Helmut Hausner - The Expert for lean Processes in Technical Sales to boost EFFECTIVENESS

Hamburg, Germany

Experience

Oct 2012 - Present

12 years 9 months

Interim 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 year

Global 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 months

Global 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 months

Implementation 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 months

Project 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 months

Project 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