Head of Sales

• Management of all Retarus GmbH subsidiaries with P&L responsibility in non-German speaking countries - Spain, Italy, France, Singapore and USA (Total revenue: 40 million Euros, gross profit 86%)
• Drive and manage complex SaaS solution sales processes
• Win and manage Key Accounts in the Global 2000 target account group
• Manage and grow teams in the respective countries with a total of more than 140 employees
• Development and implementation of country-specific sales and marketing strategies with focus on strong organic growth
• Ensuring the quality of products and services
• Employee retention and promotion

Projects:

• Development and implementation of a new GTM strategy for Global 2000 target customers
• Personnel reorganization on management levels in the USA, Italy and Singapore
• Establishment of a Sales Operations and telemarketing unit to increase efficiency of sales teams
• Design and implementation of uniform external and internal training and coaching measures in all markets
• Doubling the sales team from 25 to 50 employees in the first three years, further growth thereafter
• Establishing partner sales and marketing in the European and North American core markets

Successes:

• Increase of growth rates from 5% to over 30% year over year in all regions, doubling revenue contribution of International from 20 million Euros to 40 million Euros
• Winning significant key account logos such as BNP Paribas, Travelers Insurance, Santander, Generali and multiple others
• EBITDA ratio of more than 30%, generating 100% of the group's profit
• Reduction of lead costs by more than 50%
• Reducing sales cycle from 6 months to 4 months through targeted training measures and elimination of hurdles in the areas of pricing and legal
• Increased employee retention and customer satisfaction by more than 50% measured through re-introduced quality-of-service indicators

• Management of the US subsidiary with P/L responsibility and 50 employees at two locations (New York and Boston)
• Development, implementation, and continued updates of a growth- and profit-oriented corporate strategy in line with Group strategy
• Reorganization and realignment of the entire organization
• Preparation of the annual financial statements, fiscal management, ongoing controlling, and accounting
• Ensuring the quality of products and services
• Employee retention and promotion
• Key Account Management

Projects:

• Development and implementation of marketing, sales, IT and HR strategies
• Development of company mission statement
• Develop and implement a new onboarding and training program using e-learning tools
• Implementation of efficiency improvement and cost reduction programs

Successes:

• Clear positioning of the company on the US market
• Winning significant key account customers, such as JP Morgan Chase, Goldman Sachs, Bank of America, HSBC, John Deere, GrubHub Seamless, American Airlines
• Increased turnover from USD 2 million to USD 15 million from 2012/2013 to 2015/2016 with simultaneous increase in EBIT margin from negative to 25%
• Increase of gross margin from 60% to 80%
• Marginal increase in total costs by approx. 5% with simultaneous increase in turnover from 2 million USD to 15 million USD through efficiency improvement and cost saving programs
• Successful post-merger integration into the Group
• Creation of a corporate culture and simultaneous significant increase in employee and customer satisfaction by more than 50% each (measured by introduced quality-of-service indicators)
• Implementation of a highly efficient and flexible organizational structure
• Filling all management positions outside of sales with junior staff. Consistent and continuous coaching and mentoring - long-term contractual commitment of these employees to the company
• Reduce customer acquisition costs by more than 50% by introducing a telemarketing department and concentrating sales staff in New York and Boston
• Successful development of an indirect sales channel, acquisition of six Master Telco Agencies and AT&T as reseller

• Managing a team of 4 employees
• Merger & acquisition, especially in the field of renewable energies
• Leading Due Diligence processes
• Mandating and coordinating legal, tax and other technical advisors
• Evaluation and support of complex cash flow models in connection with evaluations of technical, statistical, and transaction-relevant documents
• Evaluation and analysis of technical, legal, tax and other expert opinions in cooperation with technical experts, law and tax firms, rating agencies and other independent experts
• Structuring and placement of debt and equity financings within the scope of the transactions managed
• Negotiation of company purchase agreements, financing, and security documents

Projects:

• Advising institutional investors on the acquisition of assets and companies in the renewable energy sector in Italy, Spain, Germany and USA
• Structuring and placement of debt and equity tranches
• Design of acquisition models taking into account tax and regulatory issues
• Structuring a fund under Luxembourg law and raising fund capital

Successes:

• More than 30 successfully completed transactions, in the field of renewable energies, with a total volume of more than 1,650 million Euros
• Winning numerous financing and M&A mandates with renowned investors, e.g., MEAG