CEMS – SKILL SEMINAR
TITLE: Management in FMCG sector.
NATURE AND PURPOSE OF THE SKILL SEMINAR:
The purpose of this workshop is to provide all relevant skills required for management in multinational FMCG business. Students should learn how to implement strategies, negotiate and communicate in highly competitive and fast-changing business environment.
ORGANIZING COMPANY: Henkel Polska Sp. Z o.o.
INSTRUCTOR(S):
1. Dorota Strosznajder – Corporate Communication Director
In Henkel since 2001, responsible for all external and internal communication within Henkel Polska and for sustainability communication within the region of Henkel CEE
2. Markus Raunig – General Manager Laundry & Home Care
- finished Vienna University
- start the carrer in Henkel in 2000 in the Austrian Brand Management L&HC
- leading Marketing in Serbia and Turkey
- followed by the position of General Manager in Baltics from 2008 to 2010
- Regional Laundry &Home Care Category Management/Trade Marketing/Distributor Steering for CEE (Vienna)
- General Manager Laundry & Home Care Poland
3. Michael Robl – General Manager Cosmetics
Career steps:
· Unilever Austria: Key account mgr / Austria, Head of Customer Marketing / Austria,
· Henkel Central Eastern Europe: Head of Key Account Mgt CEE, Sales Director CEE,
· Henkel Duesseldorf (headquarters): Corporate Vice President International Sales,
· Henkel Poland: General Manager Beauty Care
4. Piotr Mendel – Marketing Director Laundry & Home Care
Wide experience in Brand, Sales and Category Mangement, currently responsible for marketing of all detergents brands of Henkel Polska, earlier responsible for Key Retailers management and Category Management, before working for Nestle.
5. Piotr Strzelczyk – Marketing Director Cosmetics
Wide experience in Brand & Sales Mangement, Responsible for marketing of all retail cosmetics brands Henkel Beauty Care, earlier working in Whirlpool and Unilever. CMO of the year 2012 (by Media Marketing Polska
6. Michał Filipek – Key Account Manager Schwarzkopf Professional
27 years, Master Degree of International Business (SGH), Bachelor Degree of Marketing and Management (ALK)..
· Henkel Poland: Junior Brand Manager Schwarzkopf Professional
· Henkel Poland: Key Account Manager Schwarzkopf Professional
DATE: 6th December 2012
TIME: 09.00-17:00
REGISTRATION DEADLINE: 29 November 2012
PLACE:
Henkel Polska Sp. z o.o. – headquarter
Domaniewska street 41, building: SATURN, floor 5.
02-672 Warsaw
CONTACT PERSON (ORGANIZING COMPANY):
Sylwia Madej
phone: 728306678
MAXIMUM NUMBER OF PARTICIPANTS: 20
MINIMUM NUMBER OF PARTICIPANTS: 15
MAIN AGENDA OR TOPICS:
1. Henkel History – Dorota Strosznajder
(milestones in Henkel history and Henkel today – business sectors, key results, strategy for the future)
2. Relationship with customers – Michał Filipek
· Customer-account-specific sales strategy
· Development of relationship plan to provide value to them at a personal/social and business level
· Managing the pipeline of opportunities
· Performance/satisfaction measurement
3. International negotiations – Michael Robl
· International Trade Structure & Negotiation Types
· Trade Allowances, Pricing & Margin,
· Negotiation principles & Customer behavior
4. Intercultural skills – Markus Raunig
Ways of running business successfully in periods of constant change, internationalisation and globalisation. The advantages and wtachouts of having diversified (gender, age, country of origin) teams and main learnings from a more than 12 years international career.
5. Brand Management – Piotr Mendel & Piotr Strzelczyk
Why some brands are so desired and some not? How to manage the brands in order to assure long term growth above the competitors? What are the local and international challenges in brands development? What’s so exciting about brands? – Find out in this session!