Hans (Jürgen) Friedrich
Den Markt jetzt neu denken
Experience
Managing Director
Agens digital GmbH
- Strategic advice to medium-sized and large companies on the further development of sales B2B &B2C & Direct2Consumer D2C and customer service
- Distribution & sales of Omni-Channel Commerce platforms (Unified Commerce) to mid market and large enterprise in Germany
- Marketing of unified commerce solutions in the German market by establishing extensive online marketing
- Product Management, further development of commerce platforms to meet future customer requirements like seamless registration, etc.
- Partner management, structuring and activation of international partners (software manufacturers)
Senior Partner
O'Donovan Consulting AG
- Management Consulting Company in Bad Homburg and Berlin
- Experts in customer-centric management
- Focus on innovation and transformation management with project and program management
Customer Experience Principal
Huawei
- Advising Huawei telecom customers worldwide on customer experience and customer satisfaction
- C-Level presentations & performances from New Zealand to Canada
- Participation and presentations at various international events held by Huawei
- Further development of the CX platform
- Development of data models on the CX platform (churn prevention)
- Training of the Chinese CX sales team in solution selling
Freelancer & Owner
Go2Market Experts & 4-sales I Vorteil Vertrieb!
- Management Consulting Company in Bonn
- In the areas of business development, sales & marketing and project management in b2b2c
- With a focus on e&mCommerce, terminals, mobile marketing, cloud services, payment, mobile ecosystems and social gifting
- Customer training, e.g. in solution sales of ERP, CMS, DMS, CRM, IT security, hosted & cloud services, outsourcing
- Selling the consulting services at board or management level
Senior Executive Partner
4-advice GmbH Change und Innovation
- Advice to 4-advice customers in the area of marketing and sales
- Development of new business areas for customers
- Project management for major customers
- Consulting in CRM projects
- Control of change management processes
Success: Setup of a B2B Cloud PBX solution for the DT startup Revell
Executive Partner, Entrepreneur
Heinrich Management Consulting
- Support in sales optimization for companies in the IT, telecommunications and mechanical engineering sectors
- Support in the areas of project management, marketing & sales, change management, corporate management, coaching and training
Success: Acquisition of the top customers Lufthansa and hp Europe
VP Enterprise Business
dtms AG
- Sale of IT and telecommunications services to the top 500 companies in Germany (direct sales and partner sales), personal support for the top 10 customers, responsibility for sales of € 70 million
- Restructuring of sales, implementation of IT systems for sales control (MIS, CRM, P&L planning on a customer basis)
- Restructuring of the sales methodology from product sales to solution sales in order to achieve higher profit margins
- Member of the Executive Board, report to the CEO of dtms AG
- 6 direct reports (sales manager) and 25 sales representatives in the area
- Development of an international sales team and sales structures
- Negotiations at board and management level
Success: Increase in contribution margins and overachievement of targets by over 35%
Sales & Business Development Director Telecommunications & Enterprise
VoiceObjects AG
- Overall responsibility for sales (direct and partner) of the VoiceObjects software (Voice Application Management System) to the telecommunications network operators in Central Europe and to all companies in Eastern Europe
- Sale in different models Enterprise Usage, Managed Service (SaaS), Application Service Provider based on the customer's business process
- Development of an international sales team and sales structures
- Negotiations at board level and presentations at various conferences in Eastern Europe
Success: Sale of the software to T-Mobile Deutsche Telekom, Czech Republic and Polska Telecom and strategic partnership with Nextira One CEE
Sales & Marketing Director Wireless Communication Division, Executive
Samsung Electronics GmbH (SEG)
- Overall responsibility for marketing and sales of GSM and DECT phones in Germany
- Report to the Korean Managing Director of SEG
- Global account support for T-Mobile International AG
- Managed 17 sales people, account managers, sales assistants and 8 marketing people
- Negotiations at board level with all German mobile network operators, service providers, retailers (MediaMarkt, EP, RIC, Expert, Promarkt, ...)
- Target for sales of EUR 250 million and for 900,000 mobile phones sold
- Marketing and Sales responsibility for telecommunication terminals in Germany
Success: Actual target achievement of €310 million and 1.24 million phones sold = approx. 30% above target achievement
Head of Project Management & Sales Mobile Operator & Business Development UMTS
Lucent Technologies Network Systems GmbH
- End-to-end customer responsibility
- Management of account managers, account consultants and project managers
- Negotiations at board level
- Sales responsibility of US$120 million in 2001 and US$600 million in 2002
Success: Successful establishment of the UMTS project and winning various orders from an international mobile network operator in Germany, turnover approx. 150 million USD
Head of Business Development UMTS DACH
Lucent Technologies Network Systems GmbH
- Responsibility for business development UMTS in Germany, Austria and Switzerland (D.A.CH.)
- Tasks Project management, marketing, business development, sales and program management, construction of the project team with 6 direct reports and 40 employees
- Gaining cooperation partners in the field of mobile internet and network deployment
- Creation of the Lucent UMTS story including the USPs in the area of access network, core network, transport network
- Preparation of offers and contract negotiations at C-level with mobile phone companies in D.A.CH.
Success: Signing of 3 MoUs for UMTS with network operators in Germany
Head of Sales Marketing Projects & Products
T-Mobil, Deutsche Telekom MobilNet GmbH
- Management of project managers in product and process development
- Responsibility for 3 departments, standard market T-D1, large and system customers T-D1, landline and Internet marketing DTAG and T-Online
- Organization of road shows and in-house exhibitions
- Information management for indirect sales (500 field staff, 12,000 outlets) and direct sales of DTAG (10,000 sales staff)
- Interface management between operational sales and marketing T-Mobil/DTAG/T-Online
- Development and implementation of T-Mobil's sales approval process
- Personnel management of 20 employees
Success: Extremely successful market launch of new end device packages (e.g. prepaid package XtraPac) and introduction of innovative product and sales information systems
Head of the sales department
T-Mobil, Deutsche Telekom MobilNet GmbH
- Marketing to business and private customers with P&L responsibility
- Budget and sales responsibility for approx. 750,000 new T-Mobile customers per year and the marketing of approx. 500,000 devices
- Responsibility for the operational marketing of ISDN/DSL, T-Online, T-C-Tel, T-D1, GSM terminals, Telekom terminals in indirect sales
- Member of the branch management, negotiations with the works council on operational matters such as dismissal, early retirement and hiring
- Personnel responsibility, technical and disciplinary, for 15 employees, 5 office staff and 10 field staff
Success: Regaining market leadership in south-west Germany from Mannesmann Mobilfunk
Sales and marketing specialist in the field of "International Business Development"
T-Mobil, Deutsche Telekom MobilNet GmbH
- Participation in the GSM applications in the Netherlands, Austria, Poland, Czech Republic, Switzerland, India, stays in these countries for several months
- Creation of the marketing and sales offer with products and services (and pricing) as well as the associated sales channels
- Initiation of market research and derivation of market forecasts
- Selection and briefing of advertising agencies
- Participation in the 10-year business plans
- Acquisition of distribution channels
Success: GSM license win in Austria, Czech Republic and Poland
Sales manager for Baden-Württemberg and Bavaria
MobilCom GmbH & Co. KG
- Support and acquisition of radio, electrical, entertainment electronics and computer retailers
- Support and acquisition of key accounts in the large customer business
- Experience in setting up and controlling the sales form multi-level marketing (MobilCom direct)
- Project Management e.g. opening MobilCom-owned franchise retail stores (ComShops)
- Organization of trade fairs
Success: 350% increase in sales and opening of 7 ComShops
Summary
With my many years of general management, marketing, CX and sales knowledge, my analytical skills and my leadership and communication experience in a dynamic international business environment, I would like to make a significant contribution to successfully implementing projects, increasing the value of the company and developing myself personally.
Extensive project management experience, with an analytical and strategic understanding of the marketing and sales process (B2B, B2C, D2C) of complex solutions, a deep knowledge of account management and excellent CRM, as well as an understanding of the finance/accounting operations of the company
Open to other cultures and willing to work successfully with different human characters. Leading and motivating international teams in matrix organizations
Strategic, flexible and innovative analyst with a focus on "execution" and thus translating strategy into reliable and sustainable results - "Mover & Shaker"
Highly self-motivated, reliable, well organized, concentrated, goal focused, globally oriented and hard working
Excellent project management skills and ability to meet demanding deadlines
Excellent interpersonal skills with a strong focus on communication, teamwork and leadership and a high level of respect and loyalty to direct reports and senior management
Languages
Education
Stanford University
Visiting student · United States
Georg-August-University Göttingen and University of Cologne
Diplom-Kaufmann · Business Administration · Cologne, Germany
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