Rafał Milczach

Critic
DISC Type : C

International Key Account Manager at LST Polska Sp z o.o.

Poland

Overview

Rafał Milczach is a business development and key account manager with over 15 years of experience building profitability in the FMCG, retail, and foodservice sectors across Poland and the CEE region. He has a proven track record of managing P&L, developing brands and private labels, and holds a certification in using AI for company development.

He strongly believes that the FMCG market has trapped itself in a cycle of excessive promotions, which he calls "promotional schizophrenia, " where regular prices have become a fiction.

Personality Overview

Critic

Precise

Information Seeker

They are quite likely to negotiate on pricing or other key terms.  They don’t appreciate bells and whistles unless backed by data. They prefer to do logical analysis and value evidence over emotions.

Topics They Care About

CEE Market Strategy
Argues against a "copy-paste" sales strategy for the CEE region, emphasizing that it's a diverse market requiring tailored, country-specific solutions.
FMCG Pricing Models
Critiques the industry's over-reliance on promotions and coupons, believing it damages the market and makes consumers hostages to a fictitious regular price.
Convenience Food Trends
Observes that convenience food is no longer an option but a necessity for time-poor consumers, representing a fundamental shift in the market.

Media Appearances

Rafał has no verified media appearances

Work History

2024 - 2024
International Key Account Manager at LST Polska Sp z o.o.
2022 - 2024
Business Development Manager at Agram S.A. (Crops NV)
2017 - 2019
Kierownik Regionu at Storic S.A.
2008 - 2015
Area Manager at Bonduelle

Education

Rafał has no verified education history

More Information

Social Presence :

Prographics :

Exp : 13 Location : Poland Job Level : N/A Designation : International Key Account Manager at LST Polska Sp z o.o.
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Insights For Selling To Rafał

During A Call Or A Meeting

DO's

  • Be ready to answer many clarity-seeking questions and requests for information
  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.

DONT's

  • Don't give superficial answers, they are easily rattled by them
  • Don’t try too hard to build a relationship with them
  • Don’t rush them till they have clearly gotten all the necessary information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rafał is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Rafał

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Rafał move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Rafał take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Rafał

Personality Compatibility


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