Builds practical sales plans, market priorities, brand actions, and management routines for commercial teams.
20+ Years Commercial Practice
Senior commercial executive with 20+ years leading sales, negotiations, key account management, and international business development across FMCG and export markets. Current Commercial Director at Pamapol S.A. Adjunct lecturer and researcher at the Department of International Economic Relations, Cracow University of Economics. PhD in Economics. Published author of three books on negotiations, KAM, and economic diplomacy. Creator of the AINA AI Negotiation Algorithm.
Strategic Impact
Commercial teams that lack negotiation discipline leave value on the table in predictable ways — poorly structured KAM frameworks, negotiation approaches that default to price, and international relationships managed without cultural or diplomatic intelligence. I build the commercial capability that changes that. Negotiation frameworks with clear structure and accountability. KAM disciplines that protect and grow strategic accounts. International business development grounded in economic diplomacy and trade intelligence.
How I help
I work with commercial directors, sales leaders, and business development teams in businesses where negotiation outcomes, key account retention, and international market entry are direct drivers of revenue performance. My background combines active board-level commercial accountability at Pamapol S.A. with academic research and three published works in the discipline.
Specifically:
- Negotiation frameworks — structure, preparation, and execution discipline for high-value commercial conversations
- KAM design — account segmentation, relationship governance, and value protection
- International business development — market entry, partner identification, and cross-border commercial strategy
- Economic diplomacy and trade intelligence for businesses operating across multiple jurisdictions
- AI-assisted negotiation preparation using the AINA framework
What I can help you with
Commercial Strategy and Execution
Sales Budgeting and Incentive Design
Creates sales budgets, bonus structures, and reporting systems for board-level commercial control.
International Expansion and Export Growth
Structures market analysis, export development, private label projects, and international partner relationships.
Improves customer relationship management, negotiation preparation, and commercial discipline with strategic accounts.
Sales Leadership and Team Management
Develops sales managers, executive teams, recruitment priorities, and management-by-objectives routines.
Market and Competitive Analysis
Assesses markets, competitors, product priorities, and acquisition targets for commercial decision-making.
Identifies markets and acquisition targets as part of commercial and corporate development processes.
Who I work with
CFOs and Founders
Private Equity Sponsors
Board-Level Commercial Leaders
International SME Executives
My Projects
Pamapol S.A. — Commercial Leadership Across Food Brands
Role: Commercial Director
Client context: Polish food production company; Gmina Rusiec, Łódzkie, Poland
Challenge: Managing commercial direction, brand development, retail relationships, and market position across multiple food brands.
Scope of work:
• Lead Sales and Marketing departments
• Manage brand strategies for Pamapol, Spichlerz Rusiecki, Goong, and Sorella
• Work with teams on consumer relevance, retail partner relationships, and competitive positioning
Timeline: April 2024–Present
Tools: Brand strategy, sales management, marketing management, retail partner management
Outcome: Clearer commercial governance across sales, marketing, brand management, and customer relationship priorities.
WPConsult — Commercial Consulting and International Development
Role: Company Owner
Client context: Consulting firm working across sales, business management, import, export, FMCG, and training
Challenge: Companies requiring practical commercial management, export development, negotiation capability, and market analysis.
Scope of work:
• Deliver sales and business management consulting
• Work on import, export, private label, and FMCG development
• Provide business analysis, negotiations, coaching, training, and publishing
Timeline: January 2015–Present
Tools: Market analysis, sales planning, negotiation methods, coaching, training programmes
Outcome: Practical commercial input across sales management, international business, market analysis, and negotiation capability.
Van Pur S.A. — Private Label, Export, and Sales Leadership
Role: Private Label & Export; Sales Director
Client context: Polish commercial organisation; Rakszawa, Podkarpackie, Poland
Challenge: Managing sales, private label, and export responsibilities across changing commercial priorities.
Scope of work:
• Managed private label and export responsibilities
• Held Sales Director accountability
• Worked across long-term commercial development and sales leadership
Timeline: April 2008–October 2020; January 2022–March 2023
Tools: Export management, private label development, sales leadership
Outcome: Senior commercial continuity across private label, export, and sales management roles.
AINA — Artificial Intelligence Negotiation Algorithm Concept
Role: Founder / Originator
Client context: Negotiation, academic research, publishing, and commercial training environment
Challenge: Developing a negotiation concept connecting artificial intelligence, negotiation practice, and commercial decision-making.
Scope of work:
• Created the AINA concept
• Connected negotiation research with practitioner-led commercial training
• Linked academic work with sales, negotiation, and international business themes
Timeline: Not specified
Tools: AINA, negorealism, negotiation research, academic publishing
Outcome: A defined negotiation concept used within his broader research, publishing, and training positioning.
Ja Kupiec Ja Sprzedawca / KAM / Economic Diplomacy — Commercial Knowledge Publishing
Role: Author and Co-Author
Client context: Popular-science books covering sales, key account management, diplomacy, and international trade
Challenge: Translating negotiation, KAM, diplomacy, and trade themes into practical published knowledge.
Scope of work:
• Authored and co-authored commercial and economic publications
• Published work covering negotiations, diplomacy, and international trade
• Connected academic research with commercial management and sales practice
Timeline: Not specified
Tools: KAM, economic diplomacy, negotiation frameworks, international trade research
Outcome: Published commercial knowledge base across negotiation, sales management, KAM, diplomacy, and international trade.
One meeting to establish fit, confirm volumes, and agree wholesale pricing. No commitment required.
Ready to discuss partner terms?
For consulting firms, training providers, and PE funds.