Raphael Petri

Questioner
DISC Type : c

Vice President Brand Zumtobel at Zumtobel Group

Dornbirn, Vorarlberg, Austria

Overview

Raphael Petri leads the Zumtobel brand as Vice President, focusing on strengthening its premium positioning and driving innovation in lighting. His background includes roles at Knauf, McKinsey & Company, and Hilti, where he specialized in digital transformation and commercial excellence. He holds a Master of Science from HHL Leipzig Graduate School of Management.

He has a global perspective on business and education, having completed exchange terms at European University Cyprus and Macquarie University in Sydney during his studies. He is passionate about fostering dialogue and creativity within the design and architecture community.

Unique fact: He spearheads Zumtobels "Atelier of Light" and partners with prestigious architectural foundations like Fundació Mies van der Rohe to support emerging talent.

Personality Overview

Not Easily Convinced

Value Seeker

Cautious & Analytical

It is quite likely of them to ask for pricing or other concessions.  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.

Topics They Care About

Architectural Lighting
Heads the "Atelier of Light" and engages with architects through partnerships and events like the SHARE Architecture Awards to explore the interplay of light and architecture.
Digital Transformation
Previously led a cultural shift towards digital proficiency at Knauf Danoline and managed global projects in digital transformation and commercial excellence at Knauf Digital.
Brand Innovation
His primary mission at Zumtobel is to catalyze innovation and reinforce the brand's standing as a premium, forward-thinking leader in the lighting industry.

Media Appearances

Raphael has no verified media appearances

Work History

10-2024
Vice President Brand Zumtobel at Zumtobel Group
3-2022 - 10-2024
Global Director at Knauf Danoline
5-2020 - 3-2022
Project Manager Commercial Excellence at Knauf Digital GmbH
9-2017 - 5-2020
Consultant at McKinsey & Company
1-2017 - 8-2017
Sales Area Manager at Hilti Deutschland AG

Education

2011 - 2013
Master of Science (M.Sc.) from HHL Leipzig Graduate School of Management
2012 - 2012
Exchange Term from European University Cyprus

More Information

Social Presence :

Prographics :

Exp : 13 Location : Dornbirn, Vorarlberg, Austria Job Level : Senior Designation : Vice President Brand Zumtobel at Zumtobel Group
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Insights For Selling To Raphael

During A Call Or A Meeting

DO's

  • 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
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Raphael 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 Raphael

  • 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 Raphael move?

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

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


You And Raphael

Personality Compatibility


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