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PERSONAL DATA: Cell phone: Email: Address: Citizenship: Date of birth: + V Proleterske , Podgorica Montenegrin April ,
CAREER OBJECTIVE: Senior management position within the organization where I can apply my commercial and leadership skills and lead the team to success. SUMMARY OF QUALIFICATIONS: Over years of business experience Extraordinary knowledge of the Montenegrin market KAMpion award winner the best in Key Account Management in the group of countries Strategic planning Change and complexity management People development High level FMCG expertise Project Management P&L responsibility EMPLOYMENT HISTORY: June Present Executive Manager Vercon Montenegro Strategic Consulting, including business plan & sales strategy development. Advising new businesses on formation of corporations and business structures, drafting privacy policies and structuring commercial transactions. Training Strategic Outsourceing January May Sales Manager for Carnex & Vindija division for Montenegro Voli Montenegro D.O.O. Brand development. Developed brand strategy and statistics systems. Strategic Consulting, including business plan & sales strategy development. Managing different business models for categories of products with over SKUs: Milk & Cream, Meat Products Fresh, Cured, Dried & Smoked Cheese, Nutrition and Wellness Yogurts, Beverages Sport & Energy drinks, Butter & Margarine. Leading the team of employees . Contract Negotiations Analytical competence Management in the emerging markets Sales management Product marketing Proactive leadership Business development Crises management Goal and result driven
Creating complete commercial politics customer segmentation, qualitative and quantitative determining rebate, targets and deferred payment Achieving regional sales operational objectives, strategic plans and reviews. Making yearly business plan in accordance with the product category and sales channels. Determining volume and activation targets for the team. Analyse results, variances, and proposed corrective actions to Executive Manager. Responsible for forecasts accuracy. Determining regional sales system improvements; implementing change. Key account negotiations in order to achieve all sales and activation objectives. Developed sales report forecasts. Responsible for prompt collections, regional revenue, profit and costs ratio, analysis reports and suggestion for improvement of regional profitability. Ensured full implementation of the marketing strategy October Januar Sales Manager for Montenegro Coca Cola Hellenic Montenegro D.O.O Leading the team of employees. Creating complete commercial policy qualitative and quantitative analysis of the customer segmentation, determining the rebate offered to key customers, targets and deferred payment. Achieving regional sales operational objectives, strategic plans and reviews. Making yearly business plan in accordance with the product category and sales channels. Determining volume and activation targets for the team. Analyze results, variances, and proposed corrective actions to the Executive Manager. Developed sales report forecasts. Responsible for the forecasts accuracy. Determining regional sales system improvements; implementing change. Responsible for development of customers. Key account negotiations in order to achieve all sales and activation objectives. Responsible for collections, regional revenue, profit and costs ratio, analysis reports and suggestion for improvement of regional profitability. Ensured full implementation of the marketing strategy. Identified, executed and secured sustainable growth with several profitable investments in new markets. Directly managed subordinates. Project Leader of MIT Market Impact Team, leading several country representatives in achieving specific executive goals in preparing for the summer season. Mentoring and coaching. Organize team buildings. Reported to Executive Manager. March October Regional Sales Manager for Central and North Region of Montenegro Coca Cola Hellenic Montenegro D.O.O Lead the team of employees. Set monthly volumes and activation targets for Sales Supervisors in each specific area or category, analyzed results, variances, and developed corrective plans. Responsible for customers, key account negotiations, achievement of key regional/channel sales and activation of objectives for specific area or category, participation in sales forecasts. Improved collections, regional/channel revenue, profit and cost ratios, analyses and reports to Executive Manager. Directly managed subordinates. September March Sales Supervisor for the South Region of Montenegro Coca Cola Hellenic Montenegro D.O.O
Lead the team of employees. Set daily, weekly, monthly volume and activation targets, analyzed results, variances, set corrective plans and reports. Responsible for development of customers, achievement of sales and activation objectives and building effective customer relationships. Tracked and managed collections, financial status of all accounts and implemented measures to improve profitability. Lead the team to achieve goals in new categoriesjuices and water. Ensured efficient equipment placement, implementation of merchandising standards, and all marketing activities. May September Merchandiser for the South Region of Montenegro Phillip Morris Montenegro D.O.O Entering a new market and established effective functioning, policies and procedures of the company. Creating a strong retail platform for the company products through the implementation of Trade Marketing. Negotiation for strategic placement of the products. Responsible for tobacco sales introduction and extension of the range and prevention of out of stock situations, product presentation, creating optimal exposure at tobacco sales outlets approx. . Contributed to growth of company volume and the expansion of the brands&; market share and ensure continuous territory business development, through product flow optimization, effective coverage, portfolio support and efficient allocation of available resources. Key Sales Indicators Provision & Reporting. Customer Relations. October May Owner of the night club Forte Mare Organized events, promotions, famous DJ performances. Maintaining and overseeing stocks, planning future requirements. Liaison with suppliers, making sure that all suppliers are paid in a timely manner. Hiring staff. Organizing inventory. Determining prices. Making sure that all legal requirements for the Club functioning are met. Providing required documentation to various inspections. October October Sales Representative PIK TakovoGornji Milanovac Sold company&;s products categories of products and SKUs. Listened to customer requirements and presented appropriately to make a sale. Developed outlets and built strong relationship with current, and attracted new customers. Negotiated the terms of an agreement and closed sales. Gathered market and customer information. Represented the company at trade exhibitions, events and demonstrations. Negotiated on price, costs, delivery and specifications with buyers and managers. Challenged objections with a view to get the customer to buy. Achievement of volume and market activation targets. Store visits with set objectives; monitored and improved product displays. Negotiation and maintenance of additional distribution, increased space and dual sites, wherever possible. Made presentations to buyers and management. June October
Warehouse Manager PIK TakovoGornji Milanovac Oversaw efficient receipt, storage and dispatch of food products. Liaising with customers and suppliers. Oversaw stock control and processed orders. Fulfilled objectives and directions from the operation&;s headquarters. Planned future capacity requirements. Motivated, organized and encouraged teamwork to ensure set productivity targets are met. Produced regular reports and statistics on a weekly and monthly basis. Visited customers to monitor the quality of service received. Maintained standards of health, hygiene and security. Oversaw the planned maintenance of vehicles, machinery and equipment.
EDUCATION: High school diploma, Commercial Technician PERSONAL SKILLS AND COMPETENCES: Languages: English, excellentwritten, spoken and read. Valid drivers license. COMPUTER KNOWLEDGE: MS Office, internet, SAP, Power Play, BI. TRAININGS: KAM training key account management, modules, weeks, held in Vienna, Prague, Warsaw. Project management. Leadership excellence. Finance skills for business managers. HR for non HR. Finance for non Finance. Revenue growth management. Situational leadership. SMS sales merchandising skills. Participation at international MIT EURO Market Impact Team, held in Klagenfurt in . A number of internal trainings concerning sales, finance, negotiating and coaching. Deliver volume target +% vs BP, +% vs RE, +% vs LY. Decrease payment days from to days. PSS coolers from % to %. Best Q ever, EBIT % over target. OPEX savings %. Employees engagement rate % the best in whole Coca Cola Hellenic Group. Successfully performed two regions fusion into one. Creating a fully operational position of the Key Account Supervisor. Fully trained a successful successor. Market share growth from % to %. Value share growth %. Set execution model in three different regions that are recognized as best practice throughout the country.
ACHIEVEMENTS AND PERFORMANCE INDICATORS: