My Story
My journey began in Solothurn, Switzerland, known as the Ambassador City. Soon after I was born, my family moved to Grenchen, a center for the watch industry, where both my parents worked. After high school, I started an apprenticeship as a micromechanic at Switzerland’s largest watch manufacturer. I then earned a Bachelor of Science in Micromechanics and Microelectronics from the Engineering School in Biel, one of Switzerland’s leading institutions in these fields.
In my early 30s, after completing my MBA, I transitioned into the telecom industry and joined Swisscom Mobile. I initially managed paging services and later advanced to Head of International Service Providing, where I led global cellular service offerings. This role allowed me to travel internationally and connect with customers worldwide.
During this period, I had the privilege of being mentored by two influential individuals who shaped my professional growth. Toni Stadelmann, now a close friend, taught me the value of focus and the importance of deep understanding in my work.
current challenges, and finding effective, straightforward solutions. In contrast, Dr. Franz Haller taught me how to reflect deeply on topics and view them from different perspectives. Learning from Franz was fascinating, as he showed me how certain topics could be seen in a new light.
A transformative opportunity led me to the USA, where I served as President & CEO of Haag-Streit USA in the MedTech sector. Not only was I new to MedTech, but I also knew nobody, had no network, couldn't even pronounce the word ophthalmology, and had no idea about diagnostic devices. Despite these challenges, I adhered to my credo: listen, learn, and lead. This philosophy drove a remarkable achievement—growing the business by 50% and doubling the EBIT.
After a decade, I returned to Switzerland to further my MedTech career with Ziemer Ophthalmic Systems. Starting as the Director of International Sales, I was promoted to VP of International Sales within five months. During my tenure, we celebrated the best sales year in the company's history.
The Story Behind
In the telecom and IT industry, I set clear sales expectations and provided regular feedback to keep partners aligned with our goals. I developed a structured sales process with detailed forecasts and a defined sales funnel. This approach encouraged continuous improvement and collaboration, achieving strong results for both our organization and our partners.
When I moved to the MedTech industry, I applied these proven partner management strategies in a new sector. Despite industry differences, the core principles—understanding partner needs, analyzing market conditions, and providing tailored support—remained effective. I quickly adjusted my approach to address the unique challenges and opportunities in the MedTech field.
Using my telecom and IT partner management expertise, I built strong relationships with MedTech partners, helping them thrive in a competitive market. Implementing a structured sales process and regularly communicating sales expectations were key to boosting performance and fostering collaboration.
My experience in the dynamic telecom and IT industry provided a solid foundation for success in MedTech. The skills and strategies I developed have proven versatile and effective, allowing me to deliver value and drive success for partners across sectors.
The Journey of Exerptise
Building strong business partnerships requires a strategic and empathetic approach. Throughout my career in telecom/IT and MedTech, I have learned that effective channel management centers on three core principles: LISTEN, LEARN, and LEAD.
Using these principles, I have built solid relationships, driven shared growth, and achieved lasting success across industries. Whether working in the fast-paced telecom/IT sector or innovating within MedTech, these strategies have consistently shown their value.
LISTEN: Engage in active listening, show genuine interest in partners' concerns, and accurately interpret their needs by paying attention to both verbal and non-verbal cues.
LEARN: Understand partners' priorities, challenges, and business models. Analyze the competitive landscape and market trends to develop tailored support plans that address their specific needs.
LEAD: Communicate clear sales expectations and provide regular updates. Develop structured sales processes and implement necessary tools, fostering a culture of collaboration and continuous improvement.
