Chemicals and Process Industries Consulting
Commercial Excellence

We support you in making your marketing and sales more successful.

The customer demands placed on chemical and process industries companies are constantly increasing – the reasons for this are not only environmental and safety concerns but also topics such as digitization and increasing consolidation in the market. A strong sales force is an optimal response to this change and to successfully position a company in the future. Homburg & Partner supports you in addressing the right topics to make your marketing and sales even more successful and to respond to change.

Within the framework of our Commercial Excellence (ComEx) Checks, we identify the most significant and largest ComEx levers for your company, jointly develop an action plan for the implementation of the topics and support the successful execution and sustainable implementation. Our approach is always tailored to the requirements and possibilities of your company – we work together with you to achieve the project’s goals.

In addition to embedding ComEx in your company long-term, we also support you in setting up your own ComEx department, including the creation and implementation of training and coaching.

Our Commercial Excellence service portfolio – the key to a marketing and sales structure that is future-proof.

  • Commercial Excellence Check
  • Developing a commercial roadmap
  • Definition of marketing & sales processes and practices
  • Implementation of ComEx topics (e.g. pricing & sales projects)
  • Implementation of ComEx topics (e.g. implementation of customer segmentation)
  • Development of a continuous ComEx controlling system
  • Development of a Commercial Excellence Organization
  • Implementation of ComEx training & coaching sessions

Our solutions are well received – sample projects:

  • New global Commercial Excellence organization including RTD requirements, role profiles and project plans as well as identified short- to medium-term topline potential of approx. EUR 60 million for a globally active chemical company
  • Defined and trained marketing processes with responsibilities (RACI), manuals, templates and tools for a global chemical company
  • Optimized sales organization with a new organizational structure, methods and processes (e.g. customer segmentation, service catalog, value argumentation) for a more efficient and effective customer approach as well as controlling mechanism for a German recruitment agency
  • Optimized marketing and sales processes through cross-segment customer classification, a differentiated pricing strategy and optimized marketing & sales performance controlling for an international chemical company
  • More efficient market cultivation through implemented customer segmentation, optimized sales structure (incl. optimization of incentive structure and definition of role profiles) and a newly developed pricing tool

Chemicals & Process Industries | Our experts

Porträtbild unseres Geschäftsführers Dr. Sven Kühlborn
Managing Director & Partner

Dr. Sven Kühlborn

sven.kuehlborn@homburg-partner.com
Tel.: +49 621 1582-0

Porträtbild unseres Partners Alexander Lüring
Partner

Alexander Lüring

alexander.luering@homburg-partner.com
Tel.: +49 211 598929-68

Porträtbild von Ineke Schydlo
Senior Manager

Ineke Schydlo

ineke.Schydlo@homburg-partner.com
Tel.: +49 621 1582-170