Christian Grambow
Vice President Strategy Swisslog Global @Swisslog
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WORK HISTORY
Vice President Strategy Swisslog Global @Swisslog
Dortmund, DE
Sales & Market Expansion• Own go-to-market strategy across 5 automation verticals (Food & Beverage, Grocery, Apparel, General Merchandise, Healthcare) in a €27B market. Pipeline grew 28% year-over-year• Moved the sales organization from product-based selling to consultative solution selling across ASRS, AMR, and SynQ. This directly improved win rates on large-scale projects• Built the market analytics function using Interact Analysis data. The team now identifies high-potential segments and feeds targeting recommendations into regional sales teams across EMEA, Americas, SEA, and ANZP & L Impact & Transformation• Project Lead for Fit4Growth, Swisslog’s global restructuring program. 40 goals across 5 clusters (Top-Line Growth, Workforce, Portfolio Rationalization, Smart Spending, Operational Excellence). Target: 4 percentage points of EBIT improvement• Cut structural costs by 11% without reducing commercial capacity or sales coverage in any of the 4 regions• Only Director rated ‘Outstanding’ in 2025. Probation terminated early by CEO after three months.• Made the portfolio calls on where to invest and where to cut: Cube GtP, Pallet ASRS, Light Goods GtP, Mobile Robotics, ACPaQ. Aligned R&D spend with vertical growth rates (7–20% CAGR depending on segment)Sales Enablement & Commercialization• Worked with Solution Management to standardize how we sell ASRS, AMR, and Goods-to-Person solutions• Developed the India go-to-market strategy from scratch. Market projected at €1.1B by 2030 (12% CAGR). Defined partnerships, product localization, and channel setup.• Direct advisor to CEO and Executive Leadership Team on competitive positioning vs. KNAPP, Dematic, TGW, SSI Schäfer, and Element Logic across 15+ markets.
EDUCATION
Tilburg University
MSc, Strategic Management
Eurex Capital Markets Academy (Deutsche Börse)
Certified Derivatives Trader (EUREX - Deutsche Börse) accredited by the Financial Conduct Authority
Tilburg University
BSc, International Business
SKILLS
ABOUT CHRISTIAN GRAMBOW
The warehouse automation market will be worth €38 billion by 2030. Most companies in this space can engineer great systems. Bringing them to market profitably at scale is the hard part.That’s what I do.At Swisslog (KUKA Group), I own the commercial strategy for a €1B intralogistics business. Go-to-market across ASRS, AMR, and software (SynQ). Sales operating models. Solution selling frameworks. I also lead Fit4Growth, our global restructuring program aiming for 4-point EBIT improvement. Before this, I spent five years at FedEx Express running sales development across 32 European countries. 1,800 sales reps,$2.9B in revenue. I set up a Digital Demand Centre with 48 people that covered 300 sales FTEs and saved $2.5M a year. I also built an AI-driven prospect engine that created a $100M+ pipeline in its first year.I started in management consulting at Accenture Strategy – 20+ projects in Comms, Tech, and Utilities, fast-tracked to Senior Manager in six years. That’s where I learned how to redesign sales operating models from scratch, not just optimize what’s there.These days I care about one question: how do you make an automation company sell better without killing its margins? If that’s your problem too, I’m happy to talk.
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