Frank S.
Regional Representative North-West
Experience
Feb 2022 - Present
3 years 10 monthsSenior Consultant
Conlab GmbH
- Consulting customers in sales, marketing and strategy
- Providing communication training
Feb 2022 - Present
3 years 10 monthsManaging Director
ETTI Ltd.
- Trade and investment specialist for Turkey and surrounding countries
- Full P&L responsibility
- Directly leading sales and marketing teams for customers
- Develop and execute go-to-market strategy for customers building up their business in Turkey
Feb 2022 - Jun 2024
2 years 5 monthsDirector Sales EMEA
Johnson Outdoors GmbH, Division SCUBAPRO
- Managed sales of €32 million with full P&L responsibility
- Direct reports: Area Sales Manager Southern Europe/MEA; Senior Sales Managers DACH, Eastern Europe, Scandinavia, UK (6); Customer Service Manager
- Indirect reports: Senior Sales Managers Southern Europe/MEA (7); Customer Service Team (12)
- Directly responsible for top retail accounts (brick and mortar and online key accounts)
- Developed and implemented regional strategy, including mid- and long-term sales and profit planning, HR planning and development, dealer and distributor network optimization, pricing, rebate and condition planning
- Collaborated constantly with product management and technical service teams
- Trained and coached sales teams
- Spent up to 60% of time in the field
- Planned and executed local, regional and international sales and marketing meetings
- Cooperated closely with US and Asia Pacific headquarters
- Responsible for cooperation with international and national diving associations
- Reported directly to the Diving Division Director in Racine, USA
Apr 2017 - Dec 2021
4 years 9 monthsRegional Sales Director Central/Eastern/Northern Europe, Turkey, ex-CIS
MAPA GmbH
- Managed sales of €29 million with full P&L responsibility
- Direct reports: Country Sales Directors DACH, Turkey, ex-CIS (4); Customer Service Manager DACH (1); Key Account Manager DACH (1); Trade Marketing Manager DACH/Turkey (1)
- Indirect reports: Regional Sales Managers and Key Account Managers (20); Customer Service (2)
- Directly responsible for top accounts in distribution and end users
- Developed and implemented regional strategy: mid- and long-term sales and profit planning, HR planning and development, key account strategy, distributor network optimization, pricing, rebate and condition planning
- Collaborated with product management and R&D to develop tailor-made products for key accounts and optimize general product portfolio
- Trained and coached sales teams
- Spent up to 60% of time in the field
- Planned and executed local, regional and international sales and marketing meetings
- Reported directly to MAPA SPONTEX CEO and Vice President Sales/Marketing EMEA
- Important accounts: BASF, VW, LANXESS, BOSCH, LM Windpower, Continental, Daimler, BMW Russia, Deutsche Bahn, Lufthansa, Turkish Airlines, Otokar, Maxion Wheels, Simplic, Whirlpool, BSH
- Achieved year-over-year growth over 7%
Jan 2014 - Mar 2017
3 years 3 monthsRegional Sales Director Central/East/Northern Europe, Turkey, ex-CIS
MAPA GmbH
- Managed sales of €36 million
- Direct reports: Country/Regional Sales Directors DACH, Eastern Europe, Turkey, ex-CIS, Nordics (5); Customer Service Manager DACH (1); Key Account Manager DACH (1); Key Account Manager Eastern (1); Trade Marketing Manager DACH/Turkey (1)
- Indirect reports: Regional Sales Managers and Key Account Managers (18); Customer Service (2)
- Integrated RCP sales team and distributors into a common structure after Newell acquisition
- Achieved sales growth over 10%
- Delivered sales growth of +18% vs. budget in fiscal year 2016/2017
Jan 2010 - Dec 2013
4 yearsCountry Business Director DACH, Turkey, ex-CIS, UK
MAPA GmbH
- Managed sales of €15 million
- Direct reports: Country Sales Directors DACH, Turkey, ex-CIS, UK (4); Customer Service Manager DACH (1); Key Account Manager DACH (1); Trade Marketing Manager DACH/Turkey (1)
- Indirect reports: Regional Sales Managers and Key Account Managers (11); Customer Service (2)
- Built up the Turkish market from scratch (from 0 in 2009 to €5 million in 2013)
Jan 2007 - Dec 2009
3 yearsCountry Business Director DACH, Poland, Czech Republic, Slovakia
MAPA GmbH
- Managed sales of €15 million
- Direct reports: Country Sales Directors DACH, Poland, Czech Republic/Slovakia (3); Customer Service Manager DACH (1); Key Account Manager DACH (1); Trade Marketing Manager DACH/Turkey (1)
- Indirect reports: Regional Sales Managers and Key Account Managers (9); Customer Service (2)
- Grew Polish market from €1 million to €3 million
- Built up key account management in Czech Republic and Slovakia
Aug 2005 - Dec 2006
1 year 5 monthsCountry Business Manager Germany/Austria
MAPA GmbH
- Managed sales of €9 million
- Direct reports: Regional Sales Managers (5); Customer Service Manager (1); Key Account Manager DACH (1); Trade Marketing Manager DACH (1)
- Indirect reports: Customer Service (2)
- Grew sales from €6 million to €9 million
Aug 2002 - Jul 2005
3 yearsRegional Sales Manager Central/Eastern Europe, Central Asia, India
SPC International
- Managed sales of €6 million
- Started and developed new markets: Kazakhstan, India, Baltic countries, Hungary, Poland, ex-CIS states
- Built up distribution network, key accounts and local sales teams
- Developed market strategies
- Managed existing DACH market
- Built up Indian market from zero to $3 million
Nov 1999 - Jul 2002
2 years 9 monthsProduct Manager Cleaning Compounds
Ecolab Deutschland GmbH
- Managed product line with sales volume of €40 million, the biggest segment in cleaning line
- Professional cleaning products for professional end users
- Full product line responsibility
- Collaborated with sales teams, trade marketing and central R&D
- Trained end users, distribution partners and sales teams
- Present at field with regional sales managers
- Planned trade shows
- Launched Energy-Range and Gloss Express from idea to market
Jul 1998 - Oct 1999
1 year 4 monthsNational Key Account Manager
Ecolab Deutschland GmbH
- Managed sales of €2 million
- Built up British Rhine Army account from zero to €600 000
Jan 1995 - Jun 1998
3 years 6 monthsTerritory Manager Berlin, Brandenburg, Saxony-Anhalt
Ecolab Deutschland GmbH
- Managed sales of €1 million in a new territory
- Targeted end users with strong acquisition focus
- Field trainer for new sales managers
Jan 1992 - Dec 1994
3 yearsAssistant in Key Account Management and Logistics
Tchibo GmbH
Summary
- Sales and marketing specialist with revenue responsibility up to €45 million
- Extensive experience in building and expanding international markets
- Specialist in building new markets from scratch (setting up country teams, dealer network, key accounts...)
- Several years of experience in marketing and product management
- Leading multinational teams with one-, two- and three-tier reporting lines
- Strong intercultural competence (multinational family background, lived in Canada, Italy, the USA and Germany, lifelong extensive travel)
Languages
German
NativeEnglish
AdvancedFrench
IntermediateItalian
IntermediateEducation
University of Hamburg
Diploma in Economics, Marketing · Hamburg, Germany
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