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Management Consultant

Work Experience

since 06/05 Management Consultant VeriSign, Inc.
with focus on strategic consultancy for international IT and Telco companies, interims management and Marketing Strategies. Key competencies: Sales development, change management, process reengineering, evaluation systems, HR coaching and moderation. Marketing Expert for lead generation (off-/online), tracking, post sales; integrated event programs; customer retention/loyalty; product launch campaigns; brand building and awareness strategies; market research and competitive attacks; price point analysis; target group specific push and pull programs; channel Partner development and MDF Programs; sales training and messaging; cross media PR strategies.

01/03 – 05/05 WACOM Technology Co.
EMEA MarketingManager
Responsible to define, implement, drive and measure all Marketing, Sales Development and PR strategies within the region across different communication channels. In charge of a 2-digits budget, external agencies and 9 team members. Cost reduction of Marketing spending by 35 % with yearly average ROI of 130 %.

01/00 – 12/02 Hewlett-Packard GmbH Deutschland
EMEA Channel Business Development Manager
Identifying and resolving issues that are hindering sales , automating sales process, lead generation, market testing, partner programmes, hands-on and goal-oriented sales training, customer relationship programmes, active solicitation of client feedback, data mining and profiling. Raised gross channel revenue by 207 %.

04/96 – 12/02 Spektrum GmbH
MarCom Manager D-A-CH
Responsible for the complete MarCom mix and the external/internal communication of the Enterprise Accounts Organization. This sales organization had responsibility for marketing of capital goods to medium-sized companies (via channel partners) and to key accounts (direct). Reorganization of MarComTeam (development to 8 people), processes standards and structures (cost efficiency increased by 25 %; campaign time-to-market increased by 30 %).

07/93 – 03/96 Imprimatur Werbe GmbH Stuttgart
Marketing and Training Manager
Responsible for the definition, development and implementation of marketing strategies and advertising concepts. The clientele comprised mid-sized machine builders, car dealerships, financial services companies and hotels. Led and trained a team of 10 consultants, directly responsible for new business and strategic projects.

06/92 – 06/93 Agenzia Massimo S.r.l.
Conceptual Designer/Copywriter
Responsible for Key Accounts such as the German Ministry of Economics, various service companies and one of the leading international pharmacy shop fitters.

01/91 – 05/92 University of Perugia
Senior Consultant
Responsible for all point-of-sales activities, press advertising, direct marketing and customer loyalty programs.

01/90 – 12/90
Lecturer
Hold courses for international management classes in intercultural marketing communication.


Projects completed

STRATEGIC MARKETING PROJECTS
• Program Manager for SAP’s CeBIT presence. Led and managed the entire external and internal project team. Goals: development and execution of the new SMB communication approach, increase of generated business opportunities; management, tracking and control of a 7-digit budget. Saved 28 % of overall budget, exceeded lead goals by 40 %. Increased business opportunities by 17 %. (4 months, 25 team members)

• Strategic Consultant for Norddeutsche Lignum AG. Analysis, evaluation and strategy development for business model, alliances, internal organization set-up and go-to-market-strategy for biomass power energy plants (four months, three team memebers)

• Program Coordinator for transition of local Hewlett-Packard Customer Magazine “Business Insight” to central “Perspectives”. Editorial, logistic and production processes successfully merged; Saved 60 % of overall costs. (8 months, 9 team members).

• Program Manager for an integrated Advertising, Direct Marketing and event campaign of Hewlett-Packard (D-A-CH) in order to introduce the company’s E-Services portfolio. Marketing ROI = 134 %, agency costs reduced by 30 % through integrated approach (6 months, 7 team members).

• Team Leader (international) for strategic CeBIT approach of Hewlett-Packard. Goals: to re-structure marketing processes and messaging; to demonstrate international relevance and global presence; to create and increase awareness about the whole product portfolio and solutions offering to multiple market segments from SMB to Enterprises; to assure customer focussed Marketing/Sales alignment; to define, plan, set-up, execute and measure objectives. Turned CeBIT presence from a pure awareness show to a revenue oriented key event and executed it according to standards, timeline, budget. Saved 25 % of overall budget, decreased lead quantity by 15 %, increased lead quality by 50 %. Increased lead follow-up by 100 %, contributed to an increase of direct revenues by 23 %. Reporting to German board and EMEA/US management (4 times from 1996 to 1999, 25 intradepartmental project team members and three agencies). As a result of this responsible for other periodical key trade shows of Hewlett-Packard (D-A-CH) as ORBIT and Systems with additional savings of 20 % overall budget by standardization and leveraging.

• Team Leader for yearly key customer events of Hewlett-Packard D-A-CH in cooperation with Cambridge Technology Group. Hold two times per year with approximately 500 attendees. Positive customer feedback increased 30 % over two years, no-shows reduced to 5 %. Marketing ROI = 180 %. (1996/7, 7 team members).

• Team Leader for HP EMEA competitive attack program. Included market research, analysi8s of competitor’s approach, competitive benchmarking, re-messaging, sales training and promotional campaigns. Increased market share by 8 % over one year, Marketing ROI = 170 %.

• Program Manager for periodical partner trainings of HP. Established standards for contents and processes. Participation increased by 20 % over two years, costs reduced by 10 % (6 months, 7 team members).

• Project Manager for strategic definition of new EMEA partner program of VeriSign. Set-up of MDF system, initiated partner recruiting and training program. Revenue through indirect channel increased by 120 %, costs decreased by 15 % (3 months, reported to EMEA General Manager).

• Program Manager for Infosec as key EMEA event for VeriSign. Established event CD and standard presentation layer. Training of trade show team, set-up of appointment registration system. Achieved 12 % more press coverage, increased lead quality by 35 % (in comparison to other events), decreased necessary spending for follow-up trade shows by 40 % as positive leveraging effect (2,5 months, 8 team members).

• Project Manager of customer retention program for VeriSign: develop integrated communication and lead generation campaigns that increase brand awareness and renewal rates. Increased traffic on country websites by 12 %, stimulated inbound enquiries by 20 % and increase renewal rate by 28 %. (4 months, 4 team members).

• Project Manager for strategic planning, conceptual design, content definition, execution and measurement of virtual web seminar program for VeriSign. WebAcademy successfully integrated in classical event frame; over two years 30 web seminars executed; participation increased by 50 % (in comparison to first year), no-shows reduced down to 7.5 %; overall event spending reduced by 40 %; lead conversion rate = 60 %, sales conversion rate = 10 %, marketing ROI = 210 %. Positive customer satisfaction (survey) = 60 % (6 months, reported to DACH Marketing Manager).

• Project Manager for combined branding and market development strategy with WACOM. Re-definition of target groups and key vertical segments in EMEA, centralization and standardization of marketing approach; lead generation quote increased by 50 %, costs decreased by 30% (3 months, reported to EMEA Marketing Manager).

• Project Manager for a multi-level PR and opinion-leader program of Red Hat EMEA. Key target groups re-defined, 40 new qualified contacts registered, 20 % more press coverage (in comparison to previous year), costs reduced by 10 % advertising value equivalent (3 months, reported to EMEA Marketing Manager).

• Project Manager for re-branding of Deutscher Herold. Unification of messaging, look and feel; visual integration of various partners. Brand recognition increased according to surveys by 30 % (2 months, 4 team members).

• Project Manager definition and execution of virtual branding strategies for BHW. Market research, key segment analysis, set-up of special interest platforms. Traffic increased by 320 % over one year. Marketing ROI = 130 % (4 months, 5 team members).

MANAGEMENT AND ORGANIZATIONAL DEVELOPMENT PROJECTS
• Coach and Interims Team Leader. Marketing department organization and sales reengineering project of SAP. Main activities: Set up of Marketing Department; researching of Marketing Manager and team, set-up/execution of Sales trainings. Set up of strategic marketing plan, including budgeting and controlling/reporting. Product and sales training for retailers initiated; Coordination, reporting, further development of business development campaigns. Set up of sales meetings, selection and coordination of external resources; market research, segmentation, analysis; internal marketing. (6 months project, reporting to CEO)

• Team Leader of Hewlett-Packard D-A-CH MarCom department, EAO. Re-structuring and development of team, adaptation and leveraging of existing central guidelines, resolving of functional and key standardization issues. Escalation cases minimized by 40 % per
year, no load operational costs reduced by 20 %.

• Project Manager for development and deployment of EMEA country websites (7 countries) for VeriSign. Errors reduced to 5 %, traffic increased by 50 % (over two years), marketing ROI increased by 30 %. (4 months, 3 team members).

• Coach for WACOM EMEA branding strategy. Goals: New orientation of marketing department, focus events. Integration of various country marketing departments, EMEA-wide centralization and leveraging of marketing campaigns/resources. Key events according to business goals re-defined, positioning/messaging newly defined and moderated, set-up of metrics and reporting system, Moderation and re-definition of positioning/messaging. (3 months, reported to board of directors)

• Coach for E-Business strategy Deutscher Herold. Definition and moderation of strategic goals, project integration and coordination of all relevant stakeholders from different departments. Process set-up and implementation plan. Successfully carried out with an overall cost save of 15 %.
TRAINING PROJECTS

• Coach for VeriSign Telesales team. Set-up guidelines and templates for sales calls. Increased call rate by 10 %, sales conversion rate by 5 %.

• Trainer for SPEKTRUM sales customers. Defined, set-up and executed various sales trainings for finance consultants.

Education

EDUCATION
10/83 – 10/89 Master of economics and marketing communication, grade: very good, University of Cologne.

04/86 – 04/87 Studies in Italian linguistics, with distinction, University of Perugia, Italy.

11/78 – 06/87 Abitur, grade: 1.9, Hans-Grüninger-Gymnasium Markgröningen.

Skills

Management Consultant
with focus on strategic consultancy for international IT and Telco companies, interims management and Marketing Strategies. Key competencies: Sales development, change management, process reengineering, evaluation systems, HR coaching and moderation. Marketing Expert for lead generation (off-/online), tracking, post sales; integrated event programs; customer retention/loyalty; product launch campaigns; brand building and awareness strategies; market research and competitive attacks; price point analysis; target group specific push and pull programs; channel Partner development and MDF Programs; sales training and messaging; cross media PR strategies.

Languages

German (mother tongue), English (fluent), Italian (fluent).

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