davor lipanovic [compatibility mode]
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6 reasonswhy I can bring added value
DAVOR LIPANOVIC
#1Strong commercialexperience & business skills
EDUCATION
• Faculty of Economics, University of Zagreb, Bachelor Degree in Entrepreneurship
• XV. Gymnasium (major in mathematic), Zagreb
SKILLS
Foreign language:
• English (active in speaking and writing)
Computer:
• MS Office (advanced level), Internet
Driver’s license:
• B category
#1: Education & skills
#1: Key business skills
• Results & execution orientated
• Inspire people with my enthusiasm and optimistic nature
• Need to be challenged and given the opportunity for advancement
• Always looked for ways to improve my results by introducing initiatives
• Successful everyday stress management
• Problem solving approach - creativity in solving business problems and challenges
• Strong initiative and proactive approach to work
• Commitment & passion for work
• Team work
• Fast learning and adapting to new business situations
• Presentation and communication skills
#217 years of work experience in FMCG
#2: 42 years old – 17 years of work experience
• 15 years a proven track record of achievement at two global leading consumer product companies in different industries (consumer good leader in health, hygiene & home and global food and beverage leader), Reckitt Benckiser and PepsiCo
• A consistent record of accomplishments achieved in these areas:
� P&L and Balance Sheet Management and responsibility,
� Brand and New Product Development,
� Brand Portfolio Management,
� Sales and Logistics Management,
� Trade Promo Management,
� Key Account Management,
� Personnel Performance Management & Development
#3Experiencein 2 organised markets
#3: Experience in 2 organised markets with specific roles
� Establish profitable business in Croatia and Slovenia with new G2M model through new
Distributors
� Distributor Management in order to establish and optimize Control of Net revenue and Gross margin targets achievement
� Lead, manage, coach and develop directly own sales force and indirectly distributor's sales force
� Participate in development of strategy for PepsiCo business development in Croatia & Slovenia
� Responsible for overall sales strategy with a focus on long-term development
� Develop commercial plans, trade budgets and forecast to achieve sales objectives
#4Key Achievements in 2 global companies
#4: Experience in leadership
• Know my people and know my business. I show up with an open mind and a positive demeanor
• Insist on realism. Realism is a heart of execution
• Identify clear goals and priorities. When I execute I focus on a very few clear priorities that everyone can grasp
• Follow through. Ensures that people are doing the things they committed to do, according to the agreed timetable
• Expand peoples' capabilities. Coaching is the single most important part of expanding others capabilities
• Know myself
#4: Key achievements
• 6 years sucessfull negotiation of trade terms & agreements in major Accounts
• 6 years Net Revenue and Gross Margin Targets achievement in major Accounts (60% SOM rensponsibilities)
• Establish Sales Force team and responsibilities• Participation in negotiation for International Company Agreement (ICA) for
Metro, Billa and Kaufland
• Establish profitable business in Croatia and Slovenia with new G2M model through new Distributors
• Integrate Marbo Sales Organization to PepsiCo establishing control, procedures and policies following PepsiCo Audit
• Participate in development of strategy for PepsiCo business development in Croatia & Slovenia
• +90% Sales growth from 2010. till 2013. in Croatia and +140% in Slovenia (double the size of the business)
• Strong progress in numeric distribution in both markets (Croatia & Slovenia)� Croatia - increased ND from 45% to 70%� Slovenia – increased Nd from 50% to 80%
• SOM in Croatia on Snack increased from 5% to 15% from 2010. till 2013.; triple the size of the snacks business
• Successful launch of new brand in PC category – Lay's in Croatia & Slovenia in 2011.(in 3 years accomplished 6- 7% SOM in both markets)
• In 2013. I optimized portfolio in Croatia from 75 to 50 SKU's, resulting in higher country Gross Margin and Net Revenue
#5Customer/distributor relationship building experience
#5: Customer relationship building
• Closely cooperated with Marketing/Trade Marketing, sharing input from the market (customers)
• Always looked for a win-win: meeting customer and distributor needs while reaching company's goals
• Presentation of Annual operating plan to key customers/distributors
• Managing customer specific promotional activities & loyalty programs
• Quarterly analysis and presentation of brand/category trends, numeric distribution status and development opportunities to key customers
• Increase trust and collaboration between company and distributor, demonstrated by more frequent interactions between individuals and teams, enable better communication in business processes
#6Work–LifeBalance
#6: Work–Life balance: hobbies&interests
• Activities focused on improvement of personal health & wellbeing
• Different kinds of sport activities:
o Fitness
o Body workout
o Cycling
o Swimming
o Running
o Tennis
• Travelling & meeting different cultures and people
6 reasonswhy I can bring added value
DAVOR LIPANOVIC