I have built and led a team responsible for defining, establishing, and monitoring contractual commercial policies and reseller programs for the EMEA-APAC region. This included:- Drafting contractual terms and obligations for resellers, impacting their purchasing conditions- Vigilantly monitoring, supervising, and mitigating developments in the grey market- Facilitating the annual contract renewal process with all regional resellers- Identifying areas for improvement in the overall 'Ways of Working' process within the sales cycle and driving enhancements within the organization- Monthly reporting on these matters to our Executive Management and regional sales teams to enhance awareness and improve commercial performance- Streamlining internal and external commercial communication processes for enhanced efficiency and clarity

Defining, establishing, and leading a new commercial capability for Bose - Remote Account Management was a pivotal task. A completely new pan-European structure for Remote Account Management was developed for this purpose, initially serving over 500 resellers across Europe. A team of account managers, spread across Europe to accommodate various languages, conducted account management tasks from their home offices, marking a shift from in-person visits to accounts. This resulted in significant cost savings for the company while enabling more focused and qualitative conversations with the accounts.Simultaneously, I retained responsibility for managing Bose's European Promotions & Incentives (P&I) business. This allowed me to continue the rationalization process of this business unit, as initiated earlier. This involved eliminating smaller accounts with high workloads, enabling us to allocate more attention to key accounts and foster business growth with them. During this period, we were also able to secure a highly substantial promotional activity, supporting another global brand with an important new product introduction.

The Specialty Accounts Business Unit encompasses two divisions: 1) Distributor Managed Markets (DMM), for which I previously held responsibility, and 2) Promotions and Incentives (P&I), a new addition to my portfolio.In my role as manager of DMM, I am pleased to report that I received multiple accolades for achieving the highest revenue and profit growth within the business unit. During my tenure at DMM, we achieved impressive growth of 4x, with a compound annual growth rate (CAGR) of 18 percent over an 8-year period, even during economically challenging times.The Promotions and Incentive (P&I) Business is a specialized CE (Consumer Electronics) segment where other brands collaborate with Bose, utilizing Bose products as incentives in marketing activities such as contests and product launches. I transformed Bose's P&I operations from a fragmented and labor-intensive unit into a leaner, more focused operation. This enabled us to streamline our workforce while simultaneously building stronger relationships with our key accounts, resulting in a significant increase in both revenue and profitability.

Responsible for overseeing Bose's CE operations across 40 countries via a network of distributors, spanning regions across Europe, the Middle East, North, and West Africa. My role involved developing an effective distribution network in these regions, coaching our distributors to deliver the best possible Bose experience to their respective markets. This encompassed tasks such as reseller selection and management, retail execution, devising marketing strategies, and implementing customer service initiatives. Additionally, I held accountability for revenue growth, profit and loss management, as well as the development of product mixes and categories within the designated divisions and markets.

I continued my role overseeing the Business Development and Sales Management of Bose's Aviation Headset Business in Europe while preparing the market and the company for the launch of a new product. My responsibilities included managing the ongoing business with the current product portfolio until the end of its lifecycle, as well as leading the introduction and launch of new products into the market. Additionally, I took on an additional role as Relationship Manager for four markets in our Distributor Managed Markets (DMM) for both CE and Pro audio products. This allowed me to delegate more responsibility to my Aviation team for day-to-day operations while retaining overall business and revenue management of the business unit.

In addition to my role as European Business Development Manager - Aviation, I had the opportunity to take on responsibility for Bose's CE and Pro activities in four of our Distributor Managed Markets: Greece, Turkey, Russia, and Israel. In this capacity, I fostered closer relationships with our distributors, gaining deeper insights into the challenges within their specific markets. By assisting our distributors in reevaluating their strategies and approaches, we were able to enhance Bose's presence in the market, resulting in stronger partnerships and significant revenue growth in these regions.

I held full responsibility for Bose's Aviation Headset business in Europe. To support the planned growth of this business, I recruited and trained a new team. Additionally, I revamped the commercial strategy to implement Selective Distribution, a pioneering approach in the aviation sector, and managed the legal and contractual process associated with this change. I conducted both internal and external change management to ensure the success of this new business structure. This resulted in a significant increase in revenue, tripling the turnover while maintaining profitability. Furthermore, we received multiple awards for the business unit with the highest revenue and/or profit growth.

Responsible for sales activities within our reseller network and aircraft manufacturers, supporting these initiatives with targeted marketing and trade show activities.