Panagiotis Grigorakakis
Retail Execution & Analytics Manager Europe
Athens
Summary
Highly accomplished Sales, Category Development & Analytics Leader with 25+ years of experience driving transformation and sales excellence within the FMCG sector across Greece and Europe. Proven ability to lead cross-functional teams, manage stakeholders, and deliver results in complex, changing environments. Expertise in sales operations, process harmonization, and digital implementation readiness. Passionate about building sustainable sales capabilities and driving enterprise-wide alignment.
Overview
2
2
Languages
15
15
years of professional experience
6
6
Certificates
Work History
Retail Execution & Analytics Manager Europe
MONDELEZ INTERNATIONAL S.A.
11.2021 - Current
- Leading European Sales Capability roadmap, achieving ‘Right Store' and ‘Perfect Store' excellence across 27+ markets.
- Partnering with global, regional & local Sales & Cross functional key stakeholders to enhance in-store planning, transformation & execution in Europe.
- Collaborating with Mondelez Digital Services and engaging local Teams, to ensure over 90% project implementation and regional digital tool scale-up (ie WISE, OSA, SFA and more).
- Driving strategic projects to boost availability, visibility, and revenue growth for established and new businesses (ie Chipita Sales acceleration)
- Upgrading & automating reporting processes using visualization tools such as Tableau, enabling real-time insights for stakeholders.
Category Planning & Development Manager Greece
MONDELEZ INTERNATIONAL S.A.
09.2017 - 11.2021
- Actively engaged with Managing Director to shape vision, strategy & inspiration to Company values in the Organization.
- Directed Strategic & streamlined revenue planning process across categories & channels, enhancing forecast accuracy by five percentage points.
- Maximized in-store visibility, assortment, and promotional efficiency, achieving 10% year-on-year increase in TDPs across categories.
- Contributed to Western Europe sharing best practices on Category Development and Sales digitization projects.
- Improved cross-functional collaboration by establishing strong working relationships with key stakeholders.
Field Sales Manager Greece & Cyprus
MONDELEZ INTERNATIONAL S.A
06.2015 - 09.2017
- Contributed to fostering a winning culture as Board Member under Managing Director's guidance.
- Transformed Sales Force of 160, enhancing effectiveness during times of change.
- Managed annual turnover of 160 million euros while protecting assets and increasing market share amid crisis.
- Co-shaped & managed national agreements with retail chains for snacking categories, ensuring sustainable growth.
- Implemented global Mondelez Sales programs in Local Business, ensuring optimal adaptation of Right and Perfect Store programs and digital tools (ie local SFA, Right Store CACI etc).
District Sales Manager South Greece Modern Td
MONDELEZ INTERNATIONAL S.A
01.2014 - 06.2015
- Led sales team of 34, including four area managers, managing 950 SMs across three regions.
- Implemented retailer agreements for seven categories, generating a growing revenue of €57 million.
- Expanded bakery and chocolate markets while stabilizing other categories and increasing market share.
- Played a decisive role in Sales during Kraft's 2015 business transformation, overseeing design and implementation phases.
- Awarded "Best Place To Work" in 2014 as ambassador for sales department.
District Sales Manager South Greece Traditional Td
KRAFT FOODS S.A
06.2011 - 01.2014
- Directed sales team of 62, comprising six area managers, across Attica, Crete, and additional regions.
- Managed seven product categories with annual turnover of €34 million, focusing on Chocolate and Bakery sectors.
- Achieved key business indicators for Gum and Candy products during 2011/2012.
- Collaborated with small retail stores and buying groups to drive significant sales growth.
- Grew YOY sales +15% & market shares +2pps by consistently meeting and exceeding quotas.
Sales Functional Project Leader "Destination One"
CADBURY HELLAS S.A.
09.2010 - 06.2011
- Collaborated with specialists and project teams to analyze and select 'Best Of Both' working methods, frameworks & digital tools post-Cadbury acquisition.
- Achieved seamless transition to unified team, surpassing synergy targets while managing day to day operations & change effectively.
- Delivered exceptional results in new Sales Organization, boosting Chocolate category by 15% year-over-year.
- Secured top market position for Mondelez Chocolate in tablet segment during inaugural year of operation.
Education
MBA - Business Administration
University of Piraeus
Piraeus 09.1999 - 2001.09
Bachelor Degree - Business Administration
University of Piraeus
Piraeus Greece 09.1994 - 1999.09
Skills
Accomplishments
- Sales Transformation: Spearheaded the creation of a new sales force, with optimal systems & ways of working in collaboration with Kraft in 2010, following the acquisition of Cadbury as part of the 'Destination One' project, resulting strong channels and categories synergies.
- Strategic Restructuring: Played a pivotal role in Kraft's strategic restructuring (2014-2015), enabling the successful spin-off of Coffee & Cheese and the creation of a more agile & focused Snacking organization.
- Crisis Leadership: Successfully led one of Greece's largest Sales Teams through the challenging economic climate of the 2015 Greek financial crisis, maintaining team morale, achieving key sales targets, strengthening our shares & ensuring business continuity.
- International Sales Leadership: In 2021, assumed a key International Sales role, leading Mondelez's Availability & Visibility Sales Capability & driving Digital transformation roadmap across all European markets, boosting consistency and excellence in execution & making a strong impact in critical projects, ie Chipita integration.
Timeline
ELEVATE Talent Development Program by BTS
05-2023
SPARK Talent Development Program by BTS
05-2022
Retail Execution & Analytics Manager Europe
MONDELEZ INTERNATIONAL S.A.
11.2021 - Current
Mondelez Sales Connections Program: Selected as a member of the European talent task force, contributing to the "Making Oreo Even Bigger in Europe" action plan presented to the European Board. Coursework included Powerful Conversations, Being at my Best, and Net Revenue Management.
06-2018
Category Planning & Development Manager Greece
MONDELEZ INTERNATIONAL S.A.
09.2017 - 11.2021
The Complete Skilled Negotiator program by GAP partnership
09-2016
Field Sales Manager Greece & Cyprus
MONDELEZ INTERNATIONAL S.A
06.2015 - 09.2017
District Sales Manager South Greece Modern Td
MONDELEZ INTERNATIONAL S.A
01.2014 - 06.2015
District Sales Manager South Greece Traditional Td
KRAFT FOODS S.A
06.2011 - 01.2014
Sales Functional Project Leader "Destination One"
CADBURY HELLAS S.A.
09.2010 - 06.2011
Managerial program by Cadbury e-University, powered by Harvard Business Publishing. Coursework in Leadership, Growing our People, Feedback reinforcement & Guidance and Coaching
06-2010
Key Account Management program by Dynargie
05-2007
MBA - Business Administration
University of Piraeus
09.1999 - 2001.09
Bachelor Degree - Business Administration
University of Piraeus
09.1994 - 1999.09
Certification
ELEVATE Talent Development Program by BTS
Languages
English
French