Business Consultant
Boris Weber
Due to my comprehensive knowledge of successful sales, my quick perception and my solution-oriented approach, I can recognize and point out the potential for optimization in your sales department (sales, key account management, business development, product management, marketing).
As a coach or consultant, I work with your team to develop solutions and accompany their implementation until they are successfully completed. I impress with my competence and can inspire and guide people.
Entrepreneurial thinking and acting manager with extensive global professional experience in automation and drive technology and in mechanical and plant engineering
An excerpt from my professional career
- 2015 - 2024
- Global Director Sales & Product Management Project and Solution Business
- 2010 - 2014
- Vice President Sales for Project Business
- 2000 - 2010
- Director Sales for System Business
- 1997 - 2000
- Head of Business Unit for Project Business
- 1993 - 1997
- System Engineer and Project Manager for Project Business
Areas of competence
Boris Weber is an expert with many years of experience in sales management, digitalization and the development and management of organizations in the industrial environment.
His structured approach and strategic foresight set him apart as a consultant.
He succeeds in ensuring appropriate communication at management level while at the same time inspiring the team and employees.
His structured approach and strategic foresight set him apart as a consultant.
He succeeds in ensuring appropriate communication at management level while at the same time inspiring the team and employees.
Establish and optimize sales organizations and constantly adapt them to the market
- Strategic realignment of sales areas including optimization of the global sales structure with internal and external sales partners
- Development and implementation of the business strategy with a focus on markets, customers and product portfolio
- Integration of business units following M&A, adaptation of structures and change management
- Acquisition and maintenance of key accounts at decision-maker level
- Increasing global growth by acquiring and managing strategic partners
- Introduction of business development to analyze markets for structural changes, innovations and new products
- Leading global teams with sales, business development, product management, marketing and management of sales partners and distributors
- Strategic management of national companies and alignment with global corporate goals
Develop and establish product portfolio management
- Establishment of product portfolio management with a long-term product strategy and implementation using agile methods
- Introduction of product roadmaps and anchoring them in long-term corporate planning
- Adaptation of market-to-market processes in the company with a clear market focus
- Alignment and focusing of the product portfolio on products with strong differentiation
- Establishment of global market intelligence to recognize trends and innovations at an early stage
- Introduction of an innovation management process
- Establishment of a continuous margin optimization process for existing products and streamlining of the product portfolio
- Introduction of a product phase-out process for old products and establishment of a profitable spare parts business
Digital Sales
- Identifying the potential for automating sales processes (digital sales) with the aim of increasing customer satisfaction and optimizing internal processes
- Developing a target structure and building the necessary competencies in sales
- Structural adjustments to the organization and processes
- Bundling all teams working on the customer journey
- Intensive change management to prepare sales employees for the change in their areas of work
- Development and management of digital sales and marketing concepts, such as the establishment of customer portals and marketing automation processes
Create Structures
- Restructuring and reorganization of corporate divisions
- Development of sales structures and organizations
- Development of strategic global roadmaps for sales and product development to prepare the organization for future challenges
- Thought leader for the further development of the company
Develop and implement sales strategies
- Focusing sales activities on relevant customers/projects through stringent evaluation according to strategic importance, potential turnover and achievable margin
- Development of customer acquisition processes via conceptual consulting, solution approach and differentiation
- Establishment of a "sales package" for sales staff, with relevant information on product, market positioning and competition
- Introduction of a continuous customer value analysis for key accounts and processes to derive measures
- Introduction of a system for regularly measuring customer satisfaction and embedding it in the internal improvement processes
- Establishment of a systematic win/loss analysis and integration into sales processes
Coach & Mentorship
- Developing globally active managers and employees with a clear focus on customer satisfaction, long-term customer relationships and strong growth
- Creating a sales team spirit in which all global sales employees recognize their contribution to success and are valued accordingly
- Intensive training of the team on core topics such as successful negotiations and international contract law
- Introduction of processes and communication tools to keep all employees in the international team at the same level of knowledge
- Targeted further development measures for new areas of responsibility, e.g. digital sales, marketing automation
- Selection, mentoring and coaching of junior managers globally
MY CONVINCTION
- The customer is at the center of all entrepreneurial activity
- Profitable growth is achieved by continuously improving customer satisfaction
- Large existing customers are the backbone of the business. Professional key account management secures the portfolio and enables new business and growth
- Sales is the front end of a company. The constant search for new markets and new applications for the products drives the further development of the organization
- Sales needs a common goal. This needs to be developed and implemented
- Attractive tasks, appreciative and motivating management raise the potential of employees and lead to sustainable employee loyalty
I look forward to hearing from you!
E-Mail: boris.weber@borisweber-consulting.com
Postal Address:
Vogelsangstrasse 44
78343 Gaienhofen
Germany