This project was part of a significant strategic and financial restructuring of a one of the largest media organisations in the Spanish market.
As organisation design lead, I worked with the new CEO and senior leadership team to identify and implement substantial cost savings in the sales function. We conducted detailed analysis of current sales activities, customer behaviours, customer preferences and channels. This identified savings opportunities that could be realised through switching to a different channel model and reducing sales force duplication of activity. The operating model changes were implemented, resulting in a 30% reduction in annual sales operating costs.