Managing Director
Steffen Reinhard Beratung | Quantum Relevance
(Other, < 10 employees)
Keywords
Skills
Accomplished and customer-focused leader with extensive experience directing end-to-end business operations across automotive / retail industry, including development, account management, change, project and performance management, and sales with keen emphasis on maximising profitability and achieving remarkable outcomes.
Proven track record of creating bottom-line impact through execution of targeted business development initiatives aligned with emergent strategies, whilst leading high-performance teams. Repeated success accelerating corporate performance and growth through effective leadership of overall procedures and execution of robust tactics. Proficient at boosting business revenue by formulating and deploying best practices. Skilled at securing high-profile contracts on mutual terms and conditions through utilisation of assertive negotiation skills. Adept at devising, developing, and implementing robust strategies for consistent achievement of organisational objectives. Instrumental at improving employees’ performance through training, empowering, and mentoring. Articulate communicator; known for building and strengthening strategic relationships at all levels.
Areas of Expertise
Proven track record of creating bottom-line impact through execution of targeted business development initiatives aligned with emergent strategies, whilst leading high-performance teams. Repeated success accelerating corporate performance and growth through effective leadership of overall procedures and execution of robust tactics. Proficient at boosting business revenue by formulating and deploying best practices. Skilled at securing high-profile contracts on mutual terms and conditions through utilisation of assertive negotiation skills. Adept at devising, developing, and implementing robust strategies for consistent achievement of organisational objectives. Instrumental at improving employees’ performance through training, empowering, and mentoring. Articulate communicator; known for building and strengthening strategic relationships at all levels.
Areas of Expertise
- Business Development & Growth
- Strategic Planning & Execution
- Data Driven Sales & Marketing
- Change Management
- Performance Management
- (Digital) Business Transformation
- Training & Mentorship
- Profit & Loss Accountability
- Team Building & Leadership
- Client Experience Management
- Revenue Generation & Optimisation
- Issue & Problem Resolution
- Contract Negotiations
- Operations Management
- Relationship Building
- Regulatory Compliance
Project history
04/2021
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Present
Established consultancy Quantum Relevance to provide innovative strategy concepts as well as insights into automotive IT landscape, trends and changing requirements. Develop effective link with customers and prospects and drive business development activities and sales for The Clear Idea, several Digital@Retail technology companies and Advanced Generation Ltd..
- Established Sales 4.0 – AI-based strategy concepts to increase revenue and enhance customer satisfaction.
- Consulting for 7 private equity and major consultancy companies on automotive franchising and IT trends, competitive environment, future requirements, opportunities, and challenges.
- Bringing on behalf of The Clear Idea, mobile showcases directly to the consumers’ preferred place of engagement.
- Identified 18 “Your Renewable Energy without own Investment”-projects as partner of Advanced Generation Ltd..
04/2019
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03/2021
Chief Commercial Officer EMEA
Advectus Solutions Limited
(Internet and Information Technology, 50-250 employees)
Initiated EMEA organisation and directed end-to-end procedures, including commercial operations to achieve targeted objectives and ensure high levels of success. Headed commercial operations, finance & accounting, HR, sales operations & support, and partner & alliances operations in EMEA. Executed design and implementation of corresponding workflows and governance. Oversaw and managed several functions, such as identification of potential customers, CRM and lead management. Administered all sales operations procedures including all aspects of RFIs (Request for Information/Proposal/Quotation), contract negotiations and deal closure. Forged long-term relationships with customers and business partners as well as Oracle and NetSuite contacts across EMEA region.
- Created EMEA organization in line with local requirements ensuring on time operational readiness.
- Established all workflows and governance processes to ensure smooth operations in all 3 business units.
- Signed multi-million Dollar deal with major group in Middle East.
- Delivered “Future of the digital customer journey” at Frankfurt IAA 2019 with DAT (German Automotive Trust).
02/2018
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03/2019
Global Strategy & Business Development Director
incadea GmbH
(Internet and Information Technology, 500-1000 employees)
Boosted sales and enhanced customer experience by overseeing creation and implementation process of go-to-market strategies. Devised and executed global business development initiatives, whilst co-operating with regional and market leaders, OEM Global Account Directors, as well as Global Product Marketing and Engineering. Participated in international and domestic customer and industry events, automotive (dealer) association, and supplier meetings to strengthen existing customer base.
- Implemented Go-to-Market strategies and new technologies for Sales & Aftersales increasing revenue and customer satisfaction across all 4 regional operations.
- Successfully delivered the Proof of Concept for “Dealer of the Future – Dealer 4.0" at a Porsche HQ.
- Aligned business processes and best practices in all 4 regions to achieve corporate targets and vision and improved forecast accuracy by 28%.
11/2016
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01/2018
Global Account Director
incadea GmbH
(Internet and Information Technology, 1000-5000 employees)
Devised and executed strategic global account plan for 4 key accounts by collaborating with regional management. Optimised revenue opportunities and developed sales targets, whilst understanding local market needs and competitive environment. Executed several activities, including weekly follow-ups on key opportunities, progress evaluation, and co-operation with 11 regional/local management and sales teams. Tracked and monitored progress by introducing corporate finance and CRM tools. Facilitated semi-annual global customer user group and conducted monthly account team meetings to review plans / actions and share best practices.
- Secured multi-million Dollar account sales and revenues.
- Transformed OEM distribution channels and dealerships to next gen by introducting new technologies resulting in new sales and 4% revenue increase for Incadea while increasing operational excellence and thus margins for customers.
- Maintained high level of customer satisfaction by implementing robust feedback process, e.g. user groups, issue management, etc.
10/2015
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10/2016
Founding Member
ProAltstadt Dinkelsbühl e. V.
(Other, 50-250 employees)
During a sabbatical I co-founded a public-interest non-profit organisation in the medieval city Dinkelsbühl with the main focus to provide alternatives versus a planned implantation of a Outlet-Shopping Center directly into the historic city center.
https://www.dkb-proaltstadt.de
- Performed secondary research about Outlet-Shopping Centers, alternative concepts (e.g. Citta Slow) and government-funded studies on city planning aspects (ISEK)
- Delivered and facilitated three public presentations to the general public and city officials
- Provided transparency about the Pro's and Con's of potential outlet shops in the city center for inhabitants and businesses
- Successfully advised local retailers on opportunities to improve their business and increase their revenue
- Co-founded the association as a formal organisation
https://www.dkb-proaltstadt.de
10/2013
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09/2015
Director Dealer Network Development China
Fiat Chrysler Automobiles Asia Pacific Investment Co. Ltd.
(Automotive and vehicle construction, >10.000 employees)
Accomplished sustainable growth by devising and executing innovative sales channel and franchise strategies. Drove process of joint venture with state-owned enterprise partner Guangzhou Auto Company (GAC) in China by steering end-to-end procedures of Fiat franchise partner network. Delivered strategic operational vision and inspirational leadership to commercial division and dealer network. Developed and maintained environment of continual improvement, comprising optimisation of governance processes. Strengthened franchise partner network by overseeing training and coaching activities.
- Yielded 35% YoY increase in sales by driving 63% YoY growth across Fiat brand franchise partner network.
- Increased sales by 27% from participating franchise partners through creation and deployment of on-site coaching programme.
- Improved channel capabilities and customer satisfaction levels via introduction of retailer-KPI dashboard.
03/2009
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09/2013
Operations Manager - European Retail Network Development
General Motors Europe | Adam Opel AG
(Automotive and vehicle construction, >10.000 employees)
Achieved consistent improvements in terms of operational performance and targets through deployment of robust regional and country-wide governance processes. Delivered clear operational vision, inspirational leadership, and mentorship to management teams, comprising Country Directors, Sales Managers, and Franchise Operations Managers. Introduced GM’s venture capital investment strategy across Europe. Administered all aspects of contract negotiations, business planning, and due diligence / compliance processes with franchise partners on joint-venture opportunities.
- Developed and executed optimal franchise representation strategy across 15 countries by steering end-to-end processes.
- Served as GM representative and key board member across six Joint venture companies across five countries with total profit and loss accountability exceeding €100M.
- Managed all franchise network aspects of nine countries with network size of more than 3.3K PoS, covering 400K+ new car sales.
- Organised and conducted cross-functional workshops, leading to alignment and agreement of 2013 Block Exemption Regulation (BER = European Union’s legal framework for automotive sector) strategy with corporate leadership.
08/1992
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02/2009
prior leadership roles at GM Europe & Adam Opel AG
General Motors Europe | Adam Opel AG
(Automotive and vehicle construction, >10.000 employees)
Manager - Retail Network Development & BM, GM Southeast Europe Ltd., Czech Republic (2006 - 2009)
Manager - Retail Network Development, General Motors Europe, Germany (2005 - 2006)
Manager - Sales & Management Training, Adam Opel AG, subsidiary of GM Europe, Germany (2003 - 2004)
Product Launch Manager, Adam Opel AG, Germany (2002-2003)
Sales / Business Development / Franchise Network Manager, Adam Opel AG, Germany (1998-2002)
Supply Chain Management, General Motors Europe, Germany (1992-1998)
Certifications
Local Availability
Open to travel worldwide
Dependent on the travel restrictions.
