Strategic Commercial Excellence
The CHALLENGE
In the aftermath of the financial crisis, Danske Bank was in need of a new strategy which focused on profitability through segmentation of core-clients, customer-focused processes through geographical re-organization, and providing customers with strategically relevant solutions and significantly improved customer satisfaction.
The solution
As Vice President and Head of Global Strategy Implementation, I was tasked with the responsibility of designing, executing and following up on the roll-out of the new strategy across the global organization.
The commercial excellence strategy-program enabled global sales-, credit- and specialist-teams and the leadership-group to deliver on the strategic targets by drastically changing the way front-line advisors understand and work with customer-solutions and how the leadership team could support this.
Significant results were achieved by focusing on 3 keys to change: 1) developing a strong leader role with high capabilities for driving unit Profit/Loss and individual performance 2) focusing on developing joint customer-teams of sales, credit and specialists 3) significantly changing the way advisors prepare, understand and ultimately meet the customers with strategic solutions.
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