Florin Grozavu Email & Phone Number

Bucharest, Romania

Team size: 102 colleagues.Reporting line: Sales Vice PresidentLead areas of commercial strategy and commercial support services:• Route-To-Market: active role in design of long-term commercial strategy and joint business plan. Areas covered: RTM optimizations, change management, Field Sales Force Performance management (routing standards, time in motion, outlet visit standards, sales force capability plans), market segmentation, trade terms strategy, distributor assessment & risk mitigation plans, merchandising capabilities• Sales Development: manage all commercial supporting systems and processes with a primary objective to ensure efficient and effective operation of the field sales force automation system, in-trade opportunity surveys, outlet investment system, sales bonus systems, commercial assets processes• Sales Operations (Draught Equipment, Commercial assets management and POSM logistics, Car Fleet Management).Projects delivered:- sales force effectiveness project: sales organization design to increase market coverage & execution- long-term route-to-market strategy

Bucharest

Team size: 74 colleaguesReporting Line: Sales Vice PresidentDevelop highly scaled and efficient operational services & support in Draught & Technical Services, POSM Logistics, Fleet Management related activities:Projects:- Defined and implemented the long term draught strategy focused on how to deliver top quality draught services as On Trade differentiator versus competition - Defined and implemented the new warehouse management for trade assets and POSM: optimal warehouse network, efficient routes for POSM transport.- Developed the training programs for both pub owners staff and internal (sales force and draught technical team) as well as outlet accreditation programs (incentive program to raise awareness on the importance of quality when serving draught beer). - Standardized sales operations & processes (e.g. Trade Assets process management), bringing new processes for sales operations which enable speed, flexibility and efficiency in the business (such as refurbishment center for fridges, call center)- Digitalize the reporting system for draught team with focus on improving performance, quality, control & monitoring, service requests management

Bucharest, Romania

Team size: 70 colleaguesReporting line: Sales Operations Director- Complex processes associated with draught equipment and beer coolers (procurement, installations, servicing, legislative compliance, contracts) - Sanitation processes in the On Trade, Quality Certification Program, training programs and the technical and technology aspects of events- Commercial assets management including POSM logistics (warehousing & distribution)Projects delivered:- national draught team structure: national centralized structure to deliver excellent draught services to our customers and consumers with optimal cost of service and performance KPI’s.- beer tank technology implementations

Craiova

IT outsourcing company offering complete range of services for software development, infrastructure solutions, software supportMarketing:• Design and manage the marketing content and the best communication tools to attract new customers (generation of new businesses) as well as develop the existing business lines.- Enable and promote company image and visibility through all available channels: media, online, road-shows, fairs, exhibitions;- Design and manage content & messaging: website, presentations, case studies, corporate brandingHR: - Identify training needs and deliver training modules, develop the comp&ben strategy to attract new colleagues, continue and organize internship summer classes, raise the IT industry awareness during faculties and high schools tours, act as an internal wellbeing manager- Recruiting: Head hunting top IT professionals

Bucharest

Teams size: 8 colleaguesReporting line: Trade Marketing DirectorManaged the trade marketing field related operations, cascading the national strategy into action (trade marketing plans, budgets, trade support) within the Southern side of country (20 counties).Channels: - On Premise (trade marketing campaigns, On Premise contract management, Trade support management, events)- Off Premise (trade marketing campaigns, outlet investment programs, trade support management)

Bucharest, Romania

Negotiate and conclude yearly commercial terms with key customers; focus on how to maximize sales and grow category with: Kaufland, Real, Cora, Billa, Penny Market & Penny Market XXL- Own the customer P&L process, deliver the volume targets and profitability and market shares- Use the full range of sales levers needed to deliver the sales plan: consumer / customer insights, promotional activity, synergy with national campaigns (Ursus Breweries marketing campaigns but also Customer campaigns), use the tactical promotions (promo week-ends), new products listing, aim for best volume mix (premium first but support the high sellers), assess the extra investment needs (cold space), win the in-store visibility- Coordination and efficient communication with field sales force and merchandising agency to maximize in-store market execution

Bucharest, Romania

FMCG company, exclusively distributor of brands Baneasa (flour, pasta) and La Grande Famiglia.Negotiate and conclude yearly commercial terms with key customers: Kaufland, Auchan, Selgros, Cora & Billa.

Dolj County, Romania

Producer of famous Untdelemn de la Bunica edible oils brand.- Managed the trade marketing budget - Building and implementing large trade marketing campaigns (360 programs: distribution- retail - consumer) to influence the rate-of-sale, forward stock, share-in-shop KPI- Coordinated a team of 8 trade marketing supervisors

Dolj County, Romania

Master, Financial Management

Banks And Stock Exchange