The position of Head of Development in the Commerce Sector seems incredibly complex to explain, but in fact it is very strictly defined. The main or strategic goal is to build long-term plans for the development of the skills and competencies of the employees in the Commerce Sector, said Dragan Dimoski, who has been in Pivara Skopje for over 15 years. He says that his and his team’s biggest focus is to confirm whether the theoretical part they have transferred is understood and implemented on the ground. The accomplishment of his professional goals is moving in the desired direction and he hopes the best is yet to come. He mostly hangs out with friends to watch a match and cheer, but devotes most of his spare time to his two children and their needs.

1. 1. Tell us a bit more about your beginnings… When and how did you start your career in Pivara Skopje?

   The first time I went to Pivara Skopje was in 2002 when I received a call from the youth organization Partner during my studies to work seasonally at the glass-packaging soft drinks plant. At that time, the packaging of 1 liter was popular and my task was to literally run along the production line and open the caps on all the bottles that were moving towards the washer. It was an all-day engagement. The real opportunity appeared in 2004 when I applied for a job ad for a market promoter, although I did not know much about the job. It is interesting that later I learned that more than 900 candidates applied for two vacancies. After a series of tests I entered a short list of 15 people, who got the opportunity for initial training.

In March 2005, I managed to get the position that was then popularly called Controller (now Commercialist), for the Skopje Centar region with a total of 8 distributors under me and 850 buyers. Although I got a region that is considered one of the most complex, I managed to fit into the team very quickly and started to realize and exceed the targets. To my great surprise, after only 9 months, I got promoted to the position of Head of Team for Skopje-East region. Over the next 4 years, as Head of Team, I had the opportunity to work in all three regions (Skopje – West and Skopje HORECA). In 2010, I was promoted to the position of Regional Sales Manager for Southeast Macedonia. From 2012 to the end of 2014, I moved from the field to an office, that is, I assumed the position of Business Development Manager. Throughout 2015, I was implementing the SAP Wave 2 project as a Business process leader for commerce. After only 8 months of the implementation of this project, I got the chance to work as Development manager in the Commerce sector, the same position I have now

2.What is the scope of your current position and what challenges and responsibilities do you face?

The position of Development manager in the Commerce Sector seems incredibly complex to explain, but in fact it is very strictly defined. The strategic goal is to build long-term plans for the development of the skills and competencies of the employees in the Commerce Sector. We are responsible for analyzing and defining training needs for employees, defining and delivering trainings for all levels/positions within the Commerce sector. Collaboration with all levels and functions for implementation of all business plans with the support of Coca-Cola HBC & HEINEKEN. At the same time, we are building the way of thinking about customer orientation across all sectors of the company. Our biggest focus is the field support we provide through regular trainings. The challenges we have come primarily from the high labor turnover in Commerce, and as a department that probably has the most intersectoral connections, we are forced to make constant adjustments.

3. How much has Pivara Skopje helped you to progress and achieve your professional goals and how much does it motivate you to strive for new success on a daily basis?

After almost 15 years in this company, I can safely say that Pivara Skopje has shaped my professional career in many ways. In order to achieve my goals, I want to say that things are moving in the desired direction and I sincerely hope that the best has yet to come. In this company all employees who have their own goals or dreams have inspiration for new and continuous successes.

4. What is your greatest career achievement so far?

From this perspective, my greatest achievement was the project for implementation of the SAP Wave 2 as the person in charge of Commerce. It was unbelievable that, as a small team of people who worked on quite complex tasks, we managed to implement the project without registered problems. Of course, we also had great support from all the other colleagues in Commerce who were ready to learn and for the changes caused by the implementation of the new system.

5. 5. You constantly organize trainings for the sales team. What is the purpose of such trainings?

   Continuous training essentially means continuous upgrading of knowledge and competences, which does not necessarily mean that we have trainings too often. On average, in the past 2 years, we have had about 8 new trainings annually and additionally, according to the requirements, up to 3 repetitions of already delivered trainings and about 5 programs for new employees. The purpose of all trainings is one and only; to train our employees for all the challenges they will face, primarily for delivering all the initiatives and plans for the coming period, as well as for achieving their personal targets. This is only a small part of our obligation. Our biggest focus in fact is confirming whether the theoretical part that we have transferred is understood and implemented on the market, that is, for our customers. We achieve this through field support. I would like to express enormous gratitude to our trainers, that is, to my team, for the incredible energy and dedication they have.

After each training session, it is mandatory for the participants to fill out an anonymous feedback form. This helps us feel the pulse of the participants, to try to remove some of the remarks for the next training and to improve the atmosphere. The results we get are more than fantastic, but I always emphasize that the competences of the participants will not increase much if the entire theoretical part remains only in the classroom or on the slides; it is absolutely necessary to have the support and practice from everyone in the field in that chain of responsibilities.

6. What is crucial to maintain a good relationship with customers?

This is not an issue that any of us should think too much about, because we all have some sort of a role as a customer every day. According to me, several factors are crucial and I would like to highlight some: high level of culture, correct relationship, respect, honesty, sticking to our promises, constant commitment to joint success and generating added value to their businesses. I’m probably one of the biggest promoters that buyers need to be at the center of everything we do. We as a company can develop incredible plans, programs, have the best quality brands and activities, but if we fail to adequately sell it and activate it among our customers, then the success would be far smaller. To me, the correct relationship and partnership with the buyers is one of the most important parts of the puzzle called the success of our company. A partnership relationship that should guarantee continued joint growth.

7. What are your future professional goals to be even more successful in your field?

Like every successful person, I also have my own goals that I aspire to. Honestly, although I changed many positions, what I’m currently doing is giving me energy and élan every day. Probably I am built as a person to enjoy the transfer of knowledge and influence the career progress of people. The fact that Pivara Skopje is part of two amazing corporations like Coca-Cola HBC and HEINEKEN, gives me the right to hope that I can also engage at a higher level in the part of commercial skills in one of these two companies.

8. Given your long-standing professional experience in Pivara Skopje, what tips do you share with your younger colleagues and those who have yet to learn about the business? What values should they apply to be successful?

I am always trying to give my colleagues, especially the younger ones, useful tips or, rather, unquestioned support. What they often hear from me is related to the sincerity that for me is one of the key values. We often talk about understanding and promoting the changes that happen to us every day, about the correct interpersonal and interdepartmental relationship, but sometimes we also discuss private matters that are essential for the job excellence.

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9.How much does your job allow you to spend quality time with colleagues outside of Pivara Skopje?

The dynamism of life nowadays is the primary culprit that we rarely hang out together with the colleagues. It’s mostly at some events that the company organizes outside of Pivara Skopje, but even when we go out in our personal time, it’s a wonderful time spent with colleagues and moments that are never forgotten.

10. How do you spend your free time? What relaxes you after a hard working day?

I often spend my free time with the family and friends with whom we often watch a match with a couple of glasses of cold Skopsko. However, I devote most of my time to my two children and all their needs, but also for my hobbies.

During the week, the afternoon is mainly reserved for them; taking them to trainings, music lessons and birthdays, and during the weekend we go for various walks in and around the city, but often outside of it. This can often be exhausting, but undoubtedly that time is precious and it recharges my battery and gives me extra energy for the upcoming periods.