Welcome on the DDIM-Website of Dr. Bastian Marheineke
Dr.
Bastian Marheineke
We are all sales!
Interim Executive (EBS) | Sales management - transformation and turnaround
Specialist groups
Contact data
aquiSales | Transformation. Technologie. International., Herzogenrath
- Telefon Mobile
- +49 173 3422745
- Telefon Private
- +49 2407 9549390
Social networks
Personal data
- Date of birth
- 14.03.1967 (Age:58)
Short profile
Intro
Implement transformation, avoid crises. Understand technology, sell benefits. Act internationally, grow globally.
My approach for your sustainable success:
To turn change into progress, I support you as an interim executive in the realignment of your sales organisation and in the turnaround. Together we will optimise your sales and develop new markets for long-term success.
My focus is on companies with innovative products that require explanation. In these demanding markets, I take on management tasks or manage strategic projects in order to future-proof your sales organisation.
You benefit from my analytical, structured and strategic approach - the key to goal-orientated implementation. As a physicist and experienced practitioner, I provide you with operational support and act as a consultant, sparring partner and coach. In this way, we anchor knowledge in a targeted manner and develop your team sustainably.
Experience overview
- Development, expansion and transformation of international sales organisations
- Optimisation of global sales processes and structures / implementation of sales excellence
- Turnaround through reorganisation of sales and creation of new sales channels
- Stabilisation of sales and growth - new start out of insolvency
- Post-merger integration - sales development and integration into an existing sales organisation
- Internationally active, experienced in intercultural management
- Successful product launch and qualification with strategic key customers
Tasks
- Building a Company / Business
- Business Development
- Turnaround
- Yield Increase
- Internationalization
Vertriebstransformation
Functions
- Sales
- Management / General Management / Board
Role in the company
- 1st Level / Executive Board / Management
- 2nd Level / Division Management / Department Management
- Consultant, Advisor
Industry experience
- Plant Engineering
- Automotive, Supplier
- Electrical Engineering / Electronics
- Mechanical Engineering
- Metal Industry
Halbleiter
Type of company
- Owner-managed / Family Business
- Medium-sized Enterprise
- Start-up
Regions (Regions where you have proven experience)
- Asia
- Europe (EU)
- North America
- China
- Japan
Korea
Taiwan
Languages
- German (Mother tongue)
- English (Business fluent)
- French (Basic knowledge)
- Chinese (Basic knowledge)
Special certificates and awards
2023: Zertifizierter Transformation- und Turnaround Manager | IfUS-Institut an der SRH Heidelberg
2022: Zertifizierter Digital Sales Manager | Haufe Akademie
2021: Interim Executive | EBS Universität für Wirtschaft und Recht
2010: Cranfield Award for Business & Leadership | Cranfield School of Management
Special skills
Aufbau / Neuausrichtung, Transformation von Unternehmen und Vertriebsorganisationen
Stabilisierung und Turnaround
Strategieentwicklung
Business Development
Digitalisierung von Vertriebsprozessen
Internationalisierung
Interkulturelles Management
IM projects (self employed)
03/2024 - 07/2024 Duration: 5 months
Strategic sales support, crisis management and turnaround
Schumag AG
Schumag AG
Company description
SCHUMAG AG is a manufacturer of precision and standard precision parts with main focus on automotive and industrial vehicles.
- Company turnover in Mio $
- 40 Mio USD
- Number of employees in company
- 400
- City / place
- Aachen
- Internet
- https://www.schumag.de/
Initial situation at the client
Declining sales and too strong a focus on a few sectors and key customers.
Mission
- Identification and initiation of rapid sales potential
- Development of a sustainable sales strategy
- Creation of transparency, improved sales documentation and traceability
Measures taken
- Strategic ABC customer analysis and action planning/implementation
- Development and expansion of the sales strategy, process and structural improvements
- Introduction of a digital sales tool (CRM)
Achieved Achievements
- Identification of direct sales potential with existing customers
- Realisation of price increases
- Creation of transparency for effective tracking of sales opportunities
- Handover of the strategy draft
Special challenges
- CEO (= initiator of the appointment of the interim manager) left the company after one month
08/2023 - 11/2023 Duration: 4 months
Transformation and standardisation of Global Sales Excellence
Viessmann Climate Solutions SE
Viessmann Climate Solutions SE
Company description
Viessmann is one of the leading manufacturers of heating technology and AC equipment and energy solutions.
- Company turnover in Mio $
- 4000 Mio USD
- Number of employees in company
- 14000
- City / place
- Allendorf, DE
- Internet
- https://www.viessmann-climatesolutions.com/
Initial situation at the client
Several internal sales departments were to be strategically merged and the sales processes optimised.
Area of responsibility (sales and employees)
approx. 60 employees
approx. 60 employees
Mission
Transformation to ‘Global Sales Excellence’ (GSE):
- Integrate various departments into a new ‘Global Sales Excellence’ (GSE) division:
- Define the purpose and specific tasks of GSE.
- Adapt the organisational structure.
Sales standards, processes and tools:
- Analyse, optimise and consolidate existing sales standards, processes and tools with a view to customer centricity and customer journey as well as sales efficiency and effectiveness.
Measures taken
Transformation to ‘Global Sales Excellence’ (GSE):
- Assessment, workshops: Development of the mission statement for the new GSE division
- Determining the goals and tasks, roles and potential of the individual departments / interfaces and synergies
- Development of the organisational structure for the efficient implementation of GSE
Sales standards, processes and tools:
- Analysing the status and use of the CRM system (Salesforce), gaps and deficits in the system
- Concept: revised CRM strategy
Achieved Achievements
Successful integration of the various departments into a new ‘Global Sales Excellence’ division
- Creation and implementation of the transformation plan without organisational operational changes (no involvement of the works council required).
The concept for the revision of the CRM system was created, elaborated and the implementation started
- Realisation of short-term ‘quick wins’.
- Start of long-term measures to increase efficiency.
10/2022 - 03/2023 Duration: 6 months
Strategic product launch: production equipment for the semiconductor industry
Oxford Instruments Plasma Technologies, Bristol, UK
Oxford Instruments Plasma Technologies, Bristol, UK
Company description
Oxford Instruments Plasma Technologies ist ein führender Anbieter von Plasma Ätz- und Depositionsanlagen für die Halbleiterindustrie.
- Company turnover in Mio $
- 150 Mio USD
- Number of employees in company
- 400
- City / place
- Bristol, UK
- Internet
- https://plasma.oxinst.com/
Initial situation at the client
Shortly before the launch of a new product solution on the market, the VP Business Development had left the company. A manager with experience in the industry was therefore quickly needed to coordinate the market launch with Sales and to identify and acquire suitable customers as qualification partners.
Area of responsibility (sales and employees)
Vice President Strategic Products
Vice President Strategic Products
Mission
positioning of a new, innovative plasma etching system for an alternative production process for the manufacture of SiC components for power electronics and acquisition of strategic qualification partners
Measures taken
- internal workshops to establish customer value and product positioning as well as potential qualification partners
- strategy adjustments for the product introduction
- focus and coordination of internal, interdepartmental activities
- adjustment of technical roadmap
- revising the product positioning and presentation
- coordination and management of the approach of strategic partners via sales and direct approach of strategic partners
Achieved Achievements
- development of qualification programmes with strategic customers
- launch of qualification programmes with two internationally renowned companies in the industry
08/2021 - 02/2022 Duration: 7 months
Expansion of sales for the Sensor Technologies division
AST (Advanced Sensor Technologies) International GmbH
AST (Advanced Sensor Technologies) International GmbH
Company description
AST International is a leading provider of customized sensors and controls for automotive, domestic appliance, and industrial applications.
- Company turnover in Mio $
- 50 Mio USD
- Number of employees in company
- 350
- City / place
- Calw, DE
- Internet
- https://www.ast-international.com/
Initial situation at the client
The company was strongly focused on traditional solutions for automotive/commercial vehicles. In order to develop future sales potential, the new ‘Sensor Technologies’ division was to be developed and new markets opened up.
Area of responsibility (sales and employees)
Business Development Manager
Business Development Manager
Mission
opening up new market segments and new strategic customers in the business of sensor technologies; support in adjusting sales operations
Measures taken
- revision of product presentation and structures for addressing customers
- development of structures for an efficient customer approach
- introduction of a professional digital sales tool
- creating a tool for management reporting
- coaching of sales employees
- cirect customer approach
Achieved Achievements
- implementation of a CRM solution for transparent documentation and tracking in just 3 weeks
- generation of qualified, strategic leads
10/2020 - 07/2021 Duration: 10 months
Expansion of sales for the micro-grinding division
SCHUMAG AG
SCHUMAG AG
Company description
SCHUMAG AG is a manufacturer of precision and standard precision parts with main focus on automotive and industrial vehicles.
- Company turnover in Mio $
- 40 Mio USD
- Number of employees in company
- 400
- City / place
- Aachen, DE
- Internet
- https://www.schumag.de/
Initial situation at the client
The company was strongly focused on a few business areas. New markets were to be identified and developed in order to develop new sales potential and reduce business risk.
Area of responsibility (sales and employees)
Sales & Business Development
Sales & Business Development
Mission
- analysis of sales potentials
- establishment and implementation of sales strategy
- direct customer contact and approach, and
- generation of qualified, strategic leads
Measures taken
- internal workshop to analyse product portfolio, potential markets and customers
- market and customer analysis
- developoment of company and product presentation
- direct customer approach
Achieved Achievements
qualification of new potential customers
Work history (permanent employment)
01/2020 - Today Duration: 63 months
Owner | Interim Manager
aquiSales
aquiSales
Interim Management - Sales, Transformation and Turnaround
- City / place
- Herzogenrath
Remarks
Self-employed - Interim Manager, Coach and Consultant Sales and General Management
Self-employed - Interim Manager, Coach and Consultant Sales and General Management
01/2019 - 10/2019 Duration: 10 months
Head of Sales
SLCR Lasertechnik GmbH
SLCR Lasertechnik GmbH
Design, production and plant construction of systems for laser surface treatment.
- City / place
- Düren
Remarks
Responsible for global sales of special systems for laser surface treatment.
Restructuring of the sales organisation.
Introduction of sales processes and forecast system.
Training and coaching of sales and application engineers.
Responsible for global sales of special systems for laser surface treatment.
Restructuring of the sales organisation.
Introduction of sales processes and forecast system.
Training and coaching of sales and application engineers.
05/2016 - 09/2018 Duration: 29 months
CEO
FRT GmbH
FRT GmbH
Development and manufacturing of optical metrology systems for characterisation of surfaces - industries: semiconductor, automotive, medical, mechanical engineering, etc.
- City / place
- Bergisch Gladbach
Remarks
Joint management of the company with Co-CEO
Responsible for global sales and service of systems for optical, contact free metrology of surfaces.
Joint management of the company with Co-CEO
Responsible for global sales and service of systems for optical, contact free metrology of surfaces.
03/2014 - 04/2016 Duration: 26 months
CEO
Fries Research & Technology GmbH
Fries Research & Technology GmbH
Development and manufacturing of optical metrology systems for characterisation of surfaces - industries: semiconductor, automotive, medical, mechanical engineering, etc.
- City / place
- Bergisch Gladbach
Remarks
Joint management of the company with Co-CEO
Responsible for global sales of systems for optical, contact free metrology of surfaces.
Joint management of the company with Co-CEO
Responsible for global sales of systems for optical, contact free metrology of surfaces.
01/2000 - 06/2002 Duration: 30 months
Director of Sales
Thomas Swan Scientific Equipment, Ltd. (today AIXTRON Ltd.)
Thomas Swan Scientific Equipment, Ltd. (today AIXTRON Ltd.)
Acquired subsidiary of the AIXTRON Group
- City / place
- Cambridge
Remarks
Responsible for global sales of deposition equipment for the semiconductor industry.
Introduction of sales processes and a sales structure.
Post-merger integration into global structures of the parent company.
Expansion of the market position from R&D supplier to industrial partner of manufacturing customers.
Responsible for global sales of deposition equipment for the semiconductor industry.
Introduction of sales processes and a sales structure.
Post-merger integration into global structures of the parent company.
Expansion of the market position from R&D supplier to industrial partner of manufacturing customers.
05/1998 - 12/2013 Duration: 188 months
Vice President Sales
AIXTRON SE
AIXTRON SE
Market leader for production systems for the semiconductor industry
- City / place
- Herzogenrath, DE
Remarks
Responsible for global sales and service of deposition equipment for the semiconductor industry.
Supervision of the regional sales/service offices in USA, China, Taiwan, Japan and Korea.
(before: Director Sales, Head of Business Development, Product Manager)
Responsible for global sales and service of deposition equipment for the semiconductor industry.
Supervision of the regional sales/service offices in USA, China, Taiwan, Japan and Korea.
(before: Director Sales, Head of Business Development, Product Manager)
Education
1998
- 1998
Dr. rer. nat. (Physik)
Universität Ulm
Universität Ulm
1993
- 1993
Diplom Physiker
RWTH Aachen
RWTH Aachen
Documents and files
649.57 KB
Infodatei / Präsentation
Transformation ist kein Kriseninstrument, sondern eine präventive Strategie, die Unternehmen zukunftsfähig macht: Transformation umsetzen, Krisen vermeiden. Technologie verstehen, Nutzen verkaufen. International auftreten, global wachsen.
352.2 KB
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173.94 KB
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719.73 KB
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