Aldona Bober

Grain and Oilseeds Supply Chain Europe
The job’s purpose: to provide leadership and development to sales team in order to implement sales and marketing
strategy towards farmers in the assigned market.
(Dimensions: Volume: Over 900, 000 mt of grains and oilseeds, Turnover of 21m$;
Number of People Supervised 34: Managers/Super: 3/2, Field Representatives: 27, support staff: 2.
Products: Origination and Crop Inputs (Fertilizers, Seeds, Crop Protection Products)
Key achievements:
* Developed of relevant programs and offerings together with the Marketing, Crop input Product line Manager,
Grain & Oilseeds Product line Managers and suppliers.
* Work out together with the Trading Desk the most effective origination tactics.
* Deployed new customer solutions - Risk Management Service on Polish market. Defined the new incentive
scheme for the Farm Services Team.
* Provided with e2e holistic service to farmer, being in charge of purchase/sell agriculture products

The job’s purpose: Turned around the business and doubled market share in a highly price-oriented market.
Dimensions: Volume: 400 kcbm, Proceeds approx. 600 M$, Direct reports of 5, Indirect reports of 30, Customers
approx. 100 (resellers 80%, end customers 20%). Products: fuels. Key achievements:
* Restructured the team in order to develop into world class sales professionals. Migrated sales approach from
"product and price” to "value & market advisory’.
* Redirected sales strategy from end-customer into indirect channel. Evaluated & terminated Branded Reseller
Model (premium products sales via resellers). Won complex tender process in a commercial road transport
sector and automotive OEMs. Managed key account relationships.
* Implemented targeted customer value propositions (CVPs) and executed the pricing policy for various
customer segments. Fixed the alternative supply source (German refinery - Schwedt).
* Proven ability to create and manage effective alliances with stakeholders. Fixed credit situation, optimised the
order placement process, ability to work with stakeholders in supply and distribution operations.
Highlight: a Special Recognition Award.

The job’s purpose :to drive Global SAP Implementation/Streamline Project in Downstream.
Dimensions: 6 country-cluster; Staff impacted: 100+, Sales and Marketing, Customers: 55 000.
Engagement included various aspects of change management (senior stakeholder management, localization global
business processes, cross-border and cross-function project coordination). Key Achievements:
* Delivered the Business Readiness (100% offer book/ compliant customers, and data/process/people
readiness) via implementing 20 global projects within 6 projects teams.
* Lead the integrated communication for CEE customers (aligned the message across all businesses in CEE
and the content for communication materials)
* Prepared the Live Environment Simulation (scenarios, volumes, customer’s roles, and timelines). Managed
the business Knowledge Transfer to relocated Customer Service Centre in Krakow.
Highlight: a Lead Contributor Milestone Award.

’s purpose: to develop a 3-year marketing strategy for the fuel fleet card sector and with usage of the global
toolkits to implement local targeted campaigns, coordinated the work of 3 sales support assistants.
Dimension: Budget responsibility: 200k$, Volume: 154kcbm; C3: 10m$, Customers: 17.000. Key Achievements:
* Developed new acquisition channel for selling fuel cards to small & medium enterprises via petrol stations
(NHF Program - consist of CVP training, B2B selling skills, Incentive scheme). Performance of 162% against
target. European Leader in KPIs: number of active contracts, delivered volume and margin in a segment.
* Structured lead generation program based on usage of the Online Channel (PPC, media campaign, website)
which increased lead generation by 30%.
* Launched new services (e-invoicing; electronic invoice data) decreased the annual costs by 7%.
* Being

’s purpose: to undertake market analysis (incl. Competitive Analysis & volume forecast) and review business
cases for new investments (CODO/DODO) & post-investment reviews.
Dimension: CAPEX: 40m$, Network Growth 100 retail sites within 5 years.
Highlight: a Special Recognition Award.

Responsible for operations management & introduced Balanced Scorecard as a performance monitoring tool.

Responsible for providing business and technical support to Customers.