Marcelina Pabian-Kot
Kraków
Summary
Accomplished and results-driven sales leader with over 15 years of experience managing diverse sales teams and driving business transformation. Proven ability to lead high-performing teams, implement strategic initiatives, and deliver strong commercial results across Traditional Trade and Modern Trade. Skilled in P&L management, digital transformation, and cross-functional collaboration. Adept at navigating complex negotiations and executing long-term growth strategies.
Overview
16
16
years of professional experience
1
1
Certification
Work History
Senior Key Account Manager HM/SM Channel Manager
Kenvue
09.2024 - Current
- Lead the strategic development and execution of the Hypermarket and Supermarket channel across Poland, with full responsibility for sales performance, profitability, and long-term growth.
- Manage both international and local negotiations with key retail partners, including individual accounts and major purchasing groups.
- Drive the implementation of brand strategies, ensuring alignment with global objectives and local market dynamics.
- Collaborate cross-functionally with marketing, supply chain, finance, and commercial excellence teams to optimize execution and customer engagement.
- Represent Poland in international negotiations and strategic planning forums, contributing to regional alignment and best practice sharing.
- Deliver consistent sales growth through tailored customer strategies, data-driven decision-making, and operational excellence.
National InDirect Channel Manager
Kenvue
01.2023 - 08.2024
- Lead national sales operations across Indirect channels, managing strategic partnerships and driving revenue growth with full responsibility for sales performance, profitability, and long-term growth
- Spearhead digitalization and automation initiatives to enhance channel efficiency.
- Oversee cross-functional projects aimed at cost optimization, gross profit improvement, and distribution expansion.
- Guide organizational transformation and lead teams through change management processes.
National Sales Manager
Johnson & Johnson
01.2021 - 01.2023
- Managed a nationwide field sales team: 2 Regional Sales Managers and 18 Sales Representatives.
- Defined and executed sales targets, implemented real-time performance monitoring tools.
- Co-developed trade marketing and promotional strategies.
- Led customer segmentation and categorization projects.
- Acted as Project Leader and Agile Squad Member in discount channel initiatives.
Sales Manager
Johnson & Johnson
01.2020 - 01.2021
- Supervised sales teams across 1/3 of Poland in both Traditional and Modern Trade.
- Managed financial KPIs and 'Perfect Store' execution.
- Collaborated with Key Account Managers to implement national agreements and planograms.
- Coordinated local promotional activities and store remodeling projects.
- Strengthened partnerships with Dino, Eurocash, PGD, and Delko.
Regional Sales Manager
Johnson & Johnson
01.2013 - 01.2020
- Directed Traditional Trade channel (3rd largest in Mass channel), overseeing 24 team members.
- Designed and implemented long-term channel strategy based on P&L.
- Managed a broad brand portfolio with varying market shares.
- Led sales forecasting, co-packing, redistribution, and planning processes.
- Collaborated with marketing, shopper marketing, BI, logistics, and demand planning teams.
- Negotiated contracts and partnered with external vendors (e.g., Sagra, PBS).
Key Account Specialist
Johnson & Johnson
01.2010 - 01.2013
- Managed national clients and distributors (e.g., Eurocash, Alma, Emperia Group, Tradis).
- Delivered sales and resale targets, managed budgets, and planned promotions.
- Conducted training and incentive programs for distributor sales teams.
- Negotiated annual contracts and ensured execution of central agreements.
Education
Master’s - Psychology in Management
Jagiellonian University
Bachelor’s - Sociology, Multimedia & Social Communication
AGH University of Science and Technology
Certification
- Project Management
- Team Building & Leadership
- Data Analysis
- Agile Squad (Johnson & Johnson)
- Shopper Psychology (CBI)
- Customer Management (Hayes)
- Leadership Academy (4Results)
- Storytelling
Skills
• Strategic Sales Leadership
• P&L and Budget Management
• Team Development & Coaching
• Digital Transformation & Automation
• Negotiation & Contract Management
• Cross-functional Collaboration
• Fluent in Polish | English – B2
Languages
Polish
Native language
English
Upper intermediate
B2
Timeline
Senior Key Account Manager HM/SM Channel Manager
Kenvue
09.2024 - Current
National InDirect Channel Manager
Kenvue
01.2023 - 08.2024
National Sales Manager
Johnson & Johnson
01.2021 - 01.2023
Sales Manager
Johnson & Johnson
01.2020 - 01.2021
Regional Sales Manager
Johnson & Johnson
01.2013 - 01.2020
Key Account Specialist
Johnson & Johnson
01.2010 - 01.2013
Bachelor’s - Sociology, Multimedia & Social Communication
AGH University of Science and Technology
Master’s - Psychology in Management
Jagiellonian University
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