{"id":8628,"date":"2024-03-21T11:25:07","date_gmt":"2024-03-21T10:25:07","guid":{"rendered":"https:\/\/roger-schmidt.com\/development-and-establishment-of-an-international-sales-and-project-management-organization-as-a-globally-operating-system-supplier-for-a-mechanical-and-plant-engineering-company\/"},"modified":"2026-02-10T19:03:19","modified_gmt":"2026-02-10T18:03:19","slug":"development-and-establishment-of-an-international-sales-and-project-management-organization-as-a-globally-operating-system-supplier-for-a-mechanical-and-plant-engineering-company","status":"publish","type":"post","link":"https:\/\/roger-schmidt.com\/en\/development-and-establishment-of-an-international-sales-and-project-management-organization-as-a-globally-operating-system-supplier-for-a-mechanical-and-plant-engineering-company\/","title":{"rendered":"Development and Implementation of an International Sales and Project Management Organization for a Globally Operating System Supplier in Mechanical and Plant Engineering"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"8628\" class=\"elementor elementor-8628 elementor-7751\" data-elementor-settings=\"{&quot;ha_cmc_init_switcher&quot;:&quot;no&quot;}\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-5f57649e elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"5f57649e\" data-element_type=\"section\" data-settings=\"{&quot;_ha_eqh_enable&quot;:false}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-502209b3\" data-id=\"502209b3\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-81ba06a elementor-widget elementor-widget-theme-post-featured-image elementor-widget-image\" data-id=\"81ba06a\" data-element_type=\"widget\" data-widget_type=\"theme-post-featured-image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"1000\" height=\"560\" src=\"https:\/\/roger-schmidt.com\/wp-content\/uploads\/2024\/03\/Roger-Schmidt-the-captain-interim-manager-projekte-9.webp\" class=\"attachment-large size-large wp-image-8573\" alt=\"\" srcset=\"https:\/\/roger-schmidt.com\/wp-content\/uploads\/2024\/03\/Roger-Schmidt-the-captain-interim-manager-projekte-9.webp 1000w, https:\/\/roger-schmidt.com\/wp-content\/uploads\/2024\/03\/Roger-Schmidt-the-captain-interim-manager-projekte-9-300x168.webp 300w, https:\/\/roger-schmidt.com\/wp-content\/uploads\/2024\/03\/Roger-Schmidt-the-captain-interim-manager-projekte-9-768x430.webp 768w\" sizes=\"(max-width: 1000px) 100vw, 1000px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-26f22cd elementor-widget elementor-widget-theme-post-title elementor-page-title elementor-widget-heading\" data-id=\"26f22cd\" data-element_type=\"widget\" data-widget_type=\"theme-post-title.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Development and Implementation of an International Sales and Project Management Organization for a Globally Operating System Supplier in Mechanical and Plant Engineering<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-48cd8bc elementor-widget elementor-widget-theme-post-excerpt\" data-id=\"48cd8bc\" data-element_type=\"widget\" data-widget_type=\"theme-post-excerpt.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\tas Head of a Business Unit\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-74ad0973 elementor-widget elementor-widget-toggle\" data-id=\"74ad0973\" data-element_type=\"widget\" data-widget_type=\"toggle.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-toggle\">\n\t\t\t\t\t\t\t<div class=\"elementor-toggle-item\">\n\t\t\t\t\t<div id=\"elementor-tab-title-1951\" class=\"elementor-tab-title\" data-tab=\"1\" role=\"button\" aria-controls=\"elementor-tab-content-1951\" aria-expanded=\"false\">\n\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-toggle-icon elementor-toggle-icon-left\" aria-hidden=\"true\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-toggle-icon-closed\"><i class=\"fas fa-chevron-down\"><\/i><\/span>\n\t\t\t\t\t\t\t\t<span class=\"elementor-toggle-icon-opened\"><i class=\"elementor-toggle-icon-opened fas fa-chevron-up\"><\/i><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-toggle-title\" tabindex=\"0\">Information about the client<\/a>\n\t\t\t\t\t<\/div>\n\n\t\t\t\t\t<div id=\"elementor-tab-content-1951\" class=\"elementor-tab-content elementor-clearfix\" data-tab=\"1\" role=\"region\" aria-labelledby=\"elementor-tab-title-1951\"><p><strong>Company:<br \/><\/strong>Eisenmann AG<\/p>\n<p><strong>Industry:<br \/><\/strong>Mechanical and Plant Engineering<\/p>\n<p><strong>Revenue:<br \/><\/strong>Approx. \u20ac860 million<\/p>\n<p><strong>Employees:<br \/><\/strong>3200<\/p>\n<p><strong>Situation at the client&#8217;s company<\/strong>:<\/p>\n<ul>\n<li>Increasing internationalization and increased competition in local markets<\/li>\n<li>Required adjustment of the business model<\/li>\n<li>Region-dependent additions to the product portfolio and necessary change in market approach <\/li>\n<\/ul>\n<p><strong>Headquarters:<br \/><\/strong>Baden-W\u00fcrttemberg, B\u00f6blingen<\/p>\n<p><strong>Website:<br \/><\/strong>www.eisenmann.com<\/p>\n<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-toggle-item\">\n\t\t\t\t\t<div id=\"elementor-tab-title-1952\" class=\"elementor-tab-title\" data-tab=\"2\" role=\"button\" aria-controls=\"elementor-tab-content-1952\" aria-expanded=\"false\">\n\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-toggle-icon elementor-toggle-icon-left\" aria-hidden=\"true\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-toggle-icon-closed\"><i class=\"fas fa-chevron-down\"><\/i><\/span>\n\t\t\t\t\t\t\t\t<span class=\"elementor-toggle-icon-opened\"><i class=\"elementor-toggle-icon-opened fas fa-chevron-up\"><\/i><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-toggle-title\" tabindex=\"0\">Information about the mandate<\/a>\n\t\t\t\t\t<\/div>\n\n\t\t\t\t\t<div id=\"elementor-tab-content-1952\" class=\"elementor-tab-content elementor-clearfix\" data-tab=\"2\" role=\"region\" aria-labelledby=\"elementor-tab-title-1952\"><p><strong>FRAMEWORK PARAMETERS<\/strong><\/p>\n<p><strong>Role: <\/strong><strong>Head of Business Unit<\/strong><\/p>\n<p><strong>Period (duration):<\/strong><\/p>\n<ul>\n<li>11\/2007 to 06\/2014 (80 months)<\/li>\n<\/ul>\n<p><strong>Area of responsibility:  <\/strong><\/p>\n<ul>\n<li>Internationally active BU with 400 employees and approx. \u20ac150 million revenue<\/li>\n<li>Corporate Development, Strategy, and Internationalization<\/li>\n<\/ul>\n<p><strong>TASK<\/strong><\/p>\n<ul>\n<li>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<\/li>\n<li>Transformation into a globally operating system supplier and rollout of the global sales organization<\/li>\n<\/ul>\n<p><strong>MEASURES<\/strong><\/p>\n<ul>\n<li>Definition of an organizational structure, responsibilities, and competencies, considering market-, region-, or product-specific requirements<\/li>\n<li>Standardization of processes, CRM systems, calculation bases, guidelines, and specifications, establishment of reporting structures, communication, and adjustment of bonus schemes<\/li>\n<li>Definition and implementation of a global KAM, SAM, and FAM structure, Concept Engineering, and optimization of the representative organization<\/li>\n<li>Knowledge transfer and definition of product, market, and region strategies<\/li>\n<li>Business planning, sales management, marketing, and establishment of foreign subsidiaries<\/li>\n<\/ul>\n<p><strong>SUCCESSES<\/strong><\/p>\n<ul>\n<li>Revenue increase of the Business Unit from \u20ac100 million to \u20ac150 million and market leadership in various markets \/ industries<\/li>\n<li>Transformation into a globally operating system supplier with important full-scope satellites in the regions (USA, MX, BR, IN, CN, RUS)<\/li>\n<li>M&amp;A and PMI of competitors<\/li>\n<\/ul>\n<p><strong>SPECIAL CHALLENGE<\/strong><\/p>\n<ul>\n<li>Intercultural challenge and change processes<\/li>\n<li>Transformation of a company that was accustomed to operating its (international) business from Germany into a company with multiple operational sites in various regions<\/li>\n<\/ul>\n<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-62fd579e elementor-section-boxed elementor-section-height-default elementor-section-height-default elementor-invisible\" data-id=\"62fd579e\" data-element_type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;animation&quot;:&quot;fadeInUp&quot;,&quot;_ha_eqh_enable&quot;:false}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-inner-column elementor-element elementor-element-79ae0f4f\" data-id=\"79ae0f4f\" data-element_type=\"column\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-2277324d elementor-widget elementor-widget-text-editor\" data-id=\"2277324d\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Share in the network<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-26ddff17 elementor-share-buttons--align-left elementor-share-buttons--color-custom elementor-share-buttons--view-icon-text elementor-share-buttons--skin-gradient elementor-share-buttons--shape-square elementor-grid-0 elementor-widget elementor-widget-share-buttons\" data-id=\"26ddff17\" data-element_type=\"widget\" data-widget_type=\"share-buttons.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-grid\" role=\"list\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\" role=\"listitem\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_linkedin\" role=\"button\" tabindex=\"0\" aria-label=\"Share on linkedin\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-linkedin\" aria-hidden=\"true\"><\/i>\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-share-btn__text\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__title\">\n\t\t\t\t\t\t\t\t\t\tLinkedIn\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\" role=\"listitem\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_xing\" role=\"button\" tabindex=\"0\" aria-label=\"Share on xing\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-xing\" aria-hidden=\"true\"><\/i>\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-share-btn__text\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__title\">\n\t\t\t\t\t\t\t\t\t\tXING\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>as Head of a Business Unit<\/p>\n","protected":false},"author":16,"featured_media":8573,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center 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