Sebastian Krotowski

• Wyłączna odpowiedzialność za rozwój biznesu w obszarze Signage na rynkach Europy Centralnej i Wschodniej (Polska, Czechy, Słowacja, Węgry, Bułgaria, Rumunia, Ukraina, Białoruś, Rosja)
• Rozwój sprzedaży do klientów aktualnych i pozyskiwanie nowych klientów (producenci oznakowania reklamowego i firmy dystrybucyjne)
• Przeprowadzanie testów oświetleniowych rekomendowanego rozwiązania LED
• Współpraca z działem projektowym AgiLight w celu przygotowania projektu technicznego
• Współpraca w ramach międzynarodowego działu Signage w ramach projektów ogólnoeuropejskich realizowanych przez klientów w podległym regionie

• Exclusive responsibility for GE’s Signage business in Poland
• Growing businesses with existing customers and acquiring new accounts (distributor / OEM) on project basis
• Cooperation with both international and local signage manufactures
• Working with GE’s project team to provide customer tailored solution for signage applications
• Carrying out technical tests of recommended lighting solutions on signage applications at customer site
• Working with end users (banking, petrol, retail, outdoor advertisement sector) to get GE technology approved and specified
• Collaborating with the international GE sales team and supporting functions to meet the quarterly/yearly targets

•Sales management of IT software solutions (BigData, Enterprise Service Bus platforms by Software AG, Mulesoft and Tibco)
•Acquiring new accounts and setting up business relations with decision makers (CEO, CIO, CFO)
•Creation and execution of development strategy for assigned market segments within 2013-2014 perspective, according to volume-margin objectives
•Development of inbound and self generated sales leads
•Introduction of Mulesoft brand and solutions on the Polish market, cooperation with its European headquarter in UK
•Building and strengthening relations with key accounts through participation in frequent events and industry conferences

• Direct responsibility for sales to Philips Lighting top distributors
• Manage business growth and development in the Retail Food Segment (new investments,
replacements, roll-outs).
• Having exclusive responsibility for effective introduction of LED technology in RDL (Refrigerated
Display Lighting) applications in retail stores and to coolers/freezers producers
• Develop and build solid relationships with right Decision Making Units among different players in the
value chain in order to effectively promote, sell and deliver Philips Professional Lighting Solution.
• Negotiating annual contracts with distributors and conditions of large replenishments
• Implement marketing actions to increase distributor’s sales and Philips market share (promotional
campaigns, loyalty programs, events)
• Support Marketing Manager and Segment Marketing Manager(s) in development of marketing
strategy and plans for the clients (both short and long term). Directly held responsible for their
deployment, effective implementation and realization.
• Contribute to AOP preparation, approval and execution.
• Leading trainings for distributors
• Manage assigned accounts and executes international account plans
• Establish and maintain relationships with relevant representatives of key DMUs. Develops and
builds relationships at the relevant network around the key account
• Establish and coordinate regular communication with all relevant account stakeholders inside and
outside the country
• Take the lead in the acquisition of new national accounts / projects for the segment and assigned
distributors.
• Ensure Philips is the preferred supplier by offering and delivering lighting solutions and other
services creating value for the customers to reach their full satisfaction
• Has direct accountability for Sales (including innovative products - Spearheads), Margin and
Customer Satisfaction (NPS)
• Understand complexity in value chain, manages various interests of different players in value chain
(end users, wholesalers, specifiers) including management of price waterfall.
• Decide on distribution model (direct sales or via trade partners) for assigned end-user accounts.

OEM Signage Key Account Manager, Poland & Baltics (Jun 2009 – Mar 2010)
• Exclusive responsibility for business development in Signage segment in Poland and Baltic states
• Generating demand and managing users preferences in terms of LED technology
• Executing sales strategy towards key accounts and focusing on development of brand loyalty and
long term profitability
• Deliver growth in assigned areas of Signage (advertising and outdoor agencies, Value Added
Resellers, signmakers) according to marketing strategies
• Daily cooperation with international Signage team and European Marketing/Sales Manager
• Coordinating actions with Philips foreign branches in terms of politics towards key international
accounts
• Implementation and execution of strategy generating stable increase of brand awareness in the
segment
• Finalization of projects in advertisement applications on LED technology basis
• Identification of market potential and competition, monitoring development of key products for
Signage segment and planned investments and tenders
• Delivering planned sales budget through sales to assigned clients

Mode Com Ltd., Warsaw

Sales Director (Export) (Oct 2006 – Nov 2008)
• Management of an international trade sales team
• Creating system of targets and setting up monthly/yearly goals
• Implementing and running Marketing Development Fund program
• Responsible for the team’s performance during CeBit 2007, Distree 2008, IT Channel Vision 2008,
Intel Channel Conferences 2006-2008, local events organized by clients
• Actively building company’s positive image and international recognition of the brand
• Organizing promotions, marketing actions, incentives for clients and their partners
• Strategic business management and planning with team
• Holding weekly meetings with the team to discuss team’s progress and business strategies
• Creating and managing price policy
• Negotiating contracts with key accounts
• Recruiting new employees (short-listing and interviewing candidates)
• Deep involvement in creation of company’s Hungarian branch office
• Implementing coaching techniques while managing the team

Export Manager (Sep 2004 – Sep 2006)
• Actively developing new businesses in Romania, Croatia, Bosnia & Herzegovina, Slovenia, Serbia,
Slovakia, Turkey, Greece, Cyprus and maintaining existing businesses (Czech Republic, Hungary)
• Upselling and cross-selling to existing accounts
• Representing company and capturing new prospects during international fairs and conferences (e.g.
CeBit, Computex, Intel Channel Conference)
• Responsible for increasing revenue
• Building strong relationships with B2B clients
• Payment’s controlling
• Contacts with Customs in terms of export procedures
• Leading presentations during conferences and events organized by clients for their partners
• Provide trainings for sales teams of a partner company

Sales Specialist (May 2003 – Aug 2004)
• Building from the scratch a wide portfolio of partners
• Acquisition of new clients during fairs and conferences
• Lead’s generation
• After sales services (delivery monitoring, dealing with complaints)