Klaus Koch

• Successfully managed revenue and gross margin contribution up to 30 mio$. • Continuously increased sales achieving a cumulative growth rate close to 10% over the last 10 years in a very much flat market. • Reorganized team structure to improve focus, efficiency and growth. • Implemented DBS (Danaher Business System) including Sales Funnel Management resulting in double digit growth. • Run workshop rather than presentation meetings realizing the team’s full potential and empowering the individuals. • Successfully managed distribution channels to market. Achieved “Supplier of the Year Award” voted by VWR the last three years in a row.

• Successfully managed and coached sales and marketing teams up to 22 people across EMEA in a matrix organisation. • Analysed and drove business by area, market segments and product mix. Executed appropriate growth action drivers where required resulting in year on year growth rates around 10% including a 23,5% growth year. • Initiated team building activities around major meetings establishing a very strong and loyal team spirit across the EMEA team. • Run regular steering meetings with master distributor’s local senior management across 18 country entities setting growth targets and business plans ensuring continuous year on year growth rates up to 10%. • Performed on stage at the EU master distributor's yearly European sales conferences connecting with about 1200 people in the audience.

• Promoted to lead Pall Life Sciences' European Lab Team. • Initiated local Master Distributor incentive and engagement programs. • Implemented and drove update and review program across all European Master Distributor entities. • Transformed passive resistant European Channel Partnership to a most successful profitable high end Partnership achieving up to three times the market growth.

• Lead the new CE sales and marketing team consisting of 12 team members which was focused on direct sales and tactical marketing of Pall's new Laboratory business • Aggressively executed European business plan and strategy building Pall's brand in the Lab market. • Coached Sales and Marketing individuals. • Increased Pall’s CE Lab-filtration business growth up to mid double digit.

• Led the areas South, North and East Germany as a regional leader. • Drove market share expansion activities. • Won significant Lab Water installation tenders • Coached and supported three direct reports. • Customized and sold Water Purification solutions. • Created and executed presentations, product and customer trainings. • Successfully launched new Lab Water systems.

• Promoted to DACH rapid micro specialist to promote Millipore's brand new rapid micro systems • Aggressively explored and developed Millipore's new rapid micro market segment. • Created and performed product presentations and seminars.

• Responsible for selling Millipore's analytical product portfolio • Significantly increased Millipore's market share in my Area by transforming underperforming areas and universities • Acquired new customers and expanded the existing customer base. • Hit or overachieved sales targets up to 115%