Collaborating across borders
According to Wiebe, international cooperation requires more than just good agreements; it starts with understanding the context. “Working with multiple countries sometimes feels like one big project, where each market uses its own ‘manual.’ And sometimes there turn out to be multiple versions in circulation,” he says with a smile. “But as soon as you understand why things happen in a certain way, space is created to truly move forward.”
He sees it as his responsibility to clearly translate the customer context: What exactly does the customer mean, what interests are at play, and what risks must be taken into account? “When the starting points are clear, discussions become more substantive and solutions more concrete. This prevents noise and accelerates the process.”
“Working with multiple countries sometimes feels like one big project, where each market uses its own ‘manual.’ And sometimes there turn out to be multiple versions in circulation.”
Negotiating with a long-term perspective
For Wiebe, account management is about closing strong deals and achieving structural growth and value for both parties. “In negotiations, I look for the right balance between commercial results and long-term development. An agreement must be competitive today, but also contribute to continuity, scalability, and mutual growth. Only then do you create a partnership that goes beyond price and volume.”
According to Wiebe, the past few years have required exactly that approach. COVID, disruptions in the Suez Canal, and tensions around the Red Sea put supply chains under pressure and changed schedules sometimes from week to week.
“In such periods, the focus is on control and transparency: making scenarios and consequences clear, keeping expectations sharp, and ensuring that the customer and the organization remain aligned. This way, cooperation remains commercially strong and operationally stable, even when circumstances are not.”
Results that add up
Packit’s growth brings larger volumes, broader international coverage, and more complex coordination. With that, the responsibility also grows. “Ultimately, it is about delivering what we promise.” Colleagues appreciate his enthusiasm, eye for detail, and thorough product knowledge, with which he maintains oversight and focus even in complex situations. Customers experience him as a clear and committed strategic partner, especially when pressure increases.