Jerzy Kałucki

Sales management of truck and passenger tires on country level - additional functionality in Change period.

Accomplishments:
•Built a new distributor sales channel for selected product groups; in 3 years it generated the company’s market share increase by 100% (against overall market increase by 45%)
•Identified a client group with the biggest potential and personally conducted negotiations with them to introduce Pirelli products to their offers; consequently, an additional 30% sales increase was achieved through them after one year already

Highlights:
•Management of a modern, multi-channel sales structure
•Development and implementation of product and distribution strategies
•Building, training and managing of sales representatives’ team
•Successful implementation of management by objective
•Development and management of long-term relationships with clients
•Direct sales to large strategic accounts

Accomplishments:
•Increased market shares of truck tires (plus one third)
•Continuously reached/exceed budgeted targets of the turnover, profit, and volumes
•Controlled and managed the commercial products positioning Vs competition.
•Managing sales of all commercial products : truck, agro and industrial tyres for replacement market and OE,
•Represented Company Commercial Products Department for all purposes towards the market and the dealers.
•Introduced clear fleet sales policy that ensured improved control of sales to end users (around 40% controlled direct and Indirect fleet sales)
•Reorganized Commercial Department to make it more efficient and customer approach oriented
•Developed a dealer network to ensure optimal coverage of the market. (Number of Truck Point membership program grew by 50%)
•Leading and developing sales team and Integrated it into The Team by couching and training, than steering, motivating and performance measurement of team members (12 people)
•Continuously improved the service level to dealers by cooperation with Customer Service Department and proper communication to dealers in order to grow customer satisfaction level.

All activities and responsibilities related to managing sales of truck tires including sales team management, reporting to supervisors on local and worldwide level.

Accomplishments:
•Developed and implemented a plan of Pirelli Polska’s entry into the truck tyres segment, which resulted in gaining a 27% market share in the „Premium” segment
•Defined a new sales policy addressed to retail customers, which in 2002-2004 resulted in profitability increase by 30%
•As the Sales Manager and member of the Steering Committee, implemented a project of building the “DRIVER” dealer network (25 partners gained in the first year of the project)
•Within the Pirelli International Committee, formulated guidelines for introducing new product groups, consequently included in the market offer (among others: the Amaranto family of long distance tyres)
•In cooperation with the Financial Department, introduced the Direct Debit automatic payment system which covered 95% dealers; it brought an Average Payment Term improvement by over 20%

Responsibility of starting Pirelli tire business in South Poland starting from creating customer data base and sales targets execution.

Accomplishments:
•Prepared a national truck tyre market analysis and development forecast based on which Pirelli headquarters in Milan decided to establish the Truck Division in Poland
•While building the dealer network from its very beginning, gained and built a strong group of clients; over 90% of them are still active clients of Pirelli after 15 years of cooperation
•Strongly involved in the development and introduction to the market of the innovative offer „Satisfaction Guarantee” which generated huge interest among clients thus contributing to a large increase in sales and new dealers acquisition