Carlos C.
Regional Director I&P & Managing Director
Experience
Jun 2023 - Aug 2024
1 year 3 monthsProject: Integration of Ratioform GmbH
Kaiser+Kraft GmbH
- Consolidation of Ratioform and Kaiserkraft with a transformation organization for sales, purchasing, product management, HR, finance, IT, and logistics
- Milestones: unified sales structure (01/24); transfer of all Ratioform customers (05/24); go-live of joint online shop (06/24); legal merger (08/24)
- Transferred over 98% of major accounts and 100% of small accounts successfully; only 10% unplanned churn; cross-sell revenue significantly above plan
Nov 2021 - Aug 2022
10 monthsProject: Integration of Gaerner GmbH
Kaiser+Kraft GmbH
- Prepared data migration (customers, employees, products) and designed communication processes
- Intensive employee and customer communication from January 2022
- Manual conversion of major accounts in Q1; automated conversion of small accounts in April; completion of legacy orders May–July; legal merger in August 2022
- Successfully transferred 99.9% of major accounts and 100% of small accounts; only 3% unplanned churn; exceeded revenue and EBIT plans for 2022
Nov 2020 - Jun 2021
8 monthsProject: Implementation of ERP Software Dynamics 365
Kaiser+Kraft GmbH
- Built a key-user team and involved additional testers
- Regular communication and feedback sessions in town halls and leadership meetings
- Training concept with professional trainers and key users
- Complete implementation of all core processes and on-time go-live phase
- Successful completion within time and budget; high employee motivation and reinforcement of the can-do culture
Jul 2020 - Present
5 years 6 monthsRegional Director I&P & Managing Director of Kaiser+Kraft GmbH; Director of International Key Account Management
TAKKT Group – Industrial & Packaging Division
- Increased sales by €70M (2020–2024), including 20% organic growth
- Developed a can-do culture through targeted cultural change
- Developed and implemented an omnichannel sales strategy (key account, field sales, inside sales, online, catalog)
- Integrated Gaerner GmbH and Ratioform GmbH
- Implemented the new ERP system Dynamics 365 (on time & budget)
- Rebuilt the leadership structure
- Established the international key account management
Jul 2020 - Jun 2021
1 yearProject: Development and Implementation of a New Sales Strategy
Kaiser+Kraft GmbH
- Redesigned the sales strategy from catalog distribution to omnichannel
- Focused on corporate clients; established a key account management and e-procurement team
- Established core processes for key account management, field sales, inside sales, and technical customer service
- Achieved continuous above-average growth in the corporate client segment and excellent customer satisfaction
Jul 2018 - Dec 2018
6 monthsProject: Development and implementation of a new pricing system
Albert Berner Deutschland GmbH
- Created a web price list and developed a target discount scale based on customer size and quality
- Conducted in-house pricing trainings for sales staff
- Managed price implementation via performance management
- Increased margins by 1 percentage point in fiscal year 2019/20 through better price implementation
Jan 2018 - Mar 2018
3 monthsProject: Building a key account sales structure
Albert Berner Deutschland GmbH
- Data-driven customer analysis and segmentation as well as regional potential analysis
- Built a separate sales organization with 10 field sales staff
- Developed rules, processes and KPI sets for operational control
- On-time start in fiscal year 2018; 12% productivity increase and above-average growth in the key accounts segment
Sep 2016 - Jun 2020
3 years 10 monthsHead of Construction and Trade Division, Authorized Officer
Albert Berner Deutschland GmbH
- Developed and implemented the business strategy with a focus on digitalization and omnichannel (field sales, online, branches, key account management)
- Achieved sales and margin growth for three consecutive years; record sales in fiscal year 2019/20
- Realigned the sales and leadership structure
- Introduced a new pricing system
Sep 2016 - Mar 2017
7 monthsProject: Reorganization of the Berner Construction leadership structure
Albert Berner Deutschland GmbH
- Assessed all managers with an external HR partner
- Developed job descriptions and a skills matrix for recruitment and training
- Introduced a continuous, targeted and measurable talent development program
- Replaced the entire second-level management and 10% of area managers; highest sales in company history (€45M in 2020)
Jan 2012 - Jan 2016
4 years 1 monthHead of Direct Sales, Authorized Officer
WIV Wein International AG
- Revenue responsibility: €220M · 2,500 employees in 14 countries
Jan 2005 - Dec 2011
7 yearsRegional Executive Director Germany
WIV Wein International AG
- Revenue responsibility: €100M · 1,100 employees
Jan 1998 - Dec 2004
7 yearsManaging Director responsibilities for various subsidiaries
WIV Wein International AG
- Led three company mergers
- Several years of membership in the "100% Club" for meeting targets
Jan 1994 - Dec 1997
4 yearsSales Coordination / Inside Sales
Weinhaus St. Katharinen
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.
Languages
German
NativeEnglish
AdvancedEducation
Oct 1991 - Jun 1995
FH Rheinland-Pfalz
Diploma in Business Administration (FH) · Business Administration · Mainz, Germany
Oct 1986 - Jun 1989
WIV AG
Industrial Clerk (IHK) · Bad Kreuznach, Germany
Certifications & licenses
Business Coach & Change Management Consultant
mesh® academy
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