Success Story // Stabilized, realigned, sustainably staffed: Interim management in a critical sales phase

Brief summary of the case

As part of an interim mandate for a global automotive supplier with annual sales of 600 million euros and around 3,500 employees, the vacant key position of international sales manager was successfully bridged at short notice and subsequently filled on a long-term basis. In a critical phase of international sales development, the deployment of the interim manager made a significant contribution to stabilization and realignment – with a noticeable impact on market positioning, customer relationships and internal sales organization.

Description of the customer

The customer is an established, technologically leading automotive supplier with a global presence, many years of OEM experience and a highly diversified product portfolio. The company serves almost all well-known automotive manufacturers and is undergoing continuous change, driven by electromobility, digitalization and new mobility concepts. Sales operates internationally – with locations in Europe, Asia and North America – and is therefore a key lever for further growth.

Initial situation

The position of international sales manager had unexpectedly become vacant – at a time when central strategic projects in global key account management, customer development and the reorganization of the international sales network were imminent. The internal structures were not sufficiently prepared to bridge the role from within the company at short notice, which led to increasing uncertainty in the sales regions and in top management. At the same time, it was clear that a permanent replacement had to be appointed with the utmost care – especially in view of the high demands on industry expertise, management strength and OEM network.

Aims / tasks of the project

The aim of the interim assignment was to take over the management and control function in international sales without any loss of time and to ensure that ongoing projects, strategic customer contacts and internal reorganization initiatives were continued professionally. At the same time, it was important to prepare the position for a permanent successor in terms of personnel and structure so that a seamless transition could be ensured – without any frictional losses in market relationships and without operational losses. A particular focus was placed on reviewing existing structures, stabilizing the international sales teams and providing intensive support to key OEM customers during the transition period.

Measures and implementation steps

Immediately after the start of the project, the appointed interim manager took over responsibility for international sales, ensured operational control and held individual meetings with all regional sales managers and key personnel in customer management. Existing projects were reprioritized, decision papers were prepared for the management board and a clear communication framework was established with OEM customers.

A central element of the assignment was the systematic analysis and realignment of the sales processes with regard to transparency, efficiency and customer proximity. At the same time, the interim manager actively supported the search process for long-term replacements – including the definition of requirements, structured candidate evaluation and final selection interviews.

Successes and results of the interim management assignment

The interim assignment was a complete success in several respects: Firstly, it was possible to ensure stability and strategic leadership in international sales during a critical transition phase – without any signs of loss of performance or reputational risks vis-à-vis OEM customers. Secondly, a highly qualified successor was found within a very short period of time and successfully introduced into the organization.

In addition, the restructuring of the international sales organization led to measurable improvements in project management, customer approach and internal coordination between the regions. The measures initiated by the interim manager had an impact far beyond the actual transition period and formed the basis for a sustainable, future-oriented sales strategy.