Horia Pop
Sales Manager
Bucharest,Romania
Summary
Self-motivated Territory Sales Manager with 27-year background in managing accounts for assigned territories and selling products ethically and with market-driven approaches, leading people and organizations of different sizes. Skillfully enhance distribution networks and availability of products to achieve targeted territorial growth.
Passionate about customer centricity and sales management, focused on leading people, helping to developing themselves while creating value to customers, delivering results to the company and profitably growing the business all the time.
Overview
29
29
years of professional experience
Work History
TERRITORY SALES MANAGER - East Europe South (15 Countries)
SKF Industrial Market East Europe
11.2019 - Current
- Active member of East Europe Region Management Team
- Drove SKF Strategy to ensure customer value
- Ensured organizational efficiency, digital customer interaction and support the automation of processes
- Implemented efficient and effective pricing set up in the region
- Recruited, interviewed and hired employees and implemented mentoring program to promote positive feedback and engagement.
- Coached sales associates in product specifications, sales incentives, and selling techniques, significantly increasing customer satisfaction ratings.
- Increased sales revenue by developing and implementing strategic territory plans.
- Leveraged market knowledge to capitalize on emerging opportunities and maintain consistent growth rate at 15% or higher.
- Set ambitious yet achievable sales targets for the territory team; provided motivation through ongoing coaching and guidance towards goal attainment.
- Coached and promoted high-achieving sales and account management employees to fill leadership positions with qualified staff and boost company growth.
- Forecasted sales and established processes to achieve sales objectives and related metrics.
- Mentored junior sales team members, sharing best practices and fostering a positive work environment.
- Monitored competitor activities within the territory, adjusting sales strategies as needed to maintain a competitive edge.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
- Drove distribution development strategy in line with SKF Group Distribution strategy (categorization, digital partners, Value Partner program)
- Lead the sales managers in new way of working across countries and departments and drive change
- Main achievements and important projects:
- Growth of business in my territory 7% in 2021, 17% in 2022 and 21% in 2023
- Every year delivering more profit
- Re-organizing, while interim manager, the aftermarket business in Adriatic Region by combining all countries into just one Territory.
- Increasing profits by reducing # of special customers supported pricing by more than 60% and changing the price structure, reducing # of special price lists from 26 to only 2 across all countries
- Re-organization of aftermarket business in Hungary
INDUSTRIAL SALES MANAGER - "ONE" EAST EUROPE
SKF Industrial Market East Europe
04.2019 - 10.2019
- In charge with full business results and activities in "One" East Europe countries during short transition phase from old to new type of Organization in East Europe
- Collaborated cross-functionally with headquarters, regional and other teams nationally to maintain consistent message and experience.
Subregional Manager - Black Sea & East Med. Subregion (RO-BG-GRE-ISR)
SKF Industrial Market - East Europe Region
05.2015 - 04.2019
- Ensured subregion profitability and positive cash flow
- Managed budgets effectively, ensuring optimal financial performance while investing in necessary resources for business growth.
- Championed diversity and inclusion efforts within the workplace, resulting in an inclusive environment that fostered creativity and innovation among employees from various backgrounds.
- Lead the management team in the subregion as well as in the country Romania sales unit.
- Supported Business Areas in the development of their business
- Supported identification of new business opportunities (acquisitions/partnerships)
- Optimize resources (recruitment and people development)
- Leverage the SKF brand name
- Initiating and developing business opportunities and a strategy for the sales units, including strategic targets and activities related to Distribution and OEM channels
- Driving and supporting SKF Authorized Distributor growth through different projects and programs and in the same time improving efficiency and competitiveness
- Driving SKF Service Strategy in the sub-region and achieve Service Business targets
- Main achievements:
- Growing the total SKF business +22% in the subregion in 4 years by growing each of the countries together
- Built strong local leadership and created very good team spirit in the subregion
- Good start in Rotating Equipment Performance strategy implementation - 3 projects worth more than 500 TEURO of CoMo online installations
- Launch of customer centricity project in BSEM subregion.
MANAGING DIRECTOR
SKF Romania
01.1999 - 05.2015
- Led cross-functional teams to achieve company-wide growth objectives, fostering collaboration and innovation.
- Pursuing business opportunities and developing a local strategy for the sales unit, including strategic targets and activities related to Distribution and OEM channels
- Monitored office workflow and administrative processes to keep operations running smoothly.
- Driving SKF Authorized Distributor Channel growth through different projects and programs while improving efficiency and competitiveness
- Follow up of sales growth development of all sales channels: Industrial and Automotive Distributors, and OEM's
- Ensure country profitability and positive cash flow
- Lead the local management team
- Optimize resources (recruitment and people development)
- Leverage the SKF brand name
- Develop an SKF country network
- Chairman of board of the legal unit
- Represent SKF as and when required i.e
- Government bodies, lobbying etc
- Main achievements:
- Increased the total SKF business x10 times in 15 years
- Built a strong local organization of 30 professionals, able to deliver customer value and selling products and services from all platforms
- Opened Solution Factory in 2012 and increased service business to more than 1 MEURO turnover, in Romania only
- Developing strongly the Automotive aftermarket channel in Romania (+100% growth) by identifying, hiring and supporting development of a sales talent from outside the company who was the driver of this growth.
BUSINESS MANAGER
SKF Romania
11.1997 - 12.1998
- Building and developing Authorized DD Network
- Driving SKF Authorized Distributor growth strategy
- Active participation in Business plan creation for Industrial Distribution
- Participated in the customer quotation creation
- Contributed to pricing process and routines and customer category implementation.
- Evaluated current market trends and competitor strategies, guiding the development of innovative solutions to stay ahead in the industry.
SALES REP.
MARCOM - Authorized Distributor of Atlas Copco in Romania
01.1995 - 01.1997
- Responsible of selling Atlas Copco Oil Screw Compressors in Romania.
Education
B.Sc. Hydraulics & Pneumatics Engineer - Mechanical Engineering
Polytechnical University of Bucharest
Bucharest01.1995
High School Diploma -
Mathematics& Physics Highschool "Gheorghe Sincai" in Baia Mare
Baia Mare01.1986
Elementary School, Baia Mare
Baia Mare01.1982
Skills
- Relationship Building
- Team Collaboration and Leadership
- Partnership Development
- Goal Setting and Achievement
- Contract Negotiation
- Business planning
- Sales Strategy
- Market Analysis and competitor intelligence
- Presentations
- Organization Skills
- Change Management
- Solution selling
Languages
English - proficient
French - basic
Hungarian - passive
Romanian - mother tongue
Additional Education
- Manage, Lead, Coach, SKF CEE-MEA, Istanbul - 2017
- Sales Excellence Program for Sales Managers, Intermezzon, Bucharest - 2016
- SKF Industrial Sales Training for Industrial Distributors, Bucharest - 2015
- Value selling - SKF DD Academy - 2014
- Value through Knowledge 1 (VTK 1), Gothenburg - 2012
- IMP - International Management Program, Gothenburg - 2005
- SPIN Selling Methodology - Huthwaite, Gothenburg - 2004
- Executive Program for Growing Companies - STANFORD UNIVERSITY - Graduate School of Business, Executive Education - 2002
- Managing Your Distribution Channels Profitably - Management Centre Europe, Brussels - 2000
- Finance for Non-financial Managers, Management Centre Europe, Gothenburg - 1998
Motto
If you want to achieve your goal, help others to achieve their goals
Personal Information
- Place of Birth: Carei, Romania
- Citizenship: Romanian
- Date of Birth: 05/05/68
- Driving License: B, since 1994
Personal
Married, 2 children - students
References
- SKF - Stefania Marinescu - East Europe Sales - Business controller
- SKF - Fabio Falsetti - Product Manager DGBB in EMEA Region
- SKF - Diogo Vale - Global Key Accounts Manager EMEA
- SKF - Benjamin Danan - Marketing Manager East Europe
Timeline
TERRITORY SALES MANAGER - East Europe South (15 Countries)
SKF Industrial Market East Europe
11.2019 - Current
INDUSTRIAL SALES MANAGER - "ONE" EAST EUROPE
SKF Industrial Market East Europe
04.2019 - 10.2019
Subregional Manager - Black Sea & East Med. Subregion (RO-BG-GRE-ISR)
SKF Industrial Market - East Europe Region
05.2015 - 04.2019
MANAGING DIRECTOR
SKF Romania
01.1999 - 05.2015
BUSINESS MANAGER
SKF Romania
11.1997 - 12.1998
SALES REP.
MARCOM - Authorized Distributor of Atlas Copco in Romania
01.1995 - 01.1997
B.Sc. Hydraulics & Pneumatics Engineer - Mechanical Engineering
Polytechnical University of Bucharest
High School Diploma -
Mathematics& Physics Highschool "Gheorghe Sincai" in Baia Mare
Elementary School, Baia Mare
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