Task definition

  • Go-2-Market strategy and implementation from centralized energy supply to decentralized industrial customer solutions
  • Identification of growth levers
  • Development of centralized industry sales
  • Integration and strengthening of the national companies in Europe

Industry / Function / Environment/ Expert

  • Energy supplier
  • B2B – Strategy and business development
  • Decentralized energy supply
  • Achim Brünner
  • The company has entered a business field that is completely unknown to the existing organization and structures (finances, key figures, corporate understanding, business models)
  • Key figures, target markets and customer groups confronted the organization with disruptive requirements
  • The first task was to redefine the core of the company and to define the transformation steps in a phased development model.
  • In addition, the sales and marketing teams in the national companies had to be brought up to speed with the new market requirements and developed into a high-performance team.
  • Contribution with the strategy to an increase in sales in the millions
  • Identification of 4 active sales/portfolio levers on the basis of a cross-divisional sales strategy (identity, growth, scaling, expansion)
  • Development of a new sales structure with a focus on organizational development (sales-oriented roles, skills, motivation)
  • Increasing customer access (“leads”) through systematic market analysis, target customer development based on existing/new customer analyses
  • Setting up a marketing concept for the B2B key account business
  • Training concept for the national companies with “best of operations” feedback
  • International company Energy supply
  • >10,000 employees