Additional Skills:
- SAP R/3
- Microsoft Office Apps
- Salesforce
- CRM
- AI solution development
- RPA development
- Complex Deal Management
- Senior Project Management
- Typewriting
Work Experience
10/2020 - today
Role: Senior Manager & Founder
Customer: on request
Tasks:
Consulting, Support, Coaching of Purchasing & Sales
- Whether purchasing or sales, what counts in the end is the added value of the cooperation. Cooperation instead of confrontation as a lever to success. Purchasing and Sales as the motor of joint success. The necessary advice and support, how to master the conflict of interests, how to lead the cooperation to success, how to establish and develop it, is the core of my support, besides other classical tasks in Sales and Purchasing, such as:
- Market evaluation and developments
- Preparation and follow-up of negotiations
- Management of the contract life cycle
- Support in the further development of strategies, partnerships - but also in the optimisation of internal processes
- Implementation, development and monitoring of global / local sourcing or sales strategies
- Selection, establishment of suitable partners / customers
- Management of the various stakeholders internally and externally
- Innovation and market research to ensure competitiveness or differentiation
- Contract design and contract optimisation, also: contractual framework, processes and structures for the contract life cycle
- Identifying and leveraging optimisation potential
- "Make or Buy" analyses, TCO analyses
- RfX procedures, comparison and recommendation
- Business case calculation and profitability calculation
- Feasibility analysis and piloting of the projects
- Further development and optimisation of contracts, processes and relationships
- Benchmarking and identification of market price developments
- Negotiation training - what is important, how do I prepare myself, what do I need to take into account with the other party in order to ensure success, etc.
- Why failure is not a loss - innovation projects and digitisation characteristics
- Management consulting on structures and processes
- Method consulting and creation of in-depth methodological competencies
- Digitisation opportunities and requirements
- Coaching of sales staff to improve on their interaction with customers and purchasing organisations
- Support of the sales department in generating new markets and sales opportunities
02/2020 - 09/2020
Role: Senior Manager Strategic Partner Sales
Customer: Automation Anywhere Inc.
Tasks:
- Identification of new sales partners, recruitment, development and qualification of the partner
- Manage and motivate partners sales activities to achieve joint success
- Coordination with partners to create and execute business plans to achieve sales targets
- Coordinating joint marketing activities, such as trade fairs, campaigns and other promotional activities
- Analysis of market trends and development of corresponding sales plans, also with the aim of increasing brand awareness
- Manage the sales pipeline, forecast sales and identify new business opportunities with the partners
- C-Level Management for both, the sales partner and the joint strategic customers
- Management of complex sales negotiations using the technical expertise and experience from years of practice in the development of solutions for the successful automation of processes
- Joint development of concepts and implementation strategies for the previously defined target customers
- Overview of the partners I am responsible for in DACH and CEE: PwC, DXC, T-Systems, Fujitsu, KPMG, Capgemini
01/2013 - 01/2020
Role: Global Category Manager Procurement ? Automation, RPA, AI
Customer: Deutsche Telekom AG / BuyIn GmbH
Tasks:
(The Procurement Alliance of Deutsche Telekom AG & Orange)
- Head of the Global Procurement Category "Automation" with the focus on digitalization: IT automation, robotics process automation and artificial intelligence - with an annual procurement volume of approx. 50 million ?.
- Implementation, development and control of the procurement strategy, selection of suitable partners (suppliers) and management of the various stakeholders internally and externally
- Demand management and management of the various stakeholders
- Host of a platform for the exchange between the various stakeholders
- Management of various global tenders on the market to set the strategic course and alignment of the strategy in the responsible category
- Management of various procedure for claims for damages and settlement negotiations or support for court proceedings
- Optimization of requirements in cooperation with stakeholders, through harmonization and standardization of requirements, already in the solution specification phase
- C-Level Management both in-house and on the partner / suppler side. Strategic supplier management and initiator for the further development of solutions, especially in the extremely volatile environment of e.g. artificial intelligence.
- Exchange of information between both parent companies via moderated "clean teams", harmonization of strategies and bundling of requirements while respecting the special, antitrust law requirements of the joint venture
- Support of the master plan restructuring program of T-Systems International GmbH as subproject manager
- Implementation responsibility as sub-project manager IT Procurement for Ivalua (Supplier Management, Sourcing, Contract Management and Strategy & Analytics)
- Collaboration in big deal projects (sales) and risk-assessments in the course of customer and contract takeovers (outsourcing)
- Project manager of the development project to evaluate the potential of artificial intelligence as a procurement negotiation assistant
08/2007 - 12/2012
Role: Senior Strategic Sourcer ? IT Operations / Managed IT Services
Customer: Deutsche Telekom AG / T-Mobile Deutschland GmbH
Tasks:
- Global purchasing responsibility for IT operational services ("Managed IT Services"), focused on workplace systems ("Desktop Services") with a total annual volume of approx. 130 million ?
- Globally responsible for Managed Print Solutions, including printing and postage (invoices and marketing, as well as HR).
- Management of the captive service provider (T-Systems) to ensure that standards and conditions are in line with the market
- Coordination of annual price and performance benchmarks and negotiation, as well as the implementation of necessary adjustments to ensure competitiveness and continuous cost reduction
- Harmonization of contracts and IT standards across Deutsche Telekom AG and subsidiaries
- Standardization of workplace systems and establishment of a standardized service agreement (Service Offering Catalogues) and management of the corresponding sub-project
- Driver of innovation, together with IT, e.g. by selecting suitable partners for the establishment of Virtual Desktop Services, or Mobile Device Services.
01/2002 - 07/2007
Role: Senior Buyer IT Hardware, Supplier Relations Manager, Sub Commodity Manager SAN Storage
Customer: Deutsche Telekom AG / T-Systems International GmbH
Tasks:
- Global purchasing responsibility for SAN / NAS storage hardware, switches with an annual order volume of approx. 100 million ?
- Support of IT in the renewal and harmonization of the IT infrastructure, as well as strategic IT consolidations projects
- Collaboration in T-Systems Big Deal projects (sales) and assessment of risks in the course of customer and contract takeovers (outsourcing)
- Tendering by means of auction and introduction of a global and group-wide supplier strategy (dual-vendor strategy), as well as ensuring acceptance and application by establishing a regular exchange with stakeholders from the various countries and departments ? sustained success of the strategy was recognized with the "ITO Top Excellence Award"
09/2000 - 12/2001
Role: Purchasing Commodity Manager Semiconductor
Customer: Marconi Communications GmbH
Tasks:
- Responsible Commodity Manager Purchasing, for electronic components: semiconductors and customer-specific ASICs.
- Ensuring delivery reliability and quality at procurement prices below market average
- Ensuring production capability even in times of component shortages in the market
- Establishment of a supplier network, partly with the help of distributors and brokers.
07/1999 - 08/2000
Customer: Robert Bosch GmbH / Bosch Telecom GmbH
Tasks:
Commercial order processing and control
- Control and monitoring of order processing for implementation / provision of directional radio systems
- Coordination of the external implementation partners and their time and materials proofs
- Clarification of possible complaints by the customer
- Coordination of the acceptance and plausibility check of the acceptance documentation for further processing and invoicing