Thomas Kolster

Judge
DISC Type : Dc

Senior Director & Head of Commercial Functions, Digital Services at Danfoss

Copenhagen Municipality, Capital Region of Denmark, Denmark

Overview

Thomas is a senior commercial director at Danfoss with over 12 years of experience in IoT and business transformation. He leads the digital services organization, building a future portfolio of services enabled by IIoT. He is described by colleagues as an expert with excellent leadership skills, holding a degree from Copenhagen Business School.

His team won the 2018 Danish e-commerce award for Best B2B E-commerce Solution.

Personality Overview

Demanding

Fast But Wary

Quality Focused

They respond well to strong and respectful communication.  They are not always relationship oriented. More than the product, they care about the impact of the product.

Topics They Care About

AI for Decarbonization
Passionate about using AI and software-driven energy optimization to make existing systems cleaner, smarter, and more efficient.
Smart Energy Systems
Focuses on transforming buildings into intelligent energy systems and improving efficiency in data centers and district heating networks.
Digital Service Growth
Leads the commercialization of digital services, building new business models and revenue streams enabled by the Industrial IoT.

Media Appearances

Thomas has no verified media appearances

Work History

3-2022
Senior Director & Head of Commercial Functions, Digital Services at Danfoss
6-2021 - 5-2024
Board Member at CoastZone A/S
1-2019 - 3-2022
Head of Service Innovation at Danfoss
4-2017 - 12-2019
Founder at The Ramp
3-2017 - 12-2018
Head of Digital Transformation at Danfoss

Education

2008 - 2010
HD (A) from Copenhagen Business School
7-2002 - 6-2004
Bachelor's degree from Århus Erhvervsakademi

More Information

Social Presence :

Prographics :

Exp : 21 Location : Copenhagen Municipality, Capital Region of Denmark, Denmark Job Level : Senior Designation : Senior Director & Head of Commercial Functions, Digital Services at Danfoss
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Insights For Selling To Thomas

During A Call Or A Meeting

DO's

  • Objectively showcase the impact that your product creates
  • Help them weigh the risks by sharing objective proof points without becoming too analytical
  • Speak about competitive differentiation that your product offers

DONT's

  • Do not spend too much time focusing on product tech or features
  • Don’t focus on process and rules, give the impression of being a ‘gets it done’ person
  • Don’t be in a rush to invite them for a social meet and greet

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Thomas is

  • Confidence in impact is paramount to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Thomas

  • If they are not convinced, they will have no hesitation in telling you the same.

Insights For Deal Planning

    How fast (or slow) will Thomas move?

  • They can reach decisions fairly quickly if they are convinced.
  • Can Thomas take some risk or not?

  • They don’t mind risks but can be quite binary about them.

You And Thomas

Personality Compatibility


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