Tomasz Piwoński

e-mail tomasz_piwonski@gazeta.pl

mobile +48 668 400 434

birthday date 10.10.1974

nationality polish

address 02-777 Warsaw

Kopcińskiego street 9/13

languages Polish, English

M.A. in Management

University of Economics Poznań

Secondary School

IV LO Olsztyn

Postgraduate Studies

Psychology of Change

University of Warsaw

Education

Education

Sales Analyst

Sales Analyst

Sales Analysis Manager

Trade Marketing Manager

Business Planning Manager

Trainer

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Secondary School LO IV

University of Economics Poznań

Ovita Nutricia currently Danone

Seagram Poland

Wyborowa S.A. – acquisition of Seagram

Browar Belgia

JTI Poland

Data Management and Trainings

Census & Segmentation:

I’ve prepared and conducted a Census of 68.000 retail outlets and 4000 of

HoReCa points. During Census JTI’s Trade Marketers visited all retail POS located in

covered territories (cities above 100M citizens). TMs received quantitative

questionnaires which allowed me to classify POS based on volume, consumer

type, but also quality of exposition and ability to execute trade marketing

activities. Using collected data I’ve prepared Retail and Horeca Market

Segmentation.

Consumer and Trade Marketing activities :

For Customer Service Department in Ovita Nutricia I’ve prepared a database of

outlets for mothers looking for our company Brands suggesting in which outlets one

can buy desirable products. Based on ACNielsen data, in Browar Belgia I defined

actions to be done in order to deliver the volumes. I suggested increasing

numeric distribution in Retail Channel. All necessary activities were prepared by

me including: steps of introductory and control visit for Sales Representatives. I’ve

determined incentives for decision makers in POS, established reporting system,

prepared reports verification by external company, carried on permanent action

results monitoring and budget realization follow-up. After this action, Wojak’s

weighted distribution increased by 8%.

Winston Brand Lunch:

Within the framework of the new brand introduction to the Polish market I’ve

prepared the test implementation in the part of the mazowieckie and łódzkie

voivodeship. In order to obtain selective distribution, I chose the best points of

sales located in suitable locations for the Brand (established in accordance with

the guidelines of the Winston Brand Group). I’ve calculated quantitative targets to

be applied to covered database of visited points, the number of visits per day,

also the expected effectiveness of the Sales Representatives in order to achieve

the expected level of Weighted Distribution. I was following-up the results in the form

of reporting, as well as the final presentation of results, which I presented to Brand

Group.

IT Projects for Business:

In Seagram Polska I’ve deployed system, whose supplier was Anica System.

That was the first implementation of the SFA system in alcohol industry in Poland. In

Wyborowa I’ve introduced independently system for a team of 100

people in Sales and Marketing. In Browar Belgia I was using from .

As a Project Lead in JTI Polska I’ve deployed system within the Trade

Marketing and Sales Department. The total budget of the project counted for more

than 3 million PLN. In deployment more than 250 people participated from 9

nations, including more than 150 mobile users. 120 of them use mobile printers for

printing orders.

Reporting system:

In Seagram and Wyborowa I’ve introduced (from the very beginning) data

reporting system delivering sales results, distribution and Sales Reps’ results.

Working as a Trade Marketing Manager in Browar Belgia I’ve automated ACNielsen

reports. In JTI Polska I was preparing reports for Trade Marketing Department

showing quantity and quality of Loyalty Programs installation, follow-up of Winston

Brand launch during distribution test, permanent and temporary POSM materials

installation vs. targets, Sales Reps’ results reporting, hostesses effectiveness in 1-2-1

activities, quantitative and qualitative assessment of POS database by Sales Reps

territories.

Team recruitment and management:

After Seagram acquisition to Wyborowa SA, I received a promotion to Sales

Analysis Manager position (2,5 years after my career started, I was 27). I was

managing the team of two Sales Analysts, which I’ve recruited. First goal after joining

JTI Polska was a transfer of 4-person team from Gostków to Warsaw and

establishment of a 6 employees team. From original group I have managed to

motivate to move 1 person. The other 5 employees were recruited by me

(including Senior Analyst). Person working as a Senior Analyst was prepared during

succession project to move to the position of Sales Analysis Manager when I was

promoted to Trade Marketing Department.

Business Analyses and Recommendations:

Market Concentration Curve for visited database vs. estimation of market curve

received from ACNielsen – recommendation: higher volume outlets exist on Polish

market than the worst that we currently visit, we should explore those new

opportunities.

Prioritization of Key Accounts using General Electric matrix – recommendation:

proper dedication of Brands to specific Key Accounts to invest budget into

promotions and hostess actions.

Analysis of visited database potential – recommendation: deletion of unattractive

outlets from coverage, replacement by new outlets.

Analysis of Number of Facings and Position on the Shelf vs. Share of Market –

recommendation: increase Brand visualization in International Key Accounts and

Retail.

Business Analyses and Recommendations:

Analysis of hostess efficiency according to the number of effective contacts, loyal

customers gaining by 1-2-1 actions – recommendation: preferred days and hours of

hostesses work in selected outlets.

Analysis of existing Loyalty Programs concerning volume-wise attractiveness of outlets,

in which we had contracts signed – recommendation: increase the efficiency of the

placement of Marketing Programs by moving agreements from existing points of low

attractiveness to the high volume points.

Analysis of retail outlets coverage – recommendation: new geographical split of

Poland into Sales Representatives territories and Regions.

Investment

Optimization WorkshopRoute to Consumer

Designing and

Implementing OLAP Solutions Using

Microsoft SQL Server 2000 (M-2074)

Trade Segmentation

Recrutiment

Executing Brand

Strategy

Project Management

using Kepner-Tregoe method

English

Presentations to groups

Change management

Assertive communication and effective cooperation

in teams

Successful negotiations

Time management

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Year

Development

Creative Accuracy

Strategic Thinking

Optimistic

Decision making

Innovativeness

Liability

Imagination

Negotiating skills

Communication Analytical Skills

Visionary

Results-driven

Business oriented Hardworking

Effective Goal-oriented

Determined

Client-oriented

Proactive

Patience Patience

Intuition

Working in groups

Working in groups

Assertiveness

Assertiveness

Assertiveness

Organized

Organized Presentations Presentations

Optimistic

Optimistic

Optimistic

Proactive

Proactive Proactive Visionary

Visionary

Visionary Visionary

Visionary

Negotiating skills

Negotiating skills

Negotiating skills

Development

Development

Development

Development Goal-oriented

Goal-oriented

Goal-oriented

Goal-oriented

Imagination

Imagination

Imagination

Imagination

Analytical Skills

Analytical Skills

Analytical Skills

Analytical Skills

Accuracy

Accuracy

Accuracy

Client-oriented

Client-oriented

Client-oriented Determined

Determined

Determined

Determined

Liability

Liability

Liability

Liability

Effective

Effective

Effective

Effective

Effective

Communication

Hardworking

Hardworking

Hardworking

Hardworking

Determined

Determined

Determined

Determined

Effective

Effective

Effective

Effective

Effective

Effective

Proactive

Proactive Proactive

Proactive Proactive

Optimistic

English

Polish

Power Point

MS Excel

MS Access

MS Word

MS Outlook

MS Project

Visual Basic

Adobe Photoshop

Databases

Driving licence B

SAP – user

SPSS

Statistical analysis

CRM: Siebel Analytics

CRM: Siebel Sales

Ability to performpresentations

Experienced in training giving

Project management

How May I Be Of Assistance To YOU?

I’m looking for new and interesting challenges in project management, analyses

making or marketing activities preparation, which give me a lot of satisfaction.

I’d like to develop my skills on demanding position delivering market solutions,

recommendations, analyses, managing complex projects as a Project Lead, or creating

marketing activities.

I’m looking for stable job in friendly environment, giving a lot of possibilities to

accomplish ambitious tasks, ensuring work-life balance.

I hereby agree to process my personal data included in my job application due to recruitment process

(according to Law on Personal Data Protection from 29 August 1997 (Dziennik Ustaw No.133, item 883).

Profiles:

http://pl.linkedin.com/in/tomaszpiwonski

http://www.goldenline.pl/tomasz-piwonski

Standard CV:

http://hotfile.com/dl/145646570/5cacff4/Tomasz_Piwonski_CV.pdf.html

http://hotfile.com/dl/145649913/6067bc8/Tomasz_Piwonski_CV_en.pdf.html