Paul Zernikel

Regional Head of Sales @Aira

Hamburg, DE

Regional Sales Leadership & Growth Responsibility: Responsible for leading and scaling heat pump sales operations across the Hamburg and Northern Germany region, managing multi-million euro revenue responsibility in both B2B and B2C markets. Team Leadership & Development: Led, coached, and developed a high-performing sales team of 8 employees, including hiring, onboarding, and continuous performance development. Revenue Growth & Scaling: Achieved and drove over 25% revenue growth within 4 months by optimizing sales structures, processes, and execution across the region. Pipeline & Sales Operations Management: Built and managed a high-volume sales pipeline with several hundred leads per month, ensuring structured lead qualification and conversion from initial contact to closing. End-to-End Sales Responsibility: Oversaw the full sales cycle in B2B and B2C environments, including lead generation, qualification, consulting, negotiation, and contract closing. Sales Enablement & Training: Designed and implemented KPI-driven sales methodologies and training programs to improve conversion rates, closing performance, and overall sales efficiency. Strategic Partnerships & Business Development: Established and maintained long-term relationships with installers, energy consultants, property developers, and strategic business partners. Performance Management & KPI Optimization: Analyzed and optimized key sales KPIs such as conversion rate, forecasting accuracy, and revenue performance to drive sustainable regional growth.