Helmut H.
Teaching Assignments
Experience
Teaching Assignments
Hochschulen Fresenius Hamburg, Macromedia Hamburg, Berufliche Hochschule Hamburg, Hochschule für Wirtschaft und Recht Berlin
- Distribution management
- Marketing basics
- Strategic and international marketing
- International management
- Mentor for practical projects
Independent interim manager, consultant & trainer
Self-employed
- Sales management consulting (sales channel and customer interface planning; sales capacity planning; management system and sales controlling optimization)
- Planning & implementation of CRM strategy & systems
- Interim management (e.g. interim project manager “CRM revitalization”; motivating employees to actively use the system through training, one-on-one meetings and controlling)
- Business coaching, consulting (e.g. reducing staff turnover at a law firm by using leadership tools)
- Industry trainer in marketing for the chemical industry
- Project budget planner and IT controller in the energy sector
- Planning post-merger integration
Global expert organizational design “Order-to-Cash” (Downstream-One: global process standardization and SAP project)
Shell International Petroleum Company
- Reorganized sales units according to global standards while achieving high customer satisfaction levels.
- Virtual project management for building 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 status and progress reporting
Global Knowledge Transfer Lead “Delivery Promise” (Downstream-One: global process standardization and SAP project)
Shell International Petroleum Company
- Achieved 100% acceptance of a new delivery promise policy (standardizing delivery times, introducing small quantity and urgent order surcharges, services around product delivery) by customers and employees well before go-live by removing obstacles in time and managing exceptions.
- Virtual project management for implementation through continuous guidance and support of local project resources
Business Readiness & Change Manager “Lubes Supply Chain” (Downstream-One: global process standardization and SAP project)
Shell Deutschland Oil
- Responsible for consistent and timely implementation of new processes, policies and organizational structure without disrupting business continuity
- Organized process and IT training as well as process simulations (“A day in the life …”)
- Stakeholder management and creating ongoing employee communication for the project
- Led a team of 6 process experts and 8 trainers
Teaching Assignment
Universität Hamburg
- “Sales strategy and management”
- “Project management”
- “Marketing basics”
Implementation Manager DACH/CEE/Med “Sales Effectiveness” (Sales 1st, project to professionalize sales)
Shell Europe Oil Products
- Achieved around 10% headcount reduction in field sales through fact-based demand calculation
- Developed data basis for personnel requirement calculations together with sales managers from all European countries
- Implemented the recommendations in DACH/CEE/Med
- Temporary international assignment in non-German speaking regions (CEE, Med)
Project Manager CRM (part of “Global Commercial Strategy”: B2B turnaround project)
Shell Deutschland Oil
- Clearly professionalized the entire sales force by consistently introducing “new ways of working” (reducing administrative tasks in field sales) and implementing a CRM system
- Organized process and IT training as well as project-related employee communication; monitored adoption of new work methods
- Led the project team
Project Manager Price Management, all European companies
Shell Europe Oil Products
- Achieved a sustainable margin improvement of $10 million p.a. by leading an international expert group to develop price management rules and tools (e.g. web-based overview of price points per country; introduction of price controlling instruments); summarized the “golden rules” in a “pricing bible”.
- Implemented the developed procedures with all local sales managers in Europe using a project team
“Euro Currency Introduction” – sales/marketing specialist in central project team
Shell Europe Oil Products
- To avoid conversion issues on the changeover date 31.12.2001, through intensive communication with customers, ensured they processed over 80% of all transactions in euros three months in advance.
- Examined the effects of new price transparency through a shared currency (arbitrage opportunities); country comparisons for price levels.
Head of automotive lubricants marketing
Deutsche Shell
- Achieved lasting improvement of total margin by $7 million p.a. through introducing a premium product and repositioning volume products
- Anticipated market changes and prevented volume decline by developing a multi-channel strategy; led pilot phase with non-traditional sales channels
- Developed and launched alternative products (used car warranty) to compensate for margin and volume erosion
- Managed external communications activities for the dealer and workshop sales channel
Head of export & networking (overlapping with marketing management)
Shell Austria
- Built a dealer network in Serbia
- Marketing support and product supply for new markets in CEE
Head of lubricants marketing
Shell Austria
- Led the strategic realignment of the dealer sales channel, among other tasks
Field service commercial customers (lubricants and fuel cards)
Shell Austria
Product manager industrial lubricants
Shell Austria
Marketing controlling clerk
Shell Austria
Clerk planning organizational operations (non-medical areas)
Voest Alpine Medizintechnik
- Monitored performance of organizational planning firms
- Responsible for procurement of office equipment
Summary
International project management in the fields of strategic business development, market entry, restructuring or process optimization with the needed level of entrepreneurial freedom.
Consulting, change management and support in sales management, CRM implementation and market potential analysis.
Academic knowledge transfer to students on sales management, B2B marketing, pricing, market & customer portfolio analysis, product management, project management.
Persistence in implementing complex change projects in the international oil industry. Gaining the trust of those involved and decision-makers by convincingly communicating goals and methods. For example, the sustainable introduction of process-oriented behavior in sales teams combined with using a CRM system, which significantly improved both motivation and sales performance.
Initiative and entrepreneurial spirit in building entirely new structures. For example, establishing a network of lubricant dealers in Serbia after the Bosnian War.
Many years in a leadership role in B2B marketing, focusing on strategy and portfolio planning as well as pricing. Among other things, improved the Europe-wide margin in the lubricant business by USD 10 million p.a. through consistent application of value-based pricing.
Analytical identification of root causes while considering human factors as well as creating 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.
Successfully training employees and students by applying the constructivist learning theory and using blended learning.
Languages
Education
Technische Universität Wien
Diploma Engineer · Mechanical Engineering/Industrial Engineering · Vienna, Austria
Certifications & licenses
Six Sigma Yellow Belt
Grundig Akademie
Zertifizierter Business Coach
IHK
Analytic Trouble Shooting
Kepner-Tregoe
Driving license A
Driving license B
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