#PlayInTheTopLeague
My path as a woman to the executive suite
Katharina Apitius, Head of Sales EMEIR
"When I joined Heraeus Medical years ago, management was a male-dominated field. The ratio was 80/20. And I was part of the female minority with big ambitions. “Where do you want to go?” asked my supervisor at the time. “I want to work internationally,” I replied resolutely. I had already clearly stated this wish in my application. But several years passed without anything changing. No vacancies. No structures. No prospects. My dream of an international career seemed to be fading away in the DACH region. Then came the turning point: my supervisor changed, and our former CEO asked me about my future aspirations. “I want to take on responsibility for the EU,” I explained confidently. “Why didn't you get the position?” he wanted to know, and I said: “There's only the sales management for Eastern Europe and the development of Russia. My former boss said this was too big a job for me. He also said it was difficult for women.” The CEO's reaction was clear: “You take over immediately. Anyone who can't handle it has to go!”
Building the market from scratch
With this vote of confidence behind me, I began to build up the markets. Normally, you start with easier regions such as the Nordics. Not me. I was given the Eastern European countries, as well as Russia and Ukraine, to develop further. A challenge? You bet! But that's exactly what appealed to me. In Russia in particular, I faced unfamiliar hurdles: huge military machines at the airport, a foreign script and a language I didn't understand, contracts that had to be enforced. The primary questions that preoccupied me were: “What are they doing?” and “How are prices negotiated?” My strategy? I found a woman in support who spoke a little German, and she became my “buddy in crime,” my right-hand woman in this unfamiliar world. So there I sat, the only woman in negotiations with five Russians, supported by an interpreter. Their facial expressions gave nothing away. Poker faces. But I didn't let that deter me, I learned to assert myself and built up very good business relationships.
Growth in other regions
A little later, the Middle East was added, a region where women face particular challenges. In strictly Muslim countries, I was “wrapped up” between business appointments. Again, I was given a chance. Again, I was given trust. I took advantage of it. Later, Italy, France, and Spain followed. These markets suddenly became easy to tap into. My biggest lesson? Sometimes all it takes is one person who believes in you and says, “Period. You can do this!” Those who persevere take their place and succeed."
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