Michał Grzegorz Bobrowski

Carlsberg Polska is no 3 beer company in Poland with 19% market share.
Responsible for Revenue Management in Sales for Carlsberg Polska.

• Main responsibilities: Responsible for full scope of Revenue Management within Sales within 2 direct reports team.
• Key achievements: Initiated Revenue Management at Carlsberg Polska and stabilized it both key commercial processes and daily routines.
1) Reversed 10 years long negative trend in ns/hl. Exceeded financial targets for 2017.
2) Promo effectiveness of over 1000 promos recognized as the best practice for Western Europe
region with number of negative promos reduced by 90%.
3) Successful pricing negotiations with top key accounts.
4) Design and execution of 2 successful list price increases in spite of price war.
5) Design and execution of commercial policy.
6) Creation of price promo guidelines, cross channel pricing and price elasticity research;
Initiation of action oriented regular and promo price reporting.
7) Active member of polish pricing community, lecturer at Pricing Conference.

Carlsberg Polska is no 3 beer company in Poland with 19% market share.
I'm responsible for all commercial activities within Carlsberg Group global Business Standarization Program.

Main duties:
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1) Detailed commercial processes mapping (local vs global template)
2) Requirements collection and coordination
3) Business cases creation for global template differences
4) Design / Build / Test phase coordination
5) Go-live and early-life-support management

All of that done within 19 people project team.
Representative of commercial team for XF issues; in front of Carlsberg Polska Management and Carlsberg Group Project Management.

I'm responsible for all sales reporting, analyzing and planning processes within my 9 people team.

Main duties:
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1) On-going sales reporting from all IT systems (SAP R/3, SAP B/W, ECOD, SFA)

- Development of sales reporting systems including:
- SAP B/W sales implementation project manager including SFA, SAP R/3, ECOD and external data integration.
- ECOD sales reporting project manager

GATX Rail Poland / DEC is a market leader railway tank cars lessor in Central Europe. Mother company, a GATX is the biggest worlwide railway tank car lessor.

Main duties:
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1) SAP key user

- Sales reporting to the Board (SAP R/3 SD, SEM, SAP BW)
- Helpdesk for sales team users


2) Sales reporting

- budgeting (SAP R/3 & SAP data warehouse & advanced Excel)
- sales forecasting & resources planning (SAP & data warehouse & Excel)
- US standards reporting


3) Data information project management

- CRM design, implementation & maintenance project manager
- SAP R/3 data warehouse project member
- Local databases
- Website design, implementation & maintenance


4) Market research

- New geographical markets study
- Current market monitoring

Main duties:
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- Market research management
- Advanced statistical analysis
- VBA programming (customized automated data presentation MS Office)
- projects for FMCG, automotive, insurance, telecom companies and others