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Work experience

May 2010Present

COMMERCIAL VEHICLES MANAGER

FORD MOTOR COMPANY
  • REPORTED TO: COUNTRY MANAGER
  • DIRECT REPORTS: one brand manager, one area sales manager, one communication manager and four media agencies in cross reporting.
  • MARKETING MANAGEMENT: Managed the marketing mix for Ford Commercial Vehicles line up:
    • Product: Defined and implemented the product strategy – standard specification and options based on competitive analysis
    • Price: Defined, negotiated and implemented the Romanian pricing strategy. Evaluated the Romanian Commercial Vehicle market on quarterly basis and adjust the marketing programs for competiveness.
    • Communication: Created co-approved, budgeted and executed the communication strategy
    • People: Assessed the dealer network training needs based on Mystery Shopper evaluations. Developed and delivered training programs accordingly.
    • Processes: Implemented various improvement processes (vehicle ordering, dealer target formula) for easier and safer operations.
  • SALES MANAGEMENT: Managed the execution of sales and financial budgets for commercial vehicles.
    • Production: Supervised the Romanian Dealer vehicle order bank is in line with country production quotas and dealer credit limits.
    • Retail: Supervised the fulfillment of national sales objectives on monthly basis according to the sales budget
  • DEALER NETWORK MANAGEMENT: Managed the Ford distribution channel formed by 42 dealers (out of which 18 dedicated commercial vehicle dealers)
    • Dealer Audit: Performed quarterly dealer audit for Commercial Vehicle dealer network standards and sales objectives achievement based on agreed criteria and Customer View Point surveys results.
  • Main Accomplishments: 2012 Ford Commercial Vehicles reached the highest share ever in Romania 12,9% MS% on registration, scoring top 1 among imported brands. 2013 Ford CV scored again top 1 among imported brands with 10.1% MS. Ford CV average European MS% was 8,8% in 2013 scoring top 6 among competitors.
Jan 2008Sep 2009

NATIONAL HEAVY TRUCK KEY ACCOUNT MANAGER

MERCEDES BENZ
  • REPORTED TO: COUNTRY MANAGER
  • DIRECT REPORTS: one key account executive, one Fleet Board tracking system Sales Engineer, one special vehicle and military vehicles sales specialist.
  • DIRECT FLEET SALES OPERATIONS: Mercedes Benz heavy trucks, Fleet-Board Monitoring Systems, Unimog Vehicles, Military Vehicles / national and pan European customers.
  • BRAND MANAGEMENT: Managed the marketing mix for tailor made integrated programs for fleet operators.
    • Product: Defined the integrated product for fleet operators composed by vehicle, service maintenance program, financing scheme, insurance, Fleet Board monitoring system subscription scheme.
    • Price: Created and implemented one Key Account Scoring Model to evaluate customer eligibility for a certain discount level.
    • Communication: Developed quarterly info bulletins for electronic direct mailings to customers. Organized various events for fleet customers
  • HR: recruited, hired and coached department personnel
  • Main Accomplishments: Increased KA customer portfolio with 17 new fleets generating an additional volume of 73 units.

Reason to Leave: Collective dismissal of 70 people due to economical crisis ( relevant market decreased 83% 209 vs.2008)

Jan 2007Dec 2007

SALES AND MARKETING MANAGER

HONDA TRADING
  • WHOLESALE OPERATIONS for HONDA Cars in Romania
  • REPORTED TO: COUNTRY MANAGER
  • SALES MANAGEMENT: Managed the execution of sales and financial budgets for Honda car line-up.
    • Production: Supervised the vehicle order bank was in line with country production quotas.
    • Retail: Supervised the fulfillment of national sales objectives on monthly basis according to the sales budget
  • MARKETING MANAGEMENT:
    • Product: Adopted the right vehicle equipment level for the Romanian market.
    • Price: Defined, negotiated and implemented the Romanian pricing strategy.
    • Communication: Created co-approved, budgeted and executed the communication strategy based on Honda Motor Europe communication assets.
    • People: Assessed the dealer network training needs based on Mystery Shopper evaluations. Deployed training programs accordingly.
    • Processes: Redistributed local Honda Trading staff according to new designed workflows for better dealer assistance.
  • DEALER NETWORK MANAGEMENT: Managed and increased the number of dealer from 6 to 13.
  • Main Accomplishments: Increased 4 times (from 500 to 2000 uts.) Honda cars sales volume versus 2006.

Reason to Leave: New career opportunity.

Jan 2006Dec 2006

DIRECTOR OF RESTRUCTURING DEPARTMENT

PROTRUCK INTERNATIONAL

On top of previous assignment.

  • The main purpose of the department was to find the best processes to centrally manage the company 9 Truck Centres spread into the country with optimal staff and budgets to ensure operations according to ISO standards.
  • REPORTED TO: GENERAL MANAGER / OWNER
  • QUALITY MANAGEMENT: Developed and implemented procedures for ISO 9001 certification.
  • CONTROLLING: Implemented various restructuring programs (controlling field) assisted by KPMG.
  • Main Accomplishments: Redesigned 7 processes as vehicle ordering process, Sales Representatives bonus schemes redesign job description of branch managers, body shop work-flow for vehicles covered by insurance,

Reason to Leave: Lack of internal growing opportunities.

Jan 2004Dec 2006

DIRECTOR OF COMMERCIAL OPERATIONS

PROTRUCK INTERNATIONAL (Iveco Dealership)
  • REPORTED TO: GENERAL MANAGER / OWNER
  • DIRECT SALES & WHOLESALES for IVECO commercial vehicles and CASE & NEW HOLLAND machinery
  • SALES MANAGEMENT: Managed 4 of the company locations and their sales teams – 30 people
  • BRAND MANAGEMET : created unique sales proposals for company products using local truck body builders
  • BUILDING SUPERVISION: Supervised the building of the new company office & service location
  • GENERAL MANAGEMENT: resource allocation, PL, cash flows. . Generated a turnover of 8.000.000 Euro

Main Accomplishments: Increased with 200% / 50% the market share of the company when compared the total market grow for heavy / light ranges, in 2005

Dec 2002Dec 2003

QUALITY ASSURANCE ENGINEER

CARGOWALL Ltd
  • REPORTED TO: PLANT MANAGER
  • PROCESS ENGINEERING: Developed process steps for roll forming & stamping operations
  • QUALITY ENGINEERING : Developed control plans for roll-forming manufacturing process using SPC tools (Six Sigma)
  • QUALITY MANAGEMENT: Directly supervised 24 machine operators (2shifts) on quality issues and production planning
  • E.R.P. IMPLEMENTATION: Transferred control plans in Visual Quality software
  • SUPPLIER EVALUATION: Reviewed supplier’s merchandise and initiated, coordinated and followed up on corrective, preventive and containment actions
  • CUSTOMER NEGOTIATIONS: Negotiated and determined customer requirements, obtained acceptance and limit samples, 
  • TOOLS: AutoCAD, Visual Quality and Visual Manufacturing software
  • Main Accomplishments: Created interdepartmental links with customers and suppliers for improving shipping & sales and receiving processes resulted in 2/3(125.000 CAD) decreasing of CARGOWALL inventory of w.i.p. and finished goods

Reason to Leave: Returning to Romania due to family reasons

Mar 2000Nov 2002

NATIONAL SALES CO-ORDINATOR - COMMERCIAL TIRES

GOODYEAR
  • REPORTED TO: COUNTRY MANAGER
  • WHOLESALE: Commercial and agricultural tires wholesale operations
  • BRAND MANAGEMENT: Managed the marketing mix for Goodyear, Dunlop, and Sava commercial tire brands
  • DEALER NETWORK MANAGEMENT &DEVELOPMENT: increased the number of dealers from 18 to 36.
  • AFTER-SALES OPERATIONS: Coordinated & implemented Goodyear warranty procedures on national territory
  • RETREAD BUSINESS SET UP: started the retreading activity and dedicated truck tire service network “TRUCK FORCE”
  • TRAINING : commercially & technically trained and mentored various Goodyear
  • Main Accomplishments: Doubled the national sales volume for Goodyear and Sava commercial tires

Reason to Leave: Emigrating to Canada.

Sep 1996Mar 2000

SALES CONSULTANT & MANAGER ( from 1998)

PROTRUCK INTERNATIONAL (Iveco Dealership)
  • SALES MANAGEMENT: Managed a team of 4 Sales Consultants
  • DIRECT SALES OF IVECO commercial vehicles and financial products
  • Directly negotiated and sold Iveco commercial vehicles and Afin Leasing products; negotiated the sales and leasing contractual terms and payment schemes, insurances, issued and discounted promissory notes.
  • CREDIT RISK ASSESSMENT Assessed & support customer’s credit applications in front of the credit committee 
  • NETWORK DEVELOPMENT Prospected for 2 branches of the company in Sibiu and Satu Mare
  • TRAINING/COACHING: Coached the sales team staff
  • Main Accomplishments: Top sales representative for 2 consecutive years 1997 and 1998

Reason to Leave: New career opportunity.

Education

Oct 2003Aug 2005

Master

Tiffin University
Oct 2001Mar 2002

Certificate

Open University
Oct 2000Mar 2001

Certificate

Open University
Oct 1991Jul 1996

Bachelor of Science

Polytechnic University of Bucharest