Welcome on the DDIM-Website of Ralf H. KOMOR

 
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Ralf H. KOMOR

SALES CAPTAIN. INTERIM.

A Ship in Harbor Is Safe, But that Is Not What Ships Are Built For.

from 01.07.2024
Interim Manager since: 12/2014
Update: 04.03.2024

Specialist groups

  • DDIM.fachgruppe // Vertrieb, Marketing & Service

Contact data

KOMOR INTERIM MANAGEMENT, Ladenburg

Jahnstr. 13
D-68526 Ladenburg
rq.ebzbx@syne

Telefon Mobile
+491731486843

Social networks

Personal data

Date of birth
19.07.1961 (Age:63)

Short profile

Intro
I am an executive interim manager and consultant for family businesses, known as the "Sales Captain" and head the DDIM specialist group for sales, marketing and service. As a Springer author, I have contributed to five expert books and won the DDIM Award for the best interim management project in the field of digitalisation.

I am passionate about developing new business models, optimising sales strategies and taking responsibility in turnaround situations when sales need to be revitalised. I mainly work with medium-sized companies, start-ups and corporations and lead these mandates to success: more enquiries, increased efficiency and a better customer experience.

As an experienced B2B sales professional at C-level, I have more than 35 years of expertise in national and international projects. My working style is co-operative, determined and visionary. My credo is "Resulting instead of consulting".
 
⛵️🎖️
Experience overview
  • Strong in implemetation
  • Fast
  • no vanities
  • Target oriented
  • Great experience
  • Self-Starter
  • Leader
Tasks
  • Business Development
  • Digitization
  • Turnaround
  • Change Management
  • Yield Increase
  • B2B Vertrieb
  • Sales Management
  • Vertriebsmanagement
Functions
  • Sales
  • Marketing
  • Organization
  • Management / General Management / Board
  • Zertifizierter Beirat
  • Transformation and Turnaround Manager (IFuS)
  • Most Trusted Adviser WHU
Role in the company
  • Supervisory Board / Advisory Board / Board of Directors
  • 1st Level / Executive Board / Management
  • 2nd Level / Division Management / Department Management
  • Consultant, Advisor
  • Coach
Industry experience
  • Internet and Information Technology
  • Automotive, Zulieferer
  • Services
  • Plant Engineering
  • Mechanical Engineering
Type of company
  • Corporation / Group
  • Medium-sized Enterprise
  • Start-up
  • Owner-managed / Family Business
Regions (Regions where you have proven experience)
  • Europe (EU)
  • Austria
  • Belgium
  • Germany
  • Switzerland
Languages
  • German (Mother tongue)
  • English (Business fluent)
  • French (Basic knowledge)
Special certificates and awards
  • 2022: DDIM Interim Management Excellence Award „Digitalisierung“ – Projekt ADAMOS
  • 2022: IfUS-Institut für Unternehmenssanierung - Transformations- und Turnaround Management
Weitere Auszeichnungen und Zertifikate finden sie hier: https://komor.de/cv/ 
 
Special skills
SCHWERPUNKTE IN MEINEN LETZTEN MANDATEN
  • FÜHRUNG EINES WELTWEITEN VERTRIEBSTEAMS
  • PREISERHÖHUNGEN UMSETZEN
  • BUSINESS MODEL REDESIGN
  • DEFINITION DER VERTRIEBSPROZESSE, KUNDENSEGMENTE UND TOP-KUNDEN
  • EINFÜHRUNG EINES GLOBAL ACCOUNT MANAGEMENTS
  • CHANGE PROZESSE IM B2B-SALES
  • TURNAROUND IM VERTRIEB
  • EINFÜHRUNG VON BIM (BUILDING INFORMATION MODELING)
  • VR (VIRTUAL REALITY) UND AR (AUGMENTED REALITY)

IM projects (self employed)


Company description

Das Unternehmen ist auf die Herstellung von Mikrooptiken wie Mikro-Linsenarrays und optischen Elementen spezialisiert, die in modernen Reinräumen für Kunden auf der ganzen Welt gefertigt werden.

City / place
CH 2068 Hauterive, Schweiz
Internet
https://www.suss-microoptics.com/
Area of responsibility (sales and employees)
Global sales analysis and reorganisation, business development, process optimisation, sales promotion and training, customer management
Measures taken
Strategic realignment of sales with the involvement of the teams in the USA, Europe, Israel, Korea, China and Japan Preparation of carve-out and sales. Creation of customer journey maps, market potential analyses and development of buyer personas for the automotive, medical/life sciences and datacom/telecom sectors. Increased efficiency in the preparation of offers, professionalisation of LinkedIn usage and development of target group-specific value propositions.
Achieved Achievements
Successful sale of the company at a price corresponding to 2.5 times the turnover

Company description

Mit mehr als 150 Mitarbeitern in Europa und rund 5.000 Fachübersetzern weltweit ist Transline einer der größten deutschen Übersetzungsdienstleister mit mehreren Tochtergesellschaften.

City / place
Reutlingen, Deutschland
Internet
https://www.transline.de/
Area of responsibility (sales and employees)
Sales and Marketing
Mission
  • Analysis and reorganization of German and international sales
  • Development of detailed activities for the implementation of strategic goals together with the management (organic growth)
  • Implementation of scalable sales processes for companies to be integrated in the future (inorganic growth)
  • Establishment of KPI-based sales management methods
  • Optimization of verticals in key account management
Measures taken
  • Training and management of TeleSales with the goal of tripling the conversion rate of
  • Train and guide Digital and Social Selling activities
  • Coach and leadership for team members Implementing the first price increase in several years
  • Definition of CRM content and rules Support of the business development
  • Close cooperation with project management
  • Developing a life cycle approach to create added value for key account

Company description

ADAMOS ist ein Netzwerk von 30+ Maschinen- und Anlagenbauern, darunter DMG Mori, DÜRR, Zeiss, Engel und Karl Mayer.

City / place
Darmstadt
Internet
https://www.adamos.com/
Area of responsibility (sales and employees)
Lead App Acquisition / App Onboarding / Success Management
Mission
  • Derivation of concrete measures for the implementation of strategic goals together with the management team
  • Implementation of scalable processes for solution offerings
  • Set up KPI-based control methods
  • Exchange with product management for feedback of market experiences
  • Establish and implement a market-driven requirement process (clear business cases per requirement)
Measures taken
  • Coach and lead team members
  • Reflecting the team structure & responsibilities
  • Definition of CRM content and rules
  • Continuous improvement of the offer structure
  • Direct contact person for strategic suppliers or customers
  • Close collaboration with the marketing team
  • Content contributions (whitepapers, presentation content for keynotes, ...)
Achieved Achievements
  • Tenfold increase of solution offerings in the ADAMOS STORE
  • Shorten sales cycles from 3 months to 21 days
  • Shorten onboarding process from 6 weeks to 15 days 
  • Increase conversion rate from 10% to close to 50%

Company description

ENNAGY, a corporate startup of ZÜBLIN / STRABAG. Start: zero, end: 30 employees

City / place
Reutlingen, Deutschland
Internet
https://hummel-systemhaus.de/
Area of responsibility (sales and employees)
Sales Director Ladeinfrastruktur
Mission
  • Participation from hour zero
  • Planning a start-up on the white sheet
  • Definition of: Name, brand, brand design, mission statement, positioning, values and claim
  • Creation of clarity in organisational and
Measures taken
  • Drawing up the action plan for the first twelve months
  • Description of sales processes, customer segments and TOP customers
  • Platform strategies and prosumer approaches
  • Onboarding and managing the sales team
City / place
Stuttgart & München
Area of responsibility (sales and employees)
Coaching the management of a software company
Mission
  • Identification and strategic development of new customer segments of a family business with a new spin-off in the field of temperature monitoring
  • Description and sharpening of a new business model
  • Tactical approach to project identification and approaching key accounts
Measures taken
  • Relaunch of the website
  • Definition of training requirements for the sales team
  • Marketing automation
  • Structure and organisation of a CRM system
  • Description of cross-selling and upselling processes within the company group
  • Selection of suitable digital sales tools

Company description

Weltmarktführer und Hidden Champion um Bereich Laborausstattung. 1.300 Mitarbeiter, 200 Mio. € Umsatz.

Company turnover in Mio $
200 Mio USD
Number of employees in company
1300
City / place
Wangen im Allgäu
Internet
https://www.waldner.de/de/
Area of responsibility (sales and employees)
Director Business Development
Mission
  • Development and introduction of the new Building Information Management (BIM) method
  • Development and implementation of new business ideas
  • Analysing markets and developing existing and new customers
  • Further development of global account management
  • Monitoring and identifying new markets for relevant business areas
  • Finding ideas for new products and placing them on the market
Measures taken
  • Selection of BIM partners
  • Development and coordination of the BIM library
  • Intensifying relationships with customers
  • Forging new strategic partnerships
  • Development, implementation and realisation of customer co-creation workshops
  • Providing impulses for product management
  • Participation in conferences and industry-specific events and trade fairs
  • Implementation of a VR, AI and generative design strategy
City / place
Bad Waldsee
Area of responsibility (sales and employees)
Sales Manager
Mission
  • Management of sales at home and abroad, sales model: qualified dealer network
  • Professional and personal analysis of the sales staff and application engineers, as well as the office staff
Measures taken
  • Restructuring of the team, reorganisation of responsibilities, rules of the game and job descriptions
  • Expansion of the international dealer network in Eastern Europe and Africa
  • Individual coaching of sales staff and managing directors
City / place
Lindau
Mission
  • Introduction of Key Account Management
  • New website for worldwide lead generation
  • Strict project selection to increase the chances of success
  • Simplified quotation calculation supported by precise benefit arguments
City / place
Sprockhövel
Internet
https://www.hauhinco.de/
Area of responsibility (sales and employees)
The main task was the establishment of a new
business unit for the diversification of the Company's offering portfolios
Mission
  • Structuring the business unit
  • Definition of ideal customer applications
  • Setting up the accompanying marketing measures
  • Working out the necessary work packages for the next one and a half years
City / place
Löbichau
Internet
https://www.dietzel-hydraulik.de/
Mission
The main task was to develop and implement a new sales strategy that divides the business into direct customers and the retail sales channel
Measures taken
  • New sales strategy set up in a very short time and then implemented continuously over 18 months
  • Team building, staff reorganisation and new appointments
  • Introduction of industry management and key account management
  • Individual and team-orientated coaching
  • Process-orientated alignment of technical sales (back office, quotation processing)
  • Target customer-specific orientation of the sales force
Achieved Achievements
  • Record sales in the 2015 financial year

Work history (permanent employment)

City / place
Dresden
Remarks
Track record:
• Personnel changes and new appointments
• Team Building
• Introduction of key account management
• Expansion of sector management (bakeries, pharmaceuticals, food)
• Introduction of new processes
City / place
Winterthur
Remarks
Activities:
• Business strategy
• Market analysis
• Development of organisational structures
• Development of supply chain

City / place
Darmstadt
Remarks
Track-Record:
• Personalum- und Neubesetzungen sowie internationales Team Building
• Einführung Key Account Management
• Einführung Branchenmanagement (Kraftwerksbau, Chemieanlagenbau, Tunnelbau) und
neuer Produkte
• Suche nach europäischen Lieferanten
• Verbandsarbeit (bvfa, FDBR)
• Gründung neuer Niederlassungen und Logistikzentren in D und F
• Großkundenbetreuung
• Umgestaltung und Ausweitung der Vertriebskanäle (B2B, OEM, Distribution)
• Deutliches Umsatz- und erhebliches Ergebniswachstum in

City / place
Darmstadt
Remarks
Track-Record:
• Akquisition von zwei profitablen Großprojekten
• Erfolgreicher Messeauftritt auf der Expo Real
• Einführung von Zielkundenmaßnahmen
• Erstauftrag beim Zielkunden Fraport AG

später Imtech Deutschland GmbH & Co. KG Branche: Elektrotechnik / Elektronik

City / place
Mannheim
Remarks
Track-Record:
• Transformation der alten Rheinelektra Organisation nach dem Merger mit ROM zur neuen Imtech
• Saubere und faire Personalanpassungsmaßnahmen (Entlassung weiterer 100 Mitarbeiter)
• Verjüngung und Qualifizierung der Angebotsabteilung
• Turnaround bei der Abwicklung von drei Großprojekten mit ca. 25 Mio. EUR Umsatz.
Verhinderung von drohenden, sehr großen Verlusten
• Optimierung der Kostenstrukturen durch Verlagerung, Schließung, Verkauf von Niederlassungen (insg. fünf NL)
City / place
Mannheim
Remarks
Track-Record:
• Einführung eines durchgängigen Vertriebsansatzes in Bezug auf die Gesamttechnik
• Erfolgreiche Zusammenarbeit mit den Niederlassungen
• Akquisition von fünf profitablen Großprojekten (je 5 bis 15 Mio. EUR)
• Entwicklung von Kostenschätzungs-Software
• Analyse, Bewertung, Entwicklung und Umsetzung innerhalb von nur zehn Monaten
• Verlagerung einer Produktionsstätte nach Schweden
• Entwicklung eines neuen Vertriebsansatzes „Technischer Generalunternehmer“
City / place
Ottobrunn
Remarks
Track-Record:
• Stabilisierung und profitable Umsatzausweitung im Vertriebsgebiet West. Umsatzsteigerung 20 bis 30 % p.a.
• Sehr erfolgreiche Markterschließung in den neuen Bundesländern mit signifikanten und
stabilen Umsätzen
• Erfolgreicher Produkt Relaunch: Steigerung um 160%
• Margen über 50 %

Education

Notes / specifics
Abschluss: Diplom-Wirtschaftsingenieur
Diplomarbeit: "Preisbildung bei innovativen Produkten“
Notes / specifics
Unternehmensbereich Apparate, Abteilung Prüfsysteme

Documents and files

Profil & Projektbeschreibungenpdf

1.17 MB
Infodatei / Präsentation

Profile & Projectspdf

1.24 MB
Infodatei / Präsentation

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