Company:
Eisenmann AG

Industry:
Mechanical and Plant Engineering

Revenue:
Approx. €860 million

Employees:
3200

Situation at the client’s company:

• Increasing internationalization and increased competition in local markets
• Required adjustment of the business model
• Region-dependent additions to the product portfolio and necessary change in market approach

Headquarters:
Baden-Württemberg, Böblingen

Website:
www.eisenmann.com

FRAMEWORK PARAMETERS

Role: Head of Business Unit

Period (duration):

• 11/2007 to 06/2014 (80 months)

Area of responsibility:

• Internationally active BU with 400 employees and approx. €150 million revenue
• Corporate Development, Strategy, and Internationalization

TASK

• Development and implementation of a worldwide sales and project management organization in B2B and B2C markets, especially in the regions: Europe, Russia, China, India, USA, Mexico, Canada, and Brazil
• Transformation into a globally operating system supplier and rollout of the global sales organization

MEASURES

• Definition of an organizational structure, responsibilities, and competencies, taking into account market-, region-, or product-specific requirements
• Standardization of processes, CRM systems, calculation bases, guidelines, and specifications, establishment of reporting structures, communication, and adjustment of bonus schemes
• Definition and implementation of a global KAM, SAM, and FAM structure, Concept Engineering, and optimization of the representative organization
• Knowledge transfer and definition of product, market, and region strategies
• Business planning, sales management, marketing, and establishment of foreign subsidiaries

SUCCESSES

• Revenue increase of the Business Unit from €100 million to €150 million and market leadership in various markets / industries
• Transformation into a globally operating system supplier with important full-scope satellites in the regions (USA, MX, BR, IN, CN, RUS)
• M&A and PMI of competitors

SPECIAL CHALLENGE

• Intercultural challenge and change processes
• Transformation of a company that was accustomed to operating its (international) business from Germany into a company with multiple operational sites in various regions