Robert Winkelmann

Manage global accounts for EMEA region, working with top clients, including Kraft, Nestlé, Unilever, Frito Lay, McCain, Intersnack, Dr. Oetker, etc., to deliver edible oils for food processing. Manage operation generating €600m in turnover per annum and coordinate 10 key account managers in a matrix-style organisation. Develop new business, cultivating contacts at major chains such as McDonald’s, Burger King and KFC. .

Managed 3 major national and 3 regional accounts, working with global negotiations teams to create and implement strategies to drive greater revenue and market share. Directed a team of 4 national account managers, 9 key account managers and 8 assistants. Oversaw portfolio encompassing 3 business units (food, ice cream, home / personal care) and extending across multiple categories and brands. Managed P&L for 4 categories.

Led key business development programme teams, driving corporate initiatives to generate revenue and improve customer satisfaction. Oversaw a team of up to 5 consultants. Rolled out programme onsite, leading long-term engagements in the Czech Republic, Russia, UK, Indonesia, Saudi Arabia and South Africa. Managed organisational change and developed regional leadership capabilities. Generated consensus for programme at the board level, gaining support for global implementation and process improvements.

Drove growth in the commercial independent food service sector with innovative marketing campaigns and go-to-market strategies, advising European leaders on gaining independent operator market share. Analysed markets and conducted research to gain customer insights. Identified new opportunities.

Expanded Lipton Ice Tea brand market share, developing and deploying communication and brand-building programs. Directed a team of 17. Served on Unilever Bestfoods board and the Asia leadership and Asia Lipton category teams. Reversed declining market share (-5%) and delivered 10%+ growth in 2 years. Successfully launched Lipton Green Tea brand. Established partnership with Pepsi and rolled out returnable bottles.

Established and managed business unit to handle supply chain, customer relationships, brand development and commercial activities, overseeing a team of 12. Launched Lipton Ice Tea brand in new market, doubling market share and achieving 50%+ within 3 years. Developed 3rd party sales force to manage retail business development. Created new channels and incentive programmes to drive greater market share. Designed and deployed brand-building campaigns.

Developing a cooperation and strategic alliance first with Apollinaris / Schweppes and thereafter with PepsiCo for the first ever launch of returnable glass bottles into HoReCa channels and returnable PET bottles for retail channels for Unilever.