Romania
Extensive experience in Key Account Management, Customer Insights and Buying across Beverages & Food industries and Pharmaceuticals, with proven capability to leverage deep market knowledge to drive advanced negotiation strategies. I embrace change, challenge the status quo, and foster innovation with a proactive and positive approach while ensuring team leadership and sustained growth.
- Designed and executed an integrated channel strategy that combined direct, online and distributor models - Led the digital sales transformation project incorporating e-commerce solutions - Enabling the key account team to build long term relationships with national pharmacy chains and achieve business goals - Revamped customer engagement tactics, introducing loyalty programs and personalized marketing campaigns - Managed end-to-end sales targets for key account managers.
- Setting the commercial strategy and actions plans across Key Customers. - Drive Key Customer Performance (Mega Image, Profi & Auchan) and manage KPIs for JKAMs. - Develop customer specific plans for range, merchandising, promotions, pricing, package mix & innovation, services - Manage customer P&L including Trade marketing investment and field coverage (leading JKAMs P&L process). - Working cross-functional with Trade Marketing Managers to develop channel marketing activities and trimester programs. - Managed team development planning & continuous training.
- Advocating a “one size doesn’t fit all” approach, led a team of 10 account professionals in a cross-departmental project that integrated client feedback into product development, increasing presence in hard discounter channel. - Leading the HD agenda: identify, develop and execute actions to drive short- and long-term profitable growth in this channel. - Drive growth & develop customer plans (financials; fron-line support) across portfolio, for key customers (Kaufland, Lidl, Penny, Auchan). - Collaborate with Marketing Teams to create and deploy local marketing plans, KPIs review and tactical action planning.
- Representing “One face to Customer” for all Nestle businesses with Mega Image, Cora, Billa and Lidl. - Class customer management with focus on each business KPIs (T2T, JBP, Catman). - Partner with field team to implement Nestle standards inside stores - Contribute in building customer & category level medium to long term business strategy.
- Manage sweets & confectionery department focusing on managing profitability and business KPIs ( total margin, supplier profitability), along with share of market KPIs - Contract negotiations and management across 145 suppliers - Team management & development (administrative & commercial assistant)