Interim General Manager Central & Eastern Europe

Telecommunications

Manager:

Mr.F. H.

View Profile

  • Customer:

    Confidential

  • Role:

    Business Development Management

  • Location:

    USA

  • Turnover:

    EUR 400 million

  • Time frame:

    12 months

  • No. of employees:

    approx. 800

About the Customer

(REMAINS CONFIDENTIAL) GmbH is a subsidiary of (REMAINS CONFIDENTIAL), headquartered near Dallas, Texas USA. (REMAINS CONFIDENTIAL) is a leading global provider of media and building (touch panels, remote controls, switches, controllers, matrix switchers, digital signage, live streaming, video demand and building management systems incl. supporting Smartphone Apps).

Testimonial from Сustomer

Mr. R. S., CEO (REMAINS CONFIDENTIAL)
“Mr F.H. is a highly qualified sales and business development Interim Executive. His operational excellence and his hands-on approach backed by a solid strategic made this project easygoing and truly successful. Mr F.H. not only achieved all revenue and profit targets, but also installed a great team, professional and very efficient processes with clever inventory management and highly appreciated customer service including repair. We have asked Mr F.H. to make this a permanent job for him, but he told us a very true aspect: ‘you needed my skill set for the start, now – after almost two years – you need a different skill set. It’s time to make a change.”

Situation (Challenge)

Spin-off of a service organization from a distributor, transfer of the service staff in an independent corporation, recruiting appropriate sales, marketing and back office staff, build the sales organization in 22 countries in Central and Eastern Europe.

Solution (Achievement)

The mandate first required the creation of an appropriate structure for the spun-off unit. For this, we launched (REMAINS CONFIDENTIAL) GmbH (local) and rented a suitable property. The condition of the workforce to place the new office no further than 30km from the original office was taken into account. A bank account was opened and an external accountant hired.

The (REMAINS CONFIDENTIAL) products service employees of the previous distributor were transferred to the (REMAINS CONFIDENTIAL) GmbH and employees hired for inside sales (order processing). All relevant business processes were defined and implemented.

In the next step, the sales organization in Central & Eastern Europe was built by hiring and training of new sales staff in Germany and Austria as well as getting the commitment of freelancers in the Czech Republic, Croatia and Serbia. The expansion of sales took place through acquisition of former clients of the distributor, and by attracting new system integrators throughout the territory from the Baltic to the Balkans.

To accept larger deals, a project management process was installed. The world’s leading technology provider in the field of building supervision and building technologies could also be won as customers as major banks, global insurance companies and industrial corporations. At the end of the first year of the project and the interim manager developed the budget incl. sales plan for the next three financial years.

Finally, the project took two years due to the strong integration of the interim manager in acquired projects and sales activities. The interim manager ultimately incorporated the found permanent general manager.

contact us