We would like this factual understanding to become the natural behaviour in our group.
  • Commercial Excellence Director
  • Broadview Holding
  • LinkedIn

In our organisations, we see a strong need for analytical substance. To be able to make timely and fact-based decisions, we need analytical power and appetite. My role is to develop a way of working aimed at consistent business development and repeatable commercial success.

It starts with carefully analysing data to get a factual understanding of any situation: “What is the sales performance per individual account manager?” ”How are the account managers covering the sales territories?” “Whenever complaints are received, what are the underlying drivers and how can we fundamentally avoid a recurrence of these.” Only by looking at ourselves in the mirror, can we make adequate and appropriate adjustments.

Trespa, for example, has gained substantial insight into and control of its commercial activities in one of its main sales countries. This has enabled the decision to double the size of the local sales team. Arpa Industriale has improved its control of the delivery performance in one of its fastest growing sales areas. This is important to continue controlled growth and crucial before any decision regarding growth can be made.

We would like this factual understanding to become the natural behaviour in our group. The required structured approach and way of thinking is what young talents with an academic background can bring. If they are open and eager to learn, we can provide them with a challenging environment to start their career in an impactful way.