Sales, Logistics and Business Development Manager
TITAN
Total years of experience :24 years, 5 Months
Business and Market Data Collection
o Define and maintain (revise monthly) a list of relevant business and market information sources (e.g. customers, relevant government agencies, business and professional associations, NGOs, statistical agencies, financial institutions, municipal authorities, web sites, consultants, press…)
o Design the data collection plan (on yearly and monthly level) which sets priority to each above defined informational source and stipulates:
the minimal number of visits (contacts, meetings) per month, quarter and year, which have to paid to each information source and by whom,
specific data which have to be collected from the internet, press, statistical agency, how often and by whom,
o Categorize the collected data in a manner which will ensure drawing business conclusions and supporting managerial decisions.
o Organize a system recording and archiving of the collected data, approving (validating) of the data recorded and periodical backup.
Data Analysis
o Biweekly, analyze the data collected, striving to understand the root causes and consequences of all recognized market events and developments.
o Develop scenarios on potential future developments.
o Understand and explain current and potential future positions of each market player.
Reporting and presenting
o Twice a month (or more often if necessary), report to senior management briefly on performance of each relevant market / region / sector / segment.
o Once per month, present to senior management the relevant market developments, possible future trends, business threats and opportunities. Suggesting specific actions to be taken in details.
o Permanently follow up if the marketing and sales activities of the company are in line with its policies, guidelines and values.
o Provide short (one year) and mid-term (five years) estimates on market trends and developments per sector, product, region and segment
o Propose sales plans to senior management, in terms of product mix, sales quantities, prices, delivery and credit terms, for each region and market segment
o Coordinate sales force towards achieving the sales targets
o Follow up the achievement of monthly targets; Analyse and explain deviations; Suggest corrective actions; Implement them upon approval
o Ensure that the process of placing orders requires minimum time and effort of the customers
o Provide deliveries on time, minimize loading and delivery time,
o Minimize overtime hours.
o Staff the department, define job descriptions; Ensure that every employee knows exactly what his/her responsibilities are, understands them and is trained to fulfil them.
o Appraise performance of subordinates twice a year, provide honest and direct feedback; suggests development plans for subordinates, secure knowledge transfer within the department, provide adequate trainings.
o Create and maintain positive working environment, keep subordinates motivated
o Assess credibility of active or potential customers; develop the system and criterions for credibility assessment.
o Minimizing company’s credit exposure
o Ensure reliable delivering of company’s product at minimal cost.
o Constantly research the transportation market ensuring that 100% of deliveries are made in combined transportation tours.
o Negotiate the transportation price with subcontractors
I have participated in the following projects:
o Acquisition of a river aggregates producing company (budget €10 million).
o Belgrade Cement Terminal (budget €4 million). As a project manager I coordinated:
- Detailed research of Belgrade industrial real estate market
- Due diligences (legal, financial and marketing) of each spot considered.
- DCF and feasibility study.
o Project manager in acquisitions of several RMC and aggregates companies in Serbia (budget €50 million).
o Bulk Cement Terminal in Port of Bar (budget 1.5 millon)
o Introduction of SAP R3 system in Cementara Kosjeric.
o Introduction of ISO 9001 quality system.
Executing company's sales strategy
Achieving budgeted sales
Increasing company's pool of customers
Securing excellent relationship with clients
Permanent monitoring of market developments, prompt reporting on every event
Assessing clients credibility
International Purchasing
- Successfully and timely organized imports of 30mln
Euro of investment equipment.
- Many operational improvements in purchasing process
carried out using supporting software developed by my
self.
- Contribution to Titan’s Global Purchasing team
- Measurable savings in everyday price negotiations
Securing stabile supply of strategic materials
Specialization
Specialization
