Experience

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  Nelt grupa

  Oct 2015 - May 2018

  Local key account
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  Ad evropa skopje

  Jun 2018 - Nov 2018

  Brand manager for export
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  Mondelēz international

  Nov 2018 - Sept 2023

   In charge of delivering the company volume and net revenue targets through planning and implementing sales. Accountable for the financial management of respective cluster of customers and/ordistributors: Net Revenue, NR/kg (product/price mix), Gross-to-Net. Managing volume and value forecasting process for the respective cluster ofcustomers and distributors. Identifying volume opportunities and risks. Monitoringactual sales data and in-market sales. Ensuring market opportunities in the area and identifying the effective use ofrespective resources. Monitoring the changing needs of the market and reacting adequately to the changesto prevent losing market share and Mondelez positions in the modern and traditionaltrade. Ensuring permanent reporting about the market and competitive environment.Making detailed analysis of trade status and proposing corrective actions to SalesManager. Responsible for turnover and merchandising standards achieved by my team. Constantly managing and conducting skill development needs assessments for alldirect reports, utilizing Leadership and Sales Competencies as benchmarks to defineareas for improvement. Show less Monitoring the implementation of the company’s strategy and the targeted plan with the distributor on a regional level. Ensuring the achievement of volume, goals and targets for the sell in and sell out, distribution and coverage of the dedicated territory. Providing perfect coverage with Mondelez’s SKUs to all the POSs in the dedicated territory according the KPIs. Actively working together with the distributor for the improvement of the sales capabilities of the sales force in the dedicated area. Managing and developing sales strategies of the distributor’s sales force and building a strong team.• Other tasks include:• Implementation of all the sales possibilities in the modern and traditional trade through direct contacts with the distributor, sales force and managers of the POSs.• Organization and implementation in a timely manner all of the dedicated responsibilities and activations in the POSs which are part of the area covered.• Usage of all of the services and support of the company with profound efficiency, like promo materials, advertisements etc.• Organization and optimization of the work of the distributor in the dedicated area, as well as monitoring and measuring the performance.• Monitoring and informing the line manager for business development about all the situations in the market and all of the activities of the competition in the region.• Staying up to date all the time with all of the company plans, NPD launches and the trends in the market.• Coordinating the efficiency of the route plans of the distributor for better execution, regular and systematic coverage of all the requests of the POSs. Show less

  • Distributor Development Manager, SEAM (N. Macedonia and Kosovo)

    Jul 2022 - Sept 2023

  • Sales Supervisor

    Nov 2018 - Jul 2022
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  Colgate-palmolive

  Sept 2023 - now

  Customer development manager (albania & montenegro)

   Developing and implementing sales strategies and tactics that are aligned to broader sales vision and strategy and ensuring that the sales plan takes into account a broad range of Colgate internal factors (e.g. brand and category strategies and objectives) and external factors (e.g. competition, economic environment, the customer’s business strategy, and the channel’s and customer’s shopper). Translating sales strategies into specific operational sales objectives (e.g. distribution, share of shelf, volume, profitability, and market share) and other key performance indicators (KPIs) including gross to net, margin, forecast accuracy, promotional performance. Conducting analyses of trends (brand share, category sales, competitive products, and promotional activity), and gaining customer and CP agreement for a business plan that balances the needs and objectives of the account and CP. Working with Retail Marketing to leverage trade spending and develop effective promotional and in-store programs that drive consumption off the shelf cost effectively. Monitoring sales performance, gross to net, working capital and other performance indicators and taking action to improve performance. Working closely with distributors across markets to ensure smooth implementation of trade plans, new product launches (NPL) support and recommended assortment Implement key customer engagement elements – workshops, internal events, cross-department communication and category management projects Responsible for prioritizing investment across the different Retail Environments & Customers based on detected opportunities from ROI analysis done on a quarterly basis Using the latest information systems and business analytical tools to support decision-making Any other ad-hoc task or activity as required by the direct manager Acting in accordance with “Competition Law” and “Commercial Selling Principles” Show less