Interim Head of Sales

• Highly accomplished Consultant with a track record of improving business performance, e.g. with SFE or marketing excellence measures

• Successfully optimised sales strategy, developed new business model, implemented analytics and reports for sales & marketing teams

• Passion for „Positive High-Performance Leadership“

• Pragmatic, fast, solution-oriented and hands-on in taking on interim projects

• We have recruited him before and received excellent feedback

Core Competencies: Sales Management, Process Optimization, Project Management

• Personnel Responsibility: 50-200, number of direct reports: 10

• Context: Restructuring

Main areas of responsibility:

• Sales Director & member of the management team

• Restructuring of the sales force and the business analytics team incl. reconciliation of interests and social plan (40% reduction in headcount)

• Introduction of KPI-orientated management processes and a new communication and management model

• Evaluation and identification of the broad portfolio with regard to the right sales channel mix

• Ensuring cultural change and performance management

• Preparing the succession of the Sales Director

Significant results:

• YoY growth of 26% (as of March 2024) and growth on budget

• Share price at 6-month high

• Restructuring completed after 6 months, including filling all vacant positions

• Implementation of a new key performance indicator system incl. reporting

• New territory structure, including segmentation and targeting, rolled out

• Training programme for managers and sales force developed and launched

• 2 "talents" recruited

• Cultural change initiated and contributed measurably to growth

Core Competencies: Change Management, HR Strategy, Sales Management

• Personnel Responsibility: 10-50, number of direct reports: 6

• Context: Strategic Positioning

Significant responsibilities:

• Head of RX business including 3 business franchises and a launch team

• Member of the GER & AT Management Team

• Define the “ready for future” strategy for GER & AT Rx business entering biologics markets

Significant results:

• Delivering 18 % organic growth with inline products

• Successfully negotiated a co-promotion agreement with a leading pharma company

• Implementing SFE / MEX structures from scratch, including segmentation and targeting processes

• Delivering significant HR change and performance management

• Implementing an integrated portfolio strategy to utilize synergies within the 3 business units

Core Competencies: Innovation Management, Sales, Key Account Management

• Personnel Responsibility: 10-50, number of direct reports: 3

• Context: Operational management

Significant responsibilities:

• Overall management of the speciality business in Germany and contributing to regional development

• Performance management and delivering change

• Member of the European Disease Area Strategy Team, D/A/CH Senior Leadership Team and the EU launch team

Significant results:

• Achieved YTD net sales growth, +27 %

• Implemented a strategy to address patient needs, improving patient time to therapy, including diagnosis optimization

• Won 37 excellence nephrology centers and addressed referral structures through a multichannel campaign (geo-targeted approach)

• Negotiated national “fast-path” appointments for patients in radiology centers

• Close x-functional cooperation with PAGs, including regionalized PR campaigns and meetings

• Build a new high-performance team from scratch with profitability on track within the restructuring process

• Full restructuring and turnaround. Design and execution of transition strategies to new products