Jürgen S. - Interim Manager Member of Executive Board

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Ingolstadt, Germany

Experience

Nov 2022 - Feb 2023

4 months

Hofheim, Germany

Interim Manager Member of Executive Board

SAL Scholz Automotive Logistik GmbH

SAL Scholz GmbH produces and sells tire racks and cover halls as well as complete solutions for tire management for car and tire dealers.
Supporting the CEO and shareholder in all sales areas.
Transition from offline marketing to online marketing, redefining processes, recruiting 4 sales staff, 1 sales manager + 1 managing director.

May 2022 - Dec 2022

8 months

Berlin, Germany

Interim Manager Global Marketing & Sales Coach

TSE Systems GmbH

TSE Systems has been the world’s leading manufacturer for preclinical biomedical in-vivo research systems in metabolism and behavior research, integrated wireless telemetry and inhalation toxicology for 130 years.
Sales analysis and coaching of the executive board, the US and ROW sales directors, and the entire sales team.
Interim manager global marketing, selection and coaching of the new global head of sales & marketing.
Turnaround of incoming orders after 2 months.
Professionalization of sales by introducing structured sales methods (Miller Heiman).
Introduction of a reporting and forecast system.
Personnel reset of the global marketing team.
Introduction of a meeting culture and structure.
Successful internal appointment of the head of sales & marketing.
Restructuring of the HubSpot (CRM) project for sales & marketing.
Optimization of all social media activities.
Rapid redesign of the trade show presence in the USA.
Introduction of a modern compensation system.
Successful coaching of sales/marketing and managing directors GmbH/USA.

Aug 2019 - Apr 2022

2 years 9 months

Venlo, Netherlands

Interim Manager Sales Director DACH & BENELUX

Office Depot / Viking

Office Depot / Viking is one of the international market leaders in office supplies and office equipment. Responsibility >€130M, >74 FTE.
Sales analysis DACH+BENELUX, planning and reorganization of sales structure and operational management of sales in Germany, Austria, Switzerland, Netherlands, Belgium.
Restructuring into a profitable sales organization.
Bridging the vacancy.
Recruitment and onboarding of a new director of sales.
Shareholder support (Aurelius AG) to prepare the company sale.
Stabilizing revenue despite 2 COVID lockdowns.
Significant profit increase over 2½ years by millions.
Removed 2 management levels and massive reduction of sales staff without revenue loss.
Successful onboarding of a new Sales Director DACH and coaching and management of regional sales managers DACH and BEN.
Successful reorganization of the inside sales team.
Successful implementation of all reorganizations and negotiations with works council in the Netherlands.
Successful introduction of remote leadership structures.

Jan 2019 - Nov 2020

1 year 11 months

Stolberg (Rhineland), Germany

Coach to the Director Strategy & Business Development

CAE GmbH

CAE is one of the leading manufacturers of complex military training solutions in flight simulation systems for Defense & Security of NATO.
Coaching the director of strategy & business development and sales engineers who had no sales know-how.
Introduction of the key account method (Miller Heiman) to qualify and evaluate military major projects.
Development of the director of strategy & business development from development manager to sales leader.

Nov 2018 - Jun 2019

8 months

Glandorf, Germany

Consultant & Coach to the Managing Partner

Manufacturer of Plastic Injection Molding

Consulting and coaching of management and partners on sales strategy, staff management and sales processes.
Defining a staff structure in sales and sales focus.

Feb 2018 - Nov 2018

10 months

Oberstenfeld, Germany

Interim Management Head of Sales & Marketing

Werzalit Vertriebs GmbH

Werzalit was a leading manufacturer of innovative building elements, tabletops and industrial molded parts.
Appointed by the insolvency administrator to limit damage in marketing and sales to prepare for investor search.
Main task: operational management of marketing & sales until sale to new investors and securing the customer base.
Sales stabilized despite massive staff turnover and ongoing liquidity issues, and revenue at the time of sale to new investors was 4% above the previous year despite insolvency.

Mar 2016 - Nov 2017

1 year 9 months

Frickenhausen, Germany

Interim Management Head of Sales & Marketing

Wohlhaupter GmbH

Wohlhaupter has been the world market leader in modular tooling systems for hole machining in mechanical engineering for over 90 years.
Managed national and international sales & marketing to bridge the vacancy.
Additionally integrated the DACH sales of the new US parent company (Allied Machine & Engineering Inc.) into the German organization.
Operational management of field sales, marketing, inside sales, export and technical sales support.
Sales analysis with action plan for shareholders.
Replaced and bridged the vacancy of the sales manager.
Successful realignment of marketing and sales including national and international sales strategy as an omni-channel approach via direct sales and dealers.
Developed and implemented a new trade show concept (AMB) in 2 months.
Successfully selected and onboarded a new sales manager from within.
Selected, implemented and coached 4 new team leaders and handed over to the new sales manager.
Introduced new product segments from the parent company and strategic realignment of international sales.
Introduced a key account system.

May 2014 - Nov 2015

1 year 7 months

Hamburg, Germany

Interim Manager Executive Board Sales & Marketing (CSMO)

DURAG Holding AG

The DURAG Group is a market leader in equipment and system construction for combustion technology in power plant construction and environmental measurement technology.
Sales analysis for shareholders and the board and bridging the vacancy as board member sales & marketing.
Recruitment and onboarding of the new board member sales & marketing.
360° analysis of the entire international sales including skill check of all employees.
Successful stabilization and management of sales.
Securing revenue and successful coaching and training of sales and team leaders.
Developing a sales strategy for all subsidiaries.
Introducing key account management and forecast system.
Leading sales and marketing in the board function.
Reporting and close tie to the CEO and supervisory board (owner family).
Successful selection, onboarding and handover to the new board member sales & marketing.

Nov 2013 - May 2014

7 months

Schopfheim, Germany

Interim Management Head of Sales

EKATO Systems GmbH

EKATO Systems is a leading manufacturer of vacuum process systems at lab, pilot and production scale with complete lifecycle solutions.
Bridging the vacancy of international sales director and securing revenue.
Coaching the sales and management teams.
Coordination with all sister companies of EKATO HOLDING GmbH and the owner family.
Recruitment and onboarding of a new sales director.
Successfully introduced a Miller Heiman-like KAM method to better qualify and close international projects.
A new sales director was found and onboarded, while the sales team and revenue remained stable.

May 2013 - Oct 2013

6 months

Grävenwiesbach, Germany

Coaching Sales Manager and Sales Analysis

HARTU Technologie GmbH & Co. KG (Phoenix Mecano AG)

Electronics components manufacturer of inductors.
Coaching the sales manager and analyzing sales.
Introducing a structured sales approach and increasing incoming orders.

Sep 2012 - Apr 2013

8 months

Vienna, Austria

Concept, Consulting and Implementation of Sales Strategy

Sanoson GmbH

Active key account acquisition, networking between academia and industry.
Project initiation for PTBS treatment (post-traumatic stress disorder) for Bundeswehr research and the US Army.

Aug 2012 - Feb 2013

7 months

Weßling, Germany

360° Sales Analysis

O.P.S. Software GmbH / Proflex Software GmbH

360° sales analysis and recommendations to increase revenue and sales training for the managing director.
Action catalog to increase revenue created and implemented with the MD.
New sales staff hired and trained.

Aug 2011 - Jul 2012

1 year

Dresden, Germany

Interim Manager Head of Sales

Mediq Direkt Diabetes GmbH

Mediq is a market leader in diabetic supplies and part of the international MEDIQ Group.
Operational management of sales, coaching of team leaders and field sales and consulting the management.
Recruitment and onboarding of a new sales manager.
In 10 months, restructured and refocused field sales, implemented new sales strategy and recruited and onboarded a new sales manager, handing over operations to the satisfaction of shareholders and MD.

Aug 2010 - Feb 2011

7 months

Oldenburg, Germany

Feasibility Analysis Door2Door Sales

EWE Tel

Developed a feasibility analysis of a D2D sales model, then set up a sales strategy through implementation and recruited the sales manager.

Jul 2009 - Jun 2010

1 year

Montabaur, Germany

Interim Manager Promotion Sales

1&1 Internet AG (now IONOS)

Led promotion sales to bridge vacancy with over 270 freelance sales agents, 32 area managers and 5 regional managers.
Took over operations on short notice (1 day lead) to bridge vacancy.
Recruited and onboarded a new sales manager.
Despite taking over a large sales organization at short notice during a critical time (new sales strategy), maintained stability for months and successfully implemented a previously developed but internally disputed new sales strategy.
Recruited a new sales manager and onboarded him in 6 weeks to hand over full leadership responsibility.

Oct 2008 - May 2009

8 months

Vienna, Austria

Sales Performance Analysis of Dealers

Philips Speech Processing

360° sales performance analysis of channel partners and dealers in Germany, UK, Ireland including recommendations and partner training plan.
Completed 360° sales analysis successfully in all 3 countries.
Replaced a few unproductive dealers but confirmed the predefined strategy.
The dealer training plan was then implemented internally.

Mar 2006 - Jun 2008

2 years 4 months

Bayreuth, Germany

Interim Manager Head of International Dealer Sales

Grundig Business Systems GmbH

Grundig Business Systems is one of the top 3 players in dictation systems with over 4 million sold.
Managed the international dealer structure worldwide except the USA for professional dictation systems.
Expanded and stabilized partner structure.
Integrated new dealers and handed over to the succeeding sales manager.

Jan 2005 - Jan 2006

1 year 1 month

Neuhausen auf den Fildern, Germany

Interim Sales Manager

Biocomfort GmbH & Co. KG

Manufacturer of health care/wellness systems owned by FESTO shareholders.
Managed and restructured a 2-tier sales agent organization (about 100 agents).
Reorganization: door-to-door, consumer trade shows, development of a sales strategy.
Successfully transformed an outdated sales structure into a modern sales agent model with marketing.

Jan 2003 - Nov 2004

1 year 11 months

Aachen, Germany

Interim Executive Board Sales/Marketing

Datus AG

Interim executive board member for sales and marketing for a manufacturer of routers and switches.
Sales reorientation after insolvency.
Strategy definition with the CEO and reporting to supervisory board.
Retained and expanded key major customers on behalf of the insolvency administrator.
Initiated sales realignment, laying the foundation for the company’s continued existence.

Jun 2002 - Dec 2002

7 months

Sales Strategy, Sales Check and Consulting

Concurrent Computers

Sales strategy, sales check and consulting for a computer manufacturer in real-time testing.
Part of various small consulting projects between interim mandates.

Jun 2002 - Dec 2002

7 months

Sales Setup for Electronic Marketplace

Dubli.com

Sales setup for an electronic marketplace reverse auctions (planned competitor to eBay).
Sales preparation, independent sales setup.
Part of various small consulting projects between interim mandates.

Jun 2002 - Dec 2002

7 months

Personnel Recruiting

Hitec AG and SaS

Search, selection and hiring support for sales staff (IT system house and software manufacturer).
Part of various small consulting projects between interim mandates.

Jun 2002 - Dec 2002

7 months

Sales Strategy, New Customer Acquisition and Strategy

Kleemann GmbH Verpackungssysteme

Sales strategy, new customer acquisition and strategy for acquiring a competitor.
Manufacturer of heavy-duty and export packaging.
Part of various small consulting projects between interim mandates.

Jun 2002 - Dec 2002

7 months

Sales Preparation as Independent Partner

NHT Global Inc.

Sales preparation as independent sales partner during prelaunch phase.
Part of various small consulting projects between interim mandates.

Jun 2002 - Dec 2002

7 months

Sales and Portal Concept

OPM Inspire GmbH

Sales and portal concept for IT system house.
Part of various small consulting projects between interim mandates.

Jun 2002 - Dec 2002

7 months

Sales Strategy

Onlino GmbH / Totango GmbH

Sales strategy for ISDN and DSL structured sales.
Building carrier relations and coaching the management for internet service providers in xDSL consumer segment.
Liaison and policy project with Telekom.
Part of various small consulting projects between interim mandates.

Jun 2002 - Dec 2002

7 months

Project Acquisition

Sales & More GmbH

Project acquisition for a telemarketing/telesales company for dialog marketing.
Part of various small consulting projects between interim mandates.

Jun 2002 - Dec 2002

7 months

Sales Preparation and Setup

Synergy Worldwide Europe BV

Sales preparation and setup in prelaunch phase for Nature’s Sunshine Products, Inc., Utah in Europe.
Built 1,400 employees and 25 leaders.
Part of various small consulting projects between interim mandates.

May 1999 - Sep 2002

3 years 5 months

Munich, Germany

Manager Pan-European Channels / E-Business

British Telecom, VIAG Interkom

Developed channel strategy with pan-European partners e.g. SIEMENS, Logica, Compaq, Fujitsu Siemens. New sales channels (Europe).
Closed international cooperation agreements.
Planned and opened new international markets with partners (e.g. product bundling Internet & e-commerce).
Built and qualified the project pipeline and coordinated sales including acquisition (e-marketplace).
Planned, built and led BT’s e-business unit.
Developed and implemented new internet and e-business strategies, advising BT management on all internet and e-business matters.
Developed strategic plans and executed the launch of “BTMarketplace” in Germany.
Strategy, due diligence and integration planning for M&A in ISP/ASP environment.
Created business plans for an independent subsidiary for internet and e-business.
Planned and recruited a dedicated internet sales force.
Built sales in consumer and business segments and restructured department organization.
Marketing and strategic sales partnerships for internet services including ad campaigns for retail market.
Strategic partnerships like Sony Europe, TV Spielfilm, Game Channel, HypoVereinsbank.

Jun 1998 - Apr 1999

11 months

Dortmund, Germany

Manager Channel Sales and Corporate Germany

UUNET Deutschland GmbH

Channel Sales Germany and Manager Corporate Sales Germany.
Planned, rebuilt and led indirect sales (8 partner account managers).
Restructured and built up corporate sales team to about 40 account managers.
Shift to key/large accounts and regional structure for SMEs.
Achieved company targets of about €55M.
Introduced forecast processes, key role in implementing new sales processes.

Apr 1997 - May 1998

1 year 2 months

Munich, Germany

Manager Line of Business – Government

Informix Software GmbH

Line of Business – Government (12 staff, sales region south – 25 staff).
Led sales, presales, back office for federal and state agencies and associations, Informix Germany’s main revenue drivers.
Led sales, presales and back office for all industries in southern Germany.
Revenue >€8.2M.
Responsible for the “Competence Center Government.”

Jul 1996 - Apr 1997

10 months

Ratingen, Germany

Manager Key Account Team Deutsche Bahn West

Mannesmann Arcor

Led the key account team Deutsche Bahn West.
Refocused presales for DBKom.
Led and coached account managers and consultants.
Closed new projects (networks, service, solutions).
7 staff, revenue responsibility €40M.

Feb 1990 - Jun 1996

6 years 5 months

Düsseldorf, Germany

Key Account Manager / Global Account Manager

Nokia - ICL - Fujitsu ICL

Key Account Manager / Global Account Manager for Bayer AG / Hoechst AG (now Aventis): hardware, software, solutions, cabling, IBM mainframe peripherals, service.
Achieved over 100% of targets every year.

Jul 1986 - Jan 1990

3 years 7 months

Kerpen, Germany

Sales

IFF - Privatinstitut zur Förderung von Führungskräften GmbH

Sales of PCs and PC software.
Part of internship and training phase after military service to re-enter the economy.

Jul 1986 - Jan 1990

3 years 7 months

Cologne, Germany

Sales

Memorex Telex GmbH

Sales of IBM mainframe peripherals /390/3270, PCs.
Part of internship and training phase after military service to re-enter the economy.

Jul 1986 - Jan 1990

3 years 7 months

Lohmar, Germany

Sales

Orso Datentechnik

Sales of systems for brokers and property managers on Nixdorf 8870.
Part of internship and training phase after military service to re-enter the economy.

Jan 1979 - Jan 1986

7 years 1 month

Part-time Sales

Hamburg Mannheimer (HMI)

Laid the foundation for sales competence.
35 staff.

Jul 1976 - Jun 1988

12 years

Italy

Soldier on Contract

Bundeswehr

Commander of Gepard anti-aircraft group.
Leader of basic training (platoon leader).
Trainer of regimental training group. Responsible for anti-aircraft combat strategy training for the entire regiment.
Head of combat field programming for Gepard anti-aircraft simulation.
Locations: Lorch, Kassel, Rendsburg, Passau, Salto di Quirra (Sardinia).

Summary

Interim manager, consultant & coach passionate about sales, sales management & marketing. Focus: sales reorganization, revenue growth, cost reduction, digitalization in sales and marketing.

Sales management, direct and indirect key account management focusing on consultancy-heavy capital goods.
Experienced in restructuring and rebuilding sales organizations nationally and internationally.
Handling toughest sales situations with revenue responsibility >€130M and about 270 sales staff and 1,400 sales agents.
Extensive leadership experience in multi-tiered sales.
Experience building and restructuring sales strategies and structures and multi-channel and omni-channel systems.
Optimizing and introducing compensation systems in sales.
Expertise in key account management and partner management (Miller Heiman / TAS).
Leadership experience in sales and marketing during change processes.
Experienced in coaching sales teams and sales leaders (including executive and board level). Communicator and role model.
Skilled in aligning marketing and sales.
Implemented CRM systems (Salesforce, HubSpot, C4C).
Experienced in introducing digital media/processes in sales, social media and AI.
40 years in sales
4 years in marketing
30 years in leadership
20 years as independent interim manager and entrepreneur