Claudiu Dorcioman

• Oversee P&L, strategic planning, and market development. • Manage Franchise, AFH, and TT businesses, driving accelerated growth and market share. • Build effective go-to-market strategies across channels (Snacks & Beverages). • Successfully turned around Traditional Trade 3PD business, optimizing direct sales and third-party distribution.

• Drove profitable growth in Modern Trade channels, coordinating strategy for beverages and snacks. • Fostered relationships with key accounts; achieved “Best Supplier 2020” recognition. • Led teams of 8 direct and ~350 total FTEs across multiple business lines. • Innovated in category management and revamped field team structures to enhance agility.

• Channels P&L management. • Go To Market strategy. • Develop and implement TT business plans and strategies to improve Retail Execution and Customer Service. • Create and execute the Horeca strategy– expansion vs. profitability • Maximizes the company's market share, brand visibility, sales volume, product distribution. • Manage beverage field sales team ensuring excellent sales execution of the sales operating plan improving effectiveness of customer service.

• Drive profitable growth of Romanian business across snack and beverages within Organized Trade Channel. • Provide direction to the sales force for their business plans, and provide input to long term sales and distribution strategy in order to achieve sales and distribution objectives. • Coordinate the relation/ budget with the merchandising companies. • Implement execution standards and customer contracts counterparts while providing constant feed-back to the Key Account team. • Identify local opportunities and propose solutions to capture them.

• Build, implement and coordinate Capability Sales Programs on both TT and OT channels by creating or updating capability platforms, materials and instruments and delivering training and coaching sessions. • Supervise the capability platforms deployment, delivery of training and coaching sessions by the sales training team. • Follow-up and feed-back for the use of the Sales Tools/ Instruments/ Processes.

• Develop, lead, manage and monitor synergies within sales areas (direct sales, on-premise, organized trade) following the merger of the food and beverage divisions. • Create sales operating models to strengthen the market positioning by benefitting from the experience at a global level. • Provide support to the functional operational teams in mitigating the issues occurred during deployment. • Actively follow-up of all Sales initiatives in order to ensure full alignment and support from GTM perspective.

• Implement and execute sales strategy in line with company’s tactical goals. • Develop and monitor sales activities for Bucharest area in order to accomplish and exceed the annual target. • Coordinate and supervise the implementation of trade marketing activities in accordance with company policy. • Organize and coordinate the sales team to achieve company’s sales objectives and improve services performance.

• Establish monthly and annual sales plan for the customers I was in charge of (Gima, Cora, Kaufland, Mega Image, La Fourmi, Artima, Spar, Selena, Rewe). • Close collaboration with Finance, Customer marketing and Logistic team to align customer strategy, • Negotiating and conclude contracts with portfolio clients.

• Coordinate Arges branch (Logistics, Sales, accounting) to deliver main KPIs: Net sales, Profitability. • Implement monthly and annual sales plan. • Achieve the sales target per channel as per company direction (Horeca, Traditional Trade, Organized Trade). - Responsible for administration and sales process regarding legal and accountant accuracy.

• Implement monthly and annual sales plan as per the guidelines. • Achieve the sales target in company terms. • Plan, organize, verify and oversee the team of sales agents in its subordination

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