Job experience in Seko
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This document provides information about the Western Europe Area Manager position at Seko, including responsibilities and sales performance across different country operations from 2011-2015. The key responsibilities of the Western Europe Area Manager position include P&L management, business planning, sales direction, marketing operations, and HR. Sales revenues have increased across most country operations from 2011-2014. The main targets accomplished from 2012-2014 included restructuring the organization charts and improving net profits for operations in Germany, Italy, Belgium, and Scandinavia. Seko's market share in Western Europe in 2014 was highest in the chemicals and healthcare, and water and industry sectors. Key challenges for Seko's B2B business include identifying
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Job experience in Seko
- 1. Western Europe Area Manager • P&L management • Business planning • Sales Director (budgeting,forecasting,coaching,Key- accountant and keyprojects leader) • Mkting operations • HR 1
- 2. Sales Revenues 2011/2014 (mlns €) 0 2 4 6 8 10 12 14 16 18 seko F (only sales dept) Seko IB Seko D Seko UK (up to 2013) Seko Scan (new HQ in 2014) Seko BNX (est. In 2013) 2011 2012 2013 2014 2015 (*) 2
- 3. My main target accomplished (2ys ½) 2012/2014 • D (12 people):new org chart ;net profit improvement middle management grow-up;svc team; local warehouse decreasing; new key-account • IB (18 people): : sales team and support team new org chart,net profit improvement; WT business improvement • BeNeLux (3 people): : New sub opened in 2013 ; start-up activity • Scan: HQ relocation closer to Copenaghen; new org chart; net profit improvement; • F: (55 people): sales director and QA manager hired (up to 2013) • UK (10 people including manufacturing plant ): : new building acquisition and sales team improvement (up to 2013) 3
- 4. Seko marketshare in 2014 Global (90 mlns €) C&H W&I Petrochemic al 4 Western Europe ( 40 mlns €) C&H W&I
- 5. Seko Target C&H • Chemicals producers and providers • Warewash and dishwash manufacturer • Distributors and spareparts dealers W&I • SWP market • Chemicals producers and distributors • WT market • WT plants manufacturer • Oil &Gas market: service companies managing WT operations 5
- 6. BtoB Company Challenges • Identifying and qualifying high potential prospects • Equipping sales team to be more effective (create a value beyond price)/coaching • Creating a Company culture that better supports sales efforts/Change executive management • Characterization /define business development models 6
Editor's Notes
- (*) budget 2015