Holger P. - Executive Interim Manager Focused on Sales / Marketing

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Hamburg, Germany

Experience

Nov 2003 - Present

21 years 10 months

Hamburg, Germany

Executive Interim Manager Focused on Sales / Marketing

Management-Lotsen

Crisis-tested executive manager focused on developing and implementing successful strategies to increase sales, market share, or profitability, as well as entering new markets and developing (digital) business models or (digital) marketing strategies – for growth projects and in crisis situations.
Proven success in sales, business development, marketing, restructuring, process optimization, as well as strategic and operational realignment of business units.
SME-oriented and hands-on, with strong motivational skills.
Clear in thinking – concrete in execution – creative in problem solving.
Creation and review of business plans.
Evaluation of investment decisions.
Adjustments to business models.
Operational support in extraordinary business events (customer insolvencies, delivery contract terminations, etc.).
Digitization.
Process optimization.
Support for generational transitions.
(Digital) sales and marketing strategies.

Nov 2000 - Oct 2003

3 years

Hamburg, Germany

Head of Marketing and Sales, Member of the Management Board

Gies Kerzen GmbH (Blyth Inc.)

Development and launch of a new product range.
Establishment of a new specialist retail sales network in Germany, Austria, and Switzerland.
Negotiation of international industry partnerships.
Creation of efficient structures for the sales channels: food retail, specialist stores, department stores, and mail order.
Introduction of a target- and performance-oriented management system.
Implementation of a modern key account management system.
Result: Significant increase in sales and improved profitability.

Aug 1998 - Oct 2000

2 years 3 months

Hamburg, Germany

International Marketing Manager

Reemtsma Cigaretten GmbH (Imperial Tobacco Group)

Identification and closure of gaps in the Reemtsma portfolio.
Evaluation of high-potential socio-cultural segments.
Derivation of positioning and brand strategies.
Development of the full marketing mix for BOSS and Polo.
Result: Successful launch of the BOSS and Polo brands in eight countries.

Jun 1996 - Jul 1998

2 years 2 months

Budapest, Hungary

Marketing and Sales Director, Member of the Executive Board

Reemtsma Cigaretten GmbH

Overall responsibility for marketing and sales; revenue accountability of DM 220 million, managing 13 employees, reporting to the General Manager.
Conducting portfolio analyses and alignment.
Launch of new brands, relaunches of existing products.
Design and introduction of brand diversification projects.
Conducting market analyses (distribution, out-of-stock, consumer off-take).
Development of resulting sales strategies, trade marketing concepts, and new pricing structures for the wholesale market.
Agency management.
Establishment of efficient sales controlling.
Results:
Stabilization of local brands after years of dramatic decline.
Doubling of the market share of international brands.
Significant distribution expansion of local brands into new channels.

Sep 1995 - May 1996

9 months

Hamburg, Germany

Head of Reemtsma Marketing Coordination Eastern Europe

Reemtsma Cigaretten GmbH

Harmonization of country interests with those of the headquarters.

Sep 1994 - Aug 1995

1 year

Munich, Germany

National Key Account Manager

Bertelsmann Music Group

Generated revenue in the high seven-figure range.

Jul 1993 - Aug 1994

1 year 2 months

Hamburg, Germany

Senior Ice Cream Product Manager

Langnese Iglo GmbH (Deutsche Unilever)

Relaunched an ice cream brand.

Jun 1991 - Jul 1993

2 years 2 months

Hamburg, Germany

Sales Director Food Retail

Langnese Iglo GmbH (Deutsche Unilever)

Set up the sales management; responsible for DM 85 million in revenue / 17 employees.

Jun 1990 - May 1991

1 year

Germany

Project/Promotion Manager in East Germany

Langnese Iglo GmbH (Deutsche Unilever)

Budget responsibility of DM 8.5 million; led 20 employees.

Sep 1989 - Jun 1990

10 months

Hamburg, Germany

Trainee

Langnese Iglo GmbH (Deutsche Unilever)

United States

Review of US Strategy and Local Management

GNA Inc (Manufaktur Rödental USA)

Redefined the sales strategy and managed its implementation:
Built a network of sales agents in all US states, shifted to omnichannel sales.
Recruited a new management team.
Result: Increased bank credit lines based on the new sales strategy and new management.

Coburg, Germany

International Head of Sales and Marketing

Goebel Porcelain GmbH

Responsible for restructuring the sales and marketing departments (on behalf of Aurelius/Merrill Lynch).
Comprehensive product innovation program.
Involved trend scouts, conducted market research, and worked with freelance product designers.
Involved purchasing and key suppliers in the development process; defined interfaces - optimized processes.
Implemented a sales controlling system to measure performance.
Restructured the export division; recruited new sales agents.
Direct marketing, sponsorship, social media.
Introduced an attractive, profitability-focused bonus program.
Enhanced CRM tools for trade and end consumers.
Relaunched the customer magazine.
Result: Substantial increase in revenue and profit through the restructured business; led 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 mainly for sales and marketing.
Developed and implemented a sales and marketing strategy: restructured product ranges, opened the brand to gift and decoration occasions, streamlined the dealer network, introduced a dealer information system.
Defined all processes (planning, product development, logistics, switch from SAP to STEPS).
Renegotiated license agreements.
Enhanced CRM tools (new club concept, new magazine, direct communication).
Results:
Achieved profitability from the first year through above-plan revenue generation.
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 with stable revenue.
Reached an out-of-court settlement; resolved various legal disputes.
Achieved planned revenue.

Bergisch Gladbach, Germany

Complete Restructuring of International Sales

Metsä Board Zanders

Current state analysis of the international sales structure.
Evaluated sales and inside sales staff.
Strategically and operationally restructured international sales, including personnel measures.
Coordinated with management, holding company, and works council.
Conducted an international customer satisfaction study.
Mediated between works council and management.
Acted as a sparring partner to management.
Result: Successfully realigned international sales, achieved higher market penetration, and developed concrete approaches to improve customer satisfaction.

European Chief Sales Officer / Chief Marketing Officer (CSO/CMO)

Mides Healthcare Technology

Digital and traditional lead generation.
Acquisition of new customers.
Restructuring of the German field sales team (a mix of in-house key account managers and sales agents).
Restructuring of the Austrian sales division.
Building up the international sales network.
Direct key account management with top European clients.
Implementation of digital and traditional lead generation techniques.
Planning and execution of digital and traditional marketing campaigns (LinkedIn, Facebook, direct mail).
Introduction of customer loyalty programs.
Launching bonus incentive programs.
Optimization of service offerings / development of new services.
Reviewing and optimizing all touchpoints.
Result: Stabilized revenue and profitability despite a COVID-related market slump in core markets – developed a forward-looking growth strategy.

Heidenheim, Germany

Head of Personal Health Care Division – responsible for the pharmacy business in 20 countries – approx. €95M

Paul Hartmann AG

Overall and personnel management of the 'over-the-counter medical devices' division (Private Pay/PHC).
Fundamental sales and marketing analysis of the business followed by a comprehensive action plan.
Definition and implementation of international coordination processes.
Introduction and implementation of a fundamental innovation program.
Development of new sales strategies (digital and in-store).
Launch of a consumer-friendly disinfection range under the name Sterillium Protect & Care.
Launch of a completely new digitalized diagnostic and self-test range under the name Veroval, including an e-diagnostic portal and app.
Relaunch of the entire First Aid range.
Development and implementation of various international TV and radio spots, print campaigns, and digital marketing concepts (identifying touchpoints/consumer journeys, as well as influencer campaigns and data-driven direct online communication).
Sales-related strategic involvement in M&A projects.
Initiation of strategic partnerships with new suppliers.
Result: profitable revenue growth in the first year and establishment of efficient international coordination processes.

Consulting project

Vega Salmon A/S

Data analysis (markets, accounts, managers, potential: revenue and profit).
Structured employee interviews.
Conducting a customer satisfaction survey.
Based on this, evaluation of target markets and customers.
Evaluation of a new international sales structure.
Evaluation of optimized processes.
Evaluation of a targeted bonus program.
Evaluation of a comprehensive training program for key account managers.
Evaluation of a suitable CRM system.
And the design and opening of a factory outlet, including social media communication.

Managing Director Marketing / Sales

Vertragshändler Audi / Volkswagen

Development of new performance-based commission models.
Expansion of private used car retail business.
Building the wholesale used car business.
Development of an additional sales line for affordable used vehicles and workshop services.
Establishment of marketing partnerships with other providers (golf courses, theme parks).
Introduction of direct marketing campaigns.
Efficient process optimizations.
Development of a new corporate design, including all relevant media (radio, print, flyers, direct marketing).
Negotiating with banks.
Results: significant revenue increase and improved profitability.

Summary

Crisis-tested executive manager with a focus on developing and implementing successful strategies to increase sales, market share, or profitability, as well as entering new markets and developing (digital) business models or (digital) marketing strategies – for growth projects and in crisis situations.

Proven success in sales, business development, marketing, restructuring, process optimization, and strategic and operational realignment of business units. SME-oriented and hands-on, with strong motivational skills.

Clear in thinking – concrete in execution – creative in problem solving