Case
We transformed the commercial and logistics operation of an industrial automation multinational
Context
An industrial automation equipment multinational assumed aggressive sales growth targets. The commercial and logistics operation needed to be transformed to sustain this level of ambition.
Approach
- New sales force management process with performance indicators aligned to commercial strategy;
- Contact center restructuring;
- Organizational redesign of sales, logistics, and customer support;
- New S&OP process and logistics management improvements.
Results
- Sales growth exceeding 15% year-over-year;
- Market share increase exceeding 2 percentage points;
- Sales targets met;
- Service level improvement exceeding 50%.