Vienna, Vienna, Austria
Specialties: Trade Marketing, Sales, International Business and Development planning, Market Entry strategies
Area Director CEEA (14 markets - Italy, Austria, Central, Eastern and Southern Europe, Africa)
Leading and shaping sales and marketing activities for company with over 80 active markets and 6 local offices (Austria, Czech Republic, Germany, Mexico, Colombia, Venezuela) and 2 production sites (Czech Republic&Mexico).
• Building&leading new department completely from scratch – Business Development (Sales& Category Management) • Hiring, setting roles and responsibilities, induction plan&targets for new team members • Responsible for sales (2 direct reports) and category management for 11 markets (Czech Republic, Hungary, Slovakia, Croatia, Serbia, Montenegro, Slovenia, Bosnia, Albania, Kosovo, Macedonia) • Development of the category vision and future growth drivers for BIC and customers • Responsible for negotiation and delivery of all category projects, based on category goals in order to achieve overall category growth and position BIC as a category captain • Selecting data and sharing category and shopper insights with customers in order to build joint business plan • Preparing and negotiating yearly agreements and long-range strategies along with distributors • Sales performance analysis, profitability follow-up, development of effective working relationships with distributors and key accounts, P&L management • Market analysis and search for distributors on new markets • Setting and negotiating sales and price policy with distributors • Dedicated to opening new channels of sales (online, office)
Responsible for all brand and trade activities on 11 markets (Balkans, Czech republic, Slovakia&Hungary)
• Yearly planning and budgeting of all trade marketing activities (Channel plans) • Planning, preparing and monitoring all channel activities (Numeric&Weighted distribution, Consumer promo, Loyalty programs, PTC actions) • Report analysis of all trade marketing activities&budget spending in order to provide recommendations and forecasts • Negotiation and communication with outside partners (Distributors&Providers&Cross Category partners&Retail stores) • Regular daily, monthly and yearly analysis in order to adjust channel plans to company goals • Involved in creation and managing of the point of sales material (including budget, logistics, distribution, assortment) by finding the most efficient solutions • Leading the project of new product market implementation on behalf of TM • Collaborates with marketing team to build sales promotions and product communication • Setting targets for sales teams (Distribution& Execution targets) • Collaborates with sales teams to turn the “selling stories” into sales tools to effectively present the brands, the products to their customers • Supports regional teams in the execution of the activities and in achieving their sales and budget objectives, while ensuring the desired product benefits and brand equity are properly communicated • Regular field visit to sales teams ensuring all activities are executed properly • Supervising and directing the work of Trade Marketing specialist • Internal trainer for upcoming colleagues – Trade Marketing induction training • Regular presenting at top management meetings (Sales meeting, Sales&Marketing meeting…)
• Works closely with sales teams in order to ensure proper on field execution • Stays ahead of current off-premise trends • Works closely with Brand Marketing Team to determine communications approach to OFF Premise accounts • Creating key off premise programs (Loyalty programs, cooler placement…) • Leading off premise outlet outdoor branding process • Approving & managing all POS material and it’s on field movements • Regular presenting at Marketing&Sales meetings • Involved in yearly channel plan creating process • Budget analysis&control • Weekly field visits • Weekly&Monthly data analysis (Internal sources, Nielsen report, Promo analysis) • Creating&Leading Ad hoc projects
• Works closely with sales teams in order to ensure proper on field execution • Works closely with Brand Marketing Team to determine communications approach to On-Premise accounts • Measures success of on-premise tools & actions & drives ROI (Draft performance, PTC tracking, Promo follow up…) • Negotiation & maintaining relationship with key On premise accounts (Loyalty program, Mix outlets) • Tailor made indoor&outdoor branding of On premise outlets (designing elements & negotiating with outlet owners) • Approving & managing all POS material and it’s on field movements • Presenting at meetings to listen to market issues and needs (Sales&Marketing meeting) • Budget analysis&control • Involved in yearly channel plan creating process • Weekly field visits • Weekly&Monthly data analysis (Internal sources, Nielsen report) • Creating&Leading Ad hoc projects (Outlet staff incentive) • Staying ahead of current on-premise trends