Rafal Bonter

Senior executive and business leader with 20+ years of experience in general management, commercial leadership, business transformation and regional growth across industrial, energy, infrastructure, construction, water technology and circular economy sectors. Proven track record in leading complex multi-country organizations, managing large-scale P&L responsibilities, scaling businesses, improving profitability and transforming traditional product-oriented organizations into solution- and value-driven business models. Experienced in leading organizations through growth, integration, operational improvement and commercial transformation across Poland, Central & Eastern Europe, Northern Europe and wider international markets.

Recognized for combining strategic vision with hands-on execution, strong people leadership and the ability to build high-performing organizations in complex and changing environments.

General Manager at GRUPA ERGIS (2025-01 – Present)

Full responsibility for business performance, strategy and operations across an international packaging and recycling business.

• Managing €280M revenue business
• Leading organization of 1,000+ employees
• Overseeing 6 production plants across Poland and Germany
• Managing international sales structures and multi-market commercial execution
• Responsible for strategy, business performance, operational alignment and transformation agenda
• Leading transformation towards solution-based and value-driven offering, strengthening the company's ability to move beyond traditional product positioning
• Implementing unified go-to-market strategy across markets to improve commercial consistency and execution quality
• Driving vertical integration and M&A initiatives to support strategic growth and operational control
• Strengthening international operating model across manufacturing, sales and business functions
• Building alignment between industrial operations, commercial priorities and long-term value creation

Chief Commercial & Marketing Officer — Interim at DUON GROUP (2024-01 – 2025-01)

Commercial and marketing leadership of an integrated energy group, focused on growth, business model transformation and new energy solutions.

• Full commercial and marketing responsibility for €300M revenue business
• Leadership of commercial strategy, go-to-market model, growth agenda and organizational redesign
• Development of 5-year M&A and growth strategy
• Transformation of commercial organization across KAM, BDM, engineering and pre-sales
• Led transformation from commodity supplier to energy solutions provider, repositioning the business towards higher-value customer propositions
• Built new commercial organization integrating Key Account Management, Business Development, Engineering and Pre-sales capabilities
• Developed Green Energy platform focused on biomethane, bio-LNG and biofuels
• Improved project profitability with IRR increase from 20% to 42%
• Increased organizational agility by implementing new decision-making frameworks
• Created foundations for future growth through M&A strategy, energy transition platforms and more solution-oriented commercial approach

Managing Director, Eastern Europe North at XYLEM / SENSUS (2017-01 – 2024-01)

Regional leadership of two integrated companies across multiple markets, combining water technology, smart infrastructure, services and digital solutions.

• P&L responsibility for €55M products & services business
• Additional responsibility for €35M service and rental business across 28 countries
• Leadership of 100+ employees and subcontractor network
• Full operational responsibility across sales, service, supply chain, finance, HR and IT
• Leadership of post-merger integration across multiple business units
• Grew revenue from €10.5M to €37M, achieving +21% CAGR
• Delivered +50% YoY service business growth, strengthening recurring and lifecycle revenue streams
• Improved employee engagement by +48%, demonstrating strong people leadership and organizational development
• Increased customer NPS by +53%, showing measurable improvement in customer experience and service quality
• Built a new business model focused on solutions and applications, moving beyond product-led sales
• Implemented advanced commercial structure including KAM, verticals, aftermarket and digital services
• Developed digital and smart infrastructure solutions including remote service and digital twins
• Expanded activity into renewable energy and circular economy solutions
• Led successful integration of multiple business units into one more scalable and commercially effective operating model

Director, New Equipment Business Unit at OTIS / CARRIER (2013-01 – 2017-01)

Leadership of project-intensive business unit focused on building solutions and major infrastructure projects.

• P&L responsibility for €30M business unit
• Management of 250+ staff, including subcontractors
• Oversight of approximately 400 projects annually
• Responsibility for commercial execution, project performance, supplier negotiations and business unit development
• Delivered +25% YoY market share growth, strengthening competitive position
• Improved ROS by +5% YoY, increasing profitability and business unit performance
• Redesigned sales and segmentation strategy to improve market focus and commercial effectiveness
• Integrated product and service model to strengthen lifecycle value and customer offering
• Managed major infrastructure projects including malls, skyscrapers and metro systems
• Negotiated with international factories and suppliers to support project execution and business performance

Marketing & Sales Director, Eastern Europe at LAFARGE (2011-01 – 2013-01)

Scope of responsibility included P&L oversight across multiple countries and executive-level strategic decision-making.

• P&L responsibility for €450M across multiple countries
• Executive Committee member
• Leadership of regional strategy, pricing and market development
• Responsibility for commercial integration and performance improvement
• Increased gross margin by +10% through new channels and product strategy
• Generated €12.5M incremental revenue via new market segments
• Delivered successful post-merger commercial integration
• Strengthened pricing discipline and market development approach across the region
• Contributed to executive-level strategic decision-making as EXCOM member

Regional Sales Director at LAFARGE (2007-01 – 2011-01)

Commercial leadership of Polish sales organization, focused on business growth, sales transformation and profitability improvement.

• P&L responsibility for €270M
• Management of 70-person sales organization
• Responsibility for sales strategy, customer development, pricing and commercial performance
• Scaled revenue from €130M to €300M
• Delivered +30% profit vs budget through innovative sales model
• Secured the largest contract in company history, worth €20M
• Received international Innovation in Sales Award
• Built stronger sales organization and improved commercial execution model

Regional Sales Manager, Nordics & Poland at PILKINGTON IGP (2006-01 – 2007-01)

• P&L responsibility for €44M
• Management of international team and operations
• Increased margin by +20%
• Improved EBITDA by +€4M
• Optimized working capital by -25%
• Strengthened regional commercial performance across Nordics and Poland