Karsten Grötecke

Critic
DISC Type : C

Business Unit Director for Manual Handling Equipment and Smart Retail at EXPRESSO Deutschland GmbH & Co. KG

Kassel, Hesse, Germany

Overview

Karsten Grötecke serves as the Business Unit Director for Manual Handling Equipment and Smart Retail at EXPRESSO Deutschland. With a background as a graduate of the Graduate School of Business Administration Zurich, he drives the companys focus on ergonomic transport solutions and is actively seeking new sales partners worldwide to expand their global reach.


He is looking for new sales partners worldwide for his companys hand trucks and smart shopping carts.

Personality Overview

Precise

Critic

Negotiator

Unless the value is proven by data, they are unlikely to value fancy features.  It is very likely that they will negotiate pricing or other important terms. They prefer to do logical analysis and value evidence over emotions.

Topics They Care About

Smart Retail Tech
He frequently posts about EXPRESSO's SmartShopper and SmartShopper EyeQ, which enhance process efficiency and data transparency for retailers.
International Partnerships
His professional goal is to find new sales partners worldwide and he recently hosted an international meeting with 25 partners from 17 countries.
In-Store Media
He is focused on turning shopping carts into scalable in-store media platforms, leveraging partnerships to integrate monitors at the point of interaction.

Media Appearances

Karsten Grötecke – EXPRESSO Deutschland GmbH & Co. KG (Exhibitor Profile). Featured in EuroCIS

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Karsten Grötecke | EXPRESSO Deutschland GmbH & Co. KG. Featured in Euroshop Trade Fair

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Work History

4-2023
Business Unit Director for Manual Handling Equipment and Smart Retail at EXPRESSO Deutschland GmbH & Co. KG
7-2022 - 4-2023
Vertriebsleiter / Sales Director at EXPRESSO Deutschland GmbH & Co. KG
5-2019 - 6-2022
Director Sales Automotive Aftermarket at Horn & Bauer GmbH & Co. KG
11-2016 - 4-2019
Stellvertretender Vertriebsleiter / Deputy Sales Manager at Horn & Bauer GmbH & Co. KG
8-2015 - 10-2016
Product Manager at Herkules Hebetechnik GmbH

Education

2015 - 2016
Produktmanager (FH) from Hochschule Schmalkalden
2003 - 2005
Dipl.-Oek. from Graduate School of Business Administration Zurich

More Information

Social Presence :

Prographics :

Exp : 28 Location : Kassel, Hesse, Germany Job Level : Mid-senior Designation : Business Unit Director for Manual Handling Equipment and Smart Retail at EXPRESSO Deutschland GmbH & Co. KG
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Insights For Selling To Karsten

During A Call Or A Meeting

DO's

  • Don’t forget to mention how you compare to competition on both features and pricing
  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Keep some extra margin while sharing pricing, they are likely to negotiate later

DONT's

  • Don’t try too hard to build a relationship with them
  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Karsten is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Karsten

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Karsten move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Karsten take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Karsten

Personality Compatibility


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