Experience and career highlights

Mandate

In 2026 I have further developed my competence in practical AI, commercial workflow and methodology work through my own AI projects, professional collaboration and continuing education. Marius Ottesen Consulting serves as a professional platform for methodology development, portfolio projects and documentation of experience in commercial leadership, workflow and practical AI — with operational experience from sales and operations.

Approach

The work spans commercial development, sales development, team development and practical AI implementation, with particular emphasis on how technology, workflow and decision support can create tangible business value. This includes development of models, platforms and apps in areas such as AI maturity, sales development, customer insight, leadership support and administrative efficiency.

Methodology and structure for individual sales development have also been developed and applied in practical B2B client work, combining coaching, training on real customer situations, leadership alignment and AI-based sales training as support. The work combines operational experience from sales and operations with further development in AI through custom-built AI projects, AI Value Lab Oslo and the Generative AI for Business master's course at BI.

The work also includes co-development of Row Solutions, a commercial collaboration initiative for SMEs and a market and development platform for selected collaboration projects.

Mandate

Appointed to the commercial leadership team to professionalise the sales organisation, elevate market visibility, shift the sales force from reactive to proactive engagement, and accelerate digital adoption in a traditionally analogue industry.

Approach

Restructured the 20-person sales department for greater commercial impact. Deployed rigorous sales processes, modern CRM methodology, real-time digital dashboards, and AI-augmented customer journeys to drive a fundamental shift toward proactive, data-informed selling. Introduced multiple new value-added services.

Mandate

Full P&L accountability for the company's largest division, with a mandate to drive aggressive regional growth and spearhead the strategic transformation initiative 'Forbruk Oslo 2.0'.

Approach

Led end-to-end transformation encompassing workforce planning, IT infrastructure, and logistics. Served as CRM superuser and change agent to modernise commercial processes in a fiercely competitive marketplace.

Mandate

Identify and address a critical gap in patient safety within medication management through the development of a smart, IoT-enabled medicine dispenser.

Approach

Leading the full innovation lifecycle from concept through to functional prototype. Navigating complex technical architectures, intellectual property strategy, and stringent medtech regulatory frameworks (MDR).

Mandate

Nationwide accountability for the sales organisation, including key account management responsibility for the company's two largest customers. Inherited a situation where declining sales was already established before my appointment, with a mandate to create clearer direction, stronger follow-up and better team execution.

Approach

Set clearer commercial direction and strengthened sales leadership, coaching and follow-up. Drove multiple product launches within a new direction and innovation agenda, including robotics technology, and worked systematically on prioritisation, customer dialogue and performance culture in the team.

Mandate

Accountable for shaping and executing the national sales and marketing strategy across critical therapeutic areas within one of the world's leading pharmaceutical organisations.

Approach

Led national sales teams while serving on international strategy committees. Operationalised complex transformation programmes and cultivated strategic partnerships with key opinion leaders (KOLs).