Work History

Work History
Sep 2006 - Present

Commercial Director

Ototop Bulgaria Jsc.
The company are SDP(Strategic Distribution Partner) of Exxon Mobil; Official Representative of Turtle Wax , Daerg Chemicals , Nikko , Bosse and Guard with 5 million EUR net revenue. Position: Commercial Director • In charge of for six divisions of the Company- KA,IND,CVL,PVL and After Market; • Budgeting,P&L statement, forecasting and stock management; • Cost saving and optimization of all cost centers; • Recruiting and leading a team of 25 Sales representatives; • Established a good relationships with Key Account players on the Market; as: Main Car Dealers, Metro,Practiker,Billa,Brikolage,Shell,OMV,Lukoil,Petrol and many others in Automotive area; • Business development practices; • Active increasing number of SKUs for Private label brands of the Company; • Building up a motivation and sales incentive programs; • BTL actions; • Develop a ELT and ROI practices –strategic investment in equipment for our clients; • Realization some projects in Romania and Serbia
May 2005 - Aug 2006

Sales and Marketing Manager

Arishop Pharma Jsc.
Knowledge of registering and procurement of Food Supplements,OTC , Prescription Drugs And preparing Marketing plans. Cost analyzing and saving, budgeting, research planning and monitoring of competitors. All purchasing procedures. Focusing on pharmaceutical and hospital markets, active summarizing data from IMS Health. Targeting of special objectives and regular coaching and training. Optimization of routs and Supplying Procedures. Special ERP and CRM software. P&L reports, Sales & Marketing plans, budgeting and credit limit policy; • Achieving 15% market share; • Reaching 80% numeric distribution; • Reducing costs with 20%; • Achieving goals by special objectives; • Monitoring of Competitors; • Implementing new products; • Co marketing and product authorization procedures; • Active negotiations with key accounts clients and local producers;
Jul 2003 - May 2005

Sales and Business Development Manager

Kalvacha Group Jsc.
In charge of 40 people in producing, sales, logistic, transport, warehouses and supplying area : • Good Relationship with main supplayers of petrol products: Lukoil,Petrom,Hellenik Petrolium,Rompetrol,Naftex,Rompetrol,MOL,ESSO; • Customer research planning and supply chain management; • Import, export and identifying cost saving alternatives; • Increased market share with 10%; • Built strong relationships with Key Account clients ; • Projects in chemical and energy sectors; • B2B practices; • Improved logistic system and reduced cost with 20%; • Worked with ERP Software ; • Implemented R&D practices; • Realized projects in Serbia, Montenegro, Macedonia, Romania and Albania; • Risk analyzing procedures; • Financial projects with EBRD; • All purchasing procedures;
May 2001 - May 2003

Sales Manager – Central and South Bulgaria

National Distributors Ltd.
In charge of five costs centers in Plovdiv, Smolian , Stara Zagora , Sliven and Bourgas; Operated with 22 different brands as:Sara Lee,Tefal,Moulinex,Bourjois,Revlon,Melitta,Kotany ; • Imposed new brands to the market; • Increased numeric distribution and market share with 20%; • Dramatic expansion of customer base; • Special Software - CRM; • Credit limits and cash flow procedures; • Budgeting , planning and purchasing procedures; • Good relationships with key account clients. • Use CRM Cube operation system;
Oct 1999 - Sep 2001

Sales Manager Central and South Bulgaria

Shell Gas Bulgaria AD
• B2B practices and procedures; • Franchising contracts; • Implemented a new products and effective logistic system ; • Technical equipment projects; • Realized training projects in Romania and Hungary ; • Sub distributors contracts; • Supply chain practices; • Quality Standards; • Technical safety procedure trainings;
Mar 1993 - May 1996

Area Sales Manager South Bulgaria

Interbrands – Marketing and Distribution LTD
•The mentioned position requested responsibility for18 salesmen and 30 wholesalers; •Increased market share with 50%; •Introduced new brands ; •BTL actions in all channels of distribution; •Dramatic expansion of Clients base; •Developed and Built a new team; •Customer research management; •Strong relations with key account clients; •Budget and cost centers alternatives;
Oct 1991 - May 1993

Sales Representative

Stambouli Ltd.
•Introduced Wrigley’s and Gillette’s products; •Covered both channel of Distribution: Wholesale and Retail sale clients; •Merchandising practices; •Purchasing procedures; •Promotions and Merchandising activities; •Negotiations practices; •Trading procedures;


2008 - 2010


The University of Sheffield
2006 - 2007


Business Education for International Economic Development - Seattle , USA
1997 - 2001


Technical University
1995 - 1999


Stopanska akademija 'Dimitr Èenov'






Management,Marketing and technical inovation


To obtain a challenging position with a dynamic Company that utilizes my 16 years experience in businessdevelopment, sales,marketing and project management.


Experienced professional with leadership skills in hard negotiations , proven experience in B2B , FMCG , building a good relationships with clients , developing sales forecasts and implementing unique sales techniques for Reaching the goals and targets. Proven ability to driving large-scale projects and experience with successfully managing all aspects of Business Development in Sales and Marketing , selecting, motivating , training and coaching staff , developing the budget , establishing and monitoring productivity goals and competitors behavior. Proven negotiations and leadership skills gained from managing a large multinational producing and distribution companies.


Nov 2006 - Sep 2007

Professional Sertificate