Curriculum Vitae

Portrait Sascha Harmuth mit Jacket 1

Mr. Sascha Harmuth

MBA, graduate in business administration

Everything at a glance

  • strong leadership decision with more than 10 year’s experience in managing and guiding at industry environment of IT, system house, distribution and PBS trade with fundamental academic background

  • business fluent and strong appearance

  • broad expertise and great strengths in the optimisation and restructuring of business processes, e.g. in the establishment of high-performance teams, introduction of new channel models (partner programme, 2-tier)

  • Purchase volume up to 350 billion €, turnover responsibility up to
    65 billion € and guiding up to 28 employees

  • Management style marked by a great power of integration, based on intuition for the market and respectful handling of employees and colleagues

  • Strategic head with view of the whole issue and strong focus of a clear channel and distribution strategy to optimise the results

Professional experience

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Netfox AG, Kleinmachnow, Brandenburg (http://www.netfox.de)

System integrator with over 35 years of experience, based near Berlin and active across Germany. With a team of 40+ experts and more than 100 projects annually, we specialize in delivering secure, tailored IT solutions for government agencies and public sector organizations.

CSO (Interim Manager for 1 Year)

  • Management of the Sales & Marketing Team
    • Responsibility for turnover € 9.2 million
      incl. sales forecast as well as sales controlling and measures derived from it
    • Employees: 8

Success:

  • Relaunch a bold, modern website with a fresh, unconventional design – standing out in the market and appealing to a younger target audience
  • Built a nationalwide cooperation network with leading IT planners responsible for designing, tendering public sector projects
  • Design and implementated a new, structured sales process to increase efficiency, transparency and conversion rates
  • Established a new sales team structure with clearly defined roles
    • Regional Sales Manager (field Sales)
    • Inside Sales Support
    • Telesales for Lead generation (based on BANT criteria)
    • Dedicated public tendering team

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Mateso GmbH now part of netwrix (netwrix Cooperation), Frisco, TX, US (https://www.netwrix.com)

Market leader in DACH for a password management solution with the “Made in Germany” seal of quality, netwrix is a holistic solution provider for security software that operates globally.

Head of Sales

  • Management of the Sales & Marketing Team
    • Responsibility for turnover € 5.5 million
      incl. sales forcast as well as sales controlling and measures derived from it
    • Employees: 11 (3 Teamlead, Account Manager 1 Marketing Manager and 2 Telesales employees)
  • Interim management of the channel until we had located the right person in the company (5/2022- 07-2023)

Success:

  • Turnaround of the sales organisation („back in black“)
  • Restructuring and refocusing of distribution
  • Introduction of a new sales/channel/marketing strategy
  • 3x in a row the biggest deal since Mateso GmbH was founded was closed

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Sabattical, Interim project via Harmuth & Friends Consulting ()

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0stertag DeTeWe GmbH, Walddorfhäslach (https://www.ostertagdetewe.de)

Largest manufacturer-independent ICT system house in the German market

Director Sales & Marketing

  • Management of the Sales & Marketing Team
    • Turnover approx. € 100 million
      incl. sales forcast as well as sales controlling and measures derived from it
    • Employees: 28 (3 team leaders, 22 account managers, 1 marketing manager and 2 telesales employees)

Success:

  • Development and adaptation of the new Ostertag DeTeWe (Sales & Marketing) strategies, including conception and implementation planning, in order to achieve the 5-year investor targets for increasing turnover to 100 million (organic/inorganic).
  • Implementation of a new external image for the newly founded Ostertag DeTeWe (new CI)
  • Consolidation of the different sales teams in 2 steps into one Ostertag DeTeWe team
  • Restructuring of the sales department into a uniform Ostertag DeTeWe sales department (merging of acquisitions)
  • Introduction of a new ERP system for the Ostertag DeTeWe Group (SAPbyDesign)

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8MAN – Protected Networks GmbH, Berlin (https://www.8man.com)

Market Leader in DACH for Access rights management

Global Head of Marketing & Head of Sales DACH

  • Operational management of the Sales Team DACH
    • Sales revenues of approx. € 8 million (direct sales responsibility approx. € 6,5 million)
      including sales forecast and controlling and then the related measures
    • Employees: 15 (2 Teamlead, 3 RSM,3 RISM,3 SE, 1 BDM und 3 Telesales)
  • Operational management of the Global Marketing Team with a focus on DACH
    • Responsible for € 1,1 million marketing budget (plan, conception, controlling)
    • Employees: 6 (1 Teamlead, 2 Event Manager, 1 PR Manager, 1 Graphic Designer, 1 Assistant)
  • Leadership, coordination and motivation of the DACH team and global marketing team
  • Direct reporting line to management and investor board
  • Development of sales and marketing strategies including design and operational implementation (Conception of a new price strategy)

Success:

  • Development and / or adaptation of the new 8MAN (Sales & Marketing) strategies, incl. Conception and implementation planning, to realize the 5-year investor goals for the sales increase via the 2-tier model
  • Restructuring and rebuilding the complete Sales Team DACH
  • Introduction and conversion to a 2-tier model with 2 European distributors
    (1 Value Add and 1 Business Development Distributor)
  • Evaluation and design as well as implementation of the necessary channel and distribution strategy (pricing, marketing tools, sales channels)
  • Conception and implementation of a new price list (commercial, EDU and government)
  • Acquisition of new strategic partners (software ONE Switzerland, system houses such as Bechtle, Computacenter, CANCOM, etc.)

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Clover Technologies Group, Ettenheim (https://www.clovertech.eu)

Director Sales & Strategic Accounts DACH

  • Guidance of the Channel Sales Teams DACH
    • Turnover approx. 12 billion €
    • Employees: 6
  • Guidance of the strategic account teams DACH
    • Turnover approx. 13 billion €
    • Employees: 2
  • Strategic decision maker for companies in Germany as well as in the European area, like Office Depot, Staples Germany and Netherlands, druckerfachmann.de GmbH and all major European distribution partners
  • Management of the external and internal service
  • Direct Reporting Line to the European management
  • Tender preparation for strategic partners
  • Analysis and structure of clients from all areas of the company in a consolidated Clover Germany GmbH

Success:

  • Restructuring and conversion of the areas sales force and field service
  • Sales Technical Integration (sales channels, customer base, etc.) of the acquired companies TRS AG, headquartered in Switzerland, K & U Printware and Dematec
  • Clearing of customers base and existing customer agreements
  • Successful conception and implementation of channel and distribution strategy (pricing, marketing tools, sales channels)
  • Acquisition of new strategic partners (ARP GmbH Switzerland, Germany and the Netherlands, distribution api Computer Handels GmbH, etc.)
  • Implementation of new Dropshipping solutions with the new central warehouse locations of the Clover Technologies Group in the DACH region

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Tech Data GmbH & Co. OHG, Munich (https://www.techdata.de)

Fortune 500 Company Rank 119 in 2014

Senior Sales Manager Specialized Sales, Printing and Supplies

  • Head of Specialized Sales Team
    • Turnover approx. 66 billion €
    • Employees: 9
  • Deputy Director of the entire marketing and sales department of the Printing & Supplies Business Unit (Business Manager / Specialized Sales / Key Account MPS)
    • Purchase volume 350 billion €
    • Employees: 24
  • Lead role and drivers of MPS category (implementation of the first live projects)

Success:

  • Restructuring of the whole Specialized sales team and implementation of a new organizational structure and reporting line
  • MPS (Managed Print Service) successful conception and implementation of a customer loyalty program largely responsible for the first live projects
  • Successful rebuilding of the Printers & Supplies department, together with the Head of business unit
  • Introduction of the areas Specialized Sales and Managed Print Service (pilot role)
  • Increase in sales in two-digit billion euro range
  • Achievement of objectives in each case between 100 and 140 percent
  • Significant increase in market share in the area of ​​Printing in the DACH region
    (4th place in the overall laser market and # 1 in the colour laser market)
  • Accompanying measures (conception, organization) to introduce the specialized trade department, Large Account and Key Account Printing & Supplies

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Double-Take Software, Frankfurt am Main (https://www.doubletake.de)

Marketing Director Central Europe – DACH

  • Organisational restructuring of the DACH Team
  • Strategic development and brand positioning of Double-Take Software in the DACH region
  • Market analysis at competitive market and constant development of sales channels
  • Development of new online marketing tools (guerrilla campaigns)
  • Responsible for all SEO and SEM campaigns
  • Control of all online marketing campaigns and concepts
  • Personnel responsible for the DACH Marketing Team
  • Responsible for € 1.2 billion marketing budget per year
  • Control of external PR and advertising agencies (central point of contact)
  • Lead role in channel marketing of collaborators rivals Microsoft and VMware in the virtualization environment

Success:

  • Introduction of a new dealer tools of the “Big Casual Friday Seminar Series”
  • Implementation of two major customer events “current software solutions in a historic setting”
  • Restructuring and reorganization of the marketing organization DACH
  • Implementation of the industries cooperation Events virtualization rivals Microsoft and VMware

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Home of Hardware GmbH & Co. KG, Westendorf (https://www.hoh.de)

Marketing / Sales Director DACH

Marketing

  • Construction and positioning of the marketing department
  • Further development of brand positioning
  • Development of new online marketing tools (guerrilla campaigns)
  • Monitoring online sales channel, price search engines and blogs (PR marketing, customer satisfaction, image campaigns)
  • Conception and planning of the media strategy (online, print and TV)
  • Responsibility for a marketing budget in 7-digits
  • Analysis of online and offline sales channels and appropriate marketing tools
  • Introduction of a vendor relationship strategy to secure MDF for the company
  • Personnel responsible for the entire marketing team DACH

 

Sales

  • Development of the sales success through B2B channels
  • Positioning of the sales team in B2B environment
  • Development and implementation of effective Key Account Management sales structure including Inside Sales
  • Conception of performance related wages
  • Administration and control of the credit limit approvals to 50,000, – € per customer
  • Personnel responsibility of all Key Account Manager

Success:

  • Revenue increased by 120% in the HOH Store Westendorf in 6 months
  • Implementation of a “www.HOH.de” TV campaign domain (1 billion budget)
  • Introduction of a “eCircle” complete solution of an email newsletter system
  • Strategic alliances for customer acquisition with LEW (RWE group) and Premiere Group (4 million subscribers)
  • Introduction of Incentive “Ready to Run” program (affiliate marketing principle) for B2B customers (HellermannTytoon, Porsche AG, Impuls insurance, Würth)
  • Cost optimization of the sales team (reduce fixed costs by 25%)