Pro-active & Self motivated
Sales & result (profit) oriented
Supportive style of Leadership
MARIAN IACOB
Economist
Zurbaua
Summary
Experienced Leader with proven track record of success. Substantial strategic and operational experience in national management
• Inspirational leader with high credibility and strong motivational and influencing skills.
• Ability to manage change and to lead teams to thrive and perform also in challenging times.
• Drives connectivity and interaction between diverse parts of the business to mobilize resources and to enable change.
• Proven ability to handle complex situations and ambiguity.
24 years of experience in B2B and demonstrated history of working in various industries (building materials, electronics, FMCG). Skilled in strategy and planning with focus on Team Management, Sales Management, Negotiation, Business Strategy,Business Development, P&L& budgeting
Overview
19
19
years of professional experience
Work History
Country Manager
HARDEX ROMANIA
6 2013 - Current
- Responsible for Hardex strategy & development, operations on the Romanian market, fully P&L & budgeting process ressponsibility; reporting directly to the BOARD of the company (abroad)
- Coordinates, coaches and motivates a team of ~ 50 people, organized hierarchically specific for a commercial affiliate
- Responsible for designing the strategy for Romania, in terms of sales, marketing, pricing, HR, logistics, finance, and responsible for its implementation & results
- Fine tuning and adjusting the commercial policies to a better addressability for different channels B2B (traditional trade, modern trade, industrial, ); stimulating the common development programs with the clients (co-marketing programs etc.)
- Contract negotiations and cost follow up for International and local Key Accounts & Logistics - Warehouse/Internal transport/WMS/SFA/ERP and other IT software needed
- Project management for outsourcing and/or insourcing warehousing including logic scheme for WMS software, creating whole scheme for new warehouse, whole project of new warehousing done from zero to 5000 lines out/day
- Analize, following and achieving the company’s KPI’s (sales/targets, car fleet/ operations costs, logistic, Financial, marketing)
- Legal and compliance responsibilities: coordinating all processes related with legal affairs, GDPR, GPS, employment contracts, internal code of conduct etc
- Reducing the company’s exposure on the market implementing (together with the finance) an eficient cash management and clients crediting policy, management of bad payers until recovery of all debts
- Assortment category management & analyses – sales forecast per item – new products development plans
- Implementing new policies and IT software to develop and change internal processes
- Main achievements: Rebuilding and developed old team
- TRIPLED the turnover & profits in 10 years
- Implementing and negotiating new strategies to recover bad old debts
- Successfully implemented projects in IT and Logistic resulting in increased efficiency in operational costs, HR,client services management
- First country in whole KAEM of companies group who implemented TV campaign for first time in Romanian tools market.
Country Manager
OLYMPUS ROMANIA
03.2011 - 04.2013
- Starting –up the branch in Romania
- Developing the business strategy including sales, marketing, pricing startegies
- Developing the local distribution channel
- Implementing best marketing strategy for Key Accounts
- Negotiating contracts and category management for all company products
- Generating product trial by final consumer
- Negotiating contracts with local distributor/on line shops/Key Account/dedicated clients
- Market share development per segments
- Main achievements: Developed new image for Olympus brand in Romania
- Developed market share for main Olympus category becoming leader in high season sales
- Implementing sales and marketings stategy for Romanian market and all chanels of distribution including Key Accounts.
National Key Account Manager
TCHIBO Brands ROMANIA
04.2009 - 03.2011
- Team management/people management/people coaching/training
- Developing negotiations strategy's for International Key Account Chanel
- Negotiating contracts with all Key Account from RO market and also traditional trade
- Developing promotional strategy's together with marketing policy
- Promotional plan strategy for all Key Accounts
- Managing Key Account Managers team and also merchandiser team
- Managing also traditional trade team/development plan/targets/promotional plan
- Category management/merchandising project management
- Contract cost control per client vs contracts and budget planned
- Department budget creation/tracking/follow-up
- Establishing and tracking of KPI's
- Main achievements: Setting new boundries of negotiations with Key Accounts and succesfully closing contracts
- Implementing cost oficiency strategy in colaboration with Key Accounts
- Market shares development via efficient promotional plans and best assortment management
- Category management development in Key Accounts.
Key Accounts Manager
Henkel Romania S.R.L.
05.2005 - 03.2009
- Generating Contract budgets for clients and tracking them
- Negotiating contract with all International Key Accounts: Carrefour, Metro, Selgros, Cora, Auchan, Penny, Plus, Kaufland etc
- Client budget preparations/ sales plans per client, category, products
- Category management implementation/ new products listings
- Promotional plan development and marketing strategy implementations
- Sku forcast/ sales forecast
- Store visits-store check
- Main achievements: 2 times - best client development Trophy (Carrefour&Kaufland)
- Category management and promotions succesfull implementation resulting market share increase in all Brands
- Mentoring Junior Key Account managers in Key Account Management and clients negotiations.
Education
Economy -
Ecologic University Romania
BUCURESTI, ROMANIASkills
Trainings And Courses
- Negotiations tehnics
- Sales Management
- Time Management
- Team Management (HENKEL Academy)
- Discounters
- STOREWARS Inaternational – Business simulations
- Coaching
Timeline
Country Manager
OLYMPUS ROMANIA
03.2011 - 04.2013
National Key Account Manager
TCHIBO Brands ROMANIA
04.2009 - 03.2011
Key Accounts Manager
Henkel Romania S.R.L.
05.2005 - 03.2009
Country Manager
HARDEX ROMANIA
6 2013 - Current
Economy -
Ecologic University Romania
Similar Profiles
Andreea PENAAndreea PENA
Senior National Programme Officer at Embassy of Switzerland in RomaniaSenior National Programme Officer at Embassy of Switzerland in Romania
Cosmin GazaCosmin Gaza
Digital Marketing Specialist at Henkel RomaniaDigital Marketing Specialist at Henkel Romania
Crucianu Anca AlexandraCrucianu Anca Alexandra
SAP Senior Consultant at MHP RomaniaSAP Senior Consultant at MHP Romania