Develop and implement a sales strategy for the rest of Europe in order to improve margins in key markets

Retail, consumer electronics, family office owned portfolio company, with 40 million in sales


  • Re-divided the territory structures and developed a sales strategy

  • Implemented a distribution strategy

  • Introduced profit centre models for each country manager with reumuneration models based on the relevant P&L results

  • Developed and implemented a transparent calculation basis for managing the top line

  • Implemented ongoing coaching for country managers


  • Increased sales in the Austrian market by 10% and improved the margin from -5% to +10%
  • Increased sales in Eastern Europe by 150% and tripled the margin
  • Reduced activities, and thereby released resources, in markets in where no sustainable improvements in earnings could be achieved.


Nikolai Kesting

Quantenberg 28
40822 Mettmann

+49 (0) 160 / 9622 3352