Enrique Roca Email & Phone Number

Bengaluru, Ka, In

Bangalore, India

Spain

Spain

As Export Manager of this highly dynamic family-owned company, my personal contribution to the results came from:✴ Command strategic focus shift from mature markets to emerging economies throughout Asia and Latam regions✴ Establishing new own-brand distribution networks reducing exposure to private labels and OEM labels✴ Despite global recession scenario, I managed to make export department sales grow by 5% in 2010

Singapore-Uk

Hold P&L responsibility for the whole line of Castrol and BP motorcycle lubricants. My personal contribution to the results came from:✴ Leading the five-year strategy review process in order to define new country delivery plans and new business priorities in terms of geographic focus and market segmentation. ✴ Expansion strategy of the Castrol brand through the creation of a franchise system, “Bikezone”, and of flagship workshops, “Bikepoints”. We currently have more than 5000 such centres throughout several Asian countries.✴ Launching this company’s first global campaign. Together with my team I created the “Trizone” concept - especial protection for 4-stroke engines. To this end I co-ordinated the work of technicians, marketing experts, production, purchase and advertising agencies throughout the world. The result was a 20% increment in the sales of 4-stroke products with a total investment of $15 Million (TV, radio, press, online, training, events and promotions).

Venezuela-Usa

As Regional Marketing director for Latin America for the automotive product line we managed to:✴ Re-launch in Brazil of the GTX brand, the most important brand in the Castrol portfolio. We achieved a 15% price increase thanks to the differentiation created by the technological improvement of the product.✴ Rationalisation of the range of products thus providing ourselves with a more competitive cost structure.✴ Launching in Mexico of the new product GTX Alto Kilometraje (High Mileage). This currently represents more than 30% of the GTX brand total business turnover in Mexico, which generates a margin 30% higher than that of the conventional GTX version.

France

As Sales & Marketing Manager France, we managed to:✴ Increase sales to hypermarkets by 35% thanks to the implementation of category management programmes. We helped Carrefour to create the “drivers area” thus contributing to the growth of the automotive category in all its centres.✴ In this price deflationary period it was very important to contain the cost structure, which made it difficult to increase coverage. Therefore I created a department of sales via distributors that quickly brought an increase in our sales coverage.✴ Implementation of a sales management integrated information system in our distributors’ warehouses. This system facilitates the control of sales to both the primary channel (wholesalers) and the secondary one (retailers) thus improving the efficiency of the price policy and optimizing marketing investments.

Spain

As Sales Manager, our main exploits were:✴ Renewal of the recommendation agreement with BMW Iberica. As a result of this at the end of the second year we reached a market penetration of 75% in the BMW network.✴ Sign off the recommendation agreement with Rover España, which immediately enabled us to increase our sales by 25%. This also opened for us the doors to two of the largest car dealer groups in Spain, Soler and Salamanca.✴ creation of an innovative system of customer loyalty by implementing a three-year guarantee on mechanical pieces when using the lubricant Mobil 1.

Management, Entrepreneurship & Global Leadership

Leading Your Self

Sales And Marketing Leadership Program

International Mba

Ba In Political Science, Political Science, Laws, Economics

Ba In Sociology