Rolf-peter Koch
Head of Marketing and Sales
Experience
Head of Marketing and Sales
Bionorica SE
Operative Head of Marketing Sales for the German Business of Bionorica.
Head of Field Force
Stada Consumer Health
- Formation of an OTC-Generics-Field-Force, recruitment and skill development.
- Fine-tuning of sales allowance system, sales strategy and operative execution of marketing and sales plans.
Executive Consultant
Dr. Scheffler
Formation of a complete sales organisation from scratch.
Sales-Project-Manager
Omega Pharma
Freelance Sales-Force and Marketing Developer Consultant, Trainer und Coach
- Consultant, Trainer und Coach (FMCG, OTC, OTX, Rx, Generics, Re-Imported-Pharmaceuticals, Cosmetics).
- Successful completion of targeting projects (Doctors and pharmacies).
- Improvement of brand presentation via Category-Management-Projects.
- Development of professional Sales-Monitoring-Tools.
- Implementation of concepts for Key Account Customers such as wholesalers and independent pharmacy-cooperations.
- Sales Cycle Planning: planning and execution of sales cycles for doctors and pharmacies.
- Long term qualification projects for pharmacy and detailing forces. Starting from train-the-trainer-projects (Coaching skills for Sales Managers) to trainings and coachings for Field Forces. (> 20 projects in 12 years).
- Introduction of CRM-Systems. (Total of 4 in 15 Jahren).
- Development of pay-for-performance-systems (sales allowances).
- Synchronisation of tele sales (inbound, outbound) with all Field Force activities.
- Qualification of Leadership Skills for Sales Managers (Regional Sales Managers and Key-Accounters).
- Change-Management Projects (Integration of merged and acquired companies as well as reorganisation projects).
Key Account – und Partner-Manager
Pharmatechnik GmbH & Co. KG
National Sales Manager
Bayer Vital GmbH
Regional Sales Manager Channel Management
Bayer Vital GmbH
Regional Sales Manager OTC and STS (Diabetes Self Testing Systems)
Bayer Vital GmbH
Regional Sales Manager and Regional Key Account Manager Mass Market und OTC
Bayer Vital GmbH
Category Director Analgesics
Bayer Vital GmbH
Brand Manager Aspirin
Bayer Vital GmbH
Assistant Brand Manager Aspirin
Bayer Vital GmbH Germany
Included Sales Force Assignment.
Brand Assistant, Wick Cough Drops
Procter & Gamble
Marketing- und Sales-Traineeship
F.H. Faulding Ltd.
Summary
My professional experience and my personal interests enable me to handle difficult tasks in changing markets.
My main emphasis in all my projects has always been on developing the abilities and skills of my direct and indirect reports.
My expertise is well balanced between job-related-skills (Marketing and Sales Expertise in FMCG, OTC and Rx-Markets, Category Management) and important meta-skills (Leadership Skills, Negotiation Skills, Change Management Experience, Organisational Development, Psychological Expertise)
State-of-the-art science, Evidence Based Management and a pragmatic hands-on mentality are important aspects in all my projects.
For my clients this results in:
- A professional support in all marketing- and sales-projects with sustainable results.
- We work on direct success factors and achieve quick returns.
This applies to all qualification initiatives with marketing and sales teams as well as for projects in interim management.
A Best Practice Transfer from different industries allows me to bring a creative out-of-the-box-thinking-philosophy to all measures taken.
I guarantee a high quality of all my projects and first and foremost a quick and excellent execution and immediate results.
I combine a high degree of strategic clarity and a scientific background with pragmatic “hands-on” abilities. With excellent communication skills I invariably get my message across thereby convincing people to accept challenges and changes.
(in pharma sales organisations this is still a vision) Successful salesmanship is Joint-Venture-Selling. Sales reps and customers consider their mutual business as a joint venture with chances to grow and responsibilities for achieving growth on both sides.
Languages
Education
Academy of Neuroscience
Master of Cognitive Neuroscience · Cognitive Neuroscience · Cologne, Germany
Schumpeter Business School University of Wuppertal
Diplom-Ökonom · Business Administration and Management Science · Wuppertal, Germany
Certifications & licenses
Certified Medical Representative
Business Correspondent in English
Pharmareferent
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