Marius Ioan Popa
- - Bucharest, Romania https://www.linkedin.com/in/marius-ioan-popa/
€7M CA | 9% Profit and 5% Growth | 76 direct and indirect subordinates
Driven and accomplished sales leader skilled at developing business by conducting commercial operations
and parapharmaceutical sales and medical equipment, I have distinguished myself by developing business,
coordinating critical projects of internal transformation, and inspiring teams through vision and results.
High-performance manager active on the board of the company with a history of fuelling next-level company
growth, breaking into new markets, and delivering multiple business turnarounds across B2B and B2R
markets. Offer 10+ years’ expertise designing, and executing, development initiatives that inspire
individuals, mobilize teams, and challenge organizations, drive the company through major change.
Leverage extensive experience as a director in managing sales, warehousing, Logistics, Transportation, IT,
Customer service, Research, and Cost Control, integrating all functions to boost efficiency and drive great
financial results through transformation. Dedicated and influential, able to strategize the big picture and
manage the fine details through analysis and reporting.
Influential leader - Possess a clear vision for any project and strategic skills to organize the company's commercial
operations. I base my decisions on careful research and data, and I have extensive experience in planning and
implementing impactful projects.
Respected people leader - Adaptable to critical environments or changes in strategy by leading by example and
delegating tasks while harnessing the strengths of every team member.
Active in P&L management - Prepared multiple reports and analyses for +10 years for shareholders: manufacturers,
brand evolution, product evolution, customer categories, product cost, margin, and forecasts.
Revenue builder - Sustained profitability and business growth by focusing on strategy, alignment, and efficient time
management with data resources, and we have also imposed rigorous discipline on our teams.
Empathetic Communicator – Communicated clearly and effectively. I am ethical and transparent in my actions,
resilient, and can remain calm and focused under pressure.
Change agent - Reorganized the company, implemented challenging decisions, and transformed the organization's
subsidiaries to achieve long-term sustainability. We have radically changed our strategy on customer typology.
Promoter of digitalization: Through ERP, BI, and SFA software implementations, helped the company make more
efficient decisions fueled by exponential growth and long-term sustainability differentiation.
Reliable partner and advisor for the board, providing a solid strategic perspective and decision-making process.
Career Highlights
Pansiprod Distributie, Bucharest (05/2009 – Present)
Import and distribution of parapharmaceutical products
National Sales Manager
•
•
•
•
•
02.2014 – Present
Developed a team of Medical Representatives nationwide since 2018 composed of 8 regional and 5 branch
managers. I increased my team to 45 members and 20 sales teams consisting of 20 field sales agents, 8
telesales operators, one key account, and two team leaders; in 2020, we had to give up the team of medical
representatives due to the COVID-19 epidemic.
Reconstructed a new team of medical representatives for a new market opening in our distribution in
February 2023: Dentistry – based on oral care for adults and children; we currently have only five regional
managers.
Operated seven regional warehouses: Bucharest, Brasov, Galati, Craiova, Cluj, Iasi, and Timisoara;
ensured the operations and management of the logistics team: 42 members, warehouse personnel, and
drivers.
Overlooked Sales team formed by 6 sales directors, a Pharmacies sales coordinator in Bucharest, 23
agents, and 11 telesales, supervising processes from induction, training (products, sales or negotiation),
assessments, and skills development reaching in 2019 and 2020 a 10% and 20% increase in turnover with
a net profit of 9% and 20%.
Owned the management of the bidding department, comprised 3 members, and led the bidding
processes.
•
•
•
•
•
•
•
•
•
•
Saved 12% in monthly turnover by reorganizing the company, transforming it from 8 branches into 5
branches, closing a central warehouse, and redirecting the company from the Hospitals sector to the
Pharmacies area.
Achieved a 21% increase in turnover by opening the International Key Account market, Auchan and Cora
chains with the entry into the board of the company; I have ensured the management of the team with
key account roles and ensured the interface between IKA networks and the company with an active role
in the negotiation of contractual terms.
Reached 57% increase in turnover with 4% net profit, accelerating company growth by reversing the
share in business lines: 80% Pharmacies and Distributors, Clinics, and Private Hospitals.
Developed commercial relations with IKA networks and implemented the sales and marketing policy in
IKA accounts, listing new products in the portfolio and monitoring the receipts regarding balances.
Partnered with the first manufacturer of food supplements and medical devices, developing the business
with a significant business line representing 30% of the turnover through taking over from a major player
in the medical market.
Initiated and authorized a service for Small Electronics and Medical Appliances in 2016 that was managed
subsequently by an internal team.
Stirred the implementation of a new ERP, BI, SFA in Jan 2020, having the role of internal systems
administrator, which determined effective management of teams and resources and faster decisions
based on data and analysis.
Initiated the launch of a highly successful campaign generating even now impressive figures one month
a year during the Black Friday campaign organized for the product range in the small electronics sector.
Promoted to National Sales Manager in 2014, when I completed the reorganization of the whole country.
Obtained increased marketing budgets from the shareholders, and starting with annual investments of
an average of 300,000 euros, we planned and developed actions in brand awareness media, influencers,
TV and Radio commercials, online and offline.
Regional Sales Manager
•
•
•
•
•
•
•
•
05.2009 – 02.2014
Conducted organization and strategic sales functions integrating and managing all processes to increase
profitability and by the company's short, medium, and long-term business objectives: 8 Regional
warehouses Constanta, Galati, Iasi, Brasov, Cluj, Timisoara, Alba, Oradea. Managed logistics and sales
team formed by 26 people: 8 warehouse managers, one coordinator, 19 agents, and 11 telesales.
Secured partnerships and commercial relations that the company holds out with pharmacies and
hospitals, comprising all 9 branches and reporting to the National Sales Manager and Executive Manager.
Renegotiated contracts with the premises owners and sales of pharmacies, clinics, offices, and hospitals;
Negotiated and signed 5 significant agreements with some of the pharmaceutical chains network at the
county level.
Formed successful sales, distribution, and warehouse logistics teams, ensuring integrated management,
including human resources management, recruitment, and product training.
Managed and reopened the warehouse in Cluj by searching the location, obtaining operating approval
and authorizations, requiring deposits, and hiring staff.
Broadened the management area by re-evaluating, recruiting, and training the personnel in Alba, Oradea,
Brasov, Timisoara, Constanta, Galati, and Iasi warehouses.
Launched a product line expanding the portfolio in 2010 with 60 SKUs (currently 120) in the Medical
Optics sector, accounting for 7% of turnover.
Expanded and developed the distribution network: pharmacies and private clinics, offices, and pharmacy
chains, and actively helped implement the AskiLive program and Pal.
Visual Fan, Brașov
Manufacturer, importer and distributor of mobile phones and electronic products
Procurement and Logistics Director
•
•
10.2007 – 05.2009
Directed Procurement department management by handling the monthly and half-yearly budgets and
centralized the daily and weekly production orders.
Integrated and supervised operations control from production planning, verification, forecasts, product
recipe, norming analysis with the production leader, quotation requests, supplier contract checks, and
management reports.
•
Ensured the Transport department management by overseeing the monthly and half-yearly budget of the
fleet and auto repairs; monitored the documents associated with deliveries, controlled the consumption
of auto parts and fuel, and leased trucks monitoring on a contract basis, securing transport from imports
Europe and China, fleet management and drivers recruitment.
Earlier career
Sales Representative Pharmacies| PANSIPROD MEDICAL, Brasov
04.2006 – 10.2007
Sales Agent| EUROCAS TEHNICĂ ALIMENTARĂ, Brasov
08.2004 – 04.2006
Areas of Expertise
• P&L Management
• Board Relations
• Strategic decision-making
• Strategic Partnerships
• Channel Sales
• Team Management
•
•
•
Financial Management
Change Management
Transformational leadership
Education
Bachelor’s Degree in Marketing – Faculty of Economic Sciences and Business Administration, Transilvania University
of Brasov | 2011
Master in Marketing (ongoing) – Academy of Economic Studies of Bucharest| 2021 – present
Further Training
Management team training and performance management | CBC Romania | 2015
Sales Skills | Trenkwalder Sobis | 2014
Communication and negotiation of sales| Asebus | 2013
Human Resources Management| 2011
Microsoft Excel - Advanced Course| 2013
Personal Details
Driving license: category B | Language skills: English – Advanced, German – Beginner.
