Giuseppe C.
Partnersales Manager
Experience
Partnersales Manager
Sachsenenergie
- Managing and developing door-to-door agencies for electricity supply contracts / EDL
- Onboarding agencies
- Territory management
- Monitoring targets
- Supporting info events
- On-site support for agencies
- Agency development
- Coordinating projects by phase
Partnersales Manager
UGG
- Managing and developing door-to-door agencies for broadband
- Onboarding agencies
- Territory management
- Monitoring targets
- Supporting info events
- On-site support for agencies
- Agency development
- Coordinating projects by phase
Key Account / Individual Sales
LEW
Individual customers: product development of off-site corporate PPA / sleeved PPA
- Contributing to the business case
- Involvement in the feasibility study
- Go-to-market strategy
Technical KAM:
- Futures trading for power, biogas feed-in at the OTC
- Customer management for PV feed-in operators
Fiber Optimization Project / IT Landscape Analysis
Stadtwerke Münster
- Software systems: Imsware/ITWO, Giga GS, Lovion, Smallword GIS
- Macro and micro processes
- Stakeholder management
- Employee interviews from a UX perspective
- Meetings with service providers and B2B customers from a UX perspective
- Developing recommendations and reporting for Stadtwerke Münster
Business Development
Eprimo
Analysis of the sales subsidiary 4M in Leipzig
- Sales channels
- Current to target state
- Reviewing sales documents
- Employee interviews
- Talks with customers and sales agents
- Developing recommendations and reports for Eprimo
Technical Key Account Manager, Product Development
Lechwerke AG
Individual customers: product development of off-site corporate PPA / sleeved PPA
- Contributing to the business case
- Involvement in the feasibility study
- Go-to-market strategy
Technical KAM:
- Futures trading for power, biogas feed-in at the OTC
- Customer management for PV feed-in operators
Technical Key Account Manager, Product Development
Lechwerke AG
Individual customers: product development of off-site corporate PPA / sleeved PPA
- Contributing to the business case
- Involvement in the feasibility study
- Go-to-market strategy
Technical KAM:
- Futures trading for power, biogas feed-in at the OTC
- Customer management for PV feed-in operators
Sales Partner and Project Management
Deutsche Glasfaser
- Took technical lead of the project "Sales - fiber expansion in Baden-Württemberg".
- Managed sales control in the Erlangen cluster for external door-to-door reps, aiming to ensure feedback from all properties by project end on whether they wanted the 1&1 fiber connection.
- Conducted a current-state analysis of past sales activities (number of contacted properties, contact methods, number of attempts per property) in Baden-Württemberg.
- Created and continuously updated the project schedule with MS Project.
- Advised external sales reps on running info events by providing recommendations (which locations work best, which promotional materials suit events).
- Presented the product (fiber connection) of DG to local governments (mayors) in Baden-Württemberg.
- Tracked and monitored milestones.
- Documented deviations from the plan and reported them to the overall project manager.
- Documented all project activities, including all necessary forecasts, analyses, recommendations, and plans.
Sales Manager
1&1 Versatel
- Took technical lead of the project "Sales - fiber expansion in the Erlangen region".
- Managed sales control in the Erlangen cluster for external door-to-door reps, aiming to get feedback from all properties by project end on whether they wanted the 1&1 fiber connection.
- Conducted a current-state analysis of past sales activities (number of properties contacted, contact methods, number of attempts per property) in the Erlangen cluster.
- Created and continuously updated the project schedule with MS Project.
- Advised external reps on holding info events by giving recommendations (which locations work best, which promotional materials suit events).
- Presented the product (fiber connection) of 1&1 to the local government (mayor) in the Erlangen cluster.
- Monitored and tracked milestones.
- Documented all project activities, including necessary forecasts, analyses, recommendations, and plans.
- Produced weekly project reports on progress and handed them over.
- Results
- Current-state analysis
- Project schedule
- Milestones
- Advice on info events for external reps
- Project plans
- Project reports
- Documentation
- Marketing planning and selecting suitable agencies, organizing the point of sale.
- Conducted a current-state analysis of past sales activities (number of properties contacted, contact methods, number of attempts per property) in the Erlangen cluster.
- Created and continuously updated the project schedule with MS Project.
- Acquired, supported, and expanded target commercial customers.
Digitalization of Sales
GBS GmbH
2 digitalization projects, each 15 working days
Digitalization of Work Preparation
WM-Flon GmbH
2 digitalization projects, each 15 working days
Technical B2B and Municipal Sales, UVC Air Purification Systems
Heraeus Noblelight GmbH
Sales, Business Development, Interface Management
Deutsche Giganetze GmbH
- Took technical lead of the project "Sales - fiber expansion in the Heilbronn-Franken region".
- Managed sales control in the Heilbronn cluster for external door-to-door reps and B2B project sales, aiming to get feedback from all properties by project end on whether they wanted the Deutsche Giga Netz fiber connection.
- Coached and monitored external reps on holding info events by giving recommendations (which locations work best, which promotional materials suit events).
- Presented the product (fiber connection) of Deutsche Giga Netz to local administration (mayor) in the Heilbronn-Franken cluster.
- Checked and tracked milestones.
- Documented deviations from the plan and reported them to the overall project manager.
- Documented all project activities, including necessary forecasts, analyses, recommendations, and plans.
- Advised external reps on info events by providing recommendations (which locations work best, which promotional materials suit events).
Process:
- Results
- Current-state analysis
- Project schedule
- Milestones
- Advice on info events for external reps
- Project plans
- Project reports
- Documentation
- Marketing planning and selecting suitable agencies, organizing the point of sale
Digitalization Consultant
Steinbeis Institut Stuttgart
Business Development and Digitalization Projects
GBS GmbH (IT)
Business Development and Digitalization Projects
Novofactum GmbH (IT)
Technical Lead of the Sales - Fiber Expansion Project
Städtische Werke Netz & Service Kassel
- Took technical lead of the sales - fiber expansion project in the Kassel region. Managed sales control in Kassel for external door-to-door reps, developed the B2B unit, identified cross-selling opportunities for products (electricity and gas), and managed marketing to establish and make the fiber division successful.
- Presented the product (fiber connection) of SWN to the local government (mayor) in Kassel.
- Monitored and tracked milestones.
- Documented all project activities, including necessary forecasts, analyses, recommendations, and plans.
- Advised external reps on running info events by providing recommendations (which locations work best, which promotional materials suit events).
- Presented the product (fiber connection) of SWN to the local government (mayor).
- Monitored and tracked milestones.
Regional Manager
Intersport / Nike
- Implemented and tracked the mid-term business plan at a regional level.
- Held financial responsibility for the profitability and target achievement of shops in the region.
- Managed shops according to guidelines and retail KPIs.
- Led, coached, and trained shop managers and teams for qualitative employee development.
- Conducted structured store visits monthly and to center management quarterly.
- Implemented and monitored marketing and sales strategies (marketing calendar, pricing, assortment, services...) at shop level.
- Documented store-visit checklists.
- Ensured sales-oriented floor layouts and product/window displays, optimizing and activating them with shop managers.
- Handled assortment planning at shop level; sales and inventory control.
- Applied and monitored international guidelines for merchandising, sales, safety, etc., in shops.
- Coordinated major marketing/sales events for shops.
- Conducted store inventories.
Business Consulting / Process Management and Optimization
Mittelständisches Unternehmen in der Kunststoffverarbeitung und Werkzeugbau
- Head of Sales: 1.5 years
- Client: mid-sized companies in plastics and metal
- Areas: tool making, injection molding, CT services, additive manufacturing (3D printing / metal and plastic) B2B
- Phone scheduling, route planning, DACH region, inside and field sales, trade fairs. Regular on-site customer visits.
Operational activities:
- Acquired customers, scheduled meetings, carried out sales talks, analyzed and followed up on customer discussions, processed orders, led price negotiations, answered customer inquiries.
Strategic activities:
Developed sales strategy, sales controlling.
Defined target customer groups, determined and set sales targets, evaluated suitable sales channels, developed various sales processes and measures, provided the framework for sales activities, selected, qualified, and developed sales staff.
Process analysis from goods receipt to sale, analysis of staff structures and infrastructure.
Existing customer analysis.
New customer acquisition, trade fair evaluations.
Market analysis for new business areas.
IT analysis including related staff units, covering operational business (commercial department to delivery).
Achieved 20% more incoming orders, 8% more profit, acquired 15% new customers without layoffs.
Technical Sales
IT-Systemhaus (Mittelstand)
- Annual revenue €18M, Sales: 1.5 years
- Client: mid-sized IT system house
- Sales and scheduling, services for integration and administration, hardware (client and server environment), IT security, and planning of entire server networks and client landscapes B2B
Operational activities:
Acquired customers, scheduled meetings, conducted sales talks, analyzed and followed up on customer discussions, processed orders, negotiated prices, handled customer inquiries, managed complaints, and initiated service measures.
Inside/field sales, after-sales marketing acquisition campaign.
Focus on new customer acquisition, scheduling, route planning for field sales, training field staff in dealing with new customers.
Optimized after-sales service, increased revenue by 18%.
Implemented shopfloor/OEE in an industrial company.
Analyzed production.
Analyzed BDE and MDE data.
Correlated processes, data collection, and staff handling.
Designed, implemented, and supported the introduction of hardware and software for the above topics.
IT system implementation in a trading company (annual revenue €8M).
Created KPIs.
Head of Technical Sales, Project Management, and Pre-Sales
Softwareunternehmen Business Intelligence (Mittelstand)
- Software, development services, Industry 4.0 concepts in cooperation with KIT. B2B phone scheduling, route planning, DACH, inside and field sales, change management in sales, trade fairs. Regular on-site customer visits. Strong presence in the manufacturing sector with clients using the Abas ERP system (e.g., Mulag, Neugart, VAF, Robert Sihn, and Elbe Group).
Operational activities:
- Acquired customers, scheduled meetings, conducted sales talks, analyzed and followed up on customer discussions, coordinated POCs between pre-sales, sales, and customers, processed orders, negotiated prices, answered customer inquiries.
Strategic activities:
Developed sales strategy, sales controlling. Change management of sales channels, development and setup of B2B direct sales and direct marketing, defined target customer groups, determined and set sales targets, evaluated suitable sales channels, developed various sales processes and measures, set the framework for sales activities, selected, qualified, and developed sales staff, project coordination as a link between consulting and sales, POC coordination.
Sales of Business Intelligence projects/software.
Sales of BI products and projects (Qlik, MicroStrategy).
Project sales to existing customers, new customer acquisition.
Head of Industry 4.0, developing sales strategies.
Generated around €2.5M revenue from 2011 to 2016, about €500,000 per year on average.
75% from new customer projects including licenses, services, and maintenance.
25% from existing customers through cross- or upselling of licenses or services.
My focus for acquisition was and is the manufacturing and process industries.
From small businesses to mid-sized companies and corporations.
Key Account Manager
Lavazza
- Revenue responsibility: €600,000 per year. Activities and areas of responsibility: new customer acquisition.
- Vending existing customer support.
- Presentations of products and solutions.
- Coordination of repairs and maintenance.
- Conducting shop inventories.
- Documenting reseller checklists.
- Ensuring sales-oriented floor layout and product/window displays, optimizing and activating them together with the reseller.
- Assortment planning for resellers; sales and inventory control.
- Managing resellers according to guidelines and retail KPIs.
- Leading, coaching, and training shop managers and teams for qualitative staff development.
- Conducting structured visits to resellers monthly and to center management quarterly.
- Implementing and monitoring marketing and sales strategy (marketing calendar, pricing, assortment, services...) at the reseller level.
Summary
Apart from my interim expertise, in my second company I gained a high level of experience in the telecom and energy sectors, developing B2C products with their sales channels and the internal processes for each system.
Languages
Education
Office Clerk
Certifications & licenses
Digitalization Manager
IHK
Corporate Data Protection
IHK Pforzheim
CSS Certification
Regional Partner Achievement
Qlik Connections
Technology for Business Professionals
IHK
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