Offer D.
Operative sales/ management specialist, interim management, international environments, software
Experience
Aug 2023 - Nov 2023
4 monthsAntalya, Turkey
Coach (Project assignment)
Getinge Group
- Industry: Life Sciences, medical devices.
- Lack of transparency about the upcoming MDR authority specification deadline; ensured headquarters was aware of the local situation, trained staff, increased acceptance and teamwork between locations.
- Coaching: project management team (10 people) in Antalya, Turkey; supported and advised the management team with recommendations.
- Project finished faster than expected. Risk of shutting down local operations was averted. Management teams on all sides (HQ, Germany, Turkey) were happy with the level of transparency and cooperation.
Aug 2022 - Feb 2024
1 year 7 monthsChief Sales Officer, North Americas (Interim assignment)
Extedo GmbH (IABG)
- Acquired by Bertelsmann AG in February 2024.
- Industry: Life Sciences, pharma and biotechs.
- Portfolio: Software (regulatory affairs, drug safety, quality, eDMS; for industry and authorities).
- Restructured revenue and team quality of the entire sales team (two account managers, one PreSales resource).
- Led (oversaw, swapped, hired, trained) the sales team; defined sales strategy and approach; set customer strategy (stabilized retention rate, hunting with own quota, hands-on; supported customer care); managed product (added new categories; transitioned to SaaS business); introduced and grew new services (publishing services); and led marketing activities.
- 2023: Turnaround succeeded; new team hired and trained; highest revenue ever in the region (70% growth); largest corporate customer added, launched and supported; raised company awareness in the market. Strong contribution to the bottom line; supported the company acquisition.
Jul 2021 - Mar 2022
9 monthsGermany
Head of Sales (Interim assignment)
Siemens AG
- Industry: PropTech / construction.
- Portfolio: Software & services, start-up.
- Supported a company launch scheduled for October 1st.
- Advised on sales strategies, pricing, CRM setup (specifications/ implementation), and did operational sales work (analyzed target segments, reached out, delivered presentations, ran evaluations, closed deals).
- The corporation postponed the company setup and ultimately did not establish it due to an internal strategy change. Twenty customers evaluated; some were ready to close deals.
- The team stayed together and re-established a company (while continuing to work for and with Siemens’ consent) named spectiva. They approached me in January 2024. Since then, I have been supporting this start-up and am now a shareholder.
Sep 2019 - Aug 2020
1 yearGermany
VP Innovations (Project assignment)
Cunesoft
- Acquired by Phlexglobal in January 2020.
- Industry: Life Sciences, pharma and biotechs.
- Portfolio: Software & services, AI solutions.
- Focused on the AI business and closing deals.
- Refined AI strategy (defined target segments, pricing, promotional documentation, arguments); customer acquisition.
- When I left the company, two projects with major medical device companies were ready to be signed.
Jan 2011 - Dec 2019
9 yearsGermany
Chief Operation Officer (COO)
arivis AG
- Co-founded the company.
- Successful exit in 2020; company acquired by Zeiss Microscopy.
- Two units acquired (in insolvency), one merger, and two new units founded.
- Responsible for all operational activities, with a special focus on sales and marketing.
- Industry: Life Sciences (pharma, biotech, research facilities).
- Portfolio: All entities: software (and services).
- Results: one unit divested to initial founder, one unit sold to Zeiss Microscopy, one unit MBO.
- 80 associates, profitable.
Summary
Contact Success: exits arivis acquired by Zeiss Microscopy (start-up, 80 associates, high single-digit million €, profitable) EXTEDO acquired by Bertelsmann (US: restructured / sales team newly hired and trained, 70% revenue growth, profitable) Annual revenue growth (last 15 years): two-digit figures, last assignment (not a start-up) 70%
- Strategic approach while ensuring sales performance and bottom line results in B2B environments
- Multi-channel strategies & implementations worldwide
- Start-up / set-up capabilities
- Marketing as a profit center
- Corporate background (Hewlett-Packard and Xerox)
- Process oriented, introduction of efficiency tools (such as CRM)
- Analytic and numbers driven
- Team player, professional coach
Languages
German
NativeHebrew
NativeEnglish
AdvancedSpanish
IntermediateFrench
IntermediateEducation
Oct 1980 - Jun 1984
Fachhochschule für Wirtschaft (FHW)
Diploma in Business Administration (FH), Specialist in Business Informatics – Software Engineering · Business Administration · Pforzheim, Germany
Oct 1972 - Jun 1980
Kepler Gymnasium
Abitur (German high school diploma) · Mathematics · Pforzheim, Germany
Oct 1968 - Jun 1972
Nordstadtschule
Primary School · Pforzheim, Germany
Certifications & licenses
ISO 9001
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