42226

NATIONAL SALES MANAGER la STARWOOD INDUSTRIAL GROUP SRL

NATIONAL SALES MANAGER at STARWOOD INDUSTRIAL GROUP SRL

  • România, București
  • România, București
  • Romania, București
  • Romania, București
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Traduceri ale CV-ului
80%
  • Ultima actualizare: 07.09.2012
  • Numar referinta: 42226

Experienta

  • noiembrie 2009 - Prezent

    NATIONAL SALES MANAGER, STARWOOD INDUSTRIAL GROUP SRL

    • București, România
    • Full time
    • Domeniu - Vanzari: Vanzari

    -	Realizarea unei viziuni de vanzari si a unui set de strategii pentru realizarea acestei viziuni;
    -	Ajustarea strategiilor de vanzare in conformitate cu schimbarile pietii
    -	Monitorizarea concurentei – benchmarking – produse, tehnici de vanzari;
    -	Analiza tendinţelor pieţei şi propuneri catre  Directorul General de obiectivele de vânzări şi estimare de profit ;
    -	Participarea la elaborarea si implementarea BVC; 
    -	Coordonarea departamentului de Vanzari – hipermaketuri si DIY prin:
    -	Negocierea si incheierea contractelor cu KA existenti (Metro, Selgros, Praktiker, Kaufland, Carrefour, Real ) -  cresterea cifrei de afaceri cu 12% in 2010 si 9% in 2011.
    -	Listarea de noi produse in cadrul contractelor existente;
    -	Patrunderea in noi retele: OBI, Dedeman, Ambient, Auchan,Cora,Metro Moldova
    -	Stabilirea target-elor cantitative si valorice pe produs, perioada, department, client;
    -	Stabilirea si urmarirea promotiilor – produs, pret, durata, conditii speciale, eficienta promotiei
    -	Identificarea direcţiilor de dezvoltare şi propunerea  de noi produse;
    -	Organizarea forţei de vânzări ca mărime şi structură (17 salariati) prin:
    -	Organizarea distributiei, flexibila si adaptabila nevoilor pietii;
    -	Elaborarea strategiei de acoperire nationala prin  reţea de distribuţie proprie sau externalizata
    -	Recrutarea si evaluarea agentilor de Vanzari 
    -	Stabilirea target-elor pe SKU, agent, zona, perioada;
    -	Trainingul periodic al agentilor – pe produs si tehnici noi de vanzare;
    -	Planning-ul saptaminal si lunar al vizitelor agentilor;
    -	Urmarirea evolutiei portofoliului de clienti;
    -	Cresterea vanzarilor prin fidelizarea clientilor existenti, cresterea numarului de clienti, cresterea numarului de produse distribuite, analiza stocurilor de la clienti;
    -	Incasarea debitelor la timp;
    -	Stabilirea indicatorilor de performanţă si acordarea bonusare pentru agenti;
    -	Controlul activitatii agentilor, recompensare, penalizare;
    -	Coordonarea departamenului de Vanzari on line.
    -	Managementul depozitului prin:
    -	stabilirea SKU;
    -	optimizarea aprovizonarii – cantitati, ritmicitate
    -	eliminarea suprastocurilor;
    -	reducerea rupturii de stoc (OOS);
    -	reducerea stocurilor fara miscare;
    -	Managementul transportului – optimizare rutelor,incarcarea eficienta a vehicolelor, livrari la timp,monitorizarea consumurlor si a costurlor adiacente;
    -	Coordonarea departamentului Service – garantii, post garantii;
    -	Coordonarea departamentului de import:
    -	Aprovionarea in cantitatile si ritmul generat de vanzari;
    -	Studiul pietei externe si gasirea de noi furnizori competitive;
    -	Negocierea contractelor- preturi, termene de livrare, garantii;
    -	Coordonarea filierei din Bulgaria
    -	Implementarea CMR si utilizarea ERP;
    

  • februarie 2008 - noiembrie 2009

    AREA SALES MANAGER, MARCOM RMC 94

    • București, România
    • Full time
    • Domeniu - Vanzari: Vanzari

    -	Elaborarea politicii de vanzari impreuna cu General Managerul;
    -	Stabilirea obiectivelor de dezvoltare a departamentului motostivuitoare si utilaje de constructii si implementarea acestora;
    -	Analiza pietei de utilaje utilitare, stabilirea politicilor si strategiei de Vanzari adecvate pietei, implementarea si urmarirea indeplinirii acestora;
    -	Analiza SWOT a concurentei (produse, tehnici de vanzare folosite, oferte lansate, promotii, conditii si termene de plata, garantii, service, post service)
    -	Mentinerea si dezvoltarea portofoliului de clienti;
    -	Fidelizarea clientilor existenti;
    -	Identificare si clasificarea potentialilor clienti;
    -	Vanzarea de activitati de tip Service post garantie;
    -	Planningul vizitelor;
    -	Implementarea si promovarea sistemului de urmarire KOMTRAX (urmarirea parametrilor tehnici si a pozitie de lucru via satelit);
    -	Imbunatirea utilizarii CRM;
    -	Elaborarea documentatie tehnice pentru licitatii;
    -	Elaborarea fiselor tehnice ale utilajelor comercializate;
    -	Intocmirea ofertelor tehnico-economice, transmiterea si urmarirea acestora;
    -	Incheierea si urmarirea contractelor;
    -	Organizarea de expozitii, promovarea imaginii companiei si a produselor;
    

  • septembrie 2006 - februarie 2008

    DIRECTOR COMERCIAL, UNICOM OSYS SA

    • București, România
    • Full time
    • Domeniu - Vanzari: Vanzari

    -	Elaborarea unui start-up business-plan si urmarirea aplicarii lui in conformitate cu studiul de fezabilitate;
    -	Identificarea si proiectarea centrelor de profit ale firmei : productie, aprovizionare, vanzari;
    -	Participarea la intocmirea BVC;
    -	Stabilirea unei strategii de vanzari prin 4 canale principale:
    -	Clienti mari – contructori , dezvoltatori imobiliari
    -	Distribuitori – revinzatori
    -	Show-room-uri proprii - identificarea de spatii pentru constructii in 8 orase importante din tara;
    -	Export – parteneri in Orientul Mijlociu si showroom la Tunis
    -	Studiul pietei romanesti de tamplarie de termopan in general si a celei din lemn stratificat in special;
    -	Identificarea concurentei, a produselor si strategiei existente in piata;
    -	Urmarirea si controlul lucrarilor de investitii :
    -	Executia birourilor si a spatiilor industriale;
    -	Constructia depozitele de materii prime si materiale, depozitele de livrari;
    -	Contractarea proiectarii si executie showroomului din Bucuresti;
    -	Identificarea de spatii pentru constructia de showroomuri in 8 orase importante din tara;
    -	Organizarea distributiei la nivel national prin:
    -	recrutarea echipei de vanzari (6 agenti +supervisor);
    -	trainingul tehnic al agentilor;
    -	stabilirea zonelor de lucru, 
    -	alocarea targetelor si stabilirea comisioanelor;
    -	demersuri pentru achizitionare flotila auto
    -	Promovarea imaginii firmei si a produselor prin :
    -	Contactarea posturilor de televiziune cu emisiuni specifice de amenajari interioare;
    -	Pregatirea lansarii gamei de produse pe piata prin evenimente media si BTL;
    -	Crearea siteului de comenzi online;
    -	Cataloage;
    -	Aparitii in publicatii de specialitate;
    -	Participarea la targuri si expozitii interne si internationale;
    -	Externalizarea  serviciului de montaj a tamplariei - negocieri cu firme specializate;
    
    
    
    

  • februarie 2003 - septembrie 2006

    GENERAL MANAGER, BIOPROD SA

    • București, România
    • Full time
    • Domeniu - Finante: Management

    -	Administrarea firmei, coordonarea relatiilor interdepartamentale;
    -	 Relatii cu parteneri externi si cu partenerii din cadrul holdingului GRIVCO;
    -	Organizarea licitatiilor pentru lucrari de investitii si selectionarea furnizorilor ;
    -	Incheierea contractelor de executie pentru lucrari de investitii;
    -	Situatii partiale pentru lucrari; avizari plata lucrari efectuate;
    -	Urmarirea lucrarilor de investitii in constructii - cladire P 10, garantii, post-garantii, service;
    -	Urmarirea respectarii graficului de executie si a consumurilor specifice;
    -	Receptionarea lucrarilor efectuate de clienti;
    -	Aprovizionarea cu materiale, piese de schimb, consumabile prin studiul permanent al pietei;
    -	Elaborarea planului de activitate pentru paza si protocol;
    -	Intocmirea BVC;
    -	Relatia firmei cu institutiile statului (Administratia Financiara, Garda Financiara, Politie,Pompieri )
    -	Solutionarea litigiilor contractuale;
    -	Raportarea situatiilor de lucrari executate si aflate in executie catre presedintele grupului;
    

  • ianuarie 2000 - iulie 2002

    PROJECT MANAGER, Kleist Kunststoffe Gmbh, Germania

    • București, România
    • Full time
    • Domeniu - Finante: Management

    -	Reorganizarea activitatii de productie decoratiuni interioare prin modernizarea capacitatii existente ;
    -	Introducerea de noi repere in productie;
    -	Promovarea noilor produse catre clientii existenti;
    -	Extinderea productiei in Ungaria prin construirea unei noi fabrici;
    -	Urmarirea comenzilor (receptionare, urmarire productie, livrare)
    -	Aprovizionarea cu produse necesare fabricatiei(peste 2.800 articole)
    -	Corelarea aprovizionarii , productiei si livrarilor prin dimensionarea corecta a stocului de materii prime si de produse finite;
    -	Imbunatatirea relatiilor comerciale cu parteneri din Germania, Belgia, Ungaria, Rusia, Romania, Vietnam, Bulgaria, Turcia,Taiwan;
    -	Clienti importanti: OBI, IKEA, NEWELL, PRAKTIKER, GARDINIA
    -	Coordonarea activitatii de Web Design - proiectarea si actualizarea site-urilor firmei si promovarea produselor prin Internet;
    Alte observatii:am lucrat pentru Divizia Ungaria a acestei companii 2001-08  2002-07
    

Educatie

  • 1993 - 1998

    Diploma de facultate, Institutul de Constructii Bucuresti

    • București, România

Aptitudini

Permis de conducere
  • B

Limbi straine

Engleza
Mediu
Franceza
Incepator
Romana
Nativ
80%
  • Last update: 07.09.2012
  • Reference number: 42226

Experience

  • November 2009 - Present

    NATIONAL SALES MANAGER, STARWOOD INDUSTRIAL GROUP SRL

    • București, Romania
    • Full time
    • Work domain - Sales: Sales

    -	Develop a sales vision and of a set of strategies to put this vision into practice;
    -	Sales strategy adjustment in accordance with the market trends;
    -	Competition monitoring – benchmarking – products, sales techniques;
    -	Analysis of market trends, sales target and profit forecast proposals drawn for the General Manager.
    -	Participation in drawing and implementation of the operating expenses budget;
    -	Coordination of the Sales department – hypermarkets and DIY stores:
    -	Negotiate and close contracts with the existing KA (Metro, Selgros, Prakriker, Kaufland, Carrefour, Real) – generating a 12% rise in the 2010 turnover and 9% increase in the 2011 turnover;
    -	New product listing within existing contracts;
    -	Enter new hypermarket chains: OBI, Dedeman, Ambient, Auchan, Cora, And Metro Moldova. 
    -	Set quantity and value targets per product, time period, department, client;
    -	Set up and follow up promotions – products, price, duration, special conditions, effectiveness;
    -	Identify development trends and propose new products;
    -	Organisation of the sales force, size and structure-wise (17 employees):
    -	Organise a flexible and market needs oriented distribution;
    -	Draw the national coverage strategy based on the company’s own distribution network or on outsourced distribution services;
    -	Recruit and evaluate sales agents;
    -	Set targets per SKU, agent, area, time period/frame;
    -	Periodical training of sales agents – on products and new sales techniques;
    -	Weekly and monthly planning of agent visits;
    -	Follow up the evolution of the client portfolio;
    -	Increase sales by means of: building existing client loyalty, increasing the number of clients, increasing the number of supplied products, and client inventory analysis;
    -	Timely debt collection;
    -	Establish performance indicators and assign employee bonuses;
    -	Control agent activities, rewards and penalties;
    -	Coordination of the on-line sales department;
    -	Warehouse management:
    -	establish SKU;
    -	optimize supplying – quantities, frequency;
    -	eliminate overstock;
    -	reduce out of stock (OOS);
    -	reduce inactive inventory;
    -	Transport management – route optimization, effective vehicle loading, timely deliveries, other expenditures and costs monitoring;
    -	Coordination of the Service department – warrantees and post-warrantees;
    -	Coordination of the import department:
    -	Supply based on sales quantity and frequency;
    -	Explore external markets and find new competitive suppliers;
    -	Negotiate contracts – prices, delivery deadlines, warrantees;
    -	Coordination of the Bulgarian subsidiary;
    -	Implementation of the CRM system and use of the ERP system.
    
    

  • February 2008 - November 2009

    AREA SALES MANAGER, MARCOM RMC 94

    • București, Romania
    • Full time
    • Work domain - Sales: Sales

    -	Draw the sales policy in collaboration with the General Manager;
    -	Set and implement the development objectives of the lift trucks and construction equipments department;
    -	Analysis of the utility equipments market, establish, implement and follow up the sales policies and strategies in order to meet market conditions;
    -	SWOT analysis of the competitors (products, used sales techniques, launched offers, promotions, payment terms and deadlines, warrantees, service, post-service;
    -	Maintain and develop the client portfolio;
    -	Build client loyalty for existing clients;
    -	Identify and rank potential clients;
    -	Sell activities such as post-guarantee service;
    -	Visits planning;
    -	Implement and promote the KOMTRAX tracking system (tracking of technical parameters and location via satellite);
    -	Improve the use of the CRM system;
    -	Draw bidding specifications;
    -	Draw specification sheets for the commercialized equipments;
    -	Draw, send and follow up the technical and economic proposals;
    -	Close and follow up contracts;
    -	Organize exhibitions; promote the company’s image and products.
    

  • September 2006 - February 2008

    TRADE & SUPPLY MANAGER, UNICOM OSYS SA

    • București, Romania
    • Full time
    • Work domain - Sales: Sales

    -	Draw a start-up business plan and follow up its execution in accordance with the feasibility study;
    -	Identify and devise the company’s business units: production, supply, sales;
    -	Take part in drawing the operating expenses budget;
    -	Establish a sales strategy based on 4 main channels:
    -	Large clients – construction companies, real estate developers;
    -	Distributors – resellers;
    -	Company showrooms – identify construction sites in 8 important cities of the country;
    -	Export – partners in the Middle East and showroom in Tunis;
    -	Analysis of the Romanian double-glazing market in general and of the multilayer wood market in particular; 
    -	Identify the competitors, products and strategies on the market;
    -	Follow-up and verify investment works:
    -	Building of offices and industrial spaces;
    -	Building of raw materials and other materials warehouses, delivery warehouses;
    -	Contracting design and execution services for the showroom in Bucharest;
    -	Identify locations for building showrooms in 8 important cities of the country;
    -	Organization of the distribution at national level:
    -	recruit the members of the sales team (6 agents + one supervisor);
    -	technical training of the agents;
    -	establish working areas;
    -	assign targets and establish commissions;
    -	take the necessary steps for the acquisition of the car fleet;
    -	Promote the company’s image and products:
    -	Contact TV stations broadcasting shows dedicated to home improvement;
    -	Prepare the launch of the product portfolio on the market with the help of media and BTL campaigns;
    -	Create the website for online orders;
    -	Catalogues;
    -	Articles in relevant field publications;
    -	Participate in fairs and exhibitions, locally and abroad;
    -	Outsourcing of the carpentry assembling services – negotiations with professional companies;
    
    
    

  • February 2003 - September 2006

    GENERAL MANAGER, BIOPROD SA

    • București, Romania
    • Full time
    • Work domain - Finance: Management

    -	Company management, coordination of department liaising;
    -	Liaising with foreign and GRIVCO partners;
    -	Organize biddings for investment works and for the selection of suppliers;
    -	Close execution contracts for investment works;
    -	Partial works reports; approve payments for performed works;
    -	Monitor investment works in constructions – 10-storey building; post-warrantee, service;
    -	Verify compliance with schedules and specific consumption;
    -	Acceptance of works performed by the clients;
    -	Procurement of materials, spare parts, consumables by constantly analyzing the market;
    -	Security and protocol activity planning;
    -	Draw the operating expenses budget;
    -	Liaising with the institutions of the state (Fiscal Administration, Financial Guard, Police, and Fire Dept.)
    -	Solve contract related disagreements;
    -	Report performed and in progress works to the group’s president;
    
    

  • January 2000 - July 2002

    PROJECT MANAGER, Kleist Kunststoffe Gmbh, Germania

    • București, Romania
    • Full time
    • Work domain - Finance: Management

    -	Reorganize the interior decorations production activity by upgrading the existing production capacity;
    -	Start the production of new items;
    -	Present the new products to existing clients;
    -	Expand production activities to Hungary by building a new factory;
    -	Follow up orders (reception, production monitoring, delivery);
    -	Procurement of products needed for production (over 2,800 items);
    -	Balance procurement, production and deliveries by properly adjusting the raw materials inventory and finished products inventory;
    -	Improve business relations with partners from Germany, Belgium, Hungary, Russia, Romania, Vietnam, Bulgaria, Turkey, Taiwan;
    -	Important clients: OBI, IKEA, NEWELL, PRAKTIKER, GARDINIA
    -	Coordinate the web design activity – design and update the company’s websites and promote the products on-line; 
    Other information: I have worked for the company’s Hungarian Division from 08/2001 until 07/2002
    
    

Education

  • 1993 - 1998

    Bachelor's degree, Technical University of Civil Engineering Bucharest

    • București, Romania

Skills

Driving license
  • B

Foreign languages

English
Intermediate
French
Beginner
Romanian
Native