Torben Koch

Evaluator
DISC Type : dcs

Head of BU System Controls at Danfoss

Nordborg, Region of Southern Denmark, Denmark

Overview

Torben Koch is the Head of BU System Controls at Danfoss, having progressed through leadership roles in global supply chain and procurement. He holds an Executive MBA from IMD and is recognized for his people management skills and ability to create high-performance global teams from scratch.

During his Executive MBA, Torben participated in international business expeditions to China and Vietnam and pitched startup ideas in Silicon Valley. This signals a keen interest in global business cultures, innovation, and hands-on learning experiences beyond his core responsibilities.

He successfully orchestrated a full business turn-around for an acquired company in Istanbul, achieving profitable double-digit growth.

Personality Overview

Quality Focused

Thorough Evaluator

Fast But Analytical

They are not very likely to become strong advocates of your product or service  They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical They focus on the results, but can still be quite procedural and analytical about how to get there

Topics They Care About

Business Turnaround
Based on his experience leading a successful turn-around of an acquired company, resulting in profitable double-digit growth.
Global Team Building
He created Danfoss's global procurement organization from scratch and is praised for his "incredible people management skills" in building high-performance teams.
Supply Chain Leadership
Previously served as Vice President of Global Supply Chain for the Heating Division at Danfoss, managing manufacturing, logistics, and procurement.

Media Appearances

Torben has no verified media appearances

Work History

1-2023
Head of BU System Controls at Danfoss
11-2018 - 1-2023
Vice President Global Supply Chain at Danfoss
2-2017 - 10-2018
Vice President Global Category Management at Danfoss
6-2020
Board Member & General Manager at DAF by Danfoss
6-2009 - 7-2012
Senior Commodity Manager at ZF Group

Education

2017 - 2018
Executive MBA from IMD
BA from Leibniz Akademie

More Information

Social Presence :

Prographics :

Exp : 15 Location : Nordborg, Region of Southern Denmark, Denmark Job Level : Mid-senior Designation : Head of BU System Controls at Danfoss
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Insights For Selling To Torben

During A Call Or A Meeting

DO's

  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Showcase your competitive superiority clearly when possible or address it at the minimum

DONT's

  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Avoid too much small talk, just a few formal pleasantries should be fine

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Torben is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Torben

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Torben move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Torben take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Torben

Personality Compatibility


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