Holger Prange
Executive Interim Manager with Focus on Sales / Marketing
Experience
Nov 2003 - Present
21 years 9 monthsHamburg, Germany
Executive Interim Manager Focus Sales / Marketing
Management-Lotsen
- Crisis-tested executive manager focused on developing and implementing successful strategies to increase revenue, market share or profitability, as well as exploring new markets and developing (digital) business models and (digital) marketing strategies—for growth projects and in crisis situations.
- Proven track record in sales, business development, marketing, restructuring, process optimization, as well as strategic and operational realignment of business units.
- Affinity for mid-sized companies and hands-on, strong motivational skills.
- Clear thinking – concrete execution – creative problem solving.
- Preparation and review of business plans.
- Review of investment decisions.
- Adjustments of business models.
- Operational support for extraordinary business events (customer insolvencies, termination of supply contracts, etc.).
- Digitalization.
- Process optimization.
- Support in succession transitions.
- (Digital) sales and marketing strategies.
Nov 2000 - Oct 2003
3 yearsHamburg, Germany
Head of Marketing and Sales, Managing Director
Gies Kerzen GmbH (Blyth Inc.)
- Developed and launched a new product range.
- Built a new specialist trade sales network in Germany, Austria and Switzerland.
- Negotiated international industry partnerships.
- Created efficient structures for the retail food trade, specialist retailers, department stores and mail order channels.
- Introduced a goal- and performance-oriented management system.
- Implemented a modern key account management system.
- Result: Significant increase in sales and improved profitability.
Aug 1998 - Oct 2000
2 years 3 monthsHamburg, Germany
International Marketing Manager
Reemtsma Cigaretten GmbH (Imperial Tobacco Group)
- Identified and closed gaps in the Reemtsma portfolio.
- Evaluated high-potential sociocultural segments.
- Derived positioning and brand strategies.
- Developed the entire marketing mix for BOSS and Polo.
- Result: Successful launch of BOSS and Polo brands in eight countries.
Jun 1996 - Jul 1998
2 years 2 monthsBudapest, Hungary
Marketing and Sales Director, Management Board Member
Reemtsma Cigaretten GmbH
- Full responsibility for marketing and sales; sales responsibility of DM 220 million, led 13 employees, reported to the General Manager.
- Conducted portfolio analyses and realignment.
- Launched new brands and relaunched existing products.
- Designed and launched brand diversification projects.
- Performed market analyses (distribution, out of stock, consumer offtake).
- Developed resulting sales strategies, trade marketing concepts and new pricing systems for wholesale.
- Managed agencies.
- Established efficient sales controlling.
- Results:
- Stabilized local brands after years of dramatic decline.
- Doubled market share of international brands.
- Significant distribution expansion of local brands in new channels.
Sep 1995 - May 1996
9 monthsHamburg, Germany
Head of Reemtsma Marketing Coordination Eastern Europe
Reemtsma Cigaretten GmbH
- Harmonized country interests with those of headquarters.
Sep 1994 - Aug 1995
1 yearMunich, Germany
National Key Account Manager
Bertelsmann Music Group
- Generated sales in the high seven-figure range.
Jul 1993 - Aug 1994
1 year 2 monthsHamburg, Germany
Senior Ice Cream Product Manager
Langnese Iglo GmbH (Deutsche Unilever)
- Relaunched an ice cream brand.
Jun 1991 - Jul 1993
2 years 2 monthsHamburg, Germany
Sales Director Food Retail
Langnese Iglo GmbH (Deutsche Unilever)
- Built the sales department; sales responsibility DM 85 million / 17 staff.
Jun 1990 - May 1991
1 yearGermany
Project/Promotion Manager in East Germany
Langnese Iglo GmbH (Deutsche Unilever)
- Budget responsibility DM 8.5 million, led 20 employees.
Sep 1989 - Jun 1990
10 monthsHamburg, Germany
Trainee
Langnese Iglo GmbH (Deutsche Unilever)
United States
Review of US Strategy and Local Management
GNA Inc (Manufaktur Rödental USA)
- Redefined sales strategy and managed implementation:
- Built a network of sales agents in all US states, shifted to omnichannel sales.
- Recruited a new management team.
- Result: Bank credit lines increased based on the new sales strategy and management.
Coburg, Germany
International Sales and Marketing Director
Goebel Porzellan GmbH
- Responsible for restructuring sales and marketing (on behalf of Aurelius/Merrill Lynch).
- Comprehensive product innovation program.
- Engaged trend scouts, conducted market research, and collaborated with freelance product designers.
- Involved procurement and key suppliers in the development process; defined interfaces – process optimization.
- Built and introduced sales controlling for performance measurement.
- Restructured export division; recruited new sales agents.
- Direct marketing, sponsorship, social media.
- Introduced a profitability-focused, attractive bonus program.
- Advanced CRM tools for trade and end customers.
- Relaunched the customer magazine.
- Result: Substantial increase in sales and earnings through restructured business, enabling a sustainable exit from insolvency.
Rödental, Germany
Global Head of Sales & Marketing
Manufaktur Rödental GmbH
- Rebuilt the company acquired by a German private investor; responsible especially for sales and marketing.
- Developed and implemented a sales and marketing strategy: changed assortment structure, opened the brand for gift and decoration occasions, streamlined dealer network, introduced a dealer information system.
- Defined all processes (planning, product development, logistics, switch from SAP to STEPS).
- Renegotiated licensing agreements.
- Enhanced CRM tools (new club concept, new magazine, direct communication).
- Results:
- Achieved profitability in the first year through above-plan sales.
- Created 100 new jobs after one year.
Rödental, Germany
Interim Head of Sales
Manufaktur Rödental GmbH
- Mediated between two managing directors of competing companies to establish a sales cooperation.
- Results:
- Significantly reduced sales costs at the same revenue level.
- Reached an out-of-court settlement, resolved various legal disputes.
- Achieved planned sales figures.
Bergisch Gladbach, Germany
Complete Restructuring of International Sales
Metsä Board Zanders
- Current-state analysis of international sales structure.
- Personnel evaluation of sales and internal sales support.
- Strategic and operational restructuring of international sales including personnel measures.
- Coordination with management, holding and works council.
- Conducted an international customer satisfaction survey.
- Mediated between works council and management.
- Served as a sparring partner for management.
- Result: Successful realignment of international sales, higher market penetration and clear approaches to increase customer satisfaction.
European Chief Sales Officer / Chief Marketing Officer (CSO/CMO)
Mides Healthcare Technology
- Generated leads digitally and through traditional channels.
- Acquired new customers.
- Restructured the German field sales team (a mix of in-house key account managers and sales reps).
- Restructured the Austrian sales team.
- Built the international sales organization.
- Handled key account management for European top clients.
- Introduced digital and traditional lead generation techniques.
- Designed and executed digital and traditional marketing actions (LinkedIn, Facebook, DirectMail).
- Launched customer loyalty programs.
- Introduced bonus programs.
- Optimized service offerings / developed new services.
- Reviewed and optimized all touch points.
- Result: Stabilized revenue and profitability despite a COVID-related market slump in core markets – developed a future-focused growth strategy.
Heidenheim, Germany
Business Unit Manager Personal Health Care – responsible for pharmacy business in 20 countries – approx. €95M
Paul Hartmann AG
- Functional leadership and staff management of the “over-the-counter medical products” business (Private Pay/PHC).
- Conducted a thorough sales and marketing analysis followed by a comprehensive action program.
- Defined and implemented international coordination processes.
- Launched and executed a fundamental innovation program.
- Developed new sales strategies (digital and brick-and-mortar).
- Launched a consumer-friendly disinfectant range called Sterillium Protect & Care.
- Launched a fully digitalized diagnostics and self-test range called Veroval, including an e-diagnostic portal and app.
- Relaunched the entire first aid product line.
- Developed and executed various international TV and radio spots, print campaigns and digital marketing concepts (mapping touchpoints/consumer journey, influencer campaigns and data-driven direct online communication).
- Contributed strategically to sales-related M&A projects.
- Initiated strategic partnerships with new suppliers.
- Result: Profitable sales expansion in the first year and establishment of efficient international coordination processes.
Consulting Project
Vega Salmon A/S
- Data analysis (markets, accounts, managers, potential: sales and profit).
- Structured employee interviews.
- Conducted a customer satisfaction survey.
- Derived target markets and customers.
- Evaluated a new international sales structure.
- Assessed optimized processes.
- Evaluated a targeted bonus program.
- Assessed a comprehensive training program for KAM.
- Evaluated a suitable CRM system.
- Designed and opened a factory outlet including social media communication.
Managing Director Marketing / Sales
Audi / Volkswagen Dealer
- Developed new performance-based commission models.
- Expanded private used-car end-customer business.
- Built a wholesale used-car business.
- Created an additional sales line for budget used vehicles and workshop services.
- Established marketing partnerships with other providers (golf courses, amusement parks).
- Launched direct marketing campaigns.
- Implemented efficient process optimizations.
- Developed a new corporate design covering all relevant media (radio, print, flyers, direct marketing).
- Managed bank negotiations.
- Results: Significant sales growth and improved profitability.
Summary
Crisis-tested executive manager focused on developing and implementing successful strategies to increase revenue, market share or profitability, as well as exploring new markets and developing (digital) business models and (digital) marketing strategies—for growth projects and crisis situations.
Proven track record in sales, business development, marketing, restructuring, process optimization, as well as strategic and operational realignment of business units. Affinity for mid-sized companies and hands-on, strong motivational skills.
Clear thinking – concrete execution – creative problem solving
Languages
German
NativeEnglish
Advanced Education
University of Hamburg
Diploma in Business Administration · Marketing/Law/Psychology · Hamburg, Germany
Certifications & licenses
Power of Attorney
Paul Hartmann AG
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