Ivan Dubravec

Experience

• 

  Dega d.o.o.

  Aug 2010 - Sept 2012

  Project Manager

  Introduction to lighting industry and portfolio. Learning about lighting design, norms, processes in project development, quotations, claim management and customer support.After 6 months, I started with sales activities on local market. Started with market scan, cold calling and presentations and ended up with small and medium acquisitions in mostly urban and retail projects.

• 

  Zumtobel Group

  Sept 2012 - now

  Upscalling Croatian branch of Zumtobel Group to a market leader in lighting segment. Expanding responsibilities to the newly formed region SEE(South Eastern Europe) which consists of Croatia, Slovenia, Bosnia and Hercegovina, Romania, Greece, Cyprus, Malta, Albania, Macedonia and Kosovo. Focusing on opportunities with existing international clients and mostly new acquisitions in industry and retail segments, but also coordinating partner activities in distant countries.In the same time acting as a Country Manager of Croatia. Expanding responsibilities to Slovenia, Bosnia and Hercegovina, Greece, Cyprus, Malta, Albania, Macedonia and Kosovo. Focusing on opportunities with existing international clients and new acquisitions in industry and retail segments. Leading a mid-size team towards the company expectations and goals by doing market researches and afterwards application driven sales campaigns, providing management with accurate reports and forecasts, coordinating marketing activities, making sure the team members are on track with the budget and also taking care about the every day administration and office costs. This tools enabled me to secure the stable growth and a good team atmosphere. One of the most important roles of my career as it triggers the rapid growth of my network enabled by our key customers and helped me to establish myself within a team.Main task in this role was to follow the expansion of international clients(SPAR, BILLA, BIPA, LIDL, KIK, HERVIS, DEICHMANN) and local retail brands(KONZUM, Plodine, 5STAR), while in the same time using their strength and names to acquire new prospects. In this role I was introduced to business processes and rules of a multinational company, which really broadened my perspectives and taught me to act in my circle of influence.Main activity was working in SAP(ERP), handling orders and ensuring on-time deliveries.Part of the job was also the claim management, which was a great opportunity to meet and work with our key clients.

  • Regional Sales Director Croatia, Slovenia, BiH, Hungary

    Aug 2023 - now

  • Country Manager Croatia

    Jan 2019 - Aug 2023

  • Sales Director SEE & Country Manager Croatia

    Sept 2017 - Jan 2019

  • Regional Sales Director

    May 2016 - Sept 2017

  • Sales Director Croatia

    May 2015 - May 2016

  • Key Account Manager

    Jan 2014 - May 2015

  • Office Coordinator

    Sept 2012 - Jan 2014