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Marketing- and Salesmanager

Work Experience

1) Simmering – Graz – Pauker AG (SGP) in Vienna
July 1982 until January 1986,
Project Management Power Plants
Assistant to the project Management
Scope of activities:
- Assisting the Project Management in completing a contract for power stations in Algeria and Austria (coordinating project schedules, controlling the material flow, cost controlling)
During the time at SGP I attended different courses and seminars for export and languages.

2) Klöckner Industrieanlagen und Rohstoffe GmbH in Vienna
February 1986 until April 1987,
Project Management Industrial Plants
Assistant to the Project Management
Scope of activities:
- Assistant to the Project Manager in completing a contract for a shelving and sewage plant in Egypt (coordination of the project partners according to the contract conditions)
- Acquisition of small projects world wide
The Vienna office of the German multi concern Klöckner specialised in state guaranteed export financing.

3) Honda Austria GmbH in Vienna
May 1987 until May 1991, import and distribution of power products including technical service
Head of the Power Products Division
Scope of activities:
- Market study. Developing and realisation of a marketing strategy in the area between investment goods and consumer goods. Looking after a dealer network. Carrying out classical advertising as well as new methods of sales promotion.
- Sales: Replacing the old dealer organisation with the creation of a new Austrian Direct Dealer Network. New dealer acquisition and managing the sales and field sales team.
- Organisation: Communication between the European Sister Companies (Creating a homogenous strategy).
Reporting for the headquarters
Implementing a sales managing system (kind of a MIS).
The extensive sales and marketing knowledge acquired during the time at Honda was mainly obtained through “training on the job”, however also through substantial support from japanese consultants, as well as through very close cooperation with local marketing and management consulting companies.

4) Rauscher OHG in Vienna
June 1991 until April 1993,
sales of machinery including technical service.
Sales Engineer; Department Head; General Manager
Scope of activities:
- Sales of industrial turbo fans and special fans on screw basis (representative for KKK and MAN-GHH-Germany)
- Building up a new department for lifting platforms and tower cranes. Carrying out sales and marketing, market studies, acquisition and developing the necessary internal organisation
- General management of ALMO (sales of all kinds of building materials). Sales and purchasing.
- Running the technical service department
Rauscher traded with machinery and had traditional connections to German production companies. A wide range of customers in different areas were covered.

5) Toman Schwertransporte und Kranverleih Gesmbh in Vienna and Prangl GesmbH in Brunn/Gebirge (heavy haulage, crane and access hire company)
May 1993 until January 2000
Toman was owned by the Australian Concern Brambles and sold to Prangl in April 1994.
Sales and Marketing Manager until June 1994
From July 1994: General Manager
Scope of activities as Marketing Manager:
- Compiling an extensive market study and based on this study, developing a sales and investment concept.
- Analysing and evaluating the complete company for a new organisation concept.
Scope of activities as General Manager:
- Reorganisation of the company and to bring it into the profit zone.
- Taking over several projects from Prangl, assisting the owner.

1996 working mainly for Prangl in the areas Organisation and Sales
Scope of activities:
- Assisting in the areas of controlling, EDP/IT and cost control
- Quality Manager and Project Manager for implementation of ISO 9002. Coordinating the sales organisation with different subsidiaries, responsible for marketing.
- Recruiting.
- Responsible for the subsidiaries, developing the problematic ones.
A valuable experience was the reorganisation of Toman and at Prangl optimizing the organisation at a time of rapid growth.

6) Duropack AG in Vienna and Graz
January 2000 until May 2008
Production and sales of corrugated packaging.
Duropack is a group with 10 companies in Central Europe, owned 60% by Constantia and 40% by Smurfit/Kappa.
Sales Manager Austria, Deputy General Manager
Scope of activities:
- New organisation of the sales (bringing together the organisation of two works) and implementing a uniform marketing strategy for domestic business and export
- Modification of the structure of the Austrian company (including two production plants) for more cost efficiency within the management crew
- Compensation of substantial business loss in export (intensive canvassing)
- Utilising modern management and motivation methods
- Implementation of the professional sales process (potential analysis, acquisition, innovation, changing of prices, CRM) and the sales information system
- Temporary communication between Smurfit/Kappa and the Duropack Group (European Account Manager)
- Project Manager for group matters (Duropack group, Constantia, Smurfit/Kappa) and for the change of the entire organisation
- Key Account, Acquisition and projects for customers loyality
- Budgeting and cost controlling. Responsibility for the turn-over of € 75 Mio.p.a.
- Developing the personal quality level of the staff by operating in “Best Practive Workshops” (How to develope to the best, motivation- and communication programmes). Recruiting new sales staff
- Change of the conservative sales activities. New acquisition processes and B2B – Marketing
- Change management in a difficult management structure
Duropack found/finds itself in an intensive process of change, whereby especially the Austrian company has to continually adjust itself to the demands of a dramatically changing market. The company had to move through a classical “Change-Management-Process”. Moreover this process demanded an intensive training based on the use of synergies in the group. This above mentioned training programme was implemented to meet the demands of the present market situation.

7) Fa Meteka GmbH., Judenburg
November 2008 until May 2009, medicine technology / waste economy
Meteka developed special equipment for the treatment of hazardous waste (disinfection and sterilization)and positioned themselves in a global niche market. Simply the way of sales and dealing with a distributor network was managed nonprofessional.
Sales and Marketing Manager, Assistent to the General Manager.
Scope of activities:
- new adjustment of the global distribution, focusing Austria with a ranking system
- installation of leadership instruments and employee's guidance
- modification of the organisation, implementing network skills
- installation of a sales information system
- change of the distributor – structure
- reorganisation of the range of products
- guidance of the global distribution network on partner base
- domestic and global Key account
The challenge with Meteka, a small family company, was the implementation of modern sales and communication methods in order to save the company from insolvency.

Education

Unterstufe Bundesrealgymnasium Gänserndorf

HTL (TGM) Maschinenbau, Abschluss 1981

Universitätslehrgang Projektmanagement im Export 1983/84

An unzähligen Schulugns- und Ausbildungsprogrammen teilgenommen
(Schwerpunkt: Führung und Kommunikation)

Skills

Vertrieb, Key Account, B2B, Distributor - Vertrieb
Vertriebsorganisation, Change Management, "Schlagzahl"
Führung, Kommunikation, Spitzenleistung

Languages

english

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