Restructuring of an automotive supplier in China

Head of Sales China


  • Mechanical Engineering – Automation
  • 14,000 employees, 500 of them in the business unit on location in Shanghai (China)


  • Success of the current fiscal year was dependent on a few bulk orders
  • Sales targets were seriously jeopardized
  • Company lacked clear, target-oriented sales structures and procedures


  • Three-year plan for systematic business and sales development
  • Defined and built a regional sales organization, moving away from reactive selling and toward agile selling
  • Introduced a milestone-based sales process that increased the number of orders won and reduced time to close
  • Key tenders were won through technically innovative and solution-oriented proposals
  • Achieved order intake objective
  • Stabilized planning