Zbigniew Zawieja

Foundry resins no-bake, cold box, hot box, refractory coatings, sand additivies and etc.

Area Sales Manager Poland & Export at Saint-Gobain [ Edit ] Privately Held ; Building Materials industry

Responsible for:
1. Sell glass veil and glass fabrics to medium size industrial companies (main market segments: waterproofing membranes and mineral wool) in Poland and Middle East Region.
2. Reach sales objectives in volume and price
3. Build a strong and detailed market knowledge (products, markets, competitors, applications, trends)
4. Ensure clear information reporting through customer visit reports and use of CRM software
5. Initiate and follow product developments in new market segments in cooperation with Marketing and R&D
6. Communicate on a daily basis with customer service team
7. Follow customer credit and payments
8. Coordinate customer claims treatment
9. Propose budget in the sales area

2007 – 2009 Ashland Casting Solutions – Diversified chemical company. Area Sales Manager, Poland.

Responsible for:
1) My initial responsibility was to open, run and manage, a new Ashland Castings Solutions division within Poland. With Ashland already running several different divisions in Poland, I was able to utilize their Warsaw office and the first Ashland Casting Solutions Division was formed in September 2007.
2) My objective was to find niche markets within the foundry industry and introduce Ashland’s metal casting product lines and technologies.
3) Emphasis was placed on introducing Ashland’s high range of quality products and technical expertise and support, in particular Ashland’s no-bake and cold-box resin binder systems, and patented technologies, to the ‘heavy’ end of the casting market, such as machine tool castings, and new markets based on wind energy castings.
4) My responsibility also encompassed helping the metal casting industry to recognize and resolve technical issues and casting defects surrounding the casting of gray iron, ductile iron, steel, bronze and aluminum alloys.
5) Marketing – trade show, customer technical booklets, article translations, press adverts.

Successes:
1) Introduced Ashland Casting Solutions to the Polish Foundry industry, their product portfolio, offering a new, ‘hands-on’ technical support and expertise that was previously unavailable to the Polish foundry market.
2) Identified and recorded on the spreadsheet the Polish casting market and it’s potential for Ashland.
3) Recognized and targeted business to the value of 2.5 MM €/annum.
4) Within 3 months gained 4 new business accounts for Ashland. First commercial order in 3 months.
5) In 2008 organized and commissioned Ashland’s very first Castings stand at the Polish Foundry exhibition at Kielce.
6) Achieved Ashland’s 2009 fiscal sales budget during global market circumstances.
world.

Responsible for:
1) Encompass the total sales responsibilities from the previous GE Plastics agent and commence direct sales activities in Poland. Responsible for Ukraine automotive market research.
2) B2B sales and budget responsibility worth almost 3 MM €/annum
3) Various plastic resin projects development at main customers (TIER 1 and TIER 2)
4) Supervised the Western Europe projects moving to Poland.
5) The domestic automotive industry consultant and advisor within GE Plastics.

Successes:
1) 2006 sales increase of 43% in revenue
2) I successfully achieved the 2005 fiscal nett profit of 0.6 MM €.
3) Defined, developed and solved new various projects worth 0,45 MM €
4) I successfully achieved the 2007 sales budget with a 65% customer margin increase.

Responsible for:
1) Management & Development of Hot Deep Galvanised and Cold Rolled Steel market in Poland
2) Manage and grow sales of 14 MM € by 2005.
3) B2B sales in automotive, building, heat and power station industries.
4) Technical support and training sessions for customers and sales representatives.
5) Act as the automotive industry team leader, responsible for 8 sales representativies and their activities within the automotive industry.
6) Prepare, examine and analyze profit, costs and turnover and submit relevant reports.

Successes:
1) Co-ordination and successful finalisation of Fiat Panda project resulting in Dual Phase Steel products development project worth 1,2MM €.
2) Gained new strategic customers, generating net profit of 0,6MM € in year 2003 from automotive industry only
3) Discovered new sales niches for special products in power station industry.
4) Supervised a new project worth 2,4MM € in white goods industry in Belarus .
5) Implementation of value added products on Polish market in automotive and power station industry.
6) Reduction of manufacturing costs in mill due to careful reports analysis.
7) Successfull selected customers event in Germany.