Maciej Kurzawa
Warsaw,Poland
Summary
Strategic Manager with full P&L ownership, dedicated to building long-term partnerships that drive sustainable growth. Focus on creating joint value through multi-year commercial strategies and advanced analytics to identify new opportunities. Lead development and execution of customer plans across channels, aligning with business objectives while enhancing innovation and efficiency. Collaborate with senior stakeholders and cross-functional teams to optimise product positioning and promotional strategies in a competitive market.
Overview
17
17
years of professional experience
8
8
years of post-secondary education
1
1
Certification
Work history
Head of Modern Trade Sales
Arla Foods S.A.
2025.04 - 2026.06
- Own full P&L responsibility for strategic accounts, driving sustainable growth and profitability.
- Develop and execute commercial strategies to create joint value with customers.
- Set clear sales targets and KPIs, driving performance to achieve and exceed objectives.
- Lead customer planning across channels, ensuring alignment with business objectives and market trends.
- Optimised product positioning, assortment, and promotional strategies to strengthen competitive advantage.
- Collaborate with senior stakeholders and cross-functional teams (Marketing, Finance, Operations) to deliver integrated solutions.
- Drove innovation and efficiency in commercial operations through technology integration and streamlined processes.
- Leveraged analytics and forecasting to identify opportunities and enhance performance.
- Apply expertise in negotiation and predictive analytics to maximize value creation and eliminate inefficiencies.
- Deliver measurable results through data-driven insights and strong relationship management.
- Recruit, train, mentor, and manage a high-performing key account team.
- Prepare, participate in, and conduct regular account reviews and performance evaluations, providing actionable feedback and coaching.
- Cultivate an empowered, digitally enabled account team, fostering a culture of continuous learning and excellence, and leading through inspiration.
- People Leadership
Key Account Manager
MBB
2022.11 - 2025.03
- Key Achievements: Delivered +59% sales growth in 2023 vs 2022,+48% sales growth in 2024 vs 2023. Accelerated growth through Żabka expansion and acquisition of new Modern Trade customers.
- Submission of short- and long-term sales plans and preparation of sales strategies using marketing and customer programmes to achieve targets.
- Application of detailed category and product knowledge combined with deep understanding of client business.
- Management of the direct sales process to meet or exceed sales objectives.
- Expansion of sales through introduction of new products/services and organization of client visits.
- Communication with relevant sales representatives regarding additional client service needs.
- Oversight of specific banners, including full profit pool analysis and key drivers.
- Leadership of buyer relationships at banner level and collaboration to maintain and grow business partnerships.
- Retention of long-term client relationships and delivery of high-quality customer service.
- Informing clients about new products and services upon launch.
- Achievement of account sales targets within budget in close cooperation with management.
- Preparation of data analysis and reports to evaluate past initiatives and guide future plans.
- Understanding of customer needs and industry trends through relevant analysis.
Key Account Manager
Kruger Polska Sp. z o.o.
2020.09 - 2022.10
- Key achievements: generated +80% sales growth in 2021, successfully reversed declining trends within selected strategic accounts. Led and implemented Private Label projects independently (Lidl International)
- Instant beverages/Coffee capsules/Functional foods and nutritional products/Dietary supplements, vitamins, minerals and sweetening solutions.
- Business development in the following channels: discount stores (Biedronka, Lidl, Netto), hyper/supermarkets (Auchan, Kaufland, Polomarket, Stokrotka)
- Leading and implementing Private Label production projects
- Budget planning based on P&L analysis, net rev, margin, profit, volume
- Setting quarterly quality goals for the subordinate team
- Negotiating annual commercial conditions, signing contracts with clients
- Cooperation with selected clients on the basis of an international contract, negotiations at the international level
Sales Manager Industry-Vending-Horeca
Kruger Polska Sp. z o.o.
2020.02 - 2020.09
- Introduction of new products to sales channels: modern trade, industry, vending, horeca
- Running a private label creation project
- Expanding the product offer in the e-commerce channel
- Implementation and coordination of the coffee capsule project compatible with the most popular systems on the Polish market
- Developing cooperation with entities / factories within the Kruger Group in the matter of creating new products
- Negotiating prices, contracts and commercial terms
Sales Project Manager
Pasta Romana (DR. THEISS GROUP)
2015.10 - 2020.01
- Managed key customer relationships and commercial negotiations.
- Held responsibility for sales performance and financial results.
- Developed sales and route-to-market strategy for Modern Trade and HoReCa channels.
- Established distribution networks and logistics solutions.
- Coordinated marketing activities including tastings, trade events, and product demonstrations.
- Introduced a new fresh and frozen pasta brand to the Polish market.
Double Tree by Hilton Warsaw Conference Centre and SPA
Hotel & Event Concierge
2014.04 - 2015.08
- Facilitated MICE operations and executed large-scale events, ensuring seamless delivery.
- Coordinated banquet, event, and food & beverage activities to create memorable guest experiences.
- Collaborated with event managers and culinary teams to ensure exceptional customer experiences.
- Cultivated strong relationships with corporate clients and event agencies to foster collaboration and enhance service offerings. with corporate clients and event agencies.
Property Advisor
Royal Investment/Lloyd Properties
2011.01 - 2014.10
- Advised clients on residential and commercial real estate investments, enhancing their decision-making and optimising portfolio performance.
- Managed property acquisition and sales processes, ensuring seamless transactions and maximising value for clients.
- Conducted market research and investment analysis.
- Performed legal due diligence on real estate transactions to mitigate risks and ensure compliance.
Windsurfing Instructor
Prasonisi Center, Rhodes, Greece
2009.06 - 2009.08
- Delivered tailored individual and group windsurfing training programmes, enhancing participant skills and confidence.
- Conducted lessons for beginners and advanced participants, facilitating skill progression and fostering a supportive learning environment.
Education
Master's Degree - Tourism & Recreation
Józef Piłsudski University of Physical Education in Warsaw
2009.09 - 2013.06
Master's Degree - Spatial Planning
University of Warsaw
2008.09 - 2012.10
Skills
- Commercial Leadership
- Strategic Customer Development
- P&L Management
- Revenue Growth Management
- Modern Trade & Convenience
- Joint Business Planning
- Commercial Negotiation
- Category Management
- Team Leadership
- Route-to-Market Strategy
- Customer Profitability
- Sales optimisation
- Forecasting & Demand Planning
- Data Analytics & Insights
Certification
- Negotiating with Retail Chains
- Certified Tennis Instructor
- Certified Windsurfing Instructor
- Certified Snowboard Instructor
LANGUAGES
Polish (Native)
English (Professional)
German (Basic)
Interests
Healthy nutrition, Sustainable business development, Healthy lifestyle, Urban planning, Perfumery, Travel, Sports
Timeline
Head of Modern Trade Sales
Arla Foods S.A.
2025.04 - 2026.06
Key Account Manager
MBB
2022.11 - 2025.03
Key Account Manager
Kruger Polska Sp. z o.o.
2020.09 - 2022.10
Sales Manager Industry-Vending-Horeca
Kruger Polska Sp. z o.o.
2020.02 - 2020.09
Sales Project Manager
Pasta Romana (DR. THEISS GROUP)
2015.10 - 2020.01
Double Tree by Hilton Warsaw Conference Centre and SPA
Hotel & Event Concierge
2014.04 - 2015.08
Property Advisor
Royal Investment/Lloyd Properties
2011.01 - 2014.10
Master's Degree - Tourism & Recreation
Józef Piłsudski University of Physical Education in Warsaw
2009.09 - 2013.06
Windsurfing Instructor
Prasonisi Center, Rhodes, Greece
2009.06 - 2009.08
Master's Degree - Spatial Planning
University of Warsaw
2008.09 - 2012.10