B2B Growth Consultant

Optimizing inbound and outbound processes for lead generation in B2B sales with a focus on software and IT prospect data

Setting up a structured cold email marketing program for B2B lead generation in the German midmarket

Deriving various optimization measures for inbound growth processes (website, SEO)

Generating a double-digit number of leads from midmarket clients through cold email campaigns

Optimizing the Pipedrive CRM system for structured growth campaigns

Building an email marketing system including target group strategy, generating prospect data, and advising on email creation

Integrating selection logic into the Pipedrive CRM system

Sourcing 20,000 prospect records including 16,000 email addresses from LinkedIn

Generating several leads and new clients through email marketing

Developing a hunting concept for data-driven outreach to corporate clients in the SME (small and medium enterprise) and LE (large enterprise) segments via personal sales and outbound channels

Advising on the purchase, processing, and qualification of prospect data

Salesforce consulting (creating reports, defining requirements, implementation)

Advising the B2B sales management on new customer acquisition campaigns

Developing and implementing a new size scoring system to assess prospect attractiveness as an alternative to employee count as a key metric

Designing, conducting, and analyzing a quantitative survey of 70 B2B sales employees to identify best practices in B2B sales and derive action items

Successfully launching a cloud-based go-to-market platform for B2B sales, including negotiations, coordination with legal/data protection, and user training

Managing data-driven go-to-market processes for approaching corporate clients in business parks

Setting up a system to select campaigns for outbound, door-to-door, and direct/indirect sales

Product owner for crawling, enriching, and qualifying Google prospect data; managing a technical data mining provider

Product owner for developing a solution to visualize availability data and potentials for internal and external sales partners

Providing direct and regular advice to the CCO

Implemented a cost-optimized purchase strategy for Spanish B2B prospect data

Smart design of sales territories for direct and indirect sales

Introduced the Pipedrive CRM system for the B2B sales team

Overall responsibility for sales planning and campaigns areas with four direct reports

Planning, managing, and executing all direct marketing campaigns (whitemail, outbound, email, sales-in-service, and personal sales) for existing and new B2B customers, with annual volumes in the seven-figure range

Creating data analyses (Excel, SAS EG, SQL, Power BI) and deriving sales measures

Developing and implementing a B2B customer segmentation strategy

Campaign management including import and update of potential data within Salesforce

Project lead for B2B CRM in GDPR implementation (opt-in management, lead management)

Managing numerous direct marketing campaigns around the merger with Vodafone GmbH

Conducted market analyses for procurement and designed a process for ongoing integration of prospect data with a six-figure budget, doubling available potential

Actively shaped marketing concepts in the corporate segment, doubling revenue between 2017 and 2019

Smart design of sales territories for 14 direct sales reps

Designed data processes for telesales campaigns with over ten service providers and annual orders in the high five-figure range

Conceptual management of the go-to-market strategy for the launch of the e-commerce software VIA-eBay

Development and implementation of a concept for lead generation for key account managers through whitemail, outbound, and online marketing measures

Functional leadership of key account managers and external outbound telesales agents

Responsibility for the cost-optimized procurement of prospect data from German online retailers

Development of a scoring model to evaluate the revenue potential of leads

Sales-oriented optimizations in the CRM system vtiger CRM

Increase in external revenue (GMV) of VIA-eBay customers from 0 to over €75 million with annual growth of over 100%

Implementation of direct marketing measures with double-digit response rates

Key account management of large distribution partners for electronics insurance with annual revenue in the double-digit million range

Sub-project management for the launch of a motor vehicle insurance product for digital distribution: optimization of customer processes along the entire customer journey

Winner of the AXA Innovation Award in the Sales and Online Initiatives category for project management of the new product launch

Development of an empirical diploma thesis on approaches to creating an international merchandise group plan in retail (grade: 1.7)

Creation and analysis of a questionnaire with 400 responses from Metro buyers in 26 countries

Thesis awarded by METRO Cash & Carry