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Jürgen H. Thiel

We find a way or we build one

📈Sales 🌍Business Development 🎯Strategy 🔄Transformation

from 01.01.2024
Interim Manager since: 01/2013
Update: 17.04.2024

Specialist groups

  • DDIM.fachgruppe // Vertrieb, Marketing & Service

Contact data

JHTconsulting - Jürgen H. Thiel, Fürth

Breitungweg 2
D-36088 Hünfeld
rq.tavgyhfabpguw@arterhw

Telefon Mobile
+49 (173) 4131722

Social networks

Short profile

Intro

Technology and the IT industry have been my passion since I studied computer science. Developing and successfully implementing go-to-market and sales strategies, entering new markets, building global sales structures and international organizations as well as actively shaping and implementing transformation and change processes are the focus of my work. As an interim manager I would like to support you with my extensive experience in these areas.
Experience overview
After graduating in computer science, I initially worked as a software developer before joining Intel Corporation in the 1990s to build up our business in Eastern Europe and other emerging markets. I then spent several years as Managing Director of Intel's German subsidiary, being responsible for sales in the European Union. From 2007 to 2016, I lived in Brazil, founded two companies over there and supported German companies as an interim manager in entering the Latin American market. After returning to Germany, I was able to contribute significantly with my experience in developing the company's strategy and building a global sales organization as VP Global Sales & Business Development at Paessler AG. Since October 2020, I am back as an interim manager and consultant. My goal is to support innovative companies in developing a successful growth strategy and building a dedicated and motivated team.
Tasks
  • Building a Company / Business
  • Business Development
  • Internationalization
  • Coaching / Personnel Development
  • Change Management
B2B-Vertrieb
Go-to-Market 
Organisationsentwicklung
Functions
  • Sales
  • Management / General Management / Board
  • Organization
Strategie
Transformation
Role in the company
  • 2nd Level / Division Management / Department Management
  • 1st Level / Executive Board / Management
  • Consultant, Advisor
  • Coach
  • Staff function / Expert / Specialist
Industry experience
  • Internet and Information Technology
  • Electrical Engineering / Electronics
  • Automotive, Zulieferer
  • Services
Type of company
  • Start-up
  • Medium-sized Enterprise
  • Owner-managed / Family Business
Regions (Regions where you have proven experience)
  • Europe (EU)
  • Europe (not EU)
  • Brazil
  • USA
Languages
  • German (Muttersprache)
  • English (Fließend)
  • Portuguese (Verhandlungssicher)
Special certificates and awards
Personal Coach (ILS - Institut für Lernsysteme)
774 Unterrichtsstunden
Erworbene Qualifikation: Fundierte theoretische Kenntnisse und Fertigkeiten der methodenübergreifenden psychologischen Beratung und des Personal Coachings
Special skills
Unternehmerisches Denken
Hohes Technologieverständnis
Sicher im internationalen und interkulturellen Umfeld
Entwickeln erfolgreicher Teams und Führungskräfte
Fordern und Fördern von Talenten

IM projects (self employed)


Company description

The company develops and distributes a solution for the digitalisation of processes and communication in educational and care facilities

Number of employees in company
60
City / place
Freiburg

Company description

Das SaaS-Startup entwickelt und vertreibt eine Lösung zur Digitalisierung von Prozessen und Kommunikation in Bildungs- und Betreuungseinrichtungen

Number of employees in company
55
City / place
Freiburg
Reason for dismissal
Im Zuge der Restrukturierung haben sich das Unternehmen und der Vertriebsleiter getrennt.
Area of responsibility (sales and employees)
Responsibility for the company's revenue plan and the management and development of the sales team
Mission
  • Managing and developing the sales team
  • Hiring and onbording of new sales staff
  • Selecting and hiring a new sales manager
  • Defining sales targets for 2024

Company description

The SaaS startup develops and sells a solution for digitizing processes and communication in educational and care institutions

Number of employees in company
55
City / place
Freiburg
Reason for dismissal
Die Anzahl der gewonnenen Neukunden flacht stark ab, während die Anzahl vergleichbarer Konkurrenzprodukte steigt. Der Vertrieb arbeitet nur reaktiv ohne klare Verantwortlichkeiten und ohne definierte Vertriebsstrukturen und -prozesse. Es gibt keine fokussierte Strategie bezüglich neuer Zielgruppen und Aufbau neuer Geschäftsfelder und keine strategische Produkt-Roadmap.
Area of responsibility (sales and employees)
Strategic support for the management
Mission
  • Development and implementation of a short- and medium-term growth strategy with definition of clear goals and KPIs
  • Development of the organization with focus on restructuring the  sales department
  • Development of a product roadmap
Measures taken
  • Workshop for the development of a concrete strategy
  • Introduction of the OKR method
  • Restructuring of sales with clear roles and responsibilities
  • Role definition and hiring of a business development manager
  • Development of a lead management process
  • Closer ties between product teams and sales to jointly create a product roadmap
Achieved Achievements
  • Clear objectives and regular reviews (OKRs) ensure that all teams are "pulling in the same direction"
  • Focused customer target groups with a clearly defined go-to-market strategy
  • Clear roles and responsibilities in sales
  • Development of a medium-term product roadmap involving feedback from selected customers
  • Concrete business development and sales activities in new business areas
  • Significant increase in new customers from May (+70%) with a very low churn rate of 3%
Special challenges
  • Swinging from "assisted purchasing" to proactive customer acquisition

Company description

The outsourcing company offers services in the area of software development

City / place
München
Reason for dismissal
Vier Gründer, zwei Deutsche und zwei Ägypter, wollen einen Outsourcing-Provider mit Sitz in Deutschland und Ägypten gründen, um ägyptische Softwareentwickler auf Basis eines Nearshoring-Konzepts an deutsche Unternehmen zu vermitteln. Alle vier Gründer sind technisch orientiert und brauchen für ihren Geschäftsplan Unterstützung bezüglich Go-to-Market- und Vertriebsstrategie.
Area of responsibility (sales and employees)
Consultant for a company foundation
Mission
  • Define the ideal target group
  • Define the USP to differentiate from the competition
  • Develop a go-to-market strategy
Measures taken
  • Market analysis of the most important competitors
  • Identification of a market gap in the area of nearshoring
  • Analysis of competitiveness
  • Development of a business model
Achieved Achievements
  • Devloping of a business plan as a basis for the foundation
  • Exchanging all potential founders except one
  • Entry by myself as co-founder and selection of two co-founders for the Egyptian side
Special challenges
  • Missing commitment of the majority of coo-founders when "the rubber hit the road"

Company description

The software startup develops and sells a platform for car trading

Number of employees in company
25
City / place
Würzburg
Reason for dismissal
Es besteht kein einheitliches Verständnis bezüglich des Sales-Funnel und daher auch kein abgestimmtes zielgerichtetes Vorgehen bezüglich Neukundengewinnung bzw. planbares Wachstum. Das vorhandenes Personal und die Ressourcen passen nicht zu den Plänen. Das Management muss klare Ziele setzen und das Team motivieren, Verantwortung zu übernehmen. Nachhaltiges Wachstum ist essentiell für eine neue Finanzierungsrunde und somit auch essentiell für die Existenz des Unternehmens.
Area of responsibility (sales and employees)
Consultant for sales strategy and processes
Mission
  • Developing the Customer Journey
  • Developing a sale process "lead converts to customer"
  • Clear definition of roles and responsibilities 
  • Planning of required resources
  • Short-term planning until the end of 2022
  • Define targets and KPIs for 2023
Measures taken
  • Retrospective of sales activities
  • Developing of the ideal customer journey
  • Defining roles and responsibilities in the team
  • Defining goals and KPIs with the OKR method (OKRlight)
Achieved Achievements
  • Definition of the Customer Journey
  • Identified the gaps in the process and in the organization
  • Clear objectives by the end of 2022
  • Strategic plan for 2023
Special challenges
--

Company description

The software startup develops and sells a solution to manage and automate IT infrastructures

Number of employees in company
25
City / place
Karlsruhe
Reason for dismissal
Das Unternehmen hatte bereits einige Kunden im Ausland, die das Produkt aber bisher eher zufällig gefunden hatten. Ein eigens für die Internationalisierung eingestellter Business Development Manager hatte allerdings nicht die nötige Expertise eine fokussierte Strategie zu entwickeln und zu implementieren.
Area of responsibility (sales and employees)
Consultant internationalization strategy
Mission
Developing a strategy for the first step of a successful internationalization
Measures taken
  • Series of workshops (face-to-face and online) to develop the strategy with the management team.
  • Introduction of the OKR method ("OKR light") for goal setting and focusing on the developed strategy
Achieved Achievements
  • Developing a market entry and business development strategy for the U.S. as the market with the greatest potential
  • Setting clear targets for the 2nd half of 2022 to measure progress
Special challenges
  • The company had vey limited budget available at the time
  • The actual Business Development Manager felt himself pushed into the corner

Company description

The startup company develops and sells a low-code platform for the digitization of business processes

Number of employees in company
30
City / place
Berlin
Reason for dismissal
Der Mitgründer ist ausgeschieden und die Wachstumskurve flacht stark ab. Hoher monatlicher Cash-Burn, das Geld reicht noch für ca. 9 Monate und Gespräche mit Investoren für die nächste Finanzierungsrunde sind gescheitert. Es gibt wenig Strategie und viel reaktive Taktik. Außerdem hat Corona die Zusammenarbeit verändert.
Area of responsibility (sales and employees)
As an Interim CEO responsible for the company revenue and all employees.
Mission
  • Strategic realignment of the company 
  • Restructuring of the organization 
  • Development and implementation of a new product, pricing and sales strategy 
  • Closing of a Series A financing round  
Measures taken
Analysis of the customer base and the competition
Definition of the USP and the customer target group 
Developing a product strategy and a product roadmap
Developing a structured partner program
Defining the customer journey with all touchpoints
Developing an internationalization strategy
Adapting the organization to the new strategy
Company pitches for new investors
Achieved Achievements
  • Focused go-to-market strategy with corresponding product roadmap
  • Restructuring of the sales organization with focus on sales via solution partners
  • Organizational structure with clear roles and responsibilities
  • Focused internationalization on the USA including hiring of the first local employee
  • Winning two investors for a series A financing round
Special challenges
  • Very rigid approach of the founder regarding management style, flexible working models and nearshoring concepts for product development (time-to-market)
  • Strong influence of the main investor on business decisions

Company description

Das Startup entwickelt und verkauft ganzheitliche Lösungen im Bereich Cybersicherheit

Number of employees in company
50
City / place
Berlin
Reason for dismissal
Das Unternehmen hat seine Produkte ausschließlich über die Versicherungsbranche vertrieben und hier keine weiteren Wachstumsmöglichkeiten gesehen. Der Vertrieb über IT-Systemhäuser wurde von der Geschäftsleitung als neuer Vertriebskanal identifiziert. Man hatte allerdings nicht die Expertise im eigenen Team.
Area of responsibility (sales and employees)
Consulting sales strategy
Mission
  • Development of a sales strategy via IT system integrators
  • Validation of the strategy with selected pilot customers
Measures taken
  • Analysis of the status quo with management, sales and business development
  • Conducting a workshop series to develop the new sales strategy
  • Selecting and contacting potential pilot customers from my network of system houses
Achieved Achievements
  • Developing a strategy for system house sales with concrete steps and time schedule
  • Conctere discussions with first pilot customers
  • Development of a new product offering tailored to IT system integrators
Special challenges
  • Cooperation during the Corona period
  • The majority of sales employees came from the insurance industry

Company description

Das Unternehmen entwickelt und vertreibt Software-Lösungen zum Überwachen von IT-Infrastrukturen und -Netzwerken

Company turnover in Mio $
70 Mio USD
Number of employees in company
350
City / place
Nürnberg
Reason for dismissal
Das Unternehmen hat begonnen sich zu internationalisieren mit Fokus auf USA und die europäische Union. Dies hat man bis auf wenige Ausnahmen aus Deutschland organisiert, nur in wenigen Ländern gab es lokale Mitarbeiter (USA, UK, Frankreich), Insbesondere in Brasilien und Mexiko gab es Potential für Wachstum, das man aber bisher nicht wirklich ausschöpfen konnte.
Area of responsibility (sales and employees)
Interim manager sales and business development Latin America
Mission
  • Developing a sales strategy
  • Developing a local partner network in Brazil and Mexico
  • Representation at local events and in the media 
  • Hiring local employees
Measures taken
  • Analysis of the individual markets in terms of potential, entry barriers and presence of competitors
  • Identification of suitable VARs and distributors
  • Participation in local trade fairs and conferences
  • Intensifying PR activities in cooperation with a local PR agency
Achieved Achievements
  • Expansion of the partner networks in Brazil and Mexico
  • Contract with numerous new VARs in the region
  • Contract with a distributor in Brazil
  • Hiring of the first two local employees
  • Fourfold increase in monthly sales in Brazil within one year
Special challenges
  • Language and cultural challenges
  • Price sensitivity
  • Travel times due to long distances

Company description

Das Familienunternehmen entwickelt und vertreibt Spezialsensoren, die im Automobilsektor, Schienenverkehr, Brückenmonitoring und im Bereich erneuerbare Energien zum Einsatz kommen

City / place
München
Reason for dismissal
Das Unternehmen hat sehr gut von seinen Bestandskunden in Deutschland gelebt, aber hatte faktisch keinen aktiven Vertrieb und damit auch kein nennenswertes Wachstum. Außerdem beeinflussten interne Probleme in der Organisation und innerhalb des Managements das Unternehmen negativ im Hinblick auf zukünftige Strategie und Ausrichtung, insbesondere bezüglich Produkt-Portfolio und Zielmärkten.
Area of responsibility (sales and employees)
Interim Sales Manager
Mission
  • Market entry and business development Brazil and China
  • Establishing partner and customer relationships in the automotive industry in Brazil and China
  • Support of sales activities and project acquisition in Germany
  • Support with restructuring (organization, product portfolio, sales strategy)
Measures taken
  • Development ans implementation of a focused product and go-to-market strategy
  • Development and implementation of an international sales strategy
  • Analysis of the markets in Brazil and China
  • Expanding the partner network
  • Hiring of new sales staff and an experienced product manager
Achieved Achievements
  • Contracts with distributors in Brazil and China
  • Establishing customer relationships in the automotive industry in Brazil and China
  • Building a sales team with a clear sales strategy and clear responsibilities, especially for major international customers
  • General restructuring of the organization with clear distribution of responsibilities 
  • Streamlining of the product portfolio 
Special challenges
  • No focus on active sales, no sales team
  • Internal political challenges
  • No clear focused strategy regarding customer target group, target markets and product portfolio

Work history (permanent employment)


Software development and consulting services

City / place
München
Remarks
Building and managing software developer teams in Egypt
Placement of software developer teams with companies in the EU
Implementation and support of software projects
Development and implementation of agile software development processes
Quality control and optimization of product development processe

Interim Management and Consulting

City / place
Fürth
Remarks
Development and implementation of sales strategies
Realignment of sales strategies and restructuring of sales units
Transformation of business models
International business development and market entry
Building reseller sales channels and partner networks
Sales control and lead management
Building strategic partnerships
Building international organizations and leading intercultural teams
Leadership development and coaching

Development and sales of software to monitor IT infrastructures

City / place
Nürnberg
Remarks
Responsibility for the global revenue and more than 80 employees in 15 countries
Internationalization of the company
Building a global sales organization and developing regional management
Expansion into new markets and entry into new market segments
Developing industry alliances and OEM partnership

Interim management and consulting for German companies in Brazil

City / place
Natal/RN
Remarks
Market entry in Brazil and Latin America
Building and developing local sales structures, sales channels and partner networks
Local representation of the company
Selecting and hiring local employees

Hotel business

City / place
Natal/RN
Remarks
Founding and managing a hotel business on the northeast coast of Brazil

Development, production and sales of semiconductor products

City / place
München
Remarks
Director Sales Large Accounts EMEA & Managing Director Intel GmbH (2005)
Regional Director European Union & Managing Director Intel GmbH (2002)
Regional Director DACH & Managing Director Intel GmbH (2001)
Regional Director Emerging Markets EMEA (1999)
Marketing Manager Eastern Europe (1997)
Technical Marketing Manager Central East Europe (1995)
Sales Manager South East Europe (1994)
Business Development Manager Central East Europe (1992)
Field Application Engineer OEM Accounts (1990)

Development, production and sales of complete IT solutions to corporate customers

City / place
München
Remarks
Development of the operating system for a digital telecommunication system

Education

Notes / specifics
Qualifikation:
Fundierte theoretische Kenntnisse und Fertigkeiten der methodenübergreifenden psychologischen Beratung und des Personal Coachings.
774 Stunden, Note 1.5

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