Experience — Florin Eugen CRACIUN

20+ years of broad experience in different industries, companies and business contexts, budgeting, forecasts, management of P&L, and team development.

Objective “The anchor of reality”

The values I can bring to the organization:

Proficient and skilled in a broad range of industries and roles

Patient and empathetic

Conscientious and steady

Service-oriented

Build good relationships

Accurate and intuitive

Maintain & improve standards

Creativity & attention to details

Trust & integrity & loyalty

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Experiences

Travel Agency

Bussines strategies, business analysis, and reporting

Development and implementation of new local strategy (sales and marketing) in line with Beiersdorf group pharmacy strategy
Development of the strategic plan (5yrs.)
Yearly business plan
Product portfolio strategic management
Marketing strategic plan
Establishment and management of the medical detailing team
Full P&L responsibility
People development plans

Detailed Description

Complete business turnaround: sales (+5 up to 10% growth yoy) and profit (from large loss to breakeven in 2 yrs. and double digit in 2014)
Market position = 3rd place in 2012 vs 7th place in 2010. Market leadership in some categories: Body dry skin, Face depigmentation.
Establish own detailing team – people & procedures
Best Business Analysis EE Region - awarded Sep 2014

Assessment of the current business model (structure & processes & stakeholders)
Development and implementation of a new business model having as an objective: close to the market structure and fast turnaround of the business
a) Define and implement the new roles & responsibilities for all stakeholders
b) Define and implement a new structure for pharmacy department
c) Define and implement new roles/responsibilities for pharmacy team
Redefine internal procedures & processes
Revision of distribution model & selection of the distribution partner
People evaluation vs. new business model roles
Establish the own sales team (hiring & roles& responsibilities, training)
Full P&L responsibility

Detailed Description

Sales (turnover) turnaround in 1 year from previous large negative development
Establish own sales team – people & procedures

Development of national sales and marketing strategy in accordance with the development / evolution of the pharmaceutical market
Coordination of the strategic team – ensure alignment between Group’s strategies and financial goals with suppliers’ business objectives
a) Strategic directions for market approach
b) Development of the strategic plans (3yrs.)
c) Yearly business plan
d) Portfolio’s strategic management
Full P&L responsibility (including NWC and cash flow)
Business Reviews with major commercial partners
Joint value creation plans development
Succession master plan development
Market & Business analyses
Member of Business Intelligence team

Translation of the national sales strategy into yearly action plan
Development of the yearly market approach action plan
Monitor the progress of the supplier/categories business plans vs. objectives and lead business plan interventions as necessary to deliver the objectives.
Full P&L responsibility
Implementation of the marketing strategies and yearly marketing
Development and coordination of the implementation process for the division commercial policy
• Recruitment, training and people development for the division personnel
Analyze and have a clear picture of the competition
Contacts with major suppliers / customers on a permanent basis

Contribute to the business and budget planning for the sector/categories
Ensure alignment between CBD Action Plan and sector/categories Action Plans.
Ensure the deployment of the Category strategies to the field and CBD Teams
Cooperate and coordinate with the Euro CMO to develop the Euro Strategies and concept sells.
Based on the Euro Category analysis and country data/research develop the country Category Analysis (category analysis, vision, key sales drivers, and concept sells) to equip the CBD and multi-functional resources with the right info to be considered by the customers as the category experts
Define and align within the company the Sales Fundamental objectives and funds needed
Develop together with other departments the right and complete plans to achieve Sales Fundamentals and volume objectives by category and brand. Ensure promotional plans are within the promotional guidelines
Ensure alignment between S&OP forecast and objectives. Lead interventions with the Corporate MS&P Manager and the General Manager if defined plans or competitive actions make forecast lower than objectives
Work with, and coach his/her category CMO people to enhance their expertise and increase capability and capacity. Provide them with the necessary training plans
Responsible for the development areas of the CMO personnel: W&DP plans and career discussions.

Monitor the progress of the sector/categories business plans vs. objectives and lead business plan interventions as necessary to deliver the objectives.
Analyze and have a clear picture of the competitive information
Monitor monthly the status of the sales fundamentals
Develop the plans and concepts sell to ensure success of the new initiatives and maintain brand competitive edge.
Develop the in-store materials and plans aiming for a clear in store persuasion
Contribute to S&OP and forecasting process

Development and management of the sales and marketing concepts for the Consumer business in Romania in accordance with the international and regional strategy of the Company.
Identification and exploitation of the local market resources
Development of the strategic plans (3yrs.) and yearly business plan in accordance with the Company plans
Full P&L responsibility
Coordination of the marketing strategies and yearly marketing plan development in accordance with the international strategies of the Company
Development of national sales strategy in accordance with the development / evolution of the sales channels
Contacts with the major clients on a permanent basis
Yearly negotiations with the major clients
Introduction of the Company brands on the Romanian market in accordance with the local potential and specificity
Development and implementation of the Customer Care system
Reporting business’s figures to the headquarter

Implementation of the yearly sales plan
Development of operative sales plan for sales channels, regions and major clients
Development of operative actions in order to achieve monthly sales targets and to correct sale’s development
Check up the account receivable level and structure
Development of the clients ‘ s base
Managing and motivating the sales team

Achievement of monthly sales target
Permanent development of client base
Permanent contacts and visits of the clients from designed area

Travel arrangements in Romania for the British clients (accommodation, plain & train tickets, car reservations, etc.)
Managing the regular touristic programs of the company in Romania
Development of tailor-made programs for the company clients
Issuing of the plane tickets on the IATA regulation
Follow up the company client’s problems and requests during their travel in Romania

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Florin Eugen CRACIUN

Business Unit Manager

Owner

Lead User

Business Unit Manager – Medical Division

Sales Manager - Medical Division

Country Manager – FARMACTIV Division

National Sales Manager – FARMACTIV Division

Market Strategy & Planning – Balkans Markets (RO, MD, BG, S&MN, BiH, MK, AB, KS) Sector CMO Manager – Paper Category (Baby Care & Feminine protection) District Manager

Market Strategy & Planning - Balkans Markets (RO, MD, BG, S&MN, BiH, MK, AB, KS) CMO Manager – Wella & Londa Colorants District Manager

Division Head - Consumer Division

National Sales Manager

Sales Representative

Office Manager