Helmut Hausner
The Expert for lean Processes in Technical Sales to boost EFFECTIVENESS
Experience
Oct 2012 - Present
12 years 5 monthsInterim Manager, Consultant & Trainer
Self-employed
- 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 (including interim project manager for "CRM revitalization"; motivating employees to use the system intensively through training measures, individual discussions and controlling)
- Business Coaching, Consulting (including reducing staff turnover at a law firm through application of leadership tools)
- Industry trainer for marketing in the chemical industry
- Project Budget Planner and Controller IT in the energy industry
- Planning post-merger integration
Feb 2011 - Jan 2012
1 yearGlobal Expert Organization 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 setup of Sales Support organizations in several countries (including 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 monthsGlobal Knowledge Transfer Lead "Delivery Promise"
Shell International Petroleum Company
- Achieving 100% acceptance of a new Delivery Promise Policy (standardization of delivery times, introduction of small quantity and rush surcharges, services around product delivery) 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 consistent and timely implementation of new processes, policies and organizational structure without disrupting business continuity
- Organization of process and IT training as well as process simulations ("A day in the life ...")
- Stakeholder management and creation of project-related employee communication
- Leadership of a team of 6 process experts and 8 trainers
Nov 2004 - Aug 2006
1 year 10 monthsImplementation Manager DACH/CEE/Med "Sales Effectiveness"
Shell Europe Oil Products
- Achievement of personnel reductions in field sales by approx. 10% through fact-based needs calculation
- Development of data bases for personnel requirements calculations together with sales managers of all European countries
- Implementation of recommendations in DACH/CEE/Med
- Temporary work in foreign language countries (CEE, Med)
Mar 2003 - Oct 2004
1 year 8 monthsProject Manager CRM
Shell Deutschland Oil
- Significant professionalization of the entire sales force through consistent introduction of "New Ways of Working" (reduction of administrative tasks in field sales) and implementation of a CRM system
- Organization of process and IT training as well as project-related employee communication; monitoring adoption of new working methods
- Leadership of the project team
Oct 2001 - Feb 2003
1 year 5 monthsProject Manager Price Management
Shell Europe Oil Products
- Achievement of a sustainable margin improvement of $ 10 million p.a. by leading an international expert group to develop Price Management rules and tools (including web-based overview of price points per country; introduction of price controlling instruments); summarizing the "Golden Rules" in a "Pricing Bible"
- Implementation of developed procedures with all local sales managers in Europe with the help of a project team
Apr 2001 - Oct 2001
7 months"Euro Currency Introduction" - Specialist Sales/Marketing in central project team
Shell Europe Oil Products
- In order to avoid conversion problems on the key date 31.12.2001, achieve through intensive communication with customers that they already process more than 80% of all transactions in euros three months in advance
- Investigation of the effects of the new price transparency through the common currency (arbitrage opportunities); country comparisons for price levels
Feb 1997 - Mar 2001
4 years 2 months Germany
Head of Marketing Automotive Lubricants
Deutsche Shell
- Sustainable improvement of total margin by $ 7 million p.a. through new introduction of a top product and repositioning of volume products
- Anticipation of market changes and prevention of volume decline through development of a multi-channel strategy; management of pilot phase with non-traditional sales channels
- Development and introduction of alternative products (used car warranty) to compensate for margin and volume erosion
- Control of external communication activities for the "car dealership and workshop" sales channel
Jan 1996 - Jan 1997
1 year 1 month Austria
Head of Export & Networking
Shell Austria
- Building a network of lubricant dealers in Serbia
- Marketing support and product supply for new markets in CEE
Apr 1993 - Dec 1998
4 years 9 months Austria
Head of Lubricants Marketing
Shell Austria
- Leading role in strategic realignment of car dealership sales channel
Jan 1992 - Mar 1993
1 year 3 months Austria
Field Sales Commercial Customers (Lubricants and Fuel Cards)
Shell Austria
May 1989 - Dec 1992
2 years 8 months Austria
Product Manager Industrial Lubricants
Shell Austria
Jun 1987 - Apr 1989
1 year 11 months Austria
Marketing Controlling Specialist
Shell Austria
Jan 1983 - May 1987
3 years 5 months Vienna, Austria
Specialist Planning Business Organization (non-medical areas)
Voest Alpine Medizintechnik
- Supervision of services from planning offices for business organization
- Responsibility for procurement of office machines
Summary
- International project management in strategic business development, market entry, restructuring or process optimization with the necessary degree of entrepreneurial freedom
- Consulting, change management and support in sales management, CRM implementation and market potential analysis
- Academic knowledge transfer to students in sales management, B2B marketing, pricing, market & customer portfolio analysis, product management, project management
Languages
German
Native
English
Advanced
Spanish
Elementary
Education
Oct 2016 - Jun 2016
IHK
Certified Business Coach
Oct 2002 - Jun 2002
Cranfield School of Management
Shell Advanced Business Management Course
Oct 1976 - Jun 1983