Sales & Commercial Leader | Sales & Distribution | Route-to-Market (RTM) Architect | CEE Region

Versatile and results-driven executive with 25+ years of leadership in:

🔹 FMCG, CPG, and prepaid sales and distribution across modern and traditional channels
🔹 e-commerce, POS terminals, ATM, internet banking, and mobile app channels
– with experience in Retail (own, dealer, franchise) and B2B product/service sales.

📌 Sectors: Food, Tobacco, Personal Care, Stationery, Prepaid, Telecommunications
📌 Markets: Poland + CEE (Czechia, Slovakia, Hungary, Romania, Bulgaria)

Scaling high-performance sales teams, managing mass-market go-to-market models – high-velocity, multi-format sales across diverse customer touchpoints, expanding distribution, and leading commercial transformation with full P&L accountability (up to €413M).

I've successfully launched and grown global brands like Danone, Wedel, LU, Dunhill, Bic, and Orange, implementing tailored entry and growth strategies across:

📌 Multiple Formats: Convenience, Hypermarkets, Discounters, Supermarkets, Kiosks, Petrol Stations, Drugstores, HoReCa, Cash & Carry, Distributors, Dealers, and Fintech Partners

🔹 Specialties:

• Strategic Planning & Execution – commercial strategy, business turnaround
• RTM & Distribution Scale – 6-country rollout, 122,000+ POS built
• Sales Leadership – B2B, B2C, B2B2C; sales process design, KPIs, MBO, SFA, CRM, trade standards
• Channel Development – offline & online, hybrid models
• Business Development – new markets, segments, and scalable revenue streams
• Key Account Management – JBP execution, 87% sales uplift across major accounts
• Strategic Negotiation – trade terms, commercial agreements, and strategic partnerships
• Commercial Transformation – +43% sales force effectiveness improvement
• Team Leadership – 135+ FTEs led (sales, KAM, trade marketing, field force)
• Digital Sales Growth – €101M uplift; €16M savings; CX/UX improvement, NPS +28%
• P&L Management – EBITDA control; €8M+ in cost optimization
• Brand Launch & GTM Execution – customized entry for global/local brands
• Trade Marketing & Category Management – +25% share gain; prepaid category built from scratch
• Post-Merger Integration – PepsiCo, United Biscuits, TP S.A.; 93% engagement rate
• 3rd Party / Outsourcing Leadership
• Coaching & Talent Development – culture of performance and accountability

🎓 MSc Economics | Executive MBA | ICF Coach