HORINCAR MARIUS

CURRICULUM VITAE
Personal details
Name/Surname Horincar Marius
Address B-dul Bucuresti, nr. 21/A, Apt. 14, Baia Mare, MM
Mobile 0745/341495
E-mail mariushorincar@yahoo.com
Marital status married
Date of birth 10.05.1974

Education:

01.09.2005 – 31.12.2007 Open University - Business School

Milton Keynes, England & Codecs SA
Professional Certificate in Management

27.02.2006 – 26.05.2006 APTER INTERNATIONAL, England

Organizational and Leadership Development
Romanian Management Development Program

06.02.2006 – 10.02.2006 TREND CONSULT, Huthwaite International

Professional Selling
Certificate in SPIN Selling Techniques

12.01.2004 – 22.07.2004 INSTITUTE OF SALES AND MARKETING

MANAGEMENT (ISMM – England)
Certificate in Sales and Marketing Management

2001 – 2007 URSUS Breweries internal trainings in sales, trade

marketing, general management, people management

1993 – 1997 ECONOMIC SCIENCE University “AUREL

VLAICU” ARAD Graduate in Financial Accounting

Work Experience:

1
 15.05.2008 – 31.12.2008 VOLKSBANK ROMANIA SA
Mobile Banker
(Located in Baia Mare)
Main responsibilities:

 As an intermediary in facilitating the credit agreements between the Bank and

the legal entities (micro-companies) and individuals authorized to finance
working capital, financing investments, acquisition of movable and real estate,
in a brokerage contract with pay of commission.

01.10.2006 – 16.04.2008 URSUS Breweries SA

Regional Sales & Distribution Director – West Region
(9 counties: TM, CS, AR, HD, MH, DJ, OT, VL, GJ)
(Located in Timisoara)

Main responsibilities:

 Manage regional sales team (72 employees: 2 Regional Sales Managers; 4

Regional Channel Managers; 7 Area Trade Managers; 41 Trade
Representatives; 14 Draught Technicians; 4 Sales Administrators)
 Design and apply regional business development strategy in line with URSUS
Breweries national strategy
 Identify and implement the optimum Route to Market strategy into the region
 Monitor competition activity and take action to adapt own plans
 Ensure market execution of URSUS Breweries brands according to company
standards and strategy
 Identify opportunities for sales volumes growth and develop appropriate
solutions to exploit them
 Implement and develop Distributors Partnership Program at the regional level
 Manage and compile operating budget for the region
 Evaluate profit forecasts in terms of impact on sales and distribution budgets
 Part of the team that developed the Distribution contract in order to ensure its
alignment to URSUS Breweries business plan
 Elaborate regional sales forecast (monthly, quarterly, early) for distributors,
counties, region and sales targets for distributors and URSUS Breweries sales
teams
 Support the development of Area Trade Managers, Regional Channel Managers
and Regional Sales Managers
 Manage the process of competencies development for URSUS Breweries sales
force
 Manage the talents in the region according to the company policy
 Drive the succession plans at all levels for the region
 Manage the recruiting and selection process at the regional level for sales
department
 Develop the Performance culture at the regional sales team level
2
 Coordinate the regional activities and programs development process and ensure
alignment with brands strategies and specific regional commercial priorities

Achievements:

 Manage the project of customized tools development based on market

information’s for sustaining of management decision making
 Coordinate the pilot project for retail stocks and out of stock monitoring in the
market
 Increase in volume sales by 18% in 2007 vs 2006
 Optimize Route to Market in the region: change low performance distributors or
increase their number where necessary (in TM, AR, HD, GJ, MH counties)

01.06.2005 – 01.10.2006 URSUS Breweries SA

Distributors Manager – North Region
(12 counties: MM, CJ, SJ, SM, BH, BN, AB, SB, BV, HR, CV, MS)
(Located in Cluj Napoca)

Main responsibilities:

 Contribute to the development of “Brothers in Arms” project through design of:

- Distributor Manager’s Users Guide
- Distributor Partnership Model
- Best Practice Distributor Document
 Part of the team that developed the Distribution contract in order to ensure its
alignment to URSUS Breweries business plan
 Develop an assessment tool for distributors contractual primary discounts
settings
 Evaluate distributors’ quarterly performance and development status
 Perform SWOT analyzes for URSUS Breweries distributors
 Design Distributor Battle Plan and submit it to S&D Development Director for
approval
 Elaborate Partnership Heads of Agreement, basic document for our strategic-
logistic distributors
 Conduct various cost analyses of distributors activity (warehousing, stocking,
distribution)
 Participate into multidisciplinary team for managing the project “Navision”
(informatics platform developed for our distributors) through:
- URSUS Breweries information’s needs setting
- Distributors business process analyzes and Business Requirements
Document elaboration
 Audit Distributors’ business (Warehousing, Sales, Distribution and Business
Management)

3
  Participate into multidisciplinary team for BOP (Best Operational Practices)
defining in URSUS Breweries Distribution Centers and operational manual
elaboration in Supply Chain for primary distribution through:
- Operational processes identifying and mapping
- Standards and procedures on the Supply Chain platform identifying,
collecting and putting together for a global overview

Achievements:

 Design and develop “Business Annual Plan” model for distributors in North
region
 Develop and implement a tool for goal setting and performance evaluation for
our distributors
 Optimize Route to Market strategy in the region for 2007 – 2010 and submit it
to Regional S&D Director for approval

01.09.2004 – 01.06.2005 URSUS Breweries SA

Area Trade Manager – Maramures & Satu Mare Area
(Located in Baia Mare)
Main responsibilities:

 Achieve sales objectives

 Elaborate monthly, quarterly and early sales plans for distributors
 Perform area and distributors’ SWOT analyzes
 Distributors non financial analyzes
 Identify and exploit opportunities of sales volumes growing
 Develop and apply Route to Market strategy in both counties
 Monitor empties cycle (return to issue) and ensure support in distributors debts
recovery from the market, deliver support in retail management
 Manage distributors stocks (sales forecast, planning, monitor the delivery in
relation with breweries)
 Develop and implement trade marketing activities
 Monitor competitors activities and market evolution
 Identify, exploit investment opportunities in the market and negotiate
investment contracts with top retailers
 Ensure accuracy of retailers/market information in our data base
 Elaborate and implement Counties Battle Plans
 Manage URSUS Breweries POSM and assets in the area
 Ensure market execution of URSUS Breweries brands according to company
standards
 Manage the Performance management process for trade representatives
 Support the development sales force

Achievements:

4
  Optimize Route to Market in the Satu Mare county
 Achieve and consolidate the leader position in Maramures county- Interbrew
home market

09.06.2001 – 01.09.2004 URSUS Breweries SA

Sales Supervisor – Maramures County

2000 – 2001 MYNTHOS IMPEX SRL – Baia Mare

Sales Manager - Imports and sales of ceramic tiles, Knauf system,
materials for indoor finishing

1998 – 1999 ATP EXODUS SRL – Baia Mare

Sales Manager - Imports and sales of auto parts

1997 – 1998 MONWAL COMPANY SRL – Bucuresti

Maramures Branch Manager - Sales and distribution of Reynolds portfolio
(cigarettes)

Skills and knowledge

 Management Skills
- Strategic thinking, pro active, responsible, leader attitude
- Very good negotiation skills
- Good project management abilities
- High level of commercial and business understanding
- Extensive experience in FMCG market
- Experience in managing organizational development projects applied in sales
and distribution

 Foreign language
- English - good

 Computer Literacy
- MS Office (Excel, Word, PowerPoint)

 Driving license B category since 1992

Desired job
I’m looking to continue to work into a national / multinational company where to
succeed to develop and to consolidate my professional career.