Mike Kaczmarczyk

• Managing Revenue Operations for EMEA, spanning Mid-Market, Large Accounts, and Enterprise segments. Serve as the primary business partner to the EMEA sales director.
• Developed a forecast framework model to ensure accurate tracking of forecasts, which was since adopted by my peers in the AMER region.
• Led forecast framework execution, emphasizing pipeline health and sales forecast dissection. Identified risks and inconsistencies, devising strategies to optimize revenue generation.
• Established benchmarks for performance evaluation and improvement.
• Management of outsourced sales team (Accenture)
• Produced reporting and content for Quarterly Business Reviews (QBRs), Annual Planning, and Monthly Business Reviews (MBRs).
• Oversaw tooling implementation and enhancement initiatives.
• Built and maintained the company's reporting suite, leveraging Salesforce, spreadsheets, and collaborating with data science for Google Looker Studio reports.
• Consistently achieved a High Positive impact (performance) rating.

• Managed a portfolio of 75 Mid-Market merchants as a Customer Relationship Manager.
• Accountable for retention (NRR), profitability, and cross-sell growth initiatives.
• Analyzed merchant data and performance metrics to pinpoint trends and improvement opportunities.
• Developed data-driven recommendations to enhance business outcomes.
• Collaborated with internal teams (sales, product, operations, development/technical) to resolve complex merchant issues.
• Promoted to Senior Merchant Success Manager in June 2023 for outstanding performance.

Industry: Music, gaming and entertainment retail

• Started in a floor assistant role, promoted to store manager and buyer

• Industry: Cloud Services Provider (Microsoft, AWS, SaaS)
• Regular customer engagement (routine calls; face-to-face and virtual meetings, QBR’s, ABR’s).
• Dedicated point of and relationship lead for a book of 50 key accounts.
• Retention & growth via managing subscription volume, renewal & upsell.

• Industry: Managed IT services provider
• Strategic account manager & advisor covering the UK region.
• Responsible for risk mitigation, retention and regional growth.
• SLA review & negotiation
• Digital and face-to-face strategic meetings (MBR’s, QBR’s and ad hoc)

Industry: Apparel manufacturer and B2B distributor

Operations Manager (2020-2021)

• Lead implementation of ERP (Sage)
• Implemented Materials Requirements Planning (MRP) SaaS system (Chillinova). Lead user training and change management.
• Implemented Order Management System (RapidTrade)
• Production and demand planning - designed and implemented supply chain, stock control and productivity model.
• Procurement and Outbound Logistics planning.
• Managed the company’s D2C e-commerce store.

General Manager : Sales & Sourcing / Head Of BI (2017-2020)

• Target setting and tracking
• Forecasting
• Built a reporting and dashboard suite that was used throughout the business. Worked closely with finance, sales and manufacturing teams.

Sales Manager (2015-2017)

• Customer facing and planning role
• Costings/P&L
• Managed a sales team of 4 account managers and 7 sales agents

Industry: Tech distributor (start-up), wearable and digital health.

• Procurement and PLM
• Customer facing role: B2B, D2C (e-commerce) and retail.
• Reporting to international licensors & suppliers on sales and marketing activities.
• Managed a large team of outsourced national retail merchandisers.

Industry: Consumer Electronics and mobile accessories (Blackberry, Samsung) distributor

• Product & Channel Manager (2010-2013)
• Promoted to Sales Director (2013-2014)
• Managed a sales team of 17.
• Developed supplier & customer relationships via reporting and regular meetings.
• Represented the company at international trade fairs and conferences.
• Selected and nurtured the company’s distribution channels.
• Product life-cycle management and procurement.

Industry: Music - International Record Label

• Development and execution of promotional & marketing strategies (radio, online, club and media promotions).
• Reporting to externally to international principles and head office in the UK;
• Internal reporting of P&L and sales performance.
• Execution of in-house compilation albums: track selection; licensing;
• Co-ordinated content production (advertising materials, music videos)

Industry: Music - Record Label (South Africa’s largest indie record label at the time)

Regional Sales Representative (2003-2006)

Promoted to Label Manager (2006-2007)

• Lead marketing and promotional activities (radio, digital, print media).
• Compiling and coordinating of in-house compilation albums (creative & licensing).
• Liaising with artists, artist management, promoters, production co's and booking agents