Publication
激励的规则:一个关于纠正失败的销售激励计划的故事
http://www.cia.aprender-a-bailar.com/finance/interim-cfos/sales-incentive-schemes
Kresimir is available for hire
Hire KresimirKresimir Profaca
Verified Expert in Finance
Finance Expert
Location
Zagreb, Croatia
Toptal Member Since
November 14, 2017
Kresimir是一名企业家和首席财务官，在成长阶段的初创公司和大型公司拥有20多年的经验. He's worked in the retail, eCommerce, telecom and construction industries, 最近，他负责一家价值4000万美元的公司的重组和出售. 自由职业扩展了Kresimir的网络，并使他能够将其作为首席财务官的专业知识带到全球成长和成熟的企业.
Career Highlights
CFO | COO
Zagreb-Montaža
Consultant
Management Consultant
CFO | COO
Kozmo
Education Highlights
Bachelor's Degree
University of Zagreb
Case Studies
Industry Expertise
Software Expertise
Other Expertise
Work Experience
Country director
2019 - PRESENT
TMF
- 根据收入、盈利能力和现金流优化客户投资组合. More than 400 clients were involved, 近100名团队成员合作为客户提供服务.
- 考虑到内部和外部资源，提高和优化资源成本水平. Optimized cost in a high-growth environment.
- 提高客户满意度(提高NPS分数)和团队的敬业度分数.
重点领域:预算，计划，财务建模，人员管理，会计，工资 & Benefits, Forecasting
CFO | COO
2016 - 2019
Zagreb-Montaža
- Restructured $100 million of debt, optimized growth, and rationalized costs for a $100 million business.
- 实施kpi系统，帮助确定改进机会，包括固定成本降低30%，EBITDA从200万美元增加到500万美元.
- 建立集成的三报表财务模型，使客户能够协商改善供应商条款, saving 10% across all contracts.
- 减少了20%的员工相关成本，优化了整个公司的部门员工数量.
- 为一家私募股权基金实施包括营运资金分析在内的报告制度, divisional and project-level P&Ls, financial statements, and forecasts.
- 实施CRM流程，稳定客户和供应商(包括Eiffage S)的渠道和收入流.A.，阿尔斯通(通用电气)和日立中生公司.
重点领域:业务规划，收益模型，成本效率，战略规划 & Execution, Pricing, Budgeting, Financial Planning & Analysis (FP&A), CFO, Cash Flow Management, Forecasting
Consultant
2015 - 2016
Management Consultant
- 对潜在收购目标进行财务和运营方面的尽职调查, focusing on marketing plans, pricing, market research, benchmarking, media strategy and sales feasibility models.
- 完成对一家快速消费品制造商和一家建筑公司的私募股权收购的两个尽职调查项目.
- 为一家小型制造企业实施财务控制流程和程序, resulting in an EBITDA improvement of 10%.
- 为一家新兴的健康和健身公司建立了财务模型和投资者介绍，帮助该公司获得了两份潜在投资者的意向书.
- 为资本密集型娱乐业务建立财务模型和稳健的现金流预测，帮助公司筹集投资资本.
Focus areas: Feasibility Studies, Cost Reduction & 优化，财务数据，财务咨询，尽职调查，现金流管理，预测
CEO
2013 - 2015
Kozmo
- 通过实施利润中心报告矩阵，扭转了销售的负面趋势，实现了8%的增长，使组织能够分析和改善商店和产品级别的绩效.
- 实施新的销售管理指标和激励结构，使直销增长超过20%.
- 带领公司成功获得2000万美元的战略投资.
Focus areas: Revenue Optimization, Market Opportunity Analysis, Business Planning, Investments, Financial Planning & Analysis (FP&A), Cash Flow Management, Forecasting
CFO | COO
2010 - 2013
Kozmo
- 实施了新的报告和KPI绩效跟踪系统，使固定成本降低了20%.
- 通过优化员工相关费用，降低了20%的成本, renegotiating the supplier terms, improving the processes, 将库存天数从120天减少到100天以下.
- 创建基于npv的新店选址模型，将新店的成功率从70%提高到90%.
- 实施新的薪酬计划，包括可变薪酬结构，将薪酬与各个业务部门的收入和利润表现挂钩，帮助扭转了销售的负增长趋势，推动了8%以上的增长.
- 建立三报表财务模型，销售额增长8%，直接成本降低20%.
Focus areas: Cost Reduction & 优化，财务建模，财务会计，财务报告，财务规划 & Analysis (FP&A), CFO, Cash Flow Management, Forecasting
CEO
2007 - 2009
Telcro Grupa
- Identified investors, led fundraising, and created the financial model, presentation, and draft contracts for a successful $200,000 seed capital raise.
- 设想并设计了在克罗地亚推出首个MVNO的业务计划.
- Created detailed marketing plan, competitive pricing strategy, and financial model for a telecom operator.
- 创建了驱动动态定价和估值的财务模型，使管理层能够快速适应新的市场条件，并促成了一轮成功的融资.
Focus areas: Price Analysis, Pricing Strategy, Fundraising, Seed Fundraising, Business Planning, Cash Flow Management, Forecasting
Other Experience
Education
2003 - 2004
工商管理认证硕士(CMBA)
INSEAD - Fontainebleau, France
1992 - 1996
Bachelor's Degree in Computer Science
University of Zagreb - Zagreb, Croatia
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