Andrijana Piukovic Kolompar

Managing distributers for the Energy and Transportation industries (Electric Power, Industrial and Marine segments for the Middle East, Europe and Eurasia regions
Main Responsibilities include:
Developing and implementing strategic business development plans for each industry segment and territory
Driving revenue and growth for the Aftermarket solutions business (parts and service) in line with the industry strategy

Implemented growth strategy across Energy & Transportation (Electric Power, Construction and Marine) sectors in the Middle East, Europe & Eurasia regions securing double-digit aftermarket sales growth.

I have been responsible for an annual revenue target of $40M
Optimized dealer territories, driving +15% revenue uplift and strengthening customer retention.
Key decision maker for pricing strategies, support programs ensuring alignment with business objectives and market demands.
Built distributor partnerships improving forecasting accuracy by 20% and increasing sales execution efficiency.
Conducted market analyses and quarterly reviews to align regional performance with corporate objectives.
Traveled extensively to meet key customers, providing onsite support understanding customers needs and support business development initiatives

Delivering the annual business plan for the assigned dealer territories high opportunity accounts

Identifying and communicating opportunities for improving Aftermarket solutions, sales management, marketing and operational capabilities at assigned dealers
Annual and quarterly forecast for each industry segments

Partnering and influencing other internal parties to general customer needs are met for an effective commercial relationship

Strong data analytics and business awareness to recommend best solutions to the dealer’s network.
Frequent territory visits to generate a better understanding the current regional market situation

Led the commercial operations across the Electric Power, Oil and Gas, Construction, Marine and Defense segments.
Managed the Aftermarket sales across four branches in UAE, as well as regional dealer networks in Jordan, Oman, Pakistan and Lebanon.
Held responsibility for the sales and growth of Engine parts, Fleetguard filters and Valvoline lubricants across assigned markets


Responsible for the revenue target of $20M
Oversaw global key account Aggreko, generating sustained multimillion-dollar sales growth.

Expanded Master Rebuild Center business in Jebel Ali, growing customer base by and revenue increase
Secured high-value government and private tenders through competitive pricing models and cost analysis.
Built and trained distributor networks across GCC, enhancing sales forecasting accuracy by 20%.
Held P&L responsibility, achieving consistent performance on operating plans and financial targets.

Key Responsibilities:

Developing and implementing sales objectives, strategies, marketing programs and ensuring their execution
Establishing and implementing sales plans for Parts and Service as needed to support all target markets
Managing product/service pricing for the key customers
Maintaining key house accounts for the branches and in cooperation with the team working on opening new parts/service accounts for the department
Key contact person for the New and Recon Parts, Fleetguard and Valvoline pricing requests and marketing concepts
Identifying and pursuing growth opportunities
Identifying department issues, problems, and opportunities to support continuous improvement initiatives
Leading the monthly/quarterly/yearly sales projection (forecast) process for the Aftermarket Department
Achieving sales goals associated with the revenue and profit targets
Representing the Aftermarket Department on monthly sales review meetings
Managing the AOP and DAOP preparation process in a collaboration with the Aftermarket Team
Developing sales personnel, customer accounts, and providing co-management and training to the regional sales force
Coaching and motivating sales staff; providing guidance and direction on problems and issues; delegating works assignments considering employee skills and development needs

As a Business Development Manager in Cummins Middle East I had an
overall sales responsibility of the Aftermarket Department; including
Spare Parts, Fleetguard, Valvoline, Branch Services and the Master
Rebuilt Centre.
My responsibilities included:
• 4 Branches in UAE- Al Quoz, Sharjah, Fujeirah, Abu Dhabi
• Lebanon
• Regional Dealers:Jordan, Oman, Pakistan
• Aggreko - Global Key Account
• Sales of the Master Rebuild Center in Jebel Ali
Duties:
• Key contact person for the New and Recon Parts, Fleetguard and
Valvoline pricing requests and marketing concepts
• Developing and implementing sales objectives, strategies,
marketing programs and ensuring their execution
• Managing the preparation, completion and submission of bids for
the Government and Non- Government Institutions, including
American and UAE government projects
• Developing win strategies, by conducting price and cost analysesfor
the tenders
• Establishing and implementing sales plans for Parts and Service as
needed to support all target markets
• Managing product/service pricing for the key customers
• Maintaining key house accounts for the branches and in cooperation
with the team working on opening new parts/service accounts for
the department
• Managing the relationships with the distributors in the GCC region
• Developing the distributors network in the region
• Sales and forecast trainings of the distributors staff
• Identifying and pursuing growth opportunities
• Identifying department issues, problems, and opportunities to
support continuous improvement initiatives
• Leading the monthly/quarterly/yearly sales projection (forecast)
process for the Aftermarket Department
• Achieving sales goals associated with the revenue and profit targets
• Representing the Aftermarket Department on monthly sales review
meetings
• Managing the Annual Operation Plan preparation process in a
collaboration with the Aftermarket Team
• Developing sales personnel, customer accounts, and providing co
management and training to the regional sales force
• Coaching and motivating sales staff; providing guidance and
direction on problems and issues; delegating works assignments
considering employee skills and development needs

Reporting to the CEO, the key objective of my Business development role was to champion expansion and growth of the company’s Franchise F&B retail outlets (cafes and restaurants) and support the CEO’s role as a primary lead on business development activities in UAE.
Externally, I was responsible for the company’s expansion plan and country mapping by cooperating with UAE’s major developers: Emaar, Nakhleel, Meraas, Dubai Properties.
In addition my role was to develop a Marketing strategy and ensure effective implementation.
Internally, my BDM role implemented and reinforced the business process across the organization, ensuring all personnel apply a disciplined approach to business development delivery. I was also responsible for supervising the company’s various internal departments are ensuring application of the company’s procedures.

Duties:
• Develop business plans, growth and profitability targets
• Develop and expand the business through targeting new locations
• Develop Marketing, Advertising and Sales Strategies, in addition to develop a pricing structure in coordination with the CEO
• Research market competitor’s policies, products, prices and provide market studies for potential opportunities
• Develop operations standards and enhance strategies and trainings
• Provide Top Management with market feedback and business reports
• Direct annual budgeting and planning process for the organization’s annual budget with the CEO
• Oversee monthly and quarterly assessments and forecasts of the organization’s financial performance against budget, financial and operational goals
• Oversee short and long term financial and managerial reporting
• Support and contribute to the Bid Proposal development process ( with themes, pricing)
• Coordinate formal Bid reviews- assist with the design and development of Bid metrics
• Solidify and communicate café messaging, positioning and promise while increasing brand awareness though social media platforms
• Social interventions -local events
• Encourage excitement with new customers by promotions and recognitions
• Coach and develop Café leaders to deliver perfect quest experiences and focus on individual BD plan
• Identify root causes and help create actionable solutions and hold café leaders accountable for execution of actions
• Ensure efficient and effective operating standards for sales administration, planning and reporting system
• Establish a good employee relation though positive motivation, training development
• Ensure policies and procedures are enforced
• Support the delivery of internal business training

Reporting to the CEO, the key objective of my Business development role
was to champion expansion and growth of the companys Franchise F&B
retail outlets (cafes and restaurants) and support the CEOs role as a
primary lead on business development activities in UAE.
Externally, I was responsible for the companys expansion plan and
country mapping by cooperating with UAEs major developers: Emaar,
Nakhleel, Meraas, Dubai Properties.
In addition my role was to develop a Marketing strategy and ensure
effective implementation.
Internally, my BDM role implemented and reinforced the business process
across the organization, ensuring all personnel apply a disciplined
approach to business development delivery. I was also responsible for
supervising the companys various internal departments are ensuring
application of the companys procedures.

Duties:
• Develop business plans, growth and profitability targets
• Develop and expand the business through targeting new locations
• Develop Marketing, Advertising and Sales Strategies, in addition to
develop a pricing structure in coordination with the CEO
• Research market competitors policies, products, prices and provide
market studies for potential opportunities
• Develop operations standards and enhance strategies and trainings
• Provide Top Management with market feedback and business
reports
• Direct annual budgeting and planning process for the organizations
annual budget with the CEO
• Oversee monthly and quarterly assessments and forecasts of the
organizations financial performance against budget, financial and
operational goals
• Oversee short and long term financial and managerial reporting
• Support and contribute to the Bid Proposal development process
( with themes, pricing)
• Coordinate formal Bid reviews- assist with the design and
development of Bid metrics
• Solidify and communicate café messaging, positioning and promise
while increasing brand awareness though social media platforms
• Social interventions -local events
• Encourage excitement with new customers by promotions and
recognitions
• Coach and develop Café leaders to deliver perfect quest
experiences and focus on individual BD plan
• Identify root causes and help create actionable solutions and hold
café leaders accountable for execution of actions
• Ensure efficient and effective operating standards for sales
administration, planning and reporting system
• Establish a good employee relation though positive motivation,
training development
• Ensure policies and procedures are enforced
• Support the delivery of internal business training

My business development role is to utilize appropriate marketing and sales methodologies to develop profitable business in the fields of Architecture, Interior Design and Construction.
Reporting directly to the general manager I’m responsible for managing all related aspects of the company’s business development activities
As a Business Development Manager I’m identifying those regions that require architectural services provided by the company and maintain focus on growing the business.
In a conjunction with the general manager I’m developing short and long term strategic plans.
I have developed partnerships with the consultants and contractors companies from the GCC region.
Demonstrating the core value of the firm and in every instance I’m trying to provide the highest level of service to the company’s clients.

Duties:
• Respond to tenders and request informations in a timely manner
• Handle business communication process from qualifying the prospective business opportunities and finalize the contracts
• Manage existing clients database and identify, evaluate, develop new business sources and clients to promote the market share of the company
• Develop strategic alliances with International companies with the objective to strengthen the company’s chances of pre-qualifying and succeeding in winning new contracts
• Develop and maintain data base of new tenders, opportunities and clients within the UAE, and ensure that the company is registered / pre-qualified
• Provide ongoing high grade commercial intelligence to Companys strategic decision makers
• Attend meeting and follow up regularly with clients to asset satisfaction with our company services
• To assist project managers to carry out project coordination, negotiation, tracking, implementation and project information feedback
• Setting up the company budget for the marketing campaigns

My business development role was to utilize appropriate marketing and
sales methodologies to develop profitable business in the fields of
Architecture, Interior Design and Construction.
Reporting directly to the general manager I was responsible for managing
all related aspects of the companys business development activities
As a Business Development Manager I was identifying those regions that
require architectural services provided by the company and maintain
focus on growing the business.
In a conjunction with the general manager I was developing short and
long term strategic plans.
I have developed partnerships with the consultants and contractors
companies from the GCC region.
Demonstrating the core value of the firm and in every instance Im trying
to provide the highest level of service to the companys clients.
I was opening new accounts, dealing with Private Investors, Property
Owners and Retail concepts developers.
I was presenting the company to the top property developers in the region
( Nakheel, Emaar, Dubai Properties, Damac, Deyaar, ETA Star)

Accomplished sales negotiator within a highly prestigious estate agency.
Proficient in all areas relating to purchasing and sale of properties as well as
delivering exceptional customer service.
Ability to qualify clients prioritises and work under pressure with excellent time
management skills, working on own initiative and as a part of a team.
Negotiating and closing deals with the clients suggesting them the best
investment opportunities on the market.
Experience gain with all aspects of the company such as residential and
commercial properties.

Accomplished sales negotiator within a highly prestigious estate agency. Proficient in all areas relating to purchasing and sale of properties as well as delivering exceptional customer service.
Ability to qualify clients prioritises and work under pressure with excellent time management skills, working on own initiative and as a part of a team. Negotiating and closing deals with the clients suggesting them the best investment opportunities on the market.
Experience gain with all aspects of the company such as residential and commercial properties.

As a Marketing and Sales Manager I was working in a partnership with the Sales Director to jointly invest the market development funds and Co-op to increase channel sell-through. This sell-through is accomplished through managing store and distributor promotions (contest, specials, training, promotions, etc.), ensuring proper merchandising, ensuring adequate stocking levels and running reseller education, motivation and seeding programs.
Duties:
• Prepare business plan for each project in addition to the handling and managing of all sale transactions, and leading and assigned sales team to achieve the assigned sales target
• Establish and achieve individual action plans by preparing business and sales plans for each project quarterly and yearly and discuss the same with the management in order to cover and meet requirements of the market, enlarge the turnover of each plan
• Responsible for the sales team, sales talents development and a creation of a powerful sales force in order to maintain a wide range of achievements an goals
• Managed projects in the marketing department
• Presented independent projects at the meetings
• Represented the firm with prospective clients
• Working with the Sales Director and was responsible for distributing, recording and tracking funds
• Recommend the sell-through programs by account for Channel Sales to propose to the buyers.
• Maintain communication between the company and the resellers via E-mail, the Web site, letters, contest and promotions.
• Work with Advertising to ensure monthly or quarterly reseller mailing & card deck campaigns to support sales in recruiting resellers.
• Ensure that all the stores are properly merchandised

As a Marketing and Sales Manager I was working in a partnership with the Sales
Director to jointly invest the market development funds and Co-op to increase
channel sell-through. This sell-through is accomplished through managing store
and distributor promotions (contest, specials, training, promotions, etc.),
ensuring proper merchandising, ensuring adequate stocking levels and running
reseller education, motivation and seeding programs.
Duties:
• Prepare business plan for each project in addition to the handling and
managing of all sale transactions, and leading and assigned sales team to
achieve the assigned sales target
• Establish and achieve individual action plans by preparing business and
sales plans for each project quarterly and yearly and discuss the same
with the management in order to cover and meet requirements of the
market, enlarge the turnover of each plan
• Responsible for the sales team, sales talents development and a creation
of a powerful sales force in order to maintain a wide range of
achievements an goals
• Managed projects in the marketing department
• Presented independent projects at the meetings
• Represented the firm with prospective clients
• Working with the Sales Director and was responsible for distributing,
recording and tracking funds
• Recommend the sell-through programs by account for Channel Sales to
propose to the buyers.
• Maintain communication between the company and the resellers via E
mail, the Web site, letters, contest and promotions.
• Work with Advertising to ensure monthly or quarterly reseller mailing &
card deck campaigns to support sales in recruiting resellers.
• Ensure that all the stores are properly merchandised