Adam Kellermann

- Full responsibility for 60% of the Company retail sales value,
- Nutricia business development and joint business planning with key customers,
- Direct reports: 4 managers, 1 specialist,
- Reporting to: Commercial Director
Key achievements:
- Successful annual negotiation process with the biggest polish retail chain,
- Distribution expansion to Lidl – only existing agreement with that customer in Europe within our Company,
- All periodic targets delivered on the stretch level,
- Fastest growth vs. last year within Company,
- Market shares dynamic turnaround after two years of decline,
- Two direct reports promoted to the higher positions,

- Category and Brand development plans for all retail channels,
- Sales Initiatives and Activity Calendar Management,
- Retail performance and execution standards,
- Category management,
- Direct reports: 6 managers, 1 specialist,
- Reporting to: Commercial Director
Key achievements:
- New, more efficient team structure implemented,
- Redesigned process of marketing initiatives deployment resulting in higher initiative strike rate (performamnce vs. launch plan assumptions),
- Development and deployment of the 3 year Category Vision. Leading role in customer engagement process.
- 3 internal promotions within the Team and two team members classified as top talents.

- Brand, Pack, Price, Channel strategy for all core categories,
- Joint category development projects with top customers,
- Shopper research,
- Direct reports: 7 managers
- Reporting to: Commercial Manager
Key achievements:
- Leading role (project owner) in the development and implementation of new Pack Price Startegy for Coca-Cola. New strategy reversed declining volume trend in the strategic channel – Proximity Stores and unlocked market shares growth to the record ratio vs. key competitor.
- Visible growth of the Company image as a Category Expert – proven by external Customer Satisfaction survey
- Establishing one of the best Category Development teams within Coca Cola HBC. Team structure, recruitment and long term development plans. 2 team members moved to senior roles and one assigned to the global team.

- Business Plan development and execution,
- Channel/Price/Package strategy management,
- Full Water Business P&L responsibility,
- Reporting to: Commercial Manager
Key achievements:
- Brand acceleration plan implemented – volume and revenue trends reveresed,
- Successful launch of the portfolio extension – numeric distribution and volume targets exceeded,
- Cost reduction project implemented – packaging optimization, improved profitability,

- Tier One Customer business development,
- Promotional Calendar Management,
- Joint Business Plan development,
- Performance tracking and analysis

- New product launches plans development and execution tracking,
- Pricing and promotional strategy management,
- Market data analysis, competitors performance, category and market segments dynamics,
- Trade terms development,
- Trainings for Sales force and store owners,
- Trade Press cooperation, including publications,
- Budget management,

- Key Customer’s business development,
- Sales Representatives management,

- Brands promotion via special events and sponsorship activities,
- Sponsorship budget management,
- Special events team management,