Marco Paffenholz - Change management, sales development for selected financial services

Q: Where is Marco based?

Marco is based in Wuppertal, Germany and can operate in on-site , hybrid , and remote work models.

Q: What languages does Marco speak?

Marco speaks the following languages: German (Native), English (Intermediate), Latin (Elementary) .

Q: How many years of experience does Marco have?

Marco has at least 22 years of experience. During this time, Marco has worked in at least 5 different roles and for 6 different companies . The average length of individual experience is 4 years and 8 months . Note that Marco may not have shared all experience and actually has more experience.

Q: What is Marco's latest experience?

Marco's most recent position is Change management, sales development for selected financial services at Sozialbank, Bank für Sozialwirtschaft, Grey Solutions GmbH .

Q: What companies has Marco worked for in recent years?

In recent years, Marco has worked for Sozialbank, Bank für Sozialwirtschaft, Grey Solutions GmbH , VW Autohaus von Keitz GmbH & Co. KG , Mehrmarken Autohausgruppe DRESEN , Mehrmarken Autohausgruppe Schönauen , and Soloplan GmbH .

Q: Which industries is Marco most experienced in?

Marco is most experienced in industries like Information Technology (IT) , Transportation and Logistics , and Automotive . Marco also has some experience in Banking and Finance and Professional Services .

Q: Which business areas is Marco most experienced in?

Marco is most experienced in business areas like Sales , Customer Service , and Marketing . Marco also has some experience in Project Management and Operations .

Q: Which industries has Marco worked in recently?

Marco has recently worked in industries like Information Technology (IT) , Transportation and Logistics , and Automotive .

Q: Which business areas has Marco worked in recently?

Marco has recently worked in business areas like Sales , Customer Service , and Project Management .

Recommended expert

Wuppertal, Germany

Experience

Jan 2023 - Present

3 years 3 months

Change management, sales development for selected financial services

Sozialbank, Bank für Sozialwirtschaft, Grey Solutions GmbH

Development and operational implementation of effective pre-sales activities for acquiring new customers
Operational development and implementation of best practice conversation strategies
Process development and process optimization
Key metric measurement and regular communication
Coaching of involved sales staff and managers
On-the-job telephone training with demonstration in customer conversations
On-the-job sales coaching with demonstration in customer conversations
Change management of pre-sales activities

Jan 2016 - Present

10 years 3 months

Increase revenue in sales and after sales

VW Autohaus von Keitz GmbH & Co. KG

3 years interim role: built, developed and led customer service and BDC with professional and disciplinary leadership, relevant KPIs, as well as motivation and control to meet targets and improve results for sales & after sales
Consulting and restructuring of service processes for various service offerings
Restructuring the leadership and control of B2B field sales
Restructuring sales KPIs and regular communication for management and sales leadership, also to monitor field sales
Building, development and coaching of dialogue marketing
Acquisition training for B2B field sales consultants
Sales manager training for motivating leadership of field sales reps with sales metrics
Telephone training for sales, after sales, parts service and dialogue marketing
On-the-job sales coaching with demonstration for sales, after sales and parts service
Potential coaching with clear addressing of status, gaps and development steps for sales staff and managers
Sales training with emotional benefit argumentation
Project management for group-wide implementation discipline
~ €50 revenue increase per vehicle invoice with full service package
900% sales increase in air conditioning maintenance, from 50 to 500 p.a.
200 units sales annually of newly introduced air conditioning cleanings, from 0 to 200

Jan 2014 - Dec 2021

8 years

Increase revenue in sales and after sales, build in-house dialogue marketing

Mehrmarken Autohausgruppe DRESEN

5 years interim role: built, developed and led customer service and BDC with professional and disciplinary leadership, relevant KPIs, as well as motivation and control to meet targets and improve results for sales & after sales and B2B sales
Restructuring the leadership and control of B2B field sales
Restructuring sales KPIs and regular communication for management and sales leadership, also to monitor field sales
Acquisition training for B2B field sales consultants
Sales manager training for motivating leadership of field sales reps with sales metrics
Consulting, identification and restructuring of sales processes in sales & after sales, especially in customer orientation
Introduction of air conditioning cleanings
Acquisition and sales training in the B2B segment
Customer orientation training 'Customer for Life'
Telephone training for sales, after sales, parts service and dialogue marketing
On-the-job sales coaching for sales, after sales and parts service
On-the-job sales coaching with demonstration in customer conversations
Consulting and identification of sales potentials among existing customers in sales & after sales and exploiting those potentials
Potential coaching with clear addressing of status, gaps and development steps for sales staff and managers
Interim sales management for B2B sales with professional and disciplinary leadership and involvement in the recruitment process of new employees
Restructuring in-house warranties, insurances and customer loyalty instruments for revenue growth and longer customer retention
Consulting and support for operational GDPR implementation
Employee training for GDPR implementation
Compensating revenue declines due to e-mobility through neglected service offerings
Project management for group-wide implementation discipline, control and monitoring of necessary information from relevant departments and external service providers
€8,740,000 revenue increase in after sales from 2014 - 2020
6,700 service appointments p.a. through follow-up calls to non-responders after service reminders, with over a 26% appointment rate and over €2,100,000 revenue
400% sales increase in air conditioning maintenance, from 1,000 to 5,000 p.a.
5,000 units of sales performance p.a. for newly introduced air conditioning cleanings

Jan 2010 - Present

16 years 3 months

Increase revenue in sales and after sales, build in-house dialogue marketing

Mehrmarken Autohausgruppe Schönauen

4 years interim role: built, developed and led customer service and BDC with professional and disciplinary leadership, relevant KPIs as well as motivation and control to achieve targets and improve results for sales & after sales
Restructuring the leadership and control of B2B field sales
Restructuring sales KPIs and regular communication for management and sales leadership, also to monitor field sales
Acquisition training for B2B field sales consultants
Sales manager training for motivating leadership of field sales reps with sales metrics
Mapping the customer journey in the existing CRM
Consulting, identification and restructuring of sales processes in sales & after sales, especially in customer orientation
Acquisition and sales training in the B2B segment
Customer orientation training 'Customer for Life'
Telephone training for sales, after sales, parts service and dialogue marketing
On-the-job sales coaching with demonstration in sales, after sales and parts service
Consulting and identification of sales potentials among existing customers in sales & after sales and exploiting those potentials
Potential coaching with clear addressing of status, gaps and development steps for sales staff and managers
Interim sales management for B2C sales with professional and disciplinary leadership and involvement in the recruitment process of new employees
Restructuring customer data management and customer satisfaction
Employee training on handling and implementing GDPR
Compensating revenue declines due to e-mobility through neglected service offerings
Project management for group-wide implementation discipline, control and monitoring of necessary information from relevant departments and external service providers
€175,000 revenue increase p.a. in after sales
400% sales increase in air conditioning maintenance, from 200 to 1,000 p.a.
500% sales increase in air conditioning cleanings, from 100 to 600 p.a.

Jan 2005 - Dec 2008

4 years

Opel SME initiative for dealerships

Adam Opel AG, MC Trademarketing GmbH

Consulting and coaching to align dealers holistically to commercial customer sales in the small fleet segment
Adaptation of all relevant processes to the manufacturer's specifications: customer acquisition, customer data management, product portfolio, pricing, financing options, vehicle ordering, reporting codes, vehicle delivery, workshop service, marketing measures
Consulting, design and implementation of sales processes, sales control, KPI measurement, regular communication and competitions
Acquisition training for B2B corporate sales consultants
On-the-job telephone training with demonstration in customer conversations
On-the-job sales coaching with demonstration in customer conversations
Consulting and identification of sales potentials among existing customers in sales & after sales and exploiting those potentials
Further development of the implemented CRM for error-free customer service handling
10.4% market share, an increase from 7.6% market share of the supported dealers

Jan 2004 - Present

22 years 3 months

Increase sales performance in Sales and Telesales

Soloplan GmbH

Interim setup, development, and leadership of telesales with functional and disciplinary management, relevant KPIs, as well as motivation and control to achieve goals and improve results
Design and on-demand updates of talk guides with emotional benefit arguments for Sales and Telesales
Restructuring leadership and management of field sales nationally and internationally
Restructuring sales metrics and regular communication for management and sales leadership, also to monitor field sales
Consulting for further development of the existing CRM to optimize mapping of the customer journey
Acquisition training for key account managers and field sales consultants in B2B
Sales manager training for motivating leadership of field sales reps with sales metrics
Potential coaching with clear addressing of status, gaps, and development steps for sales staff and managers
Further development of the sales strategy from product selling to consultative talks with process analysis and value selling focusing on benefits and value delivery
Phone training for Sales, Service, and Telesales in the B2B segment
On-the-job sales coaching for Sales and Telesales in the B2B segment
On-the-job sales coaching with role-modeling in client meetings in the B2B segment
Further development of the existing CRM for efficient and error-free customer handling in customer service
40% increase in qualified prospects in telesales
25% increase in qualified customer appointments in sales

Change management in sales: build B2B sales department

Autohandel Gebr. van Eupen GmbH

Setup, development, and coaching of car and commercial vehicle sales to corporate customers
Interim sales management of the department
Development and implementation of relevant sales processes
Mapping the customer journey in the existing CRM
Operational leadership, management, and monitoring of B2B field sales reps
Sales KPIs and regular communication for management
Acquisition training for B2B field sales consultants
Consulting, design, and implementation of sales processes, sales management, KPI measurement, regular communication, and competitive analysis
On-the-job phone training with role-modeling in client meetings
On-the-job sales coaching with role-modeling in client meetings
Potential coaching with clear addressing of status, gaps, and development steps for sales staff and managers
Consulting, identifying sales potential among existing customers in Sales & After Sales, and realizing the potential
Handed over sales management to successor
25% sales increase compared to previous year
142 vehicles sold in the period
500 offers in the period from 1,400 personal and 1,200 phone contacts
1,200 qualified prospects from 4,300 prospect contacts

Stabilize after-sales revenue in anticipation of decline due to e-mobility

Daimler AG, Mercedes Benz Niederlassung Stuttgart

Consulting and restructuring service processes for air conditioning disinfection, air conditioning maintenance, and safety inspections (UVV)
Definition of tools and meetings for sustainable employee leadership and motivation
Sales coaching of service advisors with role-modeling in customer meetings
75% increase in sales of relevant service offerings

Implement CRM and systematic customer handling

Elspass Autoland GmbH & Co. KG

Implementation of a CRM system including error analysis for flawless customer handling
Definition of relevant data maintenance in the CRM
Continuous coordination with IT and the CRM provider
User training for CRM operation
Mapping the customer journey in the existing CRM
Sales training for systematic customer approach including data and contact management in the CRM

Stabilize after-sales revenue during the pandemic

Mercedes Benz Autohausgruppe

Consulting and design of processes for introducing air conditioning disinfection
Definition of tools and meetings for sustainable employee leadership and motivation
Implementation across the dealership group
Online sales training with all involved managers and staff in Service and Dialog Marketing (BDC)
Follow-up phone coaching with all involved employees and managers to ensure sustained implementation
Project management for group-wide implementation discipline
€49,000 revenue increase in 2 months

Increasing sales performance in dialogue marketing

UGW AG

Consulting and restructuring dialogue marketing in executing customer orders in the B2B segment
Designing call scripts with emotional value propositions
Phone training for dialogue marketing in the B2B segment
On-the-job sales coaching with demonstration in the B2B segment
Train-the-trainer with call center coaches for feedback and target conversations with agents and demonstration of effective calls
Consulting on enhancing the existing CRM to optimize the mapping of the customer journey
Training project leaders on measuring and managing with metrics, recruiting suitable employees, and regular communication
20% increase in quantitative lead generation
40% increase in qualified leads with a defined need and purchase timing

Increasing revenue and profitability in after sales

Volvo Autohaus AutoNova

Consulting and restructuring service processes for air conditioning disinfection, air conditioning maintenance, and UVV inspections
Identifying and exploiting untapped potential in full-service packages
On-the-job sales coaching with demonstration in customer conversations
Sales training with emotional value propositions
~ €200 revenue increase per leased vehicle with Volvo full-service package
€51,000 revenue increase per year

Industries Experience

See where this freelancer has spent most of their professional time. Longer bars indicate deeper hands-on experience, while shorter ones reflect targeted or project-based work.

Experienced in Information Technology (22 years), Transportation (22 years), Automotive (20 years), Banking and Finance (3 years), and Professional Services (3 years).

Information Technology

Transportation

Automotive

Banking and Finance

Professional Services

Business Areas Experience

The graph below provides a cumulative view of the freelancer's experience across multiple business areas, calculated from completed and active engagements. It highlights the areas where the freelancer has most frequently contributed to planning, execution, and delivery of business outcomes.

Experienced in Sales (22 years), Customer Service (22 years), Marketing (20 years), Project Management (16 years), and Operations (3 years).

Sales

Customer Service

Marketing

Project Management

Operations

Summary

For over 25 years I have been responsible for transformations in sales, pre-sales and after sales across various industries, achieving significant improvements in sales performance, in specific areas as well as in a holistic approach. As a sales creator I passionately identify hidden revenue potentials, friction losses and system weaknesses in a company's entire sales processes. In cooperation with management I initiate the necessary changes to fully leverage existing company assets. I ensure not only quick wins but also lasting developments for productive and smooth operations with a win-win goal. This benefits companies, employees and customers. As a doer I speak inspiring straight talk without lofty dialogues. As a team player I always act as your partner on equal terms. On request I personally demonstrate successful customer and employee communication in practice. I take on "sales conversations" in real situations. This avoids typical seminar effects and reduces barriers to behavior change.

Skills

Processes
Sales And After Sales
Telesales And Dialogue Marketing
Operational Training On The Job
Training Field Sales Consultants In B2b
Acquisition Training For Field Sales Consultants In B2b
Acquisition Training For New Customer Acquisition
Acquisition Training At Management Level
User Training For Implementing Dms/crm Systems
Potential Coaching With Clear Addressing Of Status, Deltas And Development Steps For Sales Staff And Managers
Performance Coaching In Sales With Result Responsibility
Motivation Training Fish! For Managers And Employees
Sales Training With Emotional Benefit Argumentation
Sales Training For Upselling And Cross-selling In Sales & After Sales
Demonstrating Desired Sales Successes In Real Customer Conversations
Sales Training For Proactive Existing Customer And Market Development
Telephone Training For Sales, After Sales And Telemarketing
Sales Manager Training For Motivating Leadership Of Field Sales Reps With Kpis
Consulting - Process And Sales Expertise
Restructuring Leadership And Control Of B2b Field Sales
Restructuring Sales Metrics And Regular Communication For Management And Sales Leadership, Also To Monitor Field Sales
Restructuring Sales Processes In Sales And After Sales
Implementing Digital Processes, Partly Automating Them
Introduction And Further Development Of Dms And Crm Systems
Designing Successful Conversation Strategies For Sales, After Sales And Bdc
Building And Developing Bdc, Telesales For Sales & After Sales
Restructuring Used Car Management, Purchasing And Marketing
Gdpr Restructuring: Documentation, Mapping In Dms & Crm, Obtaining Customer Consent, Training Employees
Restructuring Customer Loyalty Instruments, Warranties, Insurances
Project Management For Consistent Implementation Discipline, For External Service Providers
Interim Management
Sales Management Of Sales Staff With Professional And Disciplinary Leadership, Relevant Metrics As Well As Motivation And Control To Achieve Targets And Improve Results
Customer Service Management – Bdc With Professional And Disciplinary Leadership, Relevant Metrics As Well As Motivation And Control To Achieve Targets And Improve Results
Staff In Sales & After Sales And Dialogue Marketing, In Customer Contact
Key Account Manager, Field Sales Staff
Regional Manager, Service Manager, Sales Manager
Manager, Managing Director, Board Member
Automotive
Banks, Financial Services And Insurance
Dialogue Marketing
Wholesale And Retail
Hospitality
Beverage Industry
Real Estate
Software, It
Spark And Ignite: Enthusiasm With Multiplying Sparks
Live And Lead By Example: Moving Role Model With Driving Motivation
Adapt And Empathize: Affinity With Sensitive Empathy
Delegate And Lead: Team Player With Transparent Goal Pursuit
Do And Act: Burning Passion With Disciplined Activity
Develop And Plan: Inspiration With Mental Cinema For The Heart
Deliver And Realize: Productivity With System Efficiency
Think And Aim: Creative Strategy With Boundless Vision
Sales Coaching With Demonstration For Sustainable Behavior Change: Selective Takeover Of Real Customer And Sales Conversations For Motivating Learning Transfer Without Barriers With Real Sales Performance
Sales Bang ® Method For Lasting Growth: Achieve Performance Coherence Through Professional And Aligned Energetic-emotional Development
E-mobility In After Sales: Proven Solutions For Revenue Stabilization Due To Declines From E-mobility

Languages

German

Native

English

Intermediate

Latin

Elementary

Education

Commerzbank AG

Bank Clerk

Certifications & licenses

Trainer and Lecturer

RED Consult GmbH

Profile

Created

January 2024

Last Update

January 2026

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Frequently asked questions

Do you have questions? Here you can find further information.

Where is Marco based?

Marco is based in Wuppertal, Germany and can operate in on-site, hybrid, and remote work models.

What languages does Marco speak?

Marco speaks the following languages: German (Native), English (Intermediate), Latin (Elementary).

How many years of experience does Marco have?

Marco has at least 22 years of experience. During this time, Marco has worked in at least 5 different roles and for 6 different companies. The average length of individual experience is 4 years and 8 months. Note that Marco may not have shared all experience and actually has more experience.

What roles would Marco be best suited for?

Based on recent experience, Marco would be well-suited for roles such as: Change management, sales development for selected financial services, Increase revenue in sales and after sales, Increase revenue in sales and after sales, build in-house dialogue marketing.

What is Marco's latest experience?

Marco's most recent position is Change management, sales development for selected financial services at Sozialbank, Bank für Sozialwirtschaft, Grey Solutions GmbH.

What companies has Marco worked for in recent years?

In recent years, Marco has worked for Sozialbank, Bank für Sozialwirtschaft, Grey Solutions GmbH, VW Autohaus von Keitz GmbH & Co. KG, Mehrmarken Autohausgruppe DRESEN, Mehrmarken Autohausgruppe Schönauen, and Soloplan GmbH.

Which industries is Marco most experienced in?

Marco is most experienced in industries like Information Technology (IT), Transportation and Logistics, and Automotive. Marco also has some experience in Banking and Finance and Professional Services.

Which business areas is Marco most experienced in?

Marco is most experienced in business areas like Sales, Customer Service, and Marketing. Marco also has some experience in Project Management and Operations.

Which industries has Marco worked in recently?

Marco has recently worked in industries like Information Technology (IT), Transportation and Logistics, and Automotive.

Which business areas has Marco worked in recently?

Marco has recently worked in business areas like Sales, Customer Service, and Project Management.

What is Marco's education?

Marco attended Commerzbank AG for Bank Clerk.

Does Marco have any certificates?

Marco has 1 certificate: Trainer and Lecturer.

What is the availability of Marco?

Marco is immediately available part-time for suitable projects.

What is the rate of Marco?

Marco's rate depends on the specific project requirements. Please use the Meet button on the profile to schedule a meeting and discuss the details.