Claus Rotstein
Interim National Sales Manager
Experience
Oct 2021 - Aug 2022
11 months Germany
Interim National Sales Manager
Stanley Black & Decker
Stanley Black & Decker is the world’s largest tool manufacturer (sales $15B, 60,000 employees).
- Interim management (functional and disciplinary leadership)
- Responsible for Professional Powertools (brand Dewalt)
- Introduced structured sales management with Salesforce
- Developed new KPIs
- Ran a Sales Excellence program (customer profitability, customer segmentation)
- Executed eCommerce strategy / developed eCommerce customers
- Sales responsibility: €65M
- Team size: 23
Mar 2021 - Aug 2021
6 months Germany
Sales Manager Region West
Lafarge Holcim
LafargeHolcim is the world’s largest cement and concrete producer (sales €26B, 67,000 employees).
- Functional and disciplinary leader of the sales team
- Realigned sales team to specialty construction materials (low-CO2 concretes)
- Restructured sales team (strengthened inside sales to support field reps)
- Sales responsibility: €100M
- Team size: 26
Aug 2018 - Present
7 years Ratingen, Germany
Freelance Business Consultant
- Advised companies on entering new markets (regional and segment)
- Strategic sales and marketing consulting
- Advised start-ups
- Interim management
Aug 2018 - Present
7 years Australia
Business Consultant
Smart CoRe Solutions
- Created business plan for bank submission
- Built a sales organization for Smart CoRe Solutions in Australia
- Recruited key personnel
- Planned and executed marketing, sales, and eCommerce strategy
- Ongoing business coaching
Jan 2018 - Jul 2018
7 months Essen, Germany
Sales Manager
Minova
Minova is a global supplier of chemical products for the construction and mining industries. It’s part of Orica (sales AUD 7B, 15,000 employees).
- Sales responsibility: €15M
- Team size: 16
- Full P&L and balance sheet responsibility
- Developed sales and marketing strategy
- Sales region: Germany, Italy, Switzerland, Turkey, Ukraine, Georgia
- Staff development and recruitment
- Full supply chain management
- Created sales and expense budgets
- Negotiated contracts with key accounts
- Highlight: Restructured sales team from mining to construction industry
May 2017 - Dec 2017
8 months Ratingen, Germany
Sales Engineer Formwork Systems
Hünnebeck
Hünnebeck is Germany’s largest formwork systems provider for concrete construction, part of BrandSafway (sales $5B, 40,000 employees).
- Sales responsibility: €3M
- Key account management
- Technical formwork consulting for reinforced concrete projects
- New client acquisition
- Financial data analysis and reporting
- Highlight: Revived a sales territory that had been inactive for years
Nov 2015 - Oct 2016
1 year Brisbane, Australia
Business Development Manager – Concrete Repair
Mapei Australia
Mapei is a global supplier of chemical building materials (sales €3.2B, 10,000 employees).
- Sales responsibility: €2M
- Market analysis for concrete repair products in Australia
- Launched concrete repair products
- Specified Mapei products
- New client acquisition
- Financial data analysis and reporting
- Staff development and recruitment
- Highlight: Launched a new product line (concrete repair)
- Highlight: Successfully acquired new customers
Jul 2015 - Jun 2017
2 years Australia
President Queensland
Concrete Institute of Australia
President of the Australian concrete industry association in Queensland
Nov 2013 - Oct 2015
2 years Brisbane, Australia
Sales Manager – Engineering & Architectural
ITW Construction Systems
ITW Construction Systems supplies the precast concrete, civil engineering and high-rise sectors. Part of Illinois Tool Works (Fortune 200).
- Team size: 8
- Sales responsibility: €15M
- Post-merger integration: integrated sales teams and product portfolios of two acquisitions
- Executed eCommerce strategy
- Developed and implemented strategic growth initiatives
- Financial data analysis and reporting
- Negotiated major project contracts
- Staff development and recruitment
- Created sales and expense budgets
- Highlight: 26% sales growth and 250bp increase in gross margin in 2014 vs. prior year
- Highlight: Onboarded three new key account managers
- Highlight: Negotiated contracts for Barangaroo and Darling Harbour Live in Sydney
Feb 2011 - Oct 2013
2 years 9 months Brisbane, Australia
Business Development Manager
ITW Construction Systems
- Developed a new business unit successfully
- Sales responsibility: €6M
- Business development in a new market (mining)
- P&L responsibility
- Developed an Engineered Cementitious Composite
- Created and executed the strategic business plan
- Created and executed the marketing plan
- Created budgets
- Financial data analysis and reporting
- Negotiated with suppliers and clients
- Staff development and recruitment
- Set up a concrete testing lab
- Authored and presented technical papers (Concrete 2011 Perth; ICCX 2011 Sydney; Concrete 2013 Gold Coast, etc.)
- Highlight: Developed a new technology
- Highlight: Entered the mining market
- Highlight: Integrated the new business unit into the company
Jul 2008 - Jan 2011
2 years 7 months Brisbane, Australia
Manager Major Projects QLD
ITW Construction Systems
- Sales responsibility: €3M
- Key account management (e.g. Airport Link, Clem 7, Gateway Upgrade)
- Planned and executed growth initiatives and product launches in QLD
- Highlight: Exceeded the largest sales budget in ITW Construction Systems for three consecutive years
- Highlight: Achieved 10% sales growth in 2009 vs. 2008 despite challenging market conditions after Lehman Brothers collapse
Nov 2006 - Jun 2008
1 year 8 months Brisbane, Australia
Sales Engineer QLD
ITW Construction Systems
- Specified the full product range
- Developed key account managers
- Structural calculations for clients
- Technical customer support
- Marketing initiatives, published several technical articles
- Networked with engineering firms, contractors, authorities, and suppliers
- Presented at industry events and technical seminars
- Highlight: Highest specification volume in ITW Construction Systems for two consecutive years
Jan 2004 - Apr 2006
1 year 4 months Berlin, Germany
Site Manager
Kasperek
- Managed renovation projects
- Oversaw site inspections, quotes, planning, execution, billing, and client support
Mar 2004 - Oct 2004
8 months Swanbank, Australia
Project Manager
Thiess Services
- Led a pilot project and a landfill rehabilitation project at Thiess Services, Swanbank
- Responsible for staff, budget, and client consulting
Apr 2003 - Mar 2004
1 year Cologne, Germany
Infrastructure Officer
Bundeswehr
- Oversaw and cost-controlled 120 construction projects with €500M investment
- Prepared construction permits for projects over €1M
- Implemented environmental protection regulations across 23 major Bundeswehr sites
- Covered all 23 army training schools
Mar 2001 - Mar 2003
2 years 1 month Storkow, Germany
Company Commander and Security Officer
Bundeswehr
As Company Commander:
- Staff development and evaluation (80 personnel)
- Created and executed maintenance plans for military equipment worth over $200M
- Supply chain management
- Budgeting and cost control
As Security Officer:
- Created and executed security plans
- Security inspections at all brigade sites (5 barracks)
- Security clearance reviews for classified personnel
- Developed and executed security plans for public events up to 12,000 attendees
May 2000 - Feb 2001
10 months Storkow, Germany
Head of Communications Engineering
Bundeswehr
- Responsible for information management and IT security
- Introduced a new information management system
- Installed a computer network with 60 workstations
Jul 1999 - Nov 1999
5 months XK
Site Manager
Bundeswehr
- Managed construction of the German main camp for 4,000 soldiers
- Conducted structural assessments of war-damaged buildings
- Restored damaged buildings
- Led up to 50 soldiers, managed budget and procurement
Mar 1999 - Apr 2000
1 year 2 months Storkow, Germany
Platoon Leader
Bundeswehr
- Trained and led 35 soldiers
- Designed and supervised construction of a wooden bridge over the River Neisse
Summary
- Structured sales management
- P&L responsibility
- Leadership responsibility for up to 100 employees
- Budget responsibility up to €100M
- 12 years international experience
- CRM software (incl. Salesforce)
- Post-merger integration
- Setting up new sales organizations
- Restructuring existing sales organizations
Languages
German
Native
English
Advanced
Education
Oct 1995 - Feb 1999
University of the Federal Armed Forces Munich
Dipl.-Ing. (univ.) · Civil Engineering and Environmental Engineering · Munich, Germany
Certifications & licenses
Certificate IV Real Estate Services
Real Estate Academy Australia
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