Looking for a job

Laurentiu Dobre

@laurentiudobre

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I lead multi-country commercial businesses, growing revenue, EBIT, distribution, and high-performing sales teams.

Romania

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What I'm looking for

I'm looking for a commercial leadership role with multi-country responsibility, full P&L ownership, and the opportunity to build high-performing teams, strengthen route-to-market execution, and deliver profitable growth.

At CWS Group, I lead the Romanian Hygiene Division across sales, customer care, and logistics, with full responsibility for a 23-person team and recurring-revenue B2B contracts serving more than 2,000 active clients.

I own gross margin and EBIT performance through pricing, cost-to-serve, and contract profitability. After rebuilding the team structure and introducing cross-functional KPIs, I delivered 12% revenue growth and 18% EBIT growth versus budget in 2025.

Previously, I owned P&L, sales, and marketing budgets across nine Eastern European markets at IFFCO Italia, consistently exceeding revenue targets and delivering double-digit EBIT growth. At McCain Foods, I doubled volume and tripled EBIT across Romania, Hungary, Bulgaria, and Ukraine while securing foodservice agreements with KFC, Burger King, Dristor Kebab, and VIVO Burger.

Across FMCG, foodservice, and B2B services, I build route-to-market strategies, lead major customer negotiations, and develop sales organisations that sustain results. I bring 20+ years of commercial leadership across Central and Eastern Europe.

Experience

Work history, roles, and key accomplishments

Current

Business Unit Manager – Hygiene Division

Current

CWS Group

Jan 2024 - Present (2 years 8 months)

Full responsibility for Sales, Customer Care and Logistics for the Romanian business unit, with direct P&L accountability for gross margin and EBIT. Rebuilt team structure and introduced a KPI framework, managing recurring-revenue B2B contracts across more than 2000 active clients.

P&L management Sales Management Customer Service Logistics KPI Frameworks B2B Sales Contract Management Pricing Strategy Cost To Serve Employee Engagement

Regional Sales Manager – Eastern Europe

IFFCO Italia

Jan 2021 - Dec 2024 (3 years 11 months)

Owned full P&L and sales/marketing budgets for multiple Eastern European markets, leading regional sales teams and annual commercial negotiations with modern trade clients. Designed route-to-market strategy and reshaped the business development team.

P&L management Sales Management Route To Market Modern Trade Business Development Negotiation Budgeting Team Leadership

Regional Sales Manager – Eastern Balkans

McCain Foods

Jan 2015 - Dec 2021 (6 years 11 months)

Owned P&L and commercial strategy for Romania, Hungary, Bulgaria, and Ukraine, leading annual negotiations and establishing new distribution partnerships. Drove product launches, pricing changes, and promotional programmes across retail and foodservice.

P&L management Commercial Strategy Modern Trade Distributor Management Product Launch Pricing Strategy Trade Marketing Food Service Innovation

Key Account Manager – Modern Trade

PPD Romania

Jan 2014 - Dec 2015 (1 year 11 months)

Managed modern trade key accounts and the associated sales budget, leading annual commercial negotiations. Designed the promotional calendar and improved promo efficiency.

Key Account Management Modern Trade Sales Budgeting Negotiation Promotional Planning Trade Marketing

Key Account Manager & Country Manager Hungary

Scandia Food SRL

Jan 2011 - Dec 2014 (3 years 11 months)

Managed modern trade accounts in Romania while building the Hungarian business from the ground up, including portfolio adaptation to local preferences. Established the legal entity in Hungary, secured retail listings, and built the team and portfolio.

Key Account Management Modern Trade Market Entry Business Development Team Building Portfolio Management

Regional Sales Manager / Sales Manager – South-East Romania

PepsiCo Romania

Jan 2001 - Dec 2011 (10 years 11 months)

Led the South-East Romania sales organisation, owning the regional sales budget and annual financial KPIs. Developed 5 team members into management roles.

Sales Management Budgeting KPI Management Team Leadership Field Sales Coaching