Leading multinational B2B Sales Teams to success in key European markets.

Drive profitable sales growth of 8 different categories in the Impulse Channel (Small Retail), establishing a new Sales Organization of 80 FTEs for direct store coverage and a network of local partners to ensure distribution across the country. Guide and train Area Managers and Sales Representatives in areas such as Trade Policy, promotional activities, merchandizing.

Support and drive both short and long term strategies and initiatives in Sales. Identify, evaluate and analyse opportunities for continued optimization. Evaluate existing channel strategy, recommend and lead a new Route to Market approach in Impulse to bring business back into growth, from the design phase to the implementation and roll out in the market.

Leading the project in both markets to evaluate the deployment of Sales headcount budgets (€25M) and maximize profitable store coverage (optimize RTMs - potential impact on the organization).

Led the project in Greece, Bulgaria and Romania by managing multifunctional country teams to identify, quantify and prioritize opportunities, implementing the Perfect Store Strategy (Global top sales priority). Driven completion of project in Switzerland and Austria. – Project scope: evaluate/quantify opportunities within a Category Management framework in retail environments/customers. Aligned opportunities & action plans with country senior leadership teams (part of Annual Contract process).

Led the project in different European markets, reporting to the European Sales Program Director – Program objective: maximize profitable coverage of stores with greatest growth potential, increase the effectiveness and efficiency of the Sales Organization and optimize RTM; manage recommended changes aligned with senior management. Countries of implementation and working experience: Norway, Spain, Belgium, Italy, Sweden.Key Accomplishments• Sweden: service model/store coverage… Show more Led the project in different European markets, reporting to the European Sales Program Director – Program objective: maximize profitable coverage of stores with greatest growth potential, increase the effectiveness and efficiency of the Sales Organization and optimize RTM; manage recommended changes aligned with senior management. Countries of implementation and working experience: Norway, Spain, Belgium, Italy, Sweden.Key Accomplishments• Sweden: service model/store coverage optimization, new alternative RTMs (€1,5M cost savings) • Italy: optimized store coverage (increasing WD coverage by 4%) to achieve opportunity of 2% on annual net revenue; recommended sales force restructuring to increase efficiency• Belgium: identified efficiencies to achieve opportunity of 1% on annual net revenue and potential savings by optimizing service models, restructuring sales organization and changing RTM (€0,5M)• Norway: optimized store coverage and service model to achieve opportunity of 0,9% on annual net revenue (€0,5M cost savings). Show less

Reporting to the Sales Manager FC, responsible for Cyprus Sales and the co-ordination of all functions to support the business (Marketing, Finance, CS&L). Main responsibility to merge Kraft and Cadbury businesses in Cyprus, and proceed with Sales Growth Projects. Business development responsibility for Milka brand in Greece, managing the authorized distributor.Key Accomplishments• Led the negotiations with Kraft CEEMA to take over business in Cyprus; combined Cadbury and Kraft business… Show more Reporting to the Sales Manager FC, responsible for Cyprus Sales and the co-ordination of all functions to support the business (Marketing, Finance, CS&L). Main responsibility to merge Kraft and Cadbury businesses in Cyprus, and proceed with Sales Growth Projects. Business development responsibility for Milka brand in Greece, managing the authorized distributor.Key Accomplishments• Led the negotiations with Kraft CEEMA to take over business in Cyprus; combined Cadbury and Kraft business successfully; negotiated contracts with the 3 new distributors• Launched successfully the Tassimo brand in coffee category• Led the successful launch of Lacta and strengthened no 1 market position in chocolate tablets• Initiated major activities in Gum & Candy category to maintain no 1 position in the market • Explored and initiated HoReCa business in Cyprus• Managed Milka distributor (2010 - 2013)• Achieved Cyprus closing €1M above target in 2012 Show less

Reporting to the Country Director accountable for Cyprus, HoReCa and New Channel development; Route to Market and Sales Growth Projects. Identify new partners (distributors) and customers in before mentioned channels to establish strong presence and drive sales growth. Member of the Greek Management Team since 01.2009.

Reporting to the Country Director, accountable for Trade Marketing (€ 2M) budget; Accountable for Adjacent Markets (Cyprus, Israel) Sales & Marketing (Range, Pricing, Advertising and Media Plans, Turnover) with full A&P responsibility (€0,5M advertising and trade budget). Key Accomplishments• Enhanced and embedded Category Management in the company• Introduced new insights and techniques into check out rack construction; completed projects with major Greek retailers (Sklavenitis… Show more Reporting to the Country Director, accountable for Trade Marketing (€ 2M) budget; Accountable for Adjacent Markets (Cyprus, Israel) Sales & Marketing (Range, Pricing, Advertising and Media Plans, Turnover) with full A&P responsibility (€0,5M advertising and trade budget). Key Accomplishments• Enhanced and embedded Category Management in the company• Introduced new insights and techniques into check out rack construction; completed projects with major Greek retailers (Sklavenitis, PENTE); simplified PoS material design to achieve time savings• Initiated shopper research to strengthen merchandizing strategy• Designed and implemented new holistic merchandizing strategy & philosophy that changed the “rules of the game” in kiosk merchandizing (“Ferrari Project”)• Lead major trade activities such as “I am not a plastic bag” involving local authorities• Handled Cyprus as an autonomous business having full responsibility (portfolio, pricing, advertising planning, net revenue) with 2007-2010 GACR +12% and 2010-2012 GAGR of +10%, DSO’s on target• Led the launch of Trident & Halls in Cyprus replacing Wrigley from no 1 position in Gum & Candy• Guided / advised distributors and sales forces Show less

Trade Marketing, Category Mngt and Sales Operations Manager 06.2004 – 01.2007Reporting to the General Manager (since January 2006 to the National Key Account Manager) accountable for Trade Marketing, Category Management and Sales Operations. Key Accomplishments• Established Category Management in the company and acted as advisor to retailers (Carrefour, Veropoulos, Atlantic, Masoutis, smaller accounts), implemented Category Mngt projects• Developed relevant training for sales… Show more Trade Marketing, Category Mngt and Sales Operations Manager 06.2004 – 01.2007Reporting to the General Manager (since January 2006 to the National Key Account Manager) accountable for Trade Marketing, Category Management and Sales Operations. Key Accomplishments• Established Category Management in the company and acted as advisor to retailers (Carrefour, Veropoulos, Atlantic, Masoutis, smaller accounts), implemented Category Mngt projects• Developed relevant training for sales force; introduced Sales Force manual (category management & merchandizing guidelines)• Initiated and led the discussions on merchandizing strategy and range priorities • Stuffed and trained new team, strengthening department performance; team nominated for “Make the Difference Award” Show less

Reporting to the Sales Director, responsible for sales Data Analysis & Reporting, Sales Information Systems, Sales Plans, support to Account P&Ls, monitoring Sales Trade Budget, design and implementation of Category Management projects, merchandising guidelines, PoS materials, Trade Marketing activities coordination, Sales Projects (national & international).Key Accomplishments• Worked towards upgrading the department from a reporting unit to a more active role • Built up Category… Show more Reporting to the Sales Director, responsible for sales Data Analysis & Reporting, Sales Information Systems, Sales Plans, support to Account P&Ls, monitoring Sales Trade Budget, design and implementation of Category Management projects, merchandising guidelines, PoS materials, Trade Marketing activities coordination, Sales Projects (national & international).Key Accomplishments• Worked towards upgrading the department from a reporting unit to a more active role • Built up Category Management knowledge to be Center of Expertise• Introduced “Internal Customer Approach”, especially when dealing with Sales Force• Monitored and controlled trade spend, advising on corrective actions; participated in Account Profitability and Trade Expenditures Projects• Introduced Account Portfolio and promotional evaluation to drive corrective actions• Managed promotional material design and production; achieved reductions in costs and time spent (10 min to 3 min per display build-up)• Changed promotional display strategy by introducing pre-filled displays for the first time Show less