The German freight carrier has restructured its sales organization by cutting out an entire management level. As of 1 January 2017, there will be eight regional units responsible for all sales activities. The step is part of the carrier’s so called ‘Cargo Evolution’ strategy.
Formerly, 4 areas and 20 different regions shouldered all sales initiatives. By abolishing an entire managerial level, LH Cargo reaches two goals at once: saving costs and becoming more
efficient. “We want to be as close to our customers as possible," comments Alexis von Hoensbroech, Board Member Product and Sales on the modification. "Our new organizational structure creates
shorter communication paths, even more direct customer contact and greater flexibility."
While most previous business areas will be restructured, sales in Germany remains widely unchanged.
Eight regions run by seven sales executives
This is the new organization chart:
Florian Pfaff will remain heading Sales in Germany, Lufthansa Cargo’s home market.
Thomas Egenolf will head the new region West Europe, whilst
Annette Kreuziger will become responsible for North and Eastern Europe.
Frank Beilner becomes sales chief of the Middle East and Africa.
Bernhard Kindelbacher heads the USA and Canada.
Gunnar Loehr is responsible for Latin America and the Caribbean region.
Frank Naeve fills two roles: sales chief of North and East Asia as well as South and Southeast Asia.
Reporting without detours
All regional managers will report directly to their boss von Hoensbroech. This is a major change to former times where country managers had to report to their area managers, who passed on the information obtained after having added their own observations and comments to the scripts obtained, before sending the “consolidated” block of news to their head of sales in LH Cargo’s Frankfurt headquarters.
Insofar von Hoensbroech’s statement seems to be right when lauding the new structure that leads to shorter and more direct communication paths.
Photos (l > r):
1 row: Annette Kreuziger, Bernhard Kindelbacher, Florian Pfaff
2 row: Frank Beilner, Frank Naeve, Gunnar Loehr
3 row: Thomas Egenolf
Photos courtesy LH Cargo (5), hs (2)