Davor Lipanovic has over 17 years of experience in fast moving consumer goods (FMCG) with two global companies, demonstrating a track record of achieving sales targets and growing business. He has expertise in [1] developing commercial strategies, building customer relationships, and managing distributors across Croatia and Slovenia. [2] Lipanovic's leadership experience includes coaching teams, expanding capabilities, and focusing on clear priorities and goals. [3] He has a proven ability to launch new products successfully and optimize portfolios to increase revenue and margins.

1. 6 reasons
why I can bring
added value
DAVOR
LIPANOVIC

2. #1
Strong
commercial
experience
& business
skills

3. EDUCATION
• Faculty of Economics, University of Zagreb,
Bachelor Degree in Entrepreneurship
• XV. Gymnasium (major in mathematic),
Zagreb
SKILLS
Foreign language:
• English (active in speaking and writing)
Computer:
• MS Office (advanced level), Internet
Driver’s license:
• B category
#1: Education & skills

4. #1: Key business skills
• Results & execution orientated
• Inspire people with my enthusiasm and
optimistic nature
• Need to be challenged and given the
opportunity for advancement
• Always looked for ways to improve my
results by introducing initiatives
• Successful everyday stress management
• Problem solving approach - creativity in
solving business problems and challenges
• Strong initiative and proactive approach
to work
• Commitment & passion for work
• Team work
• Fast learning and adapting to new
business situations
• Presentation and communication skills

5. #2
17 years of
work
experience
in FMCG

6. #2: 42 years old – 17 years of work experience
• 15 years a proven track record of achievement at
two global leading consumer product companies in
different industries (consumer good leader in health,
hygiene & home and global food and beverage
leader), Reckitt Benckiser and PepsiCo
• A consistent record of accomplishments
achieved in these areas:
P&L and Balance Sheet Management and
responsibility,
Brand and New Product Development,
Brand Portfolio Management,
Sales and Logistics Management,
Trade Promo Management,
Key Account Management,
Personnel Performance Management & Development

7. #3
Experience
in 2
organised
markets

8. #3: Experience in 2 organised markets with
specific roles
Establish profitable business in Croatia and
Slovenia with new G2M model through new
Distributors
Distributor Management in order to establish
and optimize Control of Net revenue and
Gross margin targets achievement
Lead, manage, coach and develop directly
own sales force and indirectly distributor's
sales force
Participate in development of strategy for
PepsiCo business development in Croatia &
Slovenia
Responsible for overall sales strategy with a
focus on long-term development
Develop commercial plans, trade budgets and
forecast to achieve sales objectives

9. #4
Key
Achievements
in 2 global
companies

10. #4: Experience in leadership
• Know my people and know my business. I show
up with an open mind and a positive demeanor
• Insist on realism. Realism is a heart of execution
• Identify clear goals and priorities. When I
execute I focus on a very few clear priorities that
everyone can grasp
• Follow through. Ensures that people are doing the
things they committed to do, according to the agreed
timetable
• Expand peoples' capabilities. Coaching is the
single most important part of expanding others
capabilities
• Know myself

11. #4: Key achievements
• 6 years sucessfull negotiation of trade terms & agreements in major
Accounts
• 6 years Net Revenue and Gross Margin Targets achievement in major
Accounts (60% SOM rensponsibilities)
• Establish Sales Force team and responsibilities
• Participation in negotiation for International Company Agreement (ICA) for
Metro, Billa and Kaufland
• Establish profitable business in Croatia and Slovenia with new G2M model
through new Distributors
• Integrate Marbo Sales Organization to PepsiCo establishing control,
procedures and policies following PepsiCo Audit
• Participate in development of strategy for PepsiCo business development in
Croatia & Slovenia
• +90% Sales growth from 2010. till 2013. in Croatia and +140% in
Slovenia (double the size of the business)
• Strong progress in numeric distribution in both markets (Croatia &
Slovenia)
Croatia - increased ND from 45% to 70%
Slovenia – increased Nd from 50% to 80%
• SOM in Croatia on Snack increased from 5% to 15% from 2010. till
2013.; triple the size of the snacks business
• Successful launch of new brand in PC category – Lay's in Croatia &
Slovenia in 2011.(in 3 years accomplished 6- 7% SOM in both markets)
• In 2013. I optimized portfolio in Croatia from 75 to 50 SKU's, resulting in
higher country Gross Margin and Net Revenue

12. #5
Customer/
distributor
relationship
building
experience

13. #5: Customer relationship building
• Closely cooperated with Marketing/Trade Marketing,
sharing input from the market (customers)
• Always looked for a win-win: meeting customer and
distributor needs while reaching company's goals
• Presentation of Annual operating plan to key
customers/distributors
• Managing customer specific promotional activities &
loyalty programs
• Quarterly analysis and presentation of brand/category
trends, numeric distribution status and development
opportunities to key customers
• Increase trust and collaboration between company
and distributor, demonstrated by more frequent
interactions between individuals and teams, enable
better communication in business processes

14. #6
Work–Life
Balance

15. #6: Work–Life balance: hobbies&interests
• Activities focused on improvement of personal health
& wellbeing
• Different kinds of sport activities:
o Fitness
o Body workout
o Cycling
o Swimming
o Running
o Tennis
• Travelling & meeting different cultures and people

16. 6 reasons
why I can bring
added value
DAVOR
LIPANOVIC