Personal profile

Curriculum

2023-        : University of Southern Denmark - Teaching Associate Professor

2019-2023: University of Southern Denmark - Assistant Professor

2015-2019: University of Southern Denmark - Post Doc.

2010-2015: University of Southern Denmark - Teaching Associate Professor

2005-2010: Nykredit A/S - Key Account Manager

2003-2005: Kolding Development Council - Project- and IT consultant

2002-3003: Joker Furniture A/S - Direktionsassistent

1996-1997: Stahlwille GmbH - Trainee

Research areas

Customer-oriented employees are often critically important to an organization's efforts to generate revenue and profit, both in the short and long term. My area of research focuses on customer-oriented employees who work in sales and advisory roles.

These customer-facing employees operate daily in the intersection between needing to act as both salespeople and advisors. They are expected to sell the company's solutions while also being able to build long-lasting and economically sustainable relationships with customers. This applies to many different industries and professions, especially to roles such as bankers, accountants, lawyers, engineers, consultants (IT, marketing, etc.), insurance agents, architects, and more.

The derived questions related to this, which are of interest in my research, include:

  1. What characteristics define a talented customer-oriented employee?
  2. How do organizations attract, retain, and develop talented customer-oriented employees?
  3. What characterizes good advisory services and effective sales?
  4. What types of stress do customer-oriented employees experience in fulfilling their roles?
  5. How is a successful meetings with customers facilitated?
  6. What characterizes modern sales coaching and management?

The above questions draw on theories and research from fields such as Talent Management, work-related stress (role stress), theory of professions, sales and marketing theory and advisory theory, as well as facilitation and coaching theory.

I bring more than 10 years of practical experience into my research, including most of those years in advisory roles. This experience makes my relevant for practice. I place great emphasis on relevance and applicability in my research, which is why I also communicate my research through various channels (lectures, advisory tasks, workshops, scientific papers, books, etc.). In my view, it is when research is put into action and communicated that it provides value to the surrounding community. The research findings are qualified by the practice they concern, and in that interaction and interplay, a deeper understanding of the research and how it can be applied in practice often emerges.

Research interests

Talent Management, Professioner, Arbejdsbetinget stress, Service Kvalitet, Coaching, Facilitering, Salg, Rådgivning, Adfærdsteori

Research areas

  • Customer Relation Management (CRM)
  • Human Ressource Management
  • Organizational Theory

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