Profile
Sales and Marketing Professional with proven experience in Direct, Indirect and Export Sales management, Business Development and Marketing within major industrial multinational and local companies i.e. AdvanceHR, ExxonMobil, SOL S.p.A., SITRACO S.A., EXIDE Corp., Chrostiki S.A., HIROSS S.p.A. Deep knowledge of Wholesale, Dealers Network & professionals (B2B) distribution channels and International Understanding. Expertise in:
Competition monitoring & Market Analysis in various Areas / Countries
Commercial Policies and Technical Specifications formulation
Exports Management / International Business Development
Sales force technical support / operating guidance; Sales performances controls
Dealers Network management, Contracts management
National / International distribution network rolling forecasts formulation
Price lists development in various market areas, based on industrial cost data and adjusting accordingly to the markets’ conditions and competitiveness
Business Development/Customer Service to companies & distributors across Europe
International Conferences organization and International Fairs participation
Commercial brochures / technical content editing
Career Summary
GasTheodorou S.A.
10/2013 – 5/2014
A company involved in installing GPL Systems for Cars and Gas Trading.
Reporting directly to the CEO, promoted the company’s services and products in N. Greece
AdvanceHR – Sales Consultant
1/2012 – 6/2013
Providing Business Consultancy and HR solutions to various companies
Reporting directly to the CEO, promoted the company’s services in N. Greece
Transferred for 5 months in Crete setting up the local representative office and expanding the business
ExxonMobil
4/2006 – 10/2011
Its affiliate in Greece, Mobil Oil Hellas, employing approx 30 people in 3 lines of business (Aviation, Marine, Lubricants)
Distributor Business Consultant
Reporting to Lubes Distributor Business Manager managed Distributor Lubricant business for all three business lines (Passenger Vehicle, Commercial Vehicle, and Industrial Lubricants) in Northern Greece. Main responsibilities included:
Development of territory sales objectives, targets and action plans
Guidance / Coaching of distributor’s 6 salesmen through joint visits to the field
Monitoring plans implementation by Distributor sales force as of sales volume, sales channels, product mix and overall business results
Implementation of company’s sales & marketing programs and customers’ training & communication events (seminars, marketing campaigns etc.)
Sample Accomplishments
Achieved 25% increase in sales volume and 40% in revenue by guiding the sales force to explore new channels, and restructure / rationalize their efforts concentrating in areas of higher interest.
Achieved a 40% increase in profitability per unit sold by refocusing the sales team efforts from low end competitive products to high end – high margin products
Managed to keep sales and revenues stable with no financial liabilities, during the years of the financial crisis (2010-11)
Conducted interviews / personnel assessments that led to 2 new salesmen successful hires
Traveled frequently alone, or as part of a team, to sales companies and distributors in Europe, to seek business development opportunities or solve problematic situations
Organized and delivered successful conferences and technical seminars presenting company or technical matters to prospective customers and professionals
SOL S.A. (HGT – Hellenic Gases of Thessaloniki S.A.)
11/2002 – 5/2004
Member of the SOL S.p.A. Group (listed on the Italian Stock Exchange), holding company to a multinational group of 46 companies, with over 1,300 employees, involved in the area of technical gases and home-care assistance, operating in 15 European countries, with consolidated sales of approx. Euro 300 million.
Site Manager
Managed HGT SA, a new acquisition (2002) of the Group, employing 7 people aiming to establish itself as the third multinational company operating in the area of Northern Greece.
SITRACO / BP Hellas S.A
5/2001 – 10/2002
SITRACO SA, mainly a holdings and exports company, employing 17 people in Greece with an annual turnover of 10.3 million euro (2001). Abroad, the group’s interests are in Sudan and Romania where it owns a number of manufacturing plants (paints and construction related products) and trading companies (distributor of Fujifilm, Bic, Mobil lubricants, etc) and employs more than 200 people.
Northern Greece Manager
Set up and operations running of the subsidiary company of SITRACO / BP Hellas SA, upon signing of a special agreement for the distribution of the Castrol range of lubricants in Northern Greece, managing 2 direct subordinates.
EXIDE Corp. – TUDOR HELLENIC S.A.
2/1998 – 3/2001
Member of the Exide Technologies Corp., TUDOR HELLENIC is the local market leader in selling batteries under the brand names PAK, Tudor, Exide, Sonnenschein etc., employing 45 people with annual turnover of 7.6 million euro (2000).
Area Manager, Northern Greece
Managed Northern Greece Branch operations, overlooking sales, accounting, warehousing and distribution; managed 8 people.
CHROSTIKI S.A
5/1995 – 2/1998
Manufacturer and trader of colour masterbatches and compounds for the plastics’ industry, printing inks and lacquers, employing 90 people with 7.3 million euro turnover (1997)
Area Sales Manager, Northern Greece and F.Y.R.O.M.
Managed Northern Greece and FYROM sales, warehouse and distribution; managed 4 people.
HIROSS S.p.A. (now Parker Hannifin, Hiross-Zander Division), Padova – ITALY
11/1988 – 7/1991
Manufacturing company of Industrial Products (compressed air dryers, heat-exchangers, filters etc.), Close Control Air Conditioning Systems, Raised Floor Panels and Flexible Space Office Systems, with manufacturing facilities in Italy, Austria and the U.S.A., and Sales companies in the major industrial countries, employing more than 1000 people world-wide, of which 500 are in the Padova site, with a turnover in excess of $ 200 mil (1991).
Assistant Product Manager / International Marketing & Sales Support – Industrial Products
Education & Qualifications
Sept. 1993 – Sept. 1994
University of Bath, U.K.
MBA, Masters’ in Business Administration
Sept. 1987 – Sept. 1988
University of Birmingham, U.K.
Masters’ in Biochemical Engineering, M.Sc. (Eng)
Sept. 1984 – June 1987
University of Birmingham, U.K.
B.Sc. (Eng) in Chemical Engineering (Honours)
Sept. 1982 – June 1984
Isle of Ely College, Wisbech – Cambridgeshire, U.K.
GCE (A’ Levels): Physics, Maths, and Chemistry.
Professional Development – Latest Training Courses Attended
– Negotiating Value (delivered by ExxonMobil, in Istanbul, 2009)
– Professional Selling Skills (delivered by Achieve Global, in Brussels, 2008)
– Benefit Selling Skills (delivered by Hathwait International, in Brussels, 2008)
– Situational Sales Negotiations (delivered by BayGroup, in Brussels, 2007)
– Distributor Consulting Skills (delivered by ExxonMobil, in Istanbul, 2006)
– Flawless Consulting Skills (delivered by Design Learning, in Brussels, 2006)
Languages
Greek (Fluent), English (Fluent), Italian (Very Good) German (elementary), French (elementary)
IT Skills
MS Office (Excel, Word, PowerPoint), Internet
