Martin Pokora

Strategic advisory and interim leadership in Commercial Excellence and Global Key Account Management for international FMCG brands across European retail markets. Driving commercial growth through governance design, capability development and Route to Market transformation.

• • Advise on strategic commercial frameworks and negotiation preparation within European retail ecosystems

• • Deliver capability building programs and executive trainings in Commercial Excellence and Key Account Management

• • Advise senior leadership on commercial strategy, pricing architecture and trade terms optimization

• • Lead cross functional alignment across Sales, Finance, Supply Chain and Marketing

• • Managed and developed strategic relationships with major international retail and wholesale customers

• • Designed and implemented a structured Key Account governance framework, improving KPI transparency and performance consistency across business units

• • Introduced a standardized Customer Management system to enhance reporting, forecasting accuracy and commercial decision making

• • Strengthened cross functional collaboration across Sales, Supply Chain, Finance and Operations to ensure aligned customer execution

• • Contributed to organizational capability building and commercial process optimization to support sustainable growth

• • Designed and implemented full company wide channel strategy

• • Delivered the strongest Hard Discount turnover growth in six years, contributing 24 percent to total global company growth in 2021

• • Conducted complex commercial negotiations with leading international retail organizations, resulting in 17 percent year on year turnover growth and expansion to approximately 270.000 additional in store placements

• • Held direct responsibility for hard discount channel execution in Germany