© 2019 by OMB Management GmbH

Our expertise - your benefit!

Examples of our services for your profitable use

 

Sales management & Business Development

Establishment of a new sales structure and Key Account
IT - software development, German company (GER)

Requirements / Situation

• Companies on a strong growth course
• Pure project work - no sales
• no resources for sales
• several functions often in a person

Task / Approach

• Development of a tailor-made sales strategy
• Set-up of a Key Account Management
• Establishment of sales processes
• Creating of marketing strategy & new website

Concrete success / Result

• Website shows the "new" company
• Focus on three potential target groups
• via shortlist, successful customer acquisition
• Definition of a KAM / PM function

Leadership Management, Coaching

Sales coaching of a junior manager in sales management
Automotive supplier Tier 1, German company (GER)

Requirements / Situation

• Failure of the KAM for a long time
• Project delay jeopardizes customer approval
• Meetings with clients in Asia are not conducted
• Gaps of intercultural competence available

Task / Approach

• Fast individual trainee program
• Training for dealing with Asian customers
• Sales support within KAM projects
• Executive coaching

Concrete success / Result

• Systematic training led to rapid entrance
• Projects with customers w/o further interruption
• Positioning and acceptance of the CAM reached
• KAM received personnel responsibility

Projektmanagement Sales - SCM

Sales and project management for relocation of various products to the south of Europe
Automotive supplier Tier 1, German company (GER)

Requirements / Situation

• Company produces many years in Germany
• New large orders lead to a new alignment
• New processes require a restructuring of plant
• There are lacks of production space

Task / Approach

• Relocation of assembly within the group
• Simultaneous optimization of all SCM processes
• Standardization of sales / SCM processes
• Ensure all customer-related procs, world wide

Concrete success / Result

• Preservation of delivery during the relocation
• Customer procs approval reaches 100%
• Optimized SCM processes (MTO, cross stocking).
• result rose despite higher logistics costs

Sales Consulting & Marketing

Research and communication concept development of test benches for QA in Automotive
Electronics & Automotive, Japanese Company (JPN)

 

Requirements / Situation

• New business field measuring and testing founded
• Test device developed and manufactured
• Market entry in Europe in the strategic business plan
• No direct access to the European market

Task / Approach

• Needs assessment via individual market research
• Validate and implement market entry strategy
• Survey of potential customers and acquisition
• Business meetings with potential customers

Concrete success / Result

• Overall: Potential exists, but skim off difficult
• Entry strategy was adapted, implem. continued
• Communication concept for market entry submitted
• Matching with 2 major customers

Business Development & Strategic Consulting

Strategy development for the sale of components of power electronics and medical device technology
Electronics & Medical Device, Japanese company (JPN)

Requirements / Situation

• Domestic market stagnates, low growth opportunities
• Europe as an attractive market in business plan
• Investment too risky for own location in Germany
• lacking own capacities, as well as no direct market access

Task / Approach

• Set up sales organization and key accounts
• Realize sales strategy for market entry
• Acquisition of key accounts
• Generate sales, gain market share

Concrete success / Result

• Location: Sales Agent as Distributor
• Business Machting: 4 customers
• Benchmarking: niche product in the German market
• Marketing: own booth in 2019 in GER

Sales management & Marketing

Market entry strategy for system components of a US market leader for the European market
Automotive Supplier Tier 1, American Company (USA)

Requirements / Situation

• vacancy BDM Director Europe can not be occupied
• Market entry Europe in strategic business plan
• No direct access to the market and customers
• No support from affiliates in Europe

Task / Approach

• BD-Director as ad interim  with contacts
• Development of entry strategy, schedule and budget
• Review own US market study
• Hiring a BD Director in permanent employment

Concrete success / Result

• Market study confirmed by individual research
• Proposal of sales strategy confirmed by VP, Board
• Concrete action plan created and approved by board
• Permanent position to "on hold" (structural change)

Sales Consulting & Business Development

Consulting for Japanese SMEs and support in entering the European market
Service Provider, Japanese Company (JPN)

 

Requirements / Situation

• Service provider has a location in Germany
• Service program is specifically for Japanese SMEs
• No direct access to market segments
• No resources for customers / market

Task / Approach

• Project Manager for active sales support
• Working out on Approaches for Japanese SME
• Working out potential for improvement
• Organizing of business matchings

Concrete success / Result

• Business matching for 7 clients very successful
• Feedback from Japanese SMEs: very satisfied.
• First project talks with new customers done
• business intentions of 3 major customers

Key Account Management

Implementation of a Group-wide sales strategy and standardization of sales processes
Automotive supplier Tier 1, German company (GER)

Requirements / Situation

• Terms & Conditions of all customers differently
• Sales conditions are not standardized
• tool for monitoring and controlling missing
• Group-wide policies implemented inconsistently

Task / Approach

• Development and introduction of sales standards
• Enforce conditions at customers systematically
• Redefine key figures for debitors
• Implement group-wide sales controlling

Concrete success / Result

• Sales Guidelines introduced group-wide
• Uniform conditions for customers: 85% fulfilled
• Weekly Report KPIs to CEO and Board
• Distribution standards introduced group-wide

Order Management / Change Management

Reorganization of three sales departments into one order management for the SCM
Automotive supplier Tier 1, German company (GER)

Requirements / Situation

• High cost through special operating expenditure
• Lack of coordination between departments
• Department thinking instead of process thinking
• Prioritization by call, not by system

Task / Approach

• SCM concept to improve results
• Process changes / optimizations
• Centralization of order processing
• Jour Fix for Ordergroup Meetings

Concrete success / Result

Concrete success / result
• Special freight costs:> 50% reduced in 8 months
• Delivery time: 1 week less, 1st year
• Communication: systematized, faster
• Controlling:reports and KPIs generated for board