Józef Beśka Email & Phone Number

Polska

Preparation and implementation of a new model of the sales network in Poland. Sales Team reconstruction. Managing a B2B team, Van Selling, Contact Center, BOK, E-Commerce, Key Accounts (over 100 people). Managing Managers. Reporting to the Management Board of the Company.Budget management (PLN 150 million). Market management: Poland, Austria, Czech Republic, Slovakia. Negotiating and contract enforcement. Preparation of analyzes and sales development strategies for the coming years. Optimization cost department (savings of PLN 1.5 million in the first year of management). Planning, execution and prioritization of activities in order to achieve the set KPIs and targets. Monitoring the results. Analysis of competitive environment and market development prospects (implementation of the E-commerce platform, development of Van Selling)Achievements:- Highest sales in the history of the company in 2021- Reconstruction of the sales department (rebuilding the model for the functioning of the DSW department)- Implementation of sales indicators for each function- Preparation and implementation of competence matrices for subordinate positions- Preparation and implementation of training cycle for employees (On The Job Trainings, audits)- Development of the Contact Center (increase in the number of clients from 150 to 600 during the year)- Negotiations and implementation of plant sales to the chains Delikatesy Centrum and Carrefour - Development of cooperation with Local Chains (acquiring 500 new points of sale)- Implementation of the Online E-commerce Store (sales of PLN 5 million in 1 year of operation)- Improving the efficiency of Van Selling work, increasing the average daily number of transactions from 10 to 12- Route optimization (fuel savings and better market penetration)- Increase of sales margin from 30% to 38%- Pricing policy- Onboarding of new Sales Managers

Polska

Preparation of the strategy and implementaton of the Coffee 2 Go concept to the Polish market (installment of coffee corners in shops, chains, cafes, restaurants, bakeries, petrols etc.). Close cooperation with the headquarters in Germany and Romania. Preparation of the project in terms of legal (cooperation and leasing contracts), cost and profitability analysis per store, pricing strategy and marketing plan. Cooperation with the biggest coffee wholesalers and vending companies in Poland. Negotiations with chains: Intermarche, Carrefour, Avita, Local Chains.

Kraków, Woj. Małopolskie, Polska

- Building an effective sales team- Assistance in creating a nationwide sales strategy- Commercialization of the Reduced Risk Products- Proper conversion of cigarettes smokers to RRP products - People Management and development (over 100 people) - Negotiation, adoption and execution of sponsorship agreements- Responsibility for General Trade (Retail), Key Accounts and Wholesale- Auditing the work of Managers and Sales Representatives- Region analysis - marketing and sales strategies- Planning, distributing and prioritizing Regional objectives and targets- Defining targets, identifying key drivers and resources needed- Recruitment and defining candidate profiles- Implementation and optimization of tools (MAP - periodic assessments, onboarding, competence profiles, knowledge base, training of other Sales Directors)- Cooperation with 3rd party companies- Monitoring and measurements results- Understanding competitors moves- Budget ManagementAchievements: - 100% of completed targets and KPIs (conversion rates)- Increase in employment of sales department employees by 100%- The highest increase in the share of Heets tobacco sticks in Poland in 2019: + 2.2 pp year to year- Advancement from the last place in terms of sales of IQOS devices to TOP 3 in Poland- The highest number of organized Iqos On Events in Poland (over 70 during the year)- Improving the region's work efficiency, increasing the number of daily meetings with consumers from 1.87 to 3.3- Onboarding of new Sales Managers- Analysis and preparation of a presentation on the commercialization of IQOS in Poland, the tobacco market, cooperation with Wholesalers and KA, results and consumer profiles for foreign delegations - NPS indicator for the Region - 63.4

Kraków, Woj. Małopolskie, Polska

- Management and development of a team of Managers and Sales Representatives (40 people) - Responsibility for General Trade (Retail), Key Accounts and Wholesale channels- Supervision and increasing the sales volume of cigarettes in accordance with the annual OB- Building shares and awareness of PMPL brands- Region analysis - strategies- Planning, distributing and prioritizing Regional objectives and KPIs- Defining targets, identifying key drivers and resources needed- Preparation of a regional Business Plan- Negotiation and optimization of commercial contracts- Building long-term business relationships with key customers- Staff recruitment- Monitoring and measurements results- Understanding competitors moves- Budget Management- Participation in activities in the field of Employer BrandingAchievements:- 100% of completed targets and KPIs - The highest market share of PMPL brands in the history of the Krakow region: 45%- Savings in the amount of PLN 500,000 resulting from the renegotiation of commercial contracts- Preparation and implementation of a special RGD Menthol project in the region, which contributed to the increase in the brand's share by 4%- Activation and strengthening cooperation with key Wholesalers in the region - as a result 120% of all volume tasks achieved in 2018- Promotion to the TOP 3 regions in Poland in terms of achievement of all assigned tasks- Cross-functional moves and development of subordinates (12 people changed their position during the year, 2 were promoted to PMPL HQ)- Increasing sales through a system of recommendations by 15% (preparation of a model of cooperation with B2B and recommendations)*** Award for results and exemplary cooperation with wholesalers for 2017 (trip with wholesalers to South Africa - November 2017)

Łódź, Woj. Łódzkie, Polska

- Management and development of a team of Sales Representatives- Building shares and awareness of PMPL brands in the Key Accounts channel- Contract enforcement in nationwide networks (Orlen, BP, Circle K, Shell, Żabka, Kolporter, Lagardere, Dino etc.) and local networks (Wafelek, PSS Społem Częstochowa, ABC, Avita etc.)- Creating strategies for individual channels- Planning, enforcement and prioritization of activities in order to achieve the set KPIs and targets- Commercialization of RRP products- Contracts negotiation- Budget management- Building relationships with key customers- Data and consumer trends analysis- People recruitment Responsibilities Wholesale:- Management and development of a team of Wholesale Specialists - Managing the wholesale channel in the region (contracts, programs, project implementation, retro)- Distribution and volume targets- Contracts negotiations- Co-creating a nationwide strategy- Budget management- Analysis of customer and market data- Special projects managementAchievements:- 100% of completed targets and KPIs- Preparation and implementation of sales force development program for the most important wholesalers. As a result Increase in their number of customers by an average of 3%- SOM increase among individual Distributors (Mona - 41% to 49% YTY, PHUP Gniezno - 29% to 39% YTY)- Rebuilding relationships with key customers- Preparation and implementation of a special project "Żabka" (SOM growth from 36% to 47% YTY)- Preparation of a special events with the L&M brand (the highest weighted distribution of the L&M in Poland - 98% in 2017)- Best sales team in PL *** Recognition award for building effective teams and above-average results in the wholesale and KA channel *** Recognition award for exemplary civic attitude consisting in saving the life of a person injured in a car accident*** Management Board award for the highest sales of IQOS devices in Poland in 2018

Lódź

- Responsibilty for General Trade (Retail), Key Account and Wholesale channels - Region analysis - strategies - Planning, distributing and priortizing Regional objectives and targets - Defining targets, indetifying key drivers and resources needed - People Management (over 30) - Staff recruitment - Monitoring and measurements results - Understanding competitors moves - Budget Management

Warszawa, Woj. Mazowieckie, Polska

- Planning and preparation of sales cycles in General Trade, Key Accounts and Wholesale channels at national and international level- Development and implementation of strategies and plans to ensure the optimum availability and visibility of PMPL products- Creating and implementing a strategy ensuring an increase in the shares of individual PM brands- Resource allocation, time plans, project meetings, implementation, follow-up and re-evaluation of the results- Project, budget and risk management- ROI- Processes controll at individual project stages- Analysis of the progress in results and preparation of appropriate dashboards- Preparation of Trade Programs (business sponsor, goals, regulations, settlements, evaluation)- Cooperation with all departments (Management, Wholesale, GT, KA, Lawyers, Marketing, Analysis, CE).Achievements:- Stopping the downward trend and increasing the market share of the Marlboro brand by 1.2 pp. by preparing and implementing the international ZETA project- Achieving the highest sales results in the history of the Akcja Lato project thanks to the preparation of the concept and implementation of an innovative planning system- Introduction to the standard of cyclical dashboard preparations containing all the necessary measures in one place (previously several different reports in different places)-Supervision of 7 different projects a year*** Special Recognition Award - the award of the PM Board for the preparation, implementation, cooperation and results of the ZETA project (1.10.2014).*** PM Management Board Award for lifetime work and outstanding achievements in 2014 (22.6.2015)*** Special Recognition Award - PM Management Board award for preparation, implementation, cooperation and results of the Summer Action project (18.12.2015)

Katowice, Woj. Śląskie, Polska

Achievements: - Increasing the number of points of sale with Trade Program and PPOSM from 70 to 220- The highest percentage increase in the shares of PM brands in the Katowice Region in 2013 from 30% to 39%- Preparation and implementation of a series of special trade programs activating sellers to recommend specific PM brands- Increase in the shares of the brands: L&M (+ 1.2 pp) and RGD (+ 2.3 pp). These programs have been implemented all over Poland- Building a sales team from "scratch" achieving very good sales results- Rebuilding relations and signing commercial contracts with key chains at Business Unit: Wafelek and PSS Częstochowa- Supervision, site search and negotiations on a special Marlboro kiosk project (external branding of the most important kiosks in the region to Marlboro)- Invitation to the Philip Morris Talent Pool Silver Academy - a fast development path from representative to manager

Katowice, Woj. Śląskie, Polska

Achievements:- Increasing the number of POS with hostesses from 450 to 750- Increase in the number and quality of consumer contacts (incremental from 3.5 to 6.3) - Increase of qualitative index (incremental from 1.2 to 3.5 effective contacts per hour)- Preparation of a strategy, plan and introduction of hostess work opportunities in kiosks implemented all over Poland- Cooperation with the legal department from HQ in case of working standard change- Preparation of training for all BTC in Poland on the effectiveness of hostesses and the impact of expanding the store infrastructure on conversion and the consumer

Katowice, Woj. Śląskie, Polska

Pow. Tarnogórski, Woj. Śląskie, Polska

Tarnowskie Góry

Studia Podyplomowe, Business English, Bardzo Dobra

Bachelor'S Degree, Italian Language And Literature

Magister (Mgr), Italianistyka, Dobry +

Licencjat (Lic.), Italianistyka, Dobry