ECKHART HILGENSTOCK STRUCTURE FOR YOUR BUSINESS ECKHART HILGENSTOCK

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1 ECKHART HILGENSTOCK Meisenweg 27 D Ahrensburg +49 (4102) (176) heh@hilgenstock-hamburg.de Born on 5 th of October, 1959 in Berlin, Germany Married, three children OVERVIEW STRUCTURE FOR YOUR BUSINESS Most companies get in touch with me while they search to get more structure for their business. Very often that drives three priorities: Transparent analysis of current situation primarily for the areas of leadership, marketing and sales. Clean up: Overcome current limitations, create more efficient processes and motivate teams and employees to change and adapt. Last but not least: Create and grow business and implement new ideas. Employees and Managers are one of the most critical success factors. Having written this I focus to mobilize the potential of every relevant person. I drive structure for your business, turn crisis into growth, carefully listen and point out new potentials, take responsibility for revenue growth and sales efficiency and lead teams, employees and managers to become successful and reach their goals and contribute to the organization s objectives. KEY DATA Interim Manager of the year 2012 Diploma in business administration Fachhochschule Mainz II Interim Executive (EBS) European Business School Managerial effectiveness, Prof. Dr. Fredmund Malik Certified Business-Coach (dvct and V.I.E.L) Business/project experience in Austria, Canada, Denmark, Egypt, France, Hong Kong, India, Italy, Malaysia, Netherlands, UK, USA, South Korea, Switzerland, and Turkey 30 years business experience and 25 years leadership responsibility Page 1

2 Since October 2009 Self-employed: Interim Management Sales Coaching Business Coaching i.e. general manager Asia and Europe of a leading market research enterprise, general manager of a building material producer, manager digital marketing OEM automotive, managing director Europe logistic solutions, sales leader IT consulting, sales executive IT, owner software and it consulting, consulting director IT hardware, owner marketing agency, owner business coaching, owner consumer consulting Since Dec 2012 Aug - Dec 2012 Feb - Dec 2012 Direct Sales Organization, Project Leader E-Business Europe a.i employees in Europe Implement E-Commerce that synergizes with brand, marketing and sales strategy in a rapidly changing market. Report to Executive Board Create a multi-channel concept Drive change program for direct sales people Improve active shops in 14 countries and increase conversion rate Finalize E-strategy and concept Stabilized mission critical product information management project Leading International Logistic Provider for Healthcare, Sales Manager Germany a.i employees worldwide, 70 in Germany Lead & organize sales, drive transparency and understand sensitivities Quick check marketing and sales Three year business development plan to double revenues Create a territory sales organization. From product sales to solution selling. ONE region ONE sales team Deliver budget and create a predictable forecast Win a significant RFP that was already lost Handover and coaching of Sales Manager successor Europe Match, Leading European Match Producer, Management Consultant 150 employees in 10 European countries Quick check marketing and sales followed by consulting of owners and managing directors during implementation Analysis of current situation Presentation of areas to improve, critical success factors and actions to increase gross profit and to create a sustainable future Consulting and coaching to support momentum of new positioning of Europe Match, update vision, maintain core of brand, re-create unique selling points, strengthen internal communication and implementation of stable, flexible structures and processes to increase gross profit Coached two owners to support leadership and change management Page 2

3 Oct 2011 Apr 2012 Building Material Producer in North Germany, Interim Manager Family owned business, 40 employees Lead change project to significantly increase revenue Create branding, marketing and sales concept Lead implementation, improve integrated business planning, implement sales process, create account plans Coaching of general manager, leadership team, marketing and sales team. Accelerate and structure processes. Lead and support employees and managers to take responsibility Training and coaching of sales team Support creation of vision and guiding principles Establish two new products in market place Win new dealers and direct customers Feb 2011 Jul 2011 Multi-M/IT, Amsterdam, Business Process Outsourcing Digital Marketing 100 employees, Business Manager General Motors Germany a.i. Stabilize delivery capability in crisis situation Create customer relationship and build trust Position Multi-M/IT Organize work processes Clarify roles and responsibilities, lead German staff Increase of quality and customer satisfaction Increase of delivery capability and speed Establish service processes and service level agreement Implement governance model Realize financial transparency Oct 2009 Dec 2010 ScanJour A/S, Copenhagen, Interim Executive D-A-CH, since June 2010 Country Advisor (40%) Software house information management, 20M, 170 employees Create partner ecosystem and references with little investment Develop business plan and segment market Execute two sales campaigns and three fairs Get access to Top Management of Partners and Customers Build Partner and Customer pipeline Establish lasting Partner and Customer relationships Close Partner and Customer contracts Develop reference installations Hire first Partner Account Manager Page 3

4 Aug - Nov 2010 Management Consulting Medium Size Business Start-up Software as a Service Review business plan and concept, structure franchise concept Coach Investor and Board Define critical success factors, roles and responsibilities, business rhythm and scorecard Concept Partner & sales management (franchise manual, sales process, pipeline and top opportunity management, references), define milestones for market place Investment decision Reliable structures and effective organization Simple implementation plan Planned quality and acceleration of processes Page 4

5 PROFESSIONAL EXPERIENCE Microsoft Worldwide leading in software, services and solutions. $60B revenue, 91,000 Employees, Germany > 2,000 Employees 07/ /2009 Sales Director Services (Consulting, Support) Germany 06/ /2007 Business Development Manager Germany Lead 40 sales staff Exceed and realize revenue and growth targets Increase sales productivity and reduce overhead Accountable for service portfolio and growth areas^ Lead change program, focus on 15 customer and 5 growth levers Implement solution sales process, pipeline and account management, new reporting Average revenue growth of 18% p.a., > $200M revenue Restructure service organization and drive efficient business rhythm, lasting revenue plan and forecast Plan and implement innovative services, grow revenue by $10M Established CRM/ERP consulting and realized >$5M revenue Accountable turning around four critical projects 11/ /2005 General Manager EMEA Sales Global Accounts Lead 32 Regional and Global Business Managers Create a global plan to double revenue as board member Increase software adaption and business value for customers Exceed quota > $400M Increase customer satisfaction by 15% Implement customer-oriented service levels in subsidiaries Lead 25 design wins Lotus Development GmbH / IBM Deutschland GmbH Worldwide leading in IT and communication software Regional Managing Director IBM Software Services (Consulting, Education, Support) for Lotus Austria, Germany, Switzerland Lead 250 employees Implement new business model Create sales organization Integrate Lotus Consulting into IBM Software Services Establish efficient sales and reach profitability within 6 months Lead rightsizing to 150 consultants, reduce cost by 40% Create balanced scorecard and ensure compliance Page 5

6 Business Unit Manager Lotus Consulting Berlin, Hamburg, Leipzig Found new business unit, analyze business potential Hire 35 staff Reach profitability in year one, growth rates of % p.a. Create e-business, business consulting and change management and implement as first business unit in Europe Project and Engagement Manager Lotus Consulting Frankfurt am Main Andersen Consulting - Knowledge Exchange Manager, Austria and Germany Programator - Senior Consultant Outsourcing By that time the 2nd largest IT consulting company in Northern Europe STOROpack - IT Manager Europe Manufacturer of expanded polypropylene, protective and transport packaging around 150M revenue, 900 employees Hoechst AG Team leader, technical project manager, programmer foreign affiliates EDUCATION Diploma Business Administration Fachhochschule Mainz II Industrial manager and programmer, Hoechst AG Air force Grammar school in Lahr, Mülheim/Ruhr, Seligenstadt, university-entrance diploma FURTHER EDUCATION Interim Executive (EBS), University of Business Administration and Law, European Business School, Executive Education Certified Business-Coach, V.I.E.L. and dvct (Deutscher Verband für Coaching und Training e.v.) Managerial effectiveness, Management Center St. Gallen, Prof. Dr. Fredmund Malik Several presentation trainings, i.e. individual training with Richard Klees, President Communication Power, Seattle und Senior Management Trainer Microsoft Microsoft Solution Selling Process IBM Signature Selling Method Process management for large groups, ComTeam Managing across cultures, Lotus Development Fluency in business English Page 6

7 REFERENCES Please contact references only after consultation with Eckhart Hilgenstock Management Angels GmbH Till Luhn, Leiter Automotive Collaboration in 2011 Provider for project Mulit-M/IT Microsoft Deutschland GmbH Ralph Haupter, Chairman of the Board Collaboration Align strategy, account planning, shared customers, Ralph Haupter s responsibility: Business & Marketing Officer (COO) Multi-M/IT Yuri van de Laak, Manager Business Manager Collaboration in 2011 Ensure capability to deliver while in crisis mode Europe Match GmbH Anja Herzog, Managing Director and Owner Collaboration in 2012 Expert check business model, marketing and sales LANXESS Deutschland GmbH Thomas F. Geuer, CIO Americas Collaboration Customer, CIO Asia, ERP Pilot India including offshore (Business Development Manager) ALDI Einkauf GmbH & Co. ohg Dr. David Godschalk, Managing Director International Information Technology Collaboration Customer, Head of Steering Committee, project turnaround and follow-on business business intelligence (Sales Director) IBM Danmark A/S Keld Andersen, Executive, ITS Nordic Delivery Collaboration Line manager Regional Managing Director IBM Software Services for Lotus Austria, Germany, Switzerland Page 7