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Wolfgang Keller At Konigsbrau-Hellas A.E. Essay

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Executive Summary
When Wolfgang Keller took over as the managing director of Konigsbrau-Hellas A.E, a Greek subsidiary of Munich based Konigsbrau A.G, he created a culture of camaraderie and emphasized the strengths of the distributors by providing them heavy support and services. The company promoted personal interactions between sales force and distributors and encouraged after hours and weekend get together. Dimitri Petrou was hired as the commercial director in charge of sales primarily because of his experience and maturity. His reserved personality and distant management style has created conflict between them him and Keller. The conflict became somewhat aggravated when Keller wrote his appraisal. He claimed that Petrou was …show more content…

Andreas Carellas was the current chairman who was in charge of external relationship with banks, trade associations and government agencies.
Keller, a 34 year old Harvard Business School graduate was the managing director. When he joined the company, it was losing $2 million a year on sales of $80 million. Three years later, he increased the Greek subsidiary’s earning to $5 million on $100 million revenues. His effort involved changing the market strategy, hiring a new top management group, restructuring the sales force and acquiring the fourth brewery in Salonika.
Dimitri Petrou was the subsidiary’s commercial director working under Keller. He was hired because of his experience and maturity. He has a different management style than Keller the often resulted in conflict between them. Petrou tended to be analytical and deliberate in his actions and preferred to delegate as much as possible. In contrast, Keller tended to be impatient and action oriented, using a hands-on approach after dealing with problems. In addition they have a completely opposite personality. Petrou is somewhat more reserve who wanted to keep his personal life separate from his professional life while Keller thought that it was important to interact with fellow managers on weekends and after hours to increase camaraderie.
Keller believed that Petrou had excellent analytical skills and that he had done a superb job if redesigning the sales force organization and of developing a

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