RECOM
Market entry · Revenue growth · Full sales cycle management
Benelux, Germany, UK
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Starting from zero in Belgium
No customers, no local network and a brand few people knew. That was my starting point when I began developing RECOM’s Belgian business at the beginning of my solar career.
My role and approach
During my first three months, I built a basic technical understanding of the product and the European solar market while taking a hands-on approach to business development. I spoke with distributors, EPC contractors and potential customers to understand where RECOM could compete. Most knew little about the company or me. At the time, our pricing was less competitive for large EPC projects. Distribution offered a better fit, so I focused my commercial effort there. I managed the work across borders, operating remotely and meeting customers in their markets. I took responsibility for identifying customers, developing relationships, preparing commercial offers and coordinating product documentation with the technical team, then progressing opportunities through negotiation and closing.
What followed
Belgium was the starting point. The Netherlands, the UK and Germany followed. A highlight of my four years at RECOM was delivering €8.5 million in new business revenue within twelve months across these markets.
Career background
I joined RECOM in 2010 after three years in pharmaceutical and healthcare communications. I was moving into a different sector and an ambitious start-up, so I needed to learn quickly and establish myself in the role.
