Sorin Nicu

Senior Business Development and Commercial Strategy professional with 15+ years of experience driving B2B revenue growth, international market expansion, and strategic partnership development across European logistics, industrial, and service sectors. Proven track record in building and scaling commercial operations across Romania, Bulgaria, and Greece, including reopening regional markets, supporting subsidiary launch initiatives, and managing complex multi-country sales projects. Strong expertise in identifying high-value business opportunities, leading strategic negotiations, and developing long-term partnerships with multinational clients and senior stakeholders.

Experienced in designing go-to-market strategies, improving commercial performance, and aligning global business initiatives with local market dynamics. Known for combining strategic vision with hands-on execution, cross-cultural communication skills, and the ability to drive sustainable commercial growth in dynamic international environments.

Key areas of expertise include: European Market Expansion, Strategic Business Development, Commercial & Go-To-Market Strategy, Complex B2B Negotiations, Key Account & Partnership Leadership, Cross-Border Commercial Projects, Sales Performance Optimization

Senior Key Account Manager at GEODIS (2024-10 – 2026-03)

• Develop and execute strategic business development initiatives for key multinational B2B clients across international logistics markets
• Identify and convert high-value commercial opportunities into long-term partnerships
• Lead complex contract negotiations and contribute to regional revenue growth strategies
• Coordinate cross-border commercial projects involving multiple operational teams and stakeholders
• Drive pipeline performance and forecasting accuracy using CRM-based sales management tools (Salesforce)

Field Sales Specialist at EKOL LOGISTICS (2023-07 – 2024-08)

• Identified and developed new B2B clients in assigned territories.
• Built and maintained strong client relationships, ensuring retention and upselling.
• Negotiated transport contracts and tailored logistics solutions.
• Conducted market research to identify growth opportunities and trends.

Transportation Manager at Mobilier Expedo (2022-08 – 2023-07)

• Managed company fleet and daily transport operations.
• Coordinated drivers and resolved operational issues in real time.
• Handled transport licensing, insurance renewals, and compliance procedures.
• Monitored fuel consumption, maintenance costs, and operational KPIs.

Country Sales Manager at LEROY ALLIANCE (2020-09 – 2022-08)

• Expanded national B2B client portfolio through structured commercial strategy and market positioning
• Developed pricing frameworks and commercial policies to improve competitiveness and profitability
• Supported recruitment, onboarding and development of commercial teams
• Coordinated full commercial cycle including client acquisition, negotiations and order execution

Regional Sales Manager for Bulgaria and Greece at VALROM INDUSTRIE (2018-01 – 2020-09)

• Led market re-entry strategy and commercial development for Bulgarian and Greek markets
• Played a key role in establishing and operationally supporting the Bulgarian subsidiary
• Developed and executed regional go-to-market strategies aligned with HQ commercial objectives
• Built and managed distributor and key account networks across multiple countries
• Coordinated certification processes, tenders and cross-border supply chain operations

Dispatcher at ROMFRACHT (2017-05 – 2018-04)

• Managed international transport operations and client portfolios.
• Negotiated rates and ensured profitability per shipment.

Vehicle Service Support Technician at ALTRAN ROMANIA (2016-04 – 2017-04)

• Provided multilingual technical support (Bulgarian and English) to Peugeot Citroën service centers across Bulgaria, the Middle East, and Africa.
• Delivered accurate technical solutions using PSA Group knowledge bases, collaborating with mechanics and second-level technical specialists.
• Supported and coordinated with technical teams to ensure timely issue resolution and service continuity.

Team Leader at AUTO SOFT SERVICE ROTI (2013-06 – 2015-11)

• Led and coordinated a team of 12 employees, aligning commercial and operational activities with company objectives.
• Optimized sales strategy and trade promotion initiatives, increasing demand for value-added products and services.
• Managed reporting, procurement planning, and audit preparation, contributing to operational efficiency and Michelin certification.

Life Insurance Specialist at NN (2013-05 – 2014-06)

• Life insurance contracts

Commercial Technical Representative at ARA GRUP (2011-06 – 2013-06)

• Managed B2B sales of truck tires for fleet owners and resellers across multiple regions, achieving consistent sales targets through consultative selling.
• Built and expanded a structured customer portfolio through direct field engagement and needs-based commercial analysis.
• Conducted competitive analysis and resolved customer quality issues, optimizing pricing, positioning, and long-term client relationships.

Technical Sales Representative at MICHELIN/ EUROMASTER (2007-01 – 2011-06)

• Drove consistent revenue growth by exceeding annual sales targets (~20% YoY) and significantly expanding the B2B client portfolio.
• Developed and delivered value-driven commercial solutions for fleet clients, aligning technical offerings with operational and financial objectives.
• Led cross-functional teams and strategic projects for key accounts, contributing to market development and increased commercial visibility.

Area Sales Representative at PNEUROM (2005-01 – 2007-01)

• Expanded Pirelli (KeyPoint) dealer network by 30% through targeted partner acquisition and market development initiatives.
• Managed B2B sales of tires, rims, and related services for truck fleet owners across multiple regions, driving consistent revenue growth.
• Developed long-term partnerships with key accounts by aligning commercial offers with client operational needs.

Area Supervisor at EUROCAFE (2001-01 – 2002-05)

• Coordinated regional sales operations and distributor relationships for beverages and coffee products.
• Led local commercial activities to consistently achieve and exceed regional sales targets.
• Increased brand visibility through promotional actions and on-site tastings in HoReCa locations.

Account Executive at AUTO MONDIAL- AUTO PRESS GROUP (1998-10 – 2001-01)

• Managed the sale of advertising space, building and maintaining strong relationships with clients and advertising agencies
• Acted as the main liaison between the magazine and advertising agencies, negotiating contracts and coordinating campaign requirements
• Identified and secured sponsorships for automotive events and special projects
• Prospected and acquired new clients for advertising placements in the magazine and its supplements
• Represented the publication at automotive events, trade shows, and exhibitions to strengthen brand visibility and expand the client portfolio
• Produced original automotive content, including photography and editorial articles

Business Administration and Management, General – Academia de Studii Economice din București (1993 – 1998)

Bachelor's degree in Psychology – Hyperion University (2021-10 – 2024-07)

Diploma of Education in Photographer Activities – Avantaj Consulting (2015-05)

Course in Transport Manager – Autoritatea Rutiera Romana

Course in Project Management – CRFPA