Having a coffee with …Alexander Volkmer
Alexander Volkmer, born in Karlsruhe, has been at Rutronik since April 1999. He started in Internal Sales and has worked in External Sales and as an Area Sales Manager (Office Manager) in the meantime. At his own request, he has been working as a Key Account Manager again since 2017 and is responsible for several of Rutronik’s major clients.
How did you end up a Rutronik?
Before Rutronik, I worked at a company in Pforzheim in the office communication sector. Back then the company was bought out by an American firm. After the purchase, there were plans to close locations. As I didn’t want to be unemployed, I started looking for a new job and came across a newspaper ad by Rutronik. It was about selling electronic components. As I have a technical qualification in electronic components, I submitted an unsolicited application and was appointed. That was how I got into Internal Sales.
What do you do as a Key Account Manager?
The job as Key Account Manager, or selling electronic components, is not that easy but very varied. I look after customers from major sectors: automotive, industry and white goods. We are accordingly talking about negotiating vast sums here.
My working day usually starts at eight o’clock. I’m either in the office or at customers’. Usually I am out and about for two days a week. I look after five key accounts for Rutronik myself. That doesn’t sound like that many but it is considerable as they are major customers. On the remaining days of the week I’m either in the office or on site at manufacturers, usually in Germany but sometimes somewhere in Europe too.
Which challenges do you come across in your job?
One challenge at the moment is to communicate to customers that the market is changing. This calls for good knowledge and great trust from the customer. Our business is generally strongly influenced by trust.
Do you sometimes have to struggle with prejudices too?
Always, regardless of how much the customer trusts you, they have a certain bias when they see a price adjustment. I usually get the manufacturers involved. The manufacturers present their issues to make it clearer why these price factors are necessary. This makes the customer feel more reassured. I always say that we are successful together as a team. Creating common ground with the customer, is my key concern.
IS RUTRONIK TRYING TO ENTER INTO LONG-TERM RELATIONSHIPS WITH CUSTOMERS?
It is very important to build up good relationships with customers in sales today and to maintain these too. This sometimes not as easy any more at many major companies as the younger generation is already represented there. The older generation still relatively had a lot of contact with sales staff or suppliers, but the younger one doesn’t really.
Do close relationships with customers produce advantages for your job?
The most important rating point with customers, regardless of the relationship with the customers, is the work we do. If you do a good job, are dependable and punctual and make reliable statements and are there for customers in difficult situations, then you have a good standing.
DO THE CUSTOMERS NOTICE IF STAFF HAVE MUCH BACKGROUND KNOWLEDGE AND TECHNICAL EXPERTISE?
As a Key Account Manager, you aren’t just selling a parts number, you’re selling a product. I always like quoting Helmut Rudel from when I started at the company: “Every sales rep has to have taken a look at production first before they sell a component.” It still see it in exactly the same way today. Once I’ve seen what goes into a component before it is finished and what this costs down to the last cent, I’m aware of what I’m selling. I might just be selling a small component but I have to remember time and time again how highly complex the production of components is.
Does Thomas Rudel’s philosophy shape the corporate culture?
It’s the Rudel family’s philosophy that shapes the company. It was practiced by Helmut Rudel at that time and now also by Thomas Rudel, which I think is really good. New employees are supported and trained specifically when they start here. We have lots of beginners in electronics, which is why it is important to get to know this area and in particular the products first. This also applies to sales. As I can only sell them if I know exactly what the products are all about.
We have several training steps and conduct a training program with new staff. Helmut Rudel developed the training program in his day to prepare new staff for their job. Rutronik’s philosophy has always been to give beginners the chance to prove themselves and develop further.
What is Rutronik for you?
Rutronik is a bit like a family for me. When I came to Rutronik, we were a family-run company, now we have grown into a small corporation with approximately 1,600 employees. We have still remained a family though, which I think is really good and I would be thrilled if that remained the case too. I really like working here, it’s great fun.