Regional Manger IMEA - Stokke Emerging Markets
STOKKE AS
Total years of experience :25 years, 2 Months
Growth Path
Apr’22 - Present: Regional Manger IMEA
Feb’14 - Dec’22: CEO - Branch Office/Country Manager Russia and CIS
Highlights as Regional Manger IMEA
• Strategic Distribution Network Development: Spearheaded creation of effective distribution network to boost sales across IMEA Region, including GCC Countries, Israel, India, and Africa, significantly broadening market reach.
• Regional Strategy and Business Planning: Crafted and implemented detailed regional strategy & annual business plan, setting revenue/cost budgets and KPIs for key partners and distributors to drive strategic expansion.
• Key Account Management and Relationship Building: Negotiated and fostered strong business relationships with Key Accounts, enhancing partner collaboration and securing mutual growth objectives.
• P&L Management Excellence: P&L responsibilities, driving revenue growth, and optimizing cost structures across the IMEA region, leading to substantial improvements in profitability and operational efficiency.
• Sales and Market Share Growth: Achieved critical sales volume, market share, distribution, shelf space, and territory coverage targets, showcasing adept sales strategy and execution.
• Distributor Sales Team Motivation: Initiated and rolled out motivational programs for Distributor sales teams, significantly boosting team morale and performance.
Highlights as CEO - Branch Office/Country Manager Russia and CIS
• Operational Leadership and Expansion: Successfully established and led local company operations encompassing sales, marketing, logistics, customs clearance, and certification, setting a solid foundation for growth in Russia and CIS (including Georgia and Ukraine).
• P&L Management Excellence: Demonstrated outstanding financial stewardship by overseeing P&L responsibilities, driving revenue growth, and optimizing cost structures across the region.
• Strategic Planning and Execution: Formulated and executed a comprehensive regional strategy and annual business plan, including revenue/cost budgets and KPIs for key partners and distributors, driving targeted growth.
• Marketing Strategy Innovation: Collaborated with headquarters to develop and implement a dynamic marketing strategy, amplifying brand presence and market penetration.
• Direct Sales and E-Commerce Channels: Established a local warehouse and launched direct sales channels, including own e-commerce platform and Mono-Brand Stores, achieving significant direct consumer engagement since 2016.
• Key Retail and Marketplace Operations: Managed direct operations with major Retail chains and Marketplaces, ensuring optimal brand representation and sales performance.
• Excellence in Retail Presentation: Attained the highest standards of in-store and online excellence, significantly improving presentation and customer experience across channels.
• Product Knowledge Enhancement and Retailer Support: Facilitated comprehensive product knowledge and supported extensive training programs for retailer personnel, bolstering brand advocacy and sales proficiency.
• Leadership and Team Management: Directly managed a diverse team, including 2 Key Account Managers, an e-Commerce Manager, Own Retail Manager, Marketing Manager, and Customer Service and Supply Chain Manager, fostering a collaborative and high-performing team environment.
Highlights
• Led area development by managing all trade activities for Lindt's local distributor in St. Petersburg and others in the Northwest Region, effectively broadening the brand's market presence.
• Developed and executed motivational programs for Distributor sales teams, significantly improving team performance and morale.
• Effectively orchestrated major account relationships with two principal chain partners, accounting for 34% of overall market revenue, underscoring a strategic proficiency in business expansion and account stewardship.
• Directed a team comprising 3 Territory Sales Managers, 1 Key Account Manager, and 6 Sales Representatives, leading to enhanced team dynamics and achievement of sales objectives.
• Prepared and delivered regular, timely reports adhering to company standards, providing critical insights into performance metrics and operational efficiency.
Highlights
• Directed a distribution framework involving four distributors and spearheaded a sales force of 20 representatives and 45 agents, significantly enhancing sales efforts and broadening market penetration.
Growth Path
Apr’00 - Jun’02: Head of Direct Distribution Department
Sep’99 - Mar’00: Sales Supervisor
Mar’99 - Aug’99: Sales Representative