Troels Lund Email & Phone Number

Copenhagen, Dk

Copenhagen Area, Capital Region, Denmark

Copenhagen, Capital Region, Denmark

Copenhagen Area, Capital Region, Denmark

Copenhagen Area, Denmark

Responsible for driving the Sales Effectiveness of Maersk Line’s global Agency network of more than 300 agencies in more than 120 countries. My department consists of one Sales Operations Partner in Copenhagen and 5 analysts in Chennai. Main achievements:- Designed and rolled out new Sales Coverage methodology, leading to increase in market share of 1% point, move towards more Office Based Selling, clear prioritization of the sales time and role demarcations. The roll out has received a ranking of 4.63 out of 5 from the 130 surveyed Sales Managers and a 100% poositive approval rating.- Designed and rolled out a global Sales Incentive Plan. Improved the satisfaction with Pay for Performance within sales by 7% points on the Employee Engagement Survey and have developed an HR analytics framework to better understand the sources of strong Sales Rep performance on a data based foundation.- Introduced Performance reporting and direction setting which has led to a more than doubling of the number of sales calls per Sales Representative and has also strongly improved the preparation and follow up of the sales calls

Genoa Area, Italy

Responsible for driving the revenue, service levels + NPS, profitability, SG&A and operational costs of Maersk Line’s agencies in the Mediterranean Region. We ran weekly, monthly and quarterly business reviews with the Agencies in the Region. My department had 3 business analysts.Main achievements:- Drove high utilization of the network, and through that profitability. Partly by doing a drive on export cargo and partly by driving profitability as a shared accountability of the agencies for the first time- Reduced longstanding containers by 2000 units, going from one of the worst performing regions in the world to being in the upper half- Ran a project with the Sales Managers developing the Commercial Cycle a best practice for how to turn direction setting into sales execution. It was later nominated as Project of the Year globally

Copenhagen Area, Denmark

Responsible for the global Scorecard Process for Maersk Line’s global agencies. This posting in the head office gave me a strong cross functional understanding, including how business performance ties into HR processes such as performance and pay. Further I was driving the global performance on the general KPIs by developing benchmarking reports and performance transparency as well as supporting the CCO with analyses of business performance.Main achievements:- Agency Cost per FFE was reduced by 50% while I was in the position, something I was a part of driving- We ran a major survey based study that revealed through data that different functions in the company interpreted the company Strategy in different ways which led to a redesign of the KPIs of different functions- The Scorecard Process was ranked better than in previous years

Conakry, Guinea

Commercially responsible for 3 markets in West Africa with a total revenue of around USD 130M. I had an organization of 11 Sales Representatives and a Commercial Planning department spread on 3 countries.Main achievements:- Maintained the very high market share of 70% despite being faced with the introduction of a main competitor in the market (MSC)- Doubled anxilliary revenue collection from USD 3M to USD 6M- Improved the Employee Engagement Survey on all points- Introduced Sales Collaterals for the day to day sales work that later became best practice in the rest of the region- Professionalized the Sales department and ran training workshops- Developed a major mining project together with our Australian Sales organization and Centre Trade- Introduction of market intelligence as a means of directing the Sales efforts

Cotonou, Benin

I was the sales manager for Maersk Line in Benin with a revenue of appr. USD 100M. Further, I was the managing director of the Maersk Logistics business with a profit of USD 500K. I had 4 Sales Representatives and 12 employees in the Logistics business.Main achievements- Improved profitability of the Maersk Logistics business through tight supplier management and introduction of new products- Developed a project to export pineapple from Benin in collaboration with local exporters

Copenhagen Area, Denmark

Development of new balanced scorecard for agencies in Maersk Line. Reviewing organizational structure of Maersk Line’s Area organizations. Supporting the VP of Maersk Line Regions. Preparing board material for the board meetings of the Regions.

Vessel operator of handytanker vessels, bunker purchasing, communication with charterer/broker/vessel owner, instructing captains/port agents/port authorities, dealing with day to day operational matters on a portfolio of tank vessels to perform given voyages at the most cost efficient and reliable manner.

Corporate Accounting, prepared financial statements for a few subsidiaries, overhead/administration cost distribution models for vessels, current account clearing with associated companies.

Consolidated management reporting, financial performance measurement, preparation of board material.

B.A./M.A. Law, Taxation, Corporate Law, Financing Law

Hd (F)/Graduate Diploma In Business Administration, General Business Economics Studies, With A Special Focus Within Financing,