Transformation and standardisation of international sales structures and processes
Sales Excellence – for Viessmann Climate Solutions SE, a family-run medium-sized company in the field of energy technology and heating technology (climate and cooling solutions), in the role of Interim Manager Global Sales Excellence.
Viessmann Climate Solutions SE is a leading manufacturer of heating and air-conditioning technology. The company is represented by 22 production companies in 12 countries, 68 sales companies in 31 countries and 120 sales offices.
- Transformation to ‘Global Sales Excellence’ (GSE):
- Integrate various departments into a new division called ‘Global Sales Excellence’ (GSE):
- Define the purpose and specific tasks of the GSE
- Adjust organisational structure
- Integrate various departments into a new division called ‘Global Sales Excellence’ (GSE):
- Sales standards, processes and instruments:
- Analyse, optimise and consolidate existing sales standards, processes and instruments with a view to customer centricity and the customer journey, as well as sales efficiency and effectiveness
- Functional leadership of the new division
- Transformation to ‘Global Sales Excellence’ (GSE):
- Review of the individual departments and the global structure of the sales organisation.
- Workshops with the heads of department: developing the mission statement for the new division GSE
- Determining the objectives and tasks, roles and potential of the individual departments, as well as internal interfaces and potential synergies
- Development of the organisational structure for the efficient implementation of the GSE
- Sales standards, processes and instruments:
- Analysis of the status and use of the CRM system (Salesforce)
- Identification of gaps and deficits in the system
- Concept for a revised CRM strategy – definition of specific measures for effective and efficient use of the CRM system for sales management
- Business operations continued smoothly during the transformation activities.
- Successful integration of the various departments into a new division called ‘Global Sales Excellence’.
- Effective allocation of the departments in the context of global sales.
- The tasks of the individual departments were redefined. Overlaps were identified and synergies created to achieve more effective management.
- Creation of a transformation plan without organisational operational changes (no involvement of the works council required).
- The international sales organisations quickly recognised the added value of the activities and accordingly showed very good acceptance of the new GSE.
“Bastian is characterised by a very structured, analytical and efficient way of working. His talent for contributing innovative ideas and impulses has made a significant contribution to the successful transformation and optimisation of sales strategies and processes.”
Dr. Karsten Hoppe
Executive Board / CSO of Viessmann Climate Solutions SE