Hans (Jürgen) Friedrich
Managing Director
Experience
Jan 2020 - Present
4 years 6 months Bonn, Germany
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)
Jan 2020 - Present
5 years 6 monthsAuthor
- Author of the book “Retail Management” together with Prof. Stephan Huxold
Jan 2015 - Present
9 years 6 monthsAuthor
- Author of many Blogs & White Papers to topics like “Digitization diagnostics”, “D2C approach involving retail” and “Customer Satisfaction Metrics”
Jan 2015 - Present
9 years 6 months Bad Honnef, Germany
Lecturer Marketing Management
University IUBH Duales Studium today IU International Study
- Project Management
- Online Marketing
- Sales Management
- Negotiation Management
Jan 2015 - Dec 2020
5 years Berlin, Germany
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
Feb 2015 - Dec 2015
11 months Shenzhen, China
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
Oct 2011 - Present
13 years 9 months Bonn, Germany
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 levelIn den Bereichen Business Development, Sales & Marketing und Projektmanagement im b2b2c
Jan 2009 - Mar 2013
3 years 3 monthsSenior 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
Jan 2007 - Dec 2017
11 years Timișoara, Romania
Member of the Board, Owner and Co-Founder
S.C. RomITCom s.r.l.
- IT Systems Provider in Romania
- Headquarter Timisoara, Partner of HP, Lenovo, ELOdigital,
- Strategic Adviser, responsible for the long-term strategy,
- Providing ECM, ERP, TK-Systems in the B2B Area
Jun 2006 - Dec 2010
4 years 7 monthsExecutive 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
Jun 2005 - May 2006
1 year Mainz, Germany
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%
May 2003 - May 2005
2 years 1 month San Mateo, United States
Sales & Business Development Director Telecommunications& Enterprise
VoiceObjects AG
- Software Company for Voice Applications
- 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
Jul 2002 - May 2003
11 months Schwalbach am Taunus, Germany
Sales & Marketing Director Wireless Communication Division, Executive (P&L responsibility)
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 soldMarketing 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
Aug 2000 - Jun 2002
1 year 11 months Bonn, Germany
Head of Project Management & Sales Mobile Operator & Business Development UMTS with power of attorney at Lucent Technologies
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
Feb 2000 - Jul 2000
6 months Bonn, Germany
Head of Business Development UMTS DACH with power of attorney Lucent Technologies Network Systems in Bonn (P&L)
Lucent Technologies Network Systems GmbH
- Responsibility for business development UMTS in Germany, Austria and Switzerland (D.A.CH.)
- 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
Jan 1998 - Jan 2000
2 years 1 month Bonn, Germany
Head of Sales Marketing Projects & Products at the T-Mobil headquarters in Bonn
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
Jan 1996 - Dec 2021
26 years Timișoara, Romania
Member of the Board, Owner and Co-Founder
S.C. Romcom s.r.l.
- Chairman of the Advisory Board
- Telecommunications retailer in Romania founded in 1996 in Romania,
- Head office in Timisoara, 29 stores in the main cities of Romania, B2C and B2B sales
- Strategic Advisor, responsible for the long-term strategy,
- Business development and know-how transfer from Western Europe to Romania.
Jan 1994 - Dec 1998
4 years Stuttgart, Germany
Head of the sales department at the T-Mobile branch in Stuttgart
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
Oct 1994 - Dec 1995
1 year 3 months Bonn, Germany
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
Aug 1993 - Sep 1994
1 year 2 months Schleswig, Germany
Sales manager for Baden-Württemberg and Bavaria for telephones and services B2B and B2C
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
German
Native
English
Advanced
French
Intermediate
Education
Georg-August-University Göttingen and University of Cologne
Diplom-Kaufmann · Business Administration · Germany
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