6 reasonswhy I can bring added value

DAVOR LIPANOVIC

#1Strong commercialexperience & business skills

EDUCATION

• Faculty of Economics, University of Zagreb, Bachelor Degree in Entrepreneurship

• XV. Gymnasium (major in mathematic), Zagreb

SKILLS

Foreign language:

• English (active in speaking and writing)

Computer:

• MS Office (advanced level), Internet

Driver’s license:

• B category

#1: Education & skills

#1: Key business skills

• Results & execution orientated

• Inspire people with my enthusiasm and optimistic nature

• Need to be challenged and given the opportunity for advancement

• Always looked for ways to improve my results by introducing initiatives

• Successful everyday stress management

• Problem solving approach - creativity in solving business problems and challenges

• Strong initiative and proactive approach to work

• Commitment & passion for work

• Team work

• Fast learning and adapting to new business situations

• Presentation and communication skills

#217 years of work experience in FMCG

#2: 42 years old – 17 years of work experience

• 15 years a proven track record of achievement at two global leading consumer product companies in different industries (consumer good leader in health, hygiene & home and global food and beverage leader), Reckitt Benckiser and PepsiCo

• A consistent record of accomplishments achieved in these areas:

� P&L and Balance Sheet Management and responsibility,

� Brand and New Product Development,

� Brand Portfolio Management,

� Sales and Logistics Management,

� Trade Promo Management,

� Key Account Management,

� Personnel Performance Management & Development

#3Experiencein 2 organised markets

#3: Experience in 2 organised markets with specific roles

� Establish profitable business in Croatia and Slovenia with new G2M model through new

Distributors

� Distributor Management in order to establish and optimize Control of Net revenue and Gross margin targets achievement

� Lead, manage, coach and develop directly own sales force and indirectly distributor's sales force

� Participate in development of strategy for PepsiCo business development in Croatia & Slovenia

� Responsible for overall sales strategy with a focus on long-term development

� Develop commercial plans, trade budgets and forecast to achieve sales objectives

#4Key Achievements in 2 global companies

#4: Experience in leadership

• Know my people and know my business. I show up with an open mind and a positive demeanor

• Insist on realism. Realism is a heart of execution

• Identify clear goals and priorities. When I execute I focus on a very few clear priorities that everyone can grasp

• Follow through. Ensures that people are doing the things they committed to do, according to the agreed timetable

• Expand peoples' capabilities. Coaching is the single most important part of expanding others capabilities

• Know myself

#4: Key achievements

• 6 years sucessfull negotiation of trade terms & agreements in major Accounts

• 6 years Net Revenue and Gross Margin Targets achievement in major Accounts (60% SOM rensponsibilities)

• Establish Sales Force team and responsibilities• Participation in negotiation for International Company Agreement (ICA) for

Metro, Billa and Kaufland

• Establish profitable business in Croatia and Slovenia with new G2M model through new Distributors

• Integrate Marbo Sales Organization to PepsiCo establishing control, procedures and policies following PepsiCo Audit

• Participate in development of strategy for PepsiCo business development in Croatia & Slovenia

• +90% Sales growth from 2010. till 2013. in Croatia and +140% in Slovenia (double the size of the business)

• Strong progress in numeric distribution in both markets (Croatia & Slovenia)� Croatia - increased ND from 45% to 70%� Slovenia – increased Nd from 50% to 80%

• SOM in Croatia on Snack increased from 5% to 15% from 2010. till 2013.; triple the size of the snacks business

• Successful launch of new brand in PC category – Lay's in Croatia & Slovenia in 2011.(in 3 years accomplished 6- 7% SOM in both markets)

• In 2013. I optimized portfolio in Croatia from 75 to 50 SKU's, resulting in higher country Gross Margin and Net Revenue

#5Customer/distributor relationship building experience

#5: Customer relationship building

• Closely cooperated with Marketing/Trade Marketing, sharing input from the market (customers)

• Always looked for a win-win: meeting customer and distributor needs while reaching company's goals

• Presentation of Annual operating plan to key customers/distributors

• Managing customer specific promotional activities & loyalty programs

• Quarterly analysis and presentation of brand/category trends, numeric distribution status and development opportunities to key customers

• Increase trust and collaboration between company and distributor, demonstrated by more frequent interactions between individuals and teams, enable better communication in business processes

#6Work–LifeBalance

#6: Work–Life balance: hobbies&interests

• Activities focused on improvement of personal health & wellbeing

• Different kinds of sport activities:

o Fitness

o Body workout

o Cycling

o Swimming

o Running

o Tennis

• Travelling & meeting different cultures and people

6 reasonswhy I can bring added value

DAVOR LIPANOVIC