In January 2021, the interim manager was commissioned by an Austrian start-up for photovoltaic modules as interim managing director. At that time, the production plant had been built, but many of the prerequisites for the company's successful market entry had not yet been created. The interim manager was tasked with driving forward the development of marketing, sales, supply chain management, human resources and finance.
Supply chain designed for the targeted growth in production
The company had previously only produced small quantities of photovoltaic modules. One of the key tasks of the mandate was to secure the supply chain for the expected increase in demand during ramp-up. To ensure this, the interim manager identified and engaged a buyer with experience in the Far East/China procurement markets at very short notice. The new buyer expanded the existing supplier relationships and also brought new suppliers on board.
Preconditions created for the necessary increase in personnel
The next step was to find new employees quickly. As a first step, the interim manager filled the position of HR manager to drive forward the recruitment process. Subsequently, the management positions for plant management, quality management, R&D and controlling were filled promptly. At the same time, the store floor employees were recruited. One particular challenge was that the personnel market at the site was very tight due to the high density of industry. When filling the management positions, the interim manager was also able to convince candidates that the start-up offered secure jobs in a green technology.
Developing a sales strategy and building a sales team
After the interim manager had created the organizational and personnel requirements for ramping up production, he turned his attention to selling the photovoltaic modules by building up marketing and sales. He agreed a sales strategy with the owner and managers that focused on the DACH region for the first year. Together with the team, the interim manager identified target customers, designed a sales controlling system and introduced a CRM tool. The development of the sales team with office and field sales was completed by the middle of the year - in close coordination with HR.
Promoting a successful external image as a sustainable company
The strategy for the product portfolio, sales channels, prices and promotion was developed in collaboration with an external communications agency. The new advertising line was implemented simultaneously in print and online.
The production site has a large photovoltaic system, a small hydroelectric power plant and uses bio-heat. Part of the successful external image is the associated certification as a CO2-neutral production site. The interim manager made a considerable contribution to this certification by significantly supporting the associated administrative steps.
Search for new investors supported by due diligence
At the start of the mandate, the start-up's finance department was not yet geared towards the requirements of regular operations and growth. The interim manager therefore initially laid the foundations for permanent monitoring and management of liquidity. The long pre-financing periods and seasonal fluctuations in sales of photovoltaic modules posed a particular challenge.
In order to enable further growth, the owner was looking for new investors to finance the working capital. The interim manager actively participated in the corresponding due diligence reviews.
Sales targets for the first year fully achieved | New investor found
The interim manager was able to successfully complete the mandate after 11 months. Sales in Germany, Switzerland, Austria and Andorra more than tripled - and met 100% of the target for the first year with full production. The expanded supply chain ensured that production continued uninterrupted. The very good development contributed significantly to a new investor joining the company and ensuring the start-up's continued growth.
