Business Manager - Commercial

• Major: INTERNATIONAL ECONOMICS, BUSINESS ADMINISTRATION AND MANAGEMENT

Set up and management of the Business Unit located in the UAE. The Middle East office is responsible for all the sales and marketing activities of IFI Group in the following territories: GCC, Lebanon, Jordan, Iran, Iraq, Egypt, Libya, Pakistan, Sri Lanka, India, Maldives, Mauritius, Afghanistan, and Bangladesh. Daily support to MEP/kitchen consultants and Interior designers. Sales and technical seminars to appointed preferred dealers in the UAE, KSA, Qatar, Lebanon, Iran, Kuwait, and India. Generate new sales through dealership agreements with key accounts located in the territories a.m. and through new sales channels in the hospitality industry. Brand and product specifications activities with hospitality consultants and interior designers, Full P&L responsibility of the local BU with specific focus on sales, marketing, logistics, accounting and legal matters. Consistent reshaping of the distribution network in the region. Acquired and consolidated company market share through agreements with new dealers/distributors/international F&B retail chains and Sales Reps. Significant boost in sales (+134%) in all region in 2015, 2016 and 2017 compared to the previous 3 years, despite the economic turmoil, involving especially the oil based economies within the region. Accountable for the Sales and Marketing strategy in the region. Reporting to Group Sales and Marketing Director and to Group Regional Manager.

Management of International Sales Division consisting of 6 people (1 Resident Manager, 3 Customer support executives, 2 Area Sales Managers) and 3 Sales Reps, as direct reports. Sales and Marketing management of Group Private Labels and Group own Brands distributed internationally. Successful reshaping of the department, through hiring of young sales professionals and through the implementation of division governance procedures. Sales training to the Area Sales Managers, Sales Reps. Acquisition of key distribution contracts in Switzerland (Valora Trade), Germany (LIDL), France (Le Clerc, Auchan), UAE (Organic Food and Café), China (Metro), Thailand, Spain and Japan. Settled the company sales and logistics operations in the south of France (France Branch). International trade shows and seminars management. Significant increase of group market shares within Europe and significant business development activities in emerging markets. Average of 180/200 days of international traveling per year.

Accountable for 5 Mio Euros turnover achieved through accounts management and business development in the following territories: Eastern Europe, Netherlands, Belgium, Germany (Big Dutchman excluded), Greece, Israel, Indonesia and Pakistan. In charge for sales and marketing with full P&L commercial responsibility. Specific focus on business development through global players in the livestock and horticultural industry like Fancom, Chore Time, Roxell, Pigtech, as well as through Key accounts located in Poland, Hungary, Czech Rep, Bulgaria, Greece, Romania, Israel, Indonesia and Pakistan. Full P&L accountability and sales management of two agents, located in Indonesia and Pakistan. Successful acquisition of projects in more than 15 countries WW through local dealers and global turnkey projects providers. Constant commercial and technical support to dealers and key accounts through a constant and daily based interaction with internal R&D, Sales Engineering and Product development depts. Implementation to regional and local level of Munters global sales and marketing guidelines consisting in a more efficient and profitable market penetration. Actively supported the local sales teams in South Korea, Japan, Indonesia, Brazil and Turkey during the takeover of local customers by Munters local Bus. Sales and marketing management according to company KPIs and targets. Accurate sales forecasts in value and volumes provided to supply chain management team, accurate sales reports and BO, by country/customer, provided to Munters Italy BU Manager. Average of 120/150 days of international travelling per year. Reporting to Munters Italy BU Manager and to the Aghort Emea VP Sales & Marketing. People under direct report: 4

Accountable for sales recovery and development in South East Asia (except China and Thailand), Latin America (except Brazil and Mexico), Israel, Hungary, Bulgaria and Greece. Specific focus on sales of ventilation and cooling equipment systems for climate control in horticulture and livestock’s industries (Poultry, Swine and Dairy). Sales management, business development activities, market survey, competitors and product positioning analysis in the territories a.m. During the 5 years I have spent in this role I managed to increase significantly the company turnover and market shares in Japan, Indonesia, Taiwan, South Korea, Philippines, Malaysia, Colombia, Ecuador, Argentina, Israel, Belgium, Greece and Hungary, through the acquisition of new distributors, through securing turnkey projects in the territories above mentioned, and through a more conscious approach to the market, by increasing Munters scope of supply to existing customers in order to penetrate new and existing market segments like air circulation in dairy farms, cooling systems for swine farms, roof ventilation for livestock farms in cold climates, light and weight control, and climate control computers in the industries above mentioned. Management of 2 agents located in Indonesia and Colombia. Targets accomplished and exceeded for 5 years in a row resulting in a consistent increase of total turnover in the territories under my duty. Increase of company average market share in South Korea, Japan, Indonesia, Taiwan, Philippines, Colombia, Ecuador, Greece, Hungary and Israel. Participation to international and local exhibitions in Asia, Latin America, Europe and US. Average of 200 days of international travelling per year. Reporting to the BU Manager and to the AgHort VP Sales & Marketing Emea.

Sales development and management in emerging markets (Latin America, Northern Africa, South Africa). Achieved a Turnover growth in emerging markets higher than 220% in two years. Distribution agreements with major F&B retail chains in Latin America, Mexico, Cuba, Libya, Egypt, Algeria, Morocco, Spain and Portugal. Management of promotional and marketing campaigns implemented locally through the dealers support.
Monitoring of dealers and retailers performances through sell in/sell out analysis. Market, competition and sales trends analysis through CRM tools

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