Posten Sverige AB, (Swedish Mail) Sales Area Manager (1995-1997)www.posten.se
The Swedish Mail reorganized in 1995, and established a new business unit, Posten Försäljning (Posten Sales). My responsibility as Sales Area Manager was to establish a local sales organization, aimed to evolve the B2B business.Furthermore I was manager of the private sector in the area, which means operating 13 local post offices with 5 Post Office managers reporting to me. My organization consisted of more than a hundred people, and the turnover budget was appr. 150 MSEK. I coached the B2B Account Managers, and the bank & finance Advisors, and the Office Managers as well. The services of the Swedish Mail was quite unknown on the local market. My goal was to change that. We did it in quite unorthodox methods. In addition to traditional aggressive marketing activities, I started a radio program broadcasting live at the local area two hours a week. It became a very successful way to market the products and services of the company. My sales area was one of the most successful areas of the company.
Posten Sverige AB, (Swedish Mail), Regional Sales manager B2B(1998)www.posten.se
In January 1998, I was promoted Regional Sales Manager, consisting of 9 sales areas. I was the head of all business to business sales in the region. My main function was to support and coach the nine Sales Area Managers and Account Managers in the region, and to evolve the B2B business in the region. When I was promoted, the region was ranked the last but one of 13 regions, within an internal bench marking model, based on economic results, customer satisfaction, and employees satisfaction. After establishing a detailed business plan and anchoring it to the sales organization, the hard work started. At the end of 1998, my region was ranked as number one of the 13 regions, mainly due to my clearly objectives, and method of following up the business, and last but not least, a strong team work.
Furthermore, I established a Sales Academy, a training school for Account Managers which became very successful.