Ralf-kurt K. - Interim Manager since 2017 - Country Responsibility, Turnaround Sales Leadership & Business Development | Medical Technology

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Velten, Germany

Experience

Sep 2018 - Feb 2022

3 years 6 months

Germany

Executive Director Sales and Country Manager Germany

KARL STORZ SE & Co. KG

This responsibility was initially taken on as an interim mandate.
Overall responsibility and management of the sales region Germany (field sales, inside sales, and marketing).
Turnaround management and continuous organizational development.
Effective work on tactical, strategic, and operational levels.
Growth of market share in each specialty area and their sustainable profitability.
Monitoring of key indicators: revenues, expenses, P&L responsibility.
Efficient management of the company’s assets/resources and their alignment with evolving requirements.
Gaining trust with all stakeholders within the area of responsibility as well as with key opinion leaders in the market.
Reporting to the Global Vice President Sales & Marketing.

May 2017 - Present

8 years 4 months

Interim Manager - Turnaround Sales Leadership and Leading Change in MedTech

Freelancer

To conquer people and markets, I use the following strengths:
I quickly reach an excellent level in new challenges.
Quickly building solid relationships with all project stakeholders.
Necessary decisions are made promptly and changes are implemented consistently.
Strong team player with a very positive attitude.
I practice what I preach.
Historical mandate also in the tooling industry:
Evaluation of current challenges with all participants.
Advising the management board and the advisory board on the required changes.
Initiation of implementing a new sales structure (inside and field sales worldwide).

May 2015 - Apr 2017

2 years

Germany

Director of Sales and Country Manager Germany / Business Manager DACH

Novocure GmbH

Start-up / scale-up business / starting from scratch.
Responsibility for creating and implementing business strategies to achieve sales targets for the outpatient TTFields therapy (Optune) and expand the customer base.
Recruiting, leading, and supporting sales staff and device specialists.
Office opening and office management.
Ensuring that patients are not denied funds for access to glioblastoma therapy / reimbursement.
Ensuring that all activities comply with the requirements of the Novocure quality assurance system and compliance regulations.
Building and maintaining relationships with opinion leaders / KOLs.
Participation in national and international congresses and meetings.
Reporting to the General Manager Europe.
Reason for change: management with an incompatible view of leadership.

Mar 2013 - Apr 2015

2 years 2 months

Germany

Business Manager Neurostimulation (Germany)

Otto Bock HealthCare Deutschland GmbH

Implantable neurostimulator, peroneal nerve stimulator (ActiGait).
Team motivation and lateral leadership.
Developing and implementing business strategies for the local market.
Efficient coordination and deployment of internal resources.
Building and maintaining cross-business internal networks and relationships with opinion leaders / KOLs.
Monitoring market trends and competitor activities.
Designing local marketing and PR activities.
Evaluating and managing reimbursement.
Distributor support, including negotiating and tracking targets.
Reason for change: better opportunity for further development.

Oct 2012 - Feb 2013

5 months

Mönchengladbach, Germany

Business Development Manager & Regional Sales Manager (East Germany)

HSC Medical GmbH (Exclusive distributor for Estech)

Business development for the minimally invasive “Stand-Alone AF Ablation” (COBRA Fusion).
Building and maintaining relationships with opinion leaders / KOLs.
Establishing and promoting cross-functional networks.
Increasing sales figures for Estech products (cardiac surgery).
Individual customer consulting for indication expansion and financing.
Reason for change: company not willing or able to invest enough.

Aug 2011 - Sep 2012

1 year 2 months

Sabbatical

May 2007 - Jul 2011

4 years 3 months

Berlin, Germany

Business Development Manager (East region including Berlin)

Medtronic GmbH

Lateral leadership and team motivation.
Increasing sales figures for implantable diagnostics (Reveal).
Building and promoting cross-business (internal and external).
Customer consulting for indication expansion and financing including NUB.
Building and maintaining relationships with opinion leaders / KOLs.
Reason for change: after 13 years the feeling “There must be more!”.

Oct 1998 - Apr 2007

8 years 7 months

Berlin, Germany

Regional Manager (North-East Region incl. Berlin)

Vitatron GmbH / Medtronic GmbH

Sales and product support for implantable pacemakers.
Organizing and conducting customer training.
Reason for change: business development challenge within the Medtronic group.

Jan 1997 - Jul 1998

1 year 7 months

Berlin, Germany

Sales Representative / Product Specialist - Eastern Germany including Berlin and parts of Western Germany

schwa-medico and ARROW Deutschland GmbH

Sales and product support for implantable drug pumps (ARROW) for pain and spasticity therapy, as well as for ambulatory 24-hour pH monitoring (Fledilog 2000).
Reason for change: company not willing or able to invest enough.

Aug 1991 - Oct 1991

3 months

Rinteln, Germany

Machine setter

Firma Stüken

Jan 1990 - Aug 1990

8 months

Rinteln, Germany

Maintenance fitter

Firma Stoevesandt

Oct 1988 - Dec 1989

1 year 3 months

Wolfhagen, Germany

Basic military service

Jul 1988 - Aug 1988

2 months

Löhnberg, Germany

Machine mechanic

Firma Leico

Aug 1985 - Jul 1988

3 years

Löhnberg, Germany

Apprenticeship as a machine mechanic

Firma Leico

Telemarketing

a lightning protection company

CVD assistant in the editorial department

n-tv

Summary

Interim leadership offers you significant advantages during times of transition or crisis

Stability
New perspective
Change management
Knowledge and experience
Time for recruitment

Previous Turnaround Mandate Success Double-digit revenue growth for two consecutive years after three years of stagnation, as a result of team motivation, aligning on team goals, restructuring and optimization, and quickly and efficiently building additional required resources.

„The basic task of leadership is to take an interest in people, help them develop, reach their maximum performance potential, and encourage them to perhaps strive a bit higher than they themselves believe possible. Leadership and sincere interest in people belong together.“ (Hans H. Hinterhuber - Professor Emeritus of Strategic Management in Innsbruck)

My Profile

Change management by conviction.
Responsible before God and my fellow human beings!
Start-up / Scale-up expert and sales pro to conquer your market.
Authentic, passionate people manager and country manager with a hands-on mentality.
Sales experience in 30 inpatient and outpatient medical specialties, as well as with executive management, purchasing departments, medical controlling / reimbursement, and medical supply stores. I am also familiar with the distributor business.

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