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Karsten WALZ

VERSAILLES

En résumé

Mes compétences :
Key Account Management
Key Accounts
global coordination of relationship and common tar
Transversal management
Global coordination
Letters of Credit
Media Sales
Steel Manufacture
Outside Sales
Customer Relationship Management
Language Skills
Front End
Siebel CRM

Entreprises

  • Vallourec Tubes France SA - Key Account Manager & Senior Tendering Manager

    2017 - maintenant Key Account Management of a global customer EPCI (creation of a business plan, set-up of key account plan, global coordination of relationship and common targets, steer global relationship on different levels, etc.).
    * Set-up Frame Agreement (contractual and technical)
    * Animation of a Front-End-Innovation Circle with the customer.
    * Launch new digital products from Vallourec.smart (entity set-up for digital services within Vallourec).
    * Transversal management of key account core-team
    * CSAM-certification: Strategic Account Management Association (SAMA).
    * Tendering of big & complex projects: offshore line pipe projects being categorized as ``platinum project'' (strategic, complex, turn-over EUR 20 million, high grade of sub-contracting, etc.).
  • Vallourec Tubes France SA - Area Sales Manager

    2009 - 2018  Area Sales Africa, agencies, partnerships, sub-contracts, etc.
     Global coordination of complex projects in tender-phase (technical & contractual,sub-contracts, prep. of execution, etc.)
     Introduction of new “Combined Offers”, pipe-offers including supply of products & services plus local content
     Introduction of new products through value-propositions
     Account-Management of customers like Total, ENI, Technip, Saipem (set-up of Frame Agreements with Total and ENI)
  • Dillinger International - Vice President Sales (at French sales-hub)

    2003 - 2009  Markets: India, South Africa, Brazil, East Europe, Turkey, Russia, North Africa, Australia
     2 sales-managers and 4 inside-sales
     Negotiation of sales terms, payment guarantees via export insurance, documentary credits or bank guarantees, establishment of bid bonds, PG-bonds, etc.
     Development of new markets or specific customer segments, market research, market surveys, etc.
     Coordination of in-house, external sales agencies and exclusive partners
     Establishment of new sales agencies and/or finding of new exclusive partners
     Participation in the development of the CRM-system (Siebel)
  • Steel24-7 - Key Account Manager

    2002 - 2003  Representation and guidance of the key-account within the Steel24-7 organization to ensure and follow-up the development of their interests
     Close follow-up of the “customizing” of the internet based tools for supply chain, messaging and sales on behalf of TK Steel
     Key-contact for TKS’ customers and their guidance during the on-boarding process
     Participation in the development of a billing concept for the Steel24-7 platform
  • Arcelor International - Sales Manager

    2000 - 2002  Markets: India, South Africa, Brazil, East Europe, Norway, Finland, Turkey, North Africa
  • USINOR SA - Junior Sales Manager

    1998 - 1999 USINOR SA ( www.arcelormittal.com ), steel industry, La Défense (92), for the sales of heavy-plates ex-« AG der Dillinger Hüttenwerke »
    -------
    * Annual sales volume: EUR 60 millions
    * Markets: India, South Africa, Brazil, East Europe, Norway, Finland, Turkey, North Africa
    * 5 sales assistants
    * Realization of the budgeted sales volume per country market
    * Negotiation of sales terms, guarantee of payments via export insurance, bank guarantees, establishment of bid bonds, PG-bonds
    * Coordination of sales agencies and exclusive partners
  • SOLLAC SA - Junior Sales Manager

    1998 - 1999 (packaging steel division, www.arcelormittal.com ), steel industry, La Défense (92), -------
    * Markets: North America (via sales agency), Eastern Europe and UK (direct)

Formations

  • FH Dortmund University Of Applied Sciences And Arts (Dortmund)

    Dortmund 1993 - 1997 Diplom-Betriebswirt at FH Dortmund University of Applied Sciences and Arts

    "International Business'' (B.A.) leading to foillowing diplomas:
    (4 years) * Diplom-Betriebswirt at FH
    * Management Diploma at ESSEC-BBA, ESSEC-Group (France)
  • Sorbonne-ECCIP

    Paris 1991 - 1992 Diplôme Supérieur et Approfondi de Français des Affaires

    1-year programme of «Cours de Civilisation Française» (university economics section) - Diplôme Supérieur et Approfondi de Français des Affaires
  • Schiller-Gymnasium Offenburg (Offenburg)

    Offenburg 1982 - 1991 German High-School Diploma (Abitur)

    / ECCIP (School of Paris' Chamber of Commerce and Industry)
    (1 year) 1-year programme of «Cours de Civilisation Française» (university economics section) - Diplôme Supérieur et
    Approfondi de Français des Affaires

Réseau

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