Horst Herrmann
Senior Key Account Manager | Strategic B2B & Key Accounts across Germany & DACH – Industrial, Technical & Software
Berlin / Potsdam, Germany · +49 176 638 55283 · horstherrmann@hotmail.com · linkedin.com/in/horst-herrmann-82b5318
Born October 9, 1976 in Hattingen an der Ruhr (NRW) · Married, 2 children
Professional Summary
Senior Key Account Manager with 20+ years in B2B sales across industrial, technical, and enterprise software environments. Focused on the German and DACH market, with a track record of P&L and revenue ownership, complex multi-stakeholder sales cycles, framework negotiations, and matrix-organization leadership across multi-million-euro portfolios — extended by international account responsibility across EMEA and MENA.
Core Competencies
- Strategic Key Account Management
- Complex B2B Sales Cycles
- P&L & Revenue Responsibility
- Pipeline Management & Forecasting
- Consultative & Solution Selling
- Framework & Contract Negotiation
- Account Development Planning
- Cross-Functional & Matrix Leadership
- Stakeholder & Escalation Management
- Data-Driven Performance Management
Tools & Systems
- Microsoft Office Suite (Excel, PowerPoint, Word, Outlook)
- CRM & Pipeline Management Systems
- ERP & Sales Reporting Tools
- Hilti ON!Track (Asset & Resource Management)
- Virtual Meeting & Collaboration Tools (MS Teams, Zoom)
Work Experience
Senior Key Account Manager
Oct 2025 – PresentSurplex — North & East Germany
- Developed new business opportunities and strategic customer acquisition
- Built and managed regional sales pipelines
- Collaborated with internal stakeholders on sales execution
Senior Key Account Manager DACH – DIY & E-Commerce
Mar 2024 – Sep 2025Stabila G.U. Messgeräte GmbH — Germany
- Commercial responsibility for DIY and e-commerce key accounts across DACH
- Managed strategic retail partners including Bauhaus, OBI, Hornbach, Toom, and Globus
- Led annual negotiations, listings, framework agreements, and promotions
- Executed structured account development plans
Business Development Manager
Jan 2021 – Dec 2023Plansysteme GmbH — Hamburg, Germany · Technology Company
- Developed national and international market positioning
- Managed complex B2B sales cycles and customer relationships
- Coordinated customers, project management, and software teams
Global Account Manager
Nov 2017 – Dec 2020NCR Corporation — Germany / International
- Managed global enterprise accounts in hospitality and retail environments
- Led complex sales cycles covering hardware, software, and digital solutions
- Introduced NCR Hospitality solutions into the German market
- Coordinated cross-functional teams across legal, development, logistics, and marketing
- Held revenue responsibility of up to €3.5 million
Selected Results
- 15–25% year-over-year revenue growth
- Multi-year, multi-million-euro enterprise contracts
- NCR Presidents Club member
Area Sales Manager / Sales Manager – Saudi Arabia
May 2012 – Nov 2016Hilti Saudi Arabia — Riyadh Region (Central / East)
- Regional leadership across sales, finance, logistics, and marketing operations — full P&L accountability for the region.
- Led sales teams of up to 15 employees, including Store Managers across 5 Hilti Centers.
- Revenue responsibility up to €11.4 million; additional Hilti Center scope up to €4 million.
- Executed structured, KPI-driven sales planning, recruitment, and performance management.
- Expanded regional presence and established new sales regions (Al Jouf, Hail, Quassim), driving new-account acquisition and sustainable growth.
Selected Results
- Revenue growth from €8.7M to €11.4M
- #1 Sales Manager in the MENA region (profit growth & working capital)
- Hilti Center Riyadh ranked #1 store in Saudi Arabia (2015)
Hilti Deutschland AG — Germany
2008 – 2012Key Account Manager (Steel & Metal, Automotive, Chemistry) · Sales Consultant – Industry
- Managed and developed key accounts and long-term customer relationships across industrial, automotive, and public-sector clients.
- Responsible for regional sales growth, account retention, and structured customer development.
- Served as team specialist for asset and resource management services (OnTrack).
D3H Professional Sales Marketing — Managing Director
Mar 2004 – Sep 2008- Co-founded and managed a professional sales and marketing services company
- Led client acquisition and sales promotion activities
Education
2004 · Diplom in Sales & Marketing Management
Fontys University of Applied Sciences, Venlo · Netherlands
1997 · Abitur (German University Entrance Qualification)
Collegium Augustinianum Gaesdonck · Catholic boys’ boarding school under episcopal sponsorship · Goch, North Rhine-Westphalia · Germany