Andrzej Otokar Szkutnik

IKO POLAND
Managing Director
January 2014 – Present Poland


Wolseley/Woodcote
Leading the re-building Poland (who lost market share). First with Warsaw branch (largest construction market), then central and Eastern Poland. Challenge was to change it into a sales organization. Success after 12 months. Turned a loss making business into profit with increase in sales. Achieved through leadership:
• changing mentality of people: sales organisation plus “you can do it”
• customer orientation (existing), improved service and availability,
• new customers, new segments (RMI)
• sending sales people to customers,
• improving operations and growing sales team,
• better understanding of customers’ needs,
• hands-on approach.
Personally involved in sales, customer visits and helping sales people every day. Resultant improvement in all KPIs. Focus was on sales and customers every day. The job combined sales manager and general manager responsibilities.


Sourcing Director Wolseley EE
Wolseley / Woodcote
January 2007 – August 2012 (5 years 8 months)|Europe
Complete responsibility for building material products sourcing and development for five Wolseley operational companies in Central and Eastern Europe (Poland, Czech Republic, Slovakia, Hungary and Romania). Developing co-operations and negotiating terms and conditions with suppliers for the above countries.
Additional responsibilities as a Wolseley European Manager for sourcing and negotiating with manufacturers for the benefit of all Wolseley Europe operational companies. Project leader for Wolseley sourcing projects.
Involved in mergers and acquisitions for Wolseley.

General Manager
Woodcote
March 2003 – December 2006 (3 years 10 months)|Poland
In charge of the company that operates in the construction industry as product marketing and distribution specialist with several branches in Poland. Responsible for Profit and Loss, Balance Sheet and Cash Flow. Complete responsibility for operational and strategic aspects of running the business inclusive of sales and marketing. Managing 100 people, employing principles of modern management and working according to western management standards. Responsible for all aspects of the management process (planning, organising, leading and controlling). Co-operating with leading manufacturers.
Achievements: growing the company at approx. 35% a year – well above the market growth. Taking the company from a net loss to a net profit position. Taking market share from other existing players.


General Manager
UBMO Poland
November 1997 – March 2003 (5 years 5 months)|Poland
General Manager with sales and marketing responsibilities. Full responsibility for P&L, B/S and cash flow. Working for UK manufactures. B2B in Poland. Significantly increasing customer base in sales of professional products in construction industry for British manufacturers.