Owner of KUKA’s strategic business platform (CRM, marketplace, customer portal)Development of a North Star 2025 (target picture) for the digital customer journey Coordination of development and relevant overarching roadmap of the customer journey to achieve target picture, initiative management of cross-functional teamsGlobal rollout of KUKA’s marketplace, driving initiatives to grow digital revenue Definition of the integration digital sales channel into fields sales processesYearly target setting for global sales organization including goal achievement in regionsIntegration of new business models (e.g. licensing models in my.kuka.com)Optimization of global lead and campaign managementDefinition & implementation of a global customer segmentation models (sales & CS)Disciplinary leadership & development of a team of 8 employees

Strategic & operational responsibility for Salesforce CRM at KUKA GroupSuccessful global roll-out of Salesforce CRM within KUKA Group;(~1.800 users, in 80 country entities; replacement of 25 CRM systems in 18 months)Representation of the CRM project in KUKA AG board & CxO level of KUKA subsidiariesProcess Owner of lead to quote. Process design, monitoring & ongoing improvementsSales process review based on defined KPI and targets with regional sales managersOptimization of KUKA’s channel Partner program (system integrators)Development of standard Key-Account Management approach within KUKAImplementation of customer MDM governance model & interfaces to ERPDisciplinary leadership & development a team of 7 employees

Strategic & operational responsibility for SAP CRM solution at KUKA RoboterImplementation of SAP CRM within the KUKA Roboter Group (DACH, CHINA, EMEA)Implementation of MS Dynamics CRM in APECEstablishment and support of a CRM user community within the KUKA Roboter GroupFurther development and introduction of a value-based, consultative selling approachDevelopment and introduction of standard pipeline management and review processCreation of global opportunity and pipeline report & dashboard for sales managementFunctional leadership a team of 3 team members

Implementation of a corporate standard trade terms management conceptSupport of central European BSH subsidiaries related to price managementDevelopment of standard pricing analysis and pricing KPI’s

Overall responsibility for the project management SAP CRM of the Rodenstock GroupStrategy development for SAP CRM with the aim of optimizing processes and optimalsupport for the sales marketing areas in coordination with corporate ITManagement of the CRM team and control of external project consultantsDevelopment of international training concepts (face-to-face and web-based)Requirements engineering and optimization potential for SAP CRMConceptual advice on the introduction of a potential-oriented customer segmentationIntroduction of a three-stage international service concept & implementation in CRMIntroduction of a CRM KPI matrix regarding defined process and quality specificationsas the basis for monthly reviewsFunctional leadership of sales operations team (GER), 4 employees

Successful global roll-out of Pricing Segmentation tool (Zilliant).Dynamic generation of deal-based price envelopes based on historic SAP data as guidance for sales managersduring their negotiation process with customers.

Implementation of sales processes across EMEA sales organizationsEstablishment of monthly sales process KPI reviews with country sales process ownerManagement of half-yearly Siebel release rollouts (Key-user Siebel CRM)Preparation of monthly sales pipeline and business review management documentsImplementation of segmentation model for end customers & channel partnersProject Management of standard bid proposal tool & standard Price Book for EMEA

03/2003 – 09/2003 Work placement at Fujitsu Siemens Computers, Bracknell, UKHead Office Sales, Marketing & Customer Services FinanceFinancial analysis and performance reporting on Country Sales levelDepartmental cost analysis for Head Office entities of sales & marketing

Head Office Customer Service OrganizationManagement of documentation & tools for the international service partner network

Temporary work in manufacturing of pharmaceutical products