{"id":1805,"date":"2026-02-04T11:35:12","date_gmt":"2026-02-04T10:35:12","guid":{"rendered":"https:\/\/cordillera-strategie.com\/growth-oriented-realignment-of-sales\/"},"modified":"2026-03-06T16:20:43","modified_gmt":"2026-03-06T15:20:43","slug":"growth-oriented-realignment-of-sales","status":"publish","type":"post","link":"https:\/\/cordillera-strategie.com\/en\/growth-oriented-realignment-of-sales\/","title":{"rendered":"Growth-oriented realignment of sales"},"content":{"rendered":"<div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-1 fusion-flex-container has-pattern-background has-mask-background nonhundred-percent-fullwidth non-hundred-percent-height-scrolling\" style=\"--awb-border-radius-top-left:0px;--awb-border-radius-top-right:0px;--awb-border-radius-bottom-right:0px;--awb-border-radius-bottom-left:0px;--awb-flex-wrap:wrap;\" ><div class=\"fusion-builder-row fusion-row fusion-flex-align-items-flex-start fusion-flex-content-wrap\" style=\"max-width:1248px;margin-left: calc(-4% \/ 2 );margin-right: calc(-4% \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-0 fusion_builder_column_1_1 1_1 fusion-flex-column\" style=\"--awb-bg-size:cover;--awb-width-large:100%;--awb-margin-top-large:0px;--awb-spacing-right-large:1.92%;--awb-margin-bottom-large:20px;--awb-spacing-left-large:1.92%;--awb-width-medium:100%;--awb-order-medium:0;--awb-spacing-right-medium:1.92%;--awb-spacing-left-medium:1.92%;--awb-width-small:100%;--awb-order-small:0;--awb-spacing-right-small:1.92%;--awb-spacing-left-small:1.92%;\" data-scroll-devices=\"small-visibility,medium-visibility,large-visibility\"><div class=\"fusion-column-wrapper fusion-column-has-shadow fusion-flex-justify-content-flex-start fusion-content-layout-column\"><div class=\"fusion-text fusion-text-1\" style=\"--awb-content-alignment:left;\"><p><em>Industry:<\/em><br \/>\n<em>Chemistry in the automotive aftermarket<\/em><\/p>\n<p><strong>Initial situation<\/strong><br \/>\nAn international industrial group wanted to consistently focus its German sales organization on profitable growth. Existing structures were heavily geared towards maintaining existing customers, while potential customers, new customer acquisition and scaling were not addressed systematically enough. A robust implementation structure was missing.  <\/p>\n<p><strong>Mandate &amp; Role<\/strong><br \/>\nInterim Senior Project Manager with a direct reporting line to the management and the Group Executive Board. Responsible for reviewing the conception and implementation of a growth-oriented sales restructuring. <\/p>\n<p><strong>Objective<\/strong><\/p>\n<ul>\n<li>Clear focus on customers with high growth and earnings potential<\/li>\n<li>Development of scalable sales structures for new customer acquisition<\/li>\n<li>Freeing up capacities through automation and portfolio focus<\/li>\n<li>Ensuring sustainable earnings contributions<\/li>\n<\/ul>\n<p><strong>Procedure<\/strong><\/p>\n<ul>\n<li>Establishment of a powerful project and governance structure<\/li>\n<li>Streamlining and strategic realignment of the customer portfolio<\/li>\n<li>Reorganization of sales territories based on potential instead of history<\/li>\n<li>Development of a dedicated hunter structure including recruitment and qualification <\/li>\n<li>Systematic lead generation and qualification based on external data<\/li>\n<li>Increasing the degree of automation in order processing<\/li>\n<\/ul>\n<p><strong>Results<\/strong><\/p>\n<ul>\n<li>Consistent shift in sales focus to high-growth customer segments<\/li>\n<li>Development of a scalable Hunter organization for new customer acquisition<\/li>\n<li>Qualification of several hundred A-potential leads<\/li>\n<li>Noticeable efficiency gains through automation and complexity reduction<\/li>\n<li>Sustainable earnings contribution through structural adjustment of the organization<\/li>\n<\/ul>\n<p><strong>Added value<\/strong><br \/>\nThe sales organization was transformed from a predominantly reactive existing customer logic to a clearly growth- and potential-oriented sales strategy within a short space of time &#8211; with a measurable contribution to earnings and high scalability.<\/p>\n<\/div><div style=\"text-align:left;\"><a class=\"fusion-button button-flat fusion-button-default-size button-default fusion-button-default button-1 fusion-button-default-span fusion-button-default-type\" target=\"_blank\" rel=\"noopener noreferrer\" href=\"mailto:lukas@cordillera-strategie.com\"><span class=\"fusion-button-text awb-button__text awb-button__text--default\">Ask a question \/ contact us<\/span><\/a><\/div><\/div><\/div><\/div><\/div>\n","protected":false},"excerpt":{"rendered":"<p>An international industrial group is realigning its sales in the automotive aftermarket. As an interim senior project manager, I was responsible for the growth-oriented restructuring with a direct reporting line to the board and management. <\/p>\n","protected":false},"author":7,"featured_media":1806,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[39],"tags":[],"class_list":["post-1805","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-fallbeispiele"],"_links":{"self":[{"href":"https:\/\/cordillera-strategie.com\/en\/wp-json\/wp\/v2\/posts\/1805","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/cordillera-strategie.com\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/cordillera-strategie.com\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/cordillera-strategie.com\/en\/wp-json\/wp\/v2\/users\/7"}],"replies":[{"embeddable":true,"href":"https:\/\/cordillera-strategie.com\/en\/wp-json\/wp\/v2\/comments?post=1805"}],"version-history":[{"count":8,"href":"https:\/\/cordillera-strategie.com\/en\/wp-json\/wp\/v2\/posts\/1805\/revisions"}],"predecessor-version":[{"id":2291,"href":"https:\/\/cordillera-strategie.com\/en\/wp-json\/wp\/v2\/posts\/1805\/revisions\/2291"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/cordillera-strategie.com\/en\/wp-json\/wp\/v2\/media\/1806"}],"wp:attachment":[{"href":"https:\/\/cordillera-strategie.com\/en\/wp-json\/wp\/v2\/media?parent=1805"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/cordillera-strategie.com\/en\/wp-json\/wp\/v2\/categories?post=1805"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/cordillera-strategie.com\/en\/wp-json\/wp\/v2\/tags?post=1805"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}