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Janina Reichert has been part of the NOSTA Group since 2009. Through various operational and sales roles, she has experienced the company’s development and the changing requirements of customers from different perspectives. In this interview, she discusses integrated customer support, cross-functional collaboration and her goals as Head of Sales Germany.
Janina, you have been part of the NOSTA Group since 2009 and have held various operational and sales positions. How has your perspective on customers and their requirements changed during this time?
Customer requirements have become significantly more complex. In the past, the focus was often on individual shipments or pricing. Today, companies expect transparency, consulting expertise, flexibility and solutions that effectively connect multiple areas of logistics.
At the same time, I have developed a greater understanding of the fact that our customers do not think in terms of our internal structures. They want a partner who understands their requirements from an integrated perspective, takes responsibility and brings together the right expertise. Customers are not simply purchasing an individual service. They are making a conscious decision to choose NOSTA as their logistics partner.
What appealed to you about taking on the role of Head of Sales Germany?
I was attracted by the opportunity to actively shape the sales development of the NOSTA Group and work with our teams to unlock new potential. This is not about growth at any cost. It is about sustainable, profitable growth and making our strengths even more visible in the market.
It is particularly important to me that we work as one team across business units and national borders. We are significantly stronger when we combine our experience, knowledge and services. For me, this is one of the key factors that will determine our future success.
Which developments are currently having the greatest impact on companies?
Many companies are operating in an environment shaped by geopolitical uncertainty, volatile markets, rising costs and increasing sustainability requirements. At the same time, decisions need to be made more quickly and logistics processes must be adapted with greater flexibility.
As a result, transparency, data expertise and digital solutions are becoming increasingly important. Our customers are looking for partners who identify risks at an early stage, explain complex relationships clearly and work with them to develop resilient, future-oriented logistics concepts.
What do customers expect from NOSTA as a logistics partner today?
They expect much more than the reliable execution of individual shipments. They are looking for partners who listen, think ahead, provide expert advice and intelligently combine different services.
The key is to understand our customers’ specific challenges and develop the right solution for them. This may involve an individual transport service. In many cases, however, the greatest value is created by combining Road & Rail, Air & Ocean, Contract Logistics, project logistics and our international locations.
What does integrated customer support mean to you in practice?
For me, integrated customer support means looking at our customers, their processes and their objectives as a whole. We want to understand their current challenges, identify potential and determine which capabilities within the NOSTA Group are relevant to their requirements.
Our goal is for customers to experience NOSTA as one team, with clear points of contact, short decision-making processes and solutions that do not stop at internal business unit or location boundaries.
What specific value does close collaboration between the business units and locations provide?
Close collaboration allows us to respond more quickly, flexibly and with a stronger focus on solutions. We reduce interfaces, combine expertise and create greater transparency.
The strength of our network becomes particularly clear when requirements are complex. When transport solutions are combined with warehousing concepts, value added services or international freight solutions, the result goes far beyond an individual service. This requires open communication, shared standards and a willingness to actively share knowledge.
You often describe logistics as a team sport. What does that mean for collaboration within the NOSTA Group?
Successful sales never happen in isolation. Sales teams identify requirements and opportunities and bring relevant topics into the organization. Sustainable solutions are only created through close collaboration with Operations, Marketing, our specialist departments and our locations.
As in any team sport, every department has its own role and contributes particular strengths. In the end, it does not matter who provided the decisive input. What matters is that we achieve a strong result for our customers together. Every day, our operational teams ensure that a promise made by Sales becomes a reliable customer experience.
What defines a successful customer relationship for you?
Trust, reliability and collaboration as equal partners. Successful customer relationships develop over time and depend on open, regular communication. Customers should feel that we understand their challenges, take responsibility and work with them to develop solutions.
Our goal is for companies to make a conscious decision to choose NOSTA, not only because of pricing, but because of the quality of our consulting, our operational strength and our ability to work as one team.
What goals are you pursuing in your new role as Head of Sales Germany?
I want to further strengthen collaboration within the NOSTA Group and connect our capabilities even more closely. This includes expanding cross-functional sales activities, developing our industry expertise, strengthening international collaboration and establishing data-driven sales management based on clear standards and processes.
It is equally important to me that we learn from one another, share knowledge and develop opportunities together. Sustainable growth is achieved when we address the right target customers, realistically assess our capacities and strengths and ensure that Sales and Operations work closely together.
Where do you see the greatest opportunities for the NOSTA Group in the coming years?
One major opportunity lies in connecting the full range of our services even more consistently and providing integrated logistics solutions from a single source. At the same time, data expertise, automation and a clear specialization in selected industries will become increasingly important.
Especially in a complex market environment, companies need logistics partners that can respond flexibly, make decisions quickly and deliver reliably. With our short decision-making processes, broad expertise and international network, we are very well positioned to meet these requirements.
What does good sales mean to you personally?
For me, good sales means listening, connecting people and building long-term partnerships. To achieve this, we need to truly understand our customers’ objectives, processes and challenges.
At the same time, successful sales require a clear strategic direction. This includes focusing on the right target customers and industries, making well-founded decisions, using relevant performance indicators and maintaining a realistic view of our own strengths and capacities. Close collaboration with our operational teams is essential. Only by working together can we develop solutions that create long-term success for both our customers and NOSTA.
