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MACROMEX SRL
- SALES MANAGER - ICE CREAM DIVISION
2009 - maintenant
Responsibilities:
- To manage at country level the sales force of 41 sales agents, 6 supervisors and 6 area sales managers in a van-sell distribution system dedicated for the Algida ice-cream division.
- Sales planning for the Algida ice-cream division: annual, monthly and weekly plans ;
- Setting the budget for the ice-cream division ;
- Planning the commercial and credit policy of the Algida ice-cream division ;
- Weekly reports for the top management of the company regarding the ice cream division status;
- Recruiting and training the sales force of ice-cream division. ;
- Developing the market through distributors, local key accounts, gas stations or other special clients
- I organized the division after a trouble start
- I recruited, hired and trained 22 sales agents and 3 sales supervisors
- I have negotiated and signed the contract with 5 local distributors and several local key accounts
- I made the working procedures for the Algida ice-cream division sales force.
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IANICOS TRADING SRL
- GENERAL MANAGER
2009 - 2009
* Main activities and responsibilities
- IANICOS TRADING SRL was a smal distribution company that was focused on a very specialized distribution channel: HORECA channel in Bucharest. On this market IANICOS
TRADING SRL was distributing frozen products like ice-cream from NESTLE ICE CREAM ROMANIA, frozen vegetables from UNCLE STATHIS GREECE, frozen pastry from
CHIPITA - 7 DAYS GREECE and other frozen products from local Romanian producers or importers.
- IANICOS TRADING SRL was using 3 Iveco Daily trucks, specialized for ice-cream and frozen foods distribution.
Responsibilities:
As single owner and general manager of IANICOS TRADING SRL I had to take care of all the managerial aspects that are rising from the daily function of the company:
- Strategic planning for short and medium period, looking for opportunities, for new products, areas of distribution, distribution systems (van-sell versus pre-sel), personnel.
- Strategic decisions regarding the position in the market, the implementation of the marketing and merchandising plans of our partners, the commercial policy of the company, financing the company on a sound base and at the best interests, doing daily or monthly financial analysis such as cash flow, profit analysis, ROI, balance sheets, profit and loss account.
- Keep the contact with the financial institution we are working with: bank, leasing company,
state authorities (financial institutions, sanitary veterinary institutions, city authorities, Police).
- Recruiting the sales force, training them and be responsible for the salary and motivation plan for the employees.
- Developing the market through negotiations with the most important players in the HORECA sector.
Achievements:
- I built up the company from the start, concerning all the aspects: legal, financial authorities, banks, authorizations;
- I negotiated and signed the contract with the suppliers (Nestle Ice Cream, Esarom, Rubin King, Falmian).
- I recruited, hired and trained 3 sales agents in a van sell distribution system for ice-cream
- I developed the HORECA channel in 2 months with 200%, starting negotiations or signing the contracts with important clients in this sector: Ramada Hotels, Howard Johnson Hotel, Hotel Capitol, Hotel Ambasador, Marriott Grand Hotel, Everest fast food etc.
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MULLER DAIRY RO SRL
- AREA SALES MANAGER
2008 - 2009
Responsibilities:
- Managing the sales of the company in South Romania (Constanta,Tulcea, Ialomita,
Calarasi, Prahova, Dambovita, Arges, Teleorman, Giurgiu, Brasov, Covasna si Harghita)
through direct and indirect distribution;
- In direct distribution I managed 3 senior sales representatives - Muller sales force.
They were in charge with the sales, merchandising and promoting of Muller products
in al the International Key Accounts (METRO, Carrefour, Billa, Selgros, Real, Kaufland, Auchan, PIC, Spar, Penny, XXL, Interex, Plus, Profi) and local Key Accounts (Can Serv-Primavara, Ivet Comprod- Ethos, Hard Discount, Luca, Castillo, Alfa Beta). I was in charge with the recruiting of the sales force, training them, propose motivational schemes for them.
- In indirect distribution I managed the activity of 7 local distributors of Muller. I have
started the cooperation with them from the early negotiations and proposals of the
business plans for their areas. After signing the contracts, I made the budget for each
distributor and each area, set the monthly and yearly targets, made the strategic action
plans regarding the development of Muller presence in the local retail, increase the
numeric and weighted distribution, training the distributors' sales force (more then 40
sales agents and sales supervisors).
- Besides my ASM duties at Muller, I was coordinating the indirect distribution activities at country wide level. I was a senior consultant of Sales Vice President regarding the management of distributors. Working together with my other fellow colleagues ASM, I have set and implement the motivational plans for al the distributors around the country.
Achievements:
I have started the operations of Muller in the Southern Romania by:
- Recruiting the sales force in the area (3 sales representatives);
- Negotiating and signing the distribution contracts with 7 distributors;
- Negotiations with each POS of IKA and LKA regarding the Muler the selves
dimensions and positioning. Finally, we achieved significant positions in 90% of the
international chains;
- Negotiating and signing the commercial contracts with LKA such as Alfa Beta, Hard
Discount, Castillo, Luca;
I created and implemented motivational plans for the sales teams of distributors for all the country.
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NESTLE ICE CREAM SRL
- AREA SALES MANAGER
2002 - 2008
Responsibilities:
- Organizing the sales in the area of South Romania (Bucharest, Prahova, Brasov, Ialomita, Dambovita, Giurgiu, Teleorman, Calarasi) in an indirect distribution system;
- Direct management of a team of 4 Area Sales Supervisors, each of them being allocated to one or more Nestle’s distributors;
- Indirect management of the activity of 6 country representatives and 3 local distributors
- Setting targets for the specified area and following to be reached by the sales force
- Maintaining a good relationship with the National Key Accounts (METRO, Carrefour, Billa, Selgros, Praktiker) and with the Gas Station chains (OMV, MOL, SHELL, AGIP,
ROMPETROL), regarding the good execution of contracts terms for each of them
- Training the Distributors’ Sales Force periodically
- Implement the Company’s plans in the area, such as: Marketing Plan, Merchandising Plan, Commercial Plan, Credit Policy Plan and others;
- Develop the business in the area and have a keen eye on the competition
- Setting the budget for the team
- Making daily, monthly and yearly sales reports
