Helmut Hausner - Independent Interim Manager, Consultant & Trainer

Recommended expert

Hamburg, Germany

Experience

Oct 2012 - Present

13 years 4 months

Independent Interim Manager, Consultant & Trainer

Sales management consulting (sales channel and customer interface planning; sales capacity planning; optimization of management system and sales controlling)
Planning & implementation of CRM strategy & systems
Interim management (e.g. interim project manager "CRM Revitalization"; motivating employees to use the system intensively through training, one-on-one meetings, and controlling)
Business coaching, consulting (e.g. reducing staff turnover in a law firm through the use of leadership tools)
Industrial marketing trainer in the chemical industry
Project budget planner and IT controller in the energy industry
Post-merger integration planning

Feb 2011 - Jan 2012

1 year

Global Expert Organizational Design "Order-to-Cash"

Shell International Petroleum Company

Reorganization of sales units according to global standards while achieving high customer satisfaction levels
Virtual project management for the structural build-up of sales support organizations in multiple countries (e.g. CN, RU, UAE, IT, US, BR) through ongoing guidance and support of local project resources and global reporting on status and progress

Jun 2009 - Jan 2011

1 year 8 months

Global Knowledge Transfer Lead "Delivery Promise"

Shell International Petroleum Company

Achieving 100% acceptance of a new Delivery Promise policy (standardizing delivery times, introducing small quantity and rush surcharges, delivery-related services) by customers and employees well before go-live by timely removal of obstacles and managing exceptions
Virtual project management for implementation through ongoing guidance and support of local project resources

Sep 2006 - May 2009

2 years 9 months

Hamburg, Germany

Business Readiness & Change Manager "Lubes Supply Chain"

Shell Deutschland Oil

Responsible for the consistent and timely implementation of new processes, policies, and organizational structure without disrupting business continuity
Organizing process and IT training as well as process simulations ("A day in the life …")
Stakeholder management and creating project-related employee communications
Leading a team of 6 process experts and 8 trainers

Nov 2004 - Aug 2006

1 year 10 months

Implementation Manager DACH/CEE/Med "Sales Effectiveness"

Shell Europe Oil Products

Achieved about 10% reduction in field staff through fact-based needs calculation
Developed data basis for personnel requirement calculations together with sales managers from all European countries
Implemented the recommendations in DACH/CEE/Med
Temporary assignment abroad in non-German-speaking regions (CEE, Med)

Mar 2003 - Oct 2004

1 year 8 months

Project Manager CRM

Shell Deutschland Oil

Professionalization of the entire sales team through the consistent introduction of "New Ways of Working" (reducing administrative tasks in field sales) and implementation of a CRM system
Organization of process and IT training and project-related employee communication
Monitoring of adoption of the new ways of working
Leadership of the project team

Oct 2001 - Feb 2003

1 year 5 months

Project Manager Price Management

Shell Europe Oil Products

Achievement of a sustainable margin improvement of $10M p.a. through leadership of an international expert group to develop price management rules and tools (including a web-based overview of price points per country; introduction of price controlling instruments)
Summary of the "Golden Rules" in a "Pricing Bible"
Implementation of the developed procedures with all local sales managers in Europe with the help of a project team

Apr 2001 - Oct 2001

7 months

Specialist Sales/Marketing "Euro Currency Introduction"

Shell Europe Oil Products

Intensive communication with customers to convert more than 80% of all transactions to euro three months before the deadline
Investigation of the impact of the new price transparency from the single currency (arbitrage opportunities)
Country comparisons of price levels

Feb 1997 - Mar 2001

4 years 2 months

Head of Marketing Automotive Lubricants

Deutsche Shell

Sustainable improvement of the overall margin by $7M p.a. through the launch of a premium product and repositioning of volume products
Development of a multi-channel strategy to prevent volume decline; leadership of the pilot phase with non-traditional sales channels
Development and introduction of alternative products (used-car warranty) to compensate for margin and volume erosion
Management of external communication activities for the dealer and workshop sales channel

Jan 1996 - Jan 1997

1 year 1 month

Head of Export & Networking

Shell Austria

Establishment of a dealer network in Serbia
Marketing support and product supply for the new markets in CEE

Apr 1993 - Dec 1997

4 years 9 months

Head of Lubricants Marketing

Shell Austria

Took the lead in the strategic realignment of the car dealership sales channel

Jan 1992 - Mar 1993

1 year 3 months

Field Sales for Commercial Customers

Shell Austria

May 1989 - Dec 1991

2 years 8 months

Product Manager Industrial Lubricants

Shell Austria

Jun 1987 - Apr 1989

1 year 11 months

Marketing Controlling Clerk

Shell Austria

Jan 1984 - May 1987

3 years 5 months

Operations Planning Clerk

Voest Alpine Medizintechnik

Monitoring the performance of planning offices for operations organization
Responsible for procuring office machinery

Summary

International project management in the areas of strategic business development, market entry, restructuring, or process optimization with the necessary level of entrepreneurial freedom.
Consulting, change management, and support in sales management, CRM implementation, and market potential analysis.
Academic teaching for students on sales management, B2B marketing, pricing, market & customer portfolio analysis, product management, and project management.

Skills

Persistence In Implementing Complex Change Projects In The International Context Of The Oil Industry. Earning The Trust Of Stakeholders And Decision-makers By Convincingly Communicating Goals And Paths. This Includes Sustainable Introduction Of Process-oriented Behavior In Sales Teams Coupled With The Use Of A Crm System, Which Significantly Improved Both Motivation And Sales Performance.
Initiative And Entrepreneurial Spirit In Building Completely New Structures. For Example, Establishing A Network Of Lubricant Dealers In Serbia After The Bosnian War.
Many Years In Leadership Roles In B2b Marketing, Focusing On Strategy And Portfolio Planning As Well As Pricing. Among Other Things, Improved The Pan-european Margin In The Lubricant Business By Usd 10 Million P.a. Through Consistent Application Of Value-based Pricing.
Analytical Identification Of Root Causes With Consideration Of Human Factors, As Well As Creation Of Action, Time, And Budget Plans. Applying Business Models And Theories To Practice.
Social Sensitivity For Targeted Coaching Of Employees And Internal Suppliers. Taking Responsibility For Leading Virtual Multinational Teams.
Successful Training Of Employees And Students By Applying Constructivist Learning Theory And Using Blended Learning.
Ms Office Very Good User Skills
Ms Project, Ms Visio Good User Skills
Various Crm Software Good User Skills