Ralf Koch

Questioner
DISC Type : c

Vice President Research & Development at VACUUMSCHMELZE GmbH & Co. KG

Hanau am Main, Hesse, Germany

Overview

As Vice President of Research & Development, Dr. Ralf Koch has been with VACUUMSCHMELZE for over two decades, leading a team of 180 in developing advanced magnetic materials. His work focuses on innovative solutions for the e-mobility, automotive, and industrial sectors, backed by a Dr. -Ing. from the University of Stuttgart.

Outside of the lab, Ralf finds it incredible to see his companys technology in unexpected places, a passion highlighted by an experience on a vacation in South Africa where he discovered VAC technology on a security tag on an ostrich egg. This demonstrates his deep connection to his work.

He has a personal ambition to see the market launch of a refrigerator that uses climate-friendly magnetocaloric cooling technology, a project his team has been developing.

Personality Overview

Not Easily Convinced

Cautious & Analytical

Price-Sensitive

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to do thorough analysis of any situation.

Topics They Care About

E-Mobility Solutions
Drives the development of core components for electric vehicles, charging infrastructure, and supports major industry partnerships, such as with General Motors for EV growth.
Sustainable Technology
Passionate about developing sustainable solutions, he personally hopes to see the launch of refrigerators using magnetocaloric cooling to reduce energy use and eliminate harmful refrigerants.
Material Science
Leads the development of specialized metallic alloys and magnetic materials that are critical for megatrends in e-flight, smart manufacturing, and medical technology.

Media Appearances

Ralf has no verified media appearances

Work History

6-2004
Vice President Research & Development at VACUUMSCHMELZE GmbH & Co. KG
1-2001 - 5-2004
Development Engineer Power Electronics at Daimler AG

Education

1997 - 2001
Dr.-Ing from University of Stuttgart
1991 - 1996
Dipl.-Ing. Elekrotechnik from Technische Universität Darmstadt

More Information

Social Presence :

Prographics :

Exp : 25 Location : Hanau am Main, Hesse, Germany Job Level : Senior Designation : Vice President Research & Development at VACUUMSCHMELZE GmbH & Co. KG
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Insights For Selling To Ralf

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ralf 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 Ralf

  • 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 Ralf move?

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

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Ralf

Personality Compatibility


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