The global market leader for data management had been without a marketing manager for some time. Later, the key account manager for distributors in the DACH region also left the company. This left sales partners and distributors without a contact person. There was no longer any active marketing. The sales and marketing budget remained largely unused. Unconcerted, decentralized marketing campaigns remained without resounding success. Sometimes the results were not even measured due to a lack of controlling. In this situation, the company commissioned the interim manager as a project manager in the field marketing area.
Restructuring and optimizing marketing planning for distributors and sales partners
She was given the task of structuring and optimizing the marketing planning of distributors and sales partners in Germany, Austria and Switzerland. This also included budget allocation for all distributors and sales partners in the DACH region as well as advice on marketing measures. The coordination and orchestration of marketing campaigns and their controlling as well as international stakeholder management were further focal points of the interim mandate. To strengthen customer loyalty and increase sales success, the interim manager also planned and managed a large number of events (at C-level and B2B) in Benelux and the DACH region.
Marketing drives company sales by eight percent per quarter
The marketing and sales activities initiated by the interim manager enabled the marketing budget to be allocated in a targeted manner again and almost fully utilized for the first time. The company's turnover grew by an average of eight percent per quarter. In addition, the measures initiated by her alone generated 40 percent of the opportunities and sales opportunities in the entire sales region.
Scarce personnel resources face ambitious targets
The particular challenge in this mandate - and for the future of the company - is to orchestrate the large number of stakeholders with the scarce personnel resources. It will also be important to satisfy the wishes and needs of the numerous distributors and sales partners as far as possible, even with limited marketing budgets. This is all the more difficult because the corporate goal of continuously increasing sales must be maintained.
