Fabian Horsmann

Questioner
DISC Type : c

Director Sales Development Asia at item Industrietechnik GmbH

Cologne, North Rhine-Westphalia, Germany

Overview

Fabian Horsmann is the Director of Sales Development for Asia at item Industrietechnik, specializing in international sales strategy and lean production systems. He leverages his background in engineering, demonstrated through his B. Eng from Cologne University of Applied Sciences, to drive growth and manage key accounts across diverse global markets, including Europe and the Americas.

Originally from Cologne, Fabian is an open-minded and bilingual professional, fluent in both German and Spanish. He attributes his ambition and dedication to his background in sports. His core focus is on continuous self-improvement, a principle he applies to both his personal and professional life.

Fabian contributed to the greenfield logistics planning for the BMW Groups plant in San Luis Potosí, Mexico.

Personality Overview

Not Easily Convinced

Systematic

Value Seeker

It is quite likely of them to ask for pricing or other concessions.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to fully evaluate every situation.

Topics They Care About

Lean Manufacturing
Actively promotes solutions like Karakuri and low-cost automation, focusing on creating efficiencies in production systems for clients like Volkswagen.
International Sales
His career progression focuses on global markets, from managing European and American distributors to his current directorial role for the Asian market.
Continuous Improvement
This is a core personal and professional philosophy, reflected in his headline "Better than yesterday, worse than tomorrow! " and his posts about CIP.

Media Appearances

Fabian has no verified media appearances

Work History

11-2024
Director Sales Development Asia at item Industrietechnik GmbH
8-2022 - 10-2024
Head of Key Account Management at item Industrietechnik GmbH
4-2020 - 8-2022
Area Sales Manager at item Industrietechnik GmbH
2-2018 - 3-2020
Projektingenieur at venitec GmbH
4-2017 - 9-2017
Logistikplaner at BMW Group

Education

2013 - 2019
B. Eng from Cologne University of Applied Sciences

More Information

Social Presence :

Prographics :

Exp : 8 Location : Cologne, North Rhine-Westphalia, Germany Job Level : Mid-senior Designation : Director Sales Development Asia at item Industrietechnik GmbH
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Insights For Selling To Fabian

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Tell them that you will come back if you don’t have a good answer for a question
  • Back up any claims with data and numbers

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Fabian is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Fabian

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Fabian move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Fabian take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Fabian

Personality Compatibility


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