Case Study

Reorganization of marketing & sales

Design of a strategic sales control system and standardization of processes and systems

Customer DORMA Holding GmbH + Co. KGaA
Industry Automotive
Solution Growth und Optimization
Function Sales

Situation

  • Company in a phase of strategic realignment
  • The "Group Marketing & Sales" department was set up as the strategic organization for the management of all marketing and sales issues
  • Departmental reorganization needed to reduce the span of control
  • Competent manager with sales experience sought for implementation

Solutions

  • Responsibility for employee management
  • Establishment of the department within the global corporate structures
  • Professional management of the launch process for the global CRM system
  • Development of a KPI system for sales control
  • Development of a strategy for global service business

Results

  • New budget process was adopted
  • Concept for strategic sales financial control
  • Roadmap for rapid roll-out
  • Conceptual input to standardize processes and systems ("oneERP" project)

Mr. Geiger executed these tasks to our
complete satisfaction under difficult conditions.

Numbers & Facts

Measure Success of the taskforce Interim Manager

100
1.100

Sales in € million
(total)

100
7.400

Employees
(total)

100
1

Customer satisfaction
(in grades)

75
9

Months
Duration

Associates

Horst Geiger

Manager

Jens Christophers

Your contact

CEO
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Reorganisation Marketing & Sales

Konzeption eines strategischen Vertriesbcontrolling sowie Vereinheitlichung von Prozessen und Systemen.

Customer DORMA Holding GmbH + Co. KGaA
Industry Automotive
Solution Growth und Optimization
Function Sales