between countries and locations eased
• foundation created for better service availability and stronger customer loyalty

Main responsibilities

• Responsibility for revenue of €149 million
• Strategic OEM development for standard products
• Coordination of international sales companies in customer projects
• Development of new business relationships, especially in Food & Beverage and Pharma
• International key account management in different industries
• Development of customer-specific solutions for B2B customers
• Reporting to business unit management

Success factors

• Strategic thinking combined with international key account management
• Ability to coordinate different sales companies in international customer projects
• Development of new business potential in F&B, Pharma, plant engineering, and more
• Industry-specific expertise and technical solution capability
• Strong communication skills, diplomatic tact, and clear customer focus

Key responsibilities

• P&L responsibility for the Indian subsidiary
• Restructuring and realignment of the Indian unit
• Conversion of the joint venture into a 100% subsidiary
• Relocation to a new company building and setup of local production
• Technology transfer from Germany to India
• Building a functioning supply chain management system incl. supplier qualification, import, customs and warehousing
• Introduction of an ERP system and new company structures
• Building a sales and service network incl. hotline in India
• Development of strategic customers in Southeast Asia and the Middle East
• Leading and developing a local team
• Introduction of ISO 9001

Success factors

• Turnaround of the Indian subsidiary within two years
• Combination of operational restructuring, sales, service, supply chain, and local leadership
• Intercultural skills in working with Indian teams, partners, and customers
• Building reliable local structures instead of managing only from Germany
• Strong decision-making, focus on quality, and very hands-on execution on site

Key responsibilities

• P&L responsibility for €4 million in Central and Eastern Europe
• Leading and developing a small team
• Finding, selecting, and developing new B2B partners and distributors
• Further development of existing partner structures
• Organizing marketing activities, seminars, and customer events
• Advising on water treatment customer projects
• Expanding market share in CEE
• Reporting to CEO/CFO

Success factors

• Solid understanding of B2B markets in Central and Eastern Europe
• Building strategic partnerships and long-term customer relationships
• Strengthening market share through partner development and technical consulting
• Strong communication skills with top management, partners, and customers
• Flexibility, determination, and consistent focus on goals

Main responsibilities

• Worldwide commissioning of machines and systems
• Service calls, repairs, and technical problem analysis on site
• Technical support by phone and email
• Spare parts coordination for international service assignments
• Documentation of service calls and technical actions
• Quality assurance, especially for systems used in the pharmaceutical industry
• Training and coaching of operator staff at customer sites
• Continuous improvement of service processes

Key success factors

• Strong technical understanding from assembly, commissioning, and service
• Fast problem analysis and solution-oriented work at customer sites
• Ability to reduce downtime and ensure customer satisfaction
• Structured planning and coordination of worldwide assignments
• Service experience as an important basis for later sales and after sales