Bojan Krhatlić

Heavy Duty Business Development Manager – Eastern Europe / Valvoline Global Operations - Emea

Valvoline Global Operations · Croatia

Present

Scope: Own Heavy Duty growth strategy through distributor partners across multiple Eastern European markets; focus on fleet, agriculture, construction, mining, bus/coach and industrial opportunities. Key achievements & responsibilities: • Own regional HD pipeline strategy, from opportunity identification to conversion, balancing short-term wins with long-term partner capability building. • Lead distributor development and governance: joint business planning, target segmentation, execution tracking, and commercial program alignment. • Drive end-customer negotiations (directly and via partners), positioning premium solutions through TCO and application-led selling. • Build strong cross-functional rhythm with Technical, Marketing, Supply Chain, Finance and Legal to accelerate onboarding, product approvals, and market execution. • Strengthen portfolio placement by aligning product mix, positioning, and competitive counter-strategy (technical differentiation, claims, approvals, product mapp…

Regional Account Development Manager Mining & Beyond Road (Croatia, Slovenia, Bosnia & Herzegovina)

Michelin · Zagreb, Croatia

Scope: Led account development across beyond-road segments through a dealer ecosystem and direct end-user engagement, translating strategy into executable territory and account plans. • Owned territory/account plans across priority segments, improving coverage, cadence and commercial discipline. • Negotiated agreements and implemented joint action plans with dealers and end users, strengthening retention and penetration. • Built a robust opportunity funnel via structured prospecting, site visits and stakeholder mapping (buying centers). • Delivered competitive intelligence and value positioning to support pricing and tender-style negotiations. • Coordinated cross-functional execution (technical, claims/logistics, marketing) to improve delivery speed and customer confidence. Signature: Known for converting complex segment opportunities into structured plans and dependable execution through partners.

Account Development Manager B2c & B2b

Michelin

Scope: Managed strategic accounts across passenger car and B2B channels, owning commercial planning, partner governance and execution follow-up. • Owned key customer relationships and annual commercial planning, ensuring disciplined execution across priorities. • Negotiated programs and managed performance through structured follow-ups, issue resolution and buying-center engagement. • Implemented distribution strategy through partner steering, education and coordinated activations. • Built and deployed channel programs (sell-in/sell-out logic, POS, seasonal initiatives) to improve partner adoption and rotation. • Developed customer proposals and presentations translating product strengths into business outcomes (durability, safety, cost-per-km logic). Signature: Recognized for combining relationship strength with structured account governance and partner execution.

Account Manager for Passenger Cars, 4x4 & Van

Michelin

Scope: Managed dealer network and portfolio performance, executing commercial plans and partner engagement cadence in a competitive environment. • Managed dealer relationships and executed action plans, improving alignment and category focus at account level. • Negotiated commercial terms and ensured disciplined execution of programs, activations and seasonal priorities. • Supported sell-out initiatives and POS execution with partners to strengthen market presence and brand standards. • Identified local opportunities and supported conversions through structured follow-up and availability coordination. Signature: Known for pragmatic negotiation, disciplined execution and strong partner relationships.

Area Manager Croatia and Slovenia

Renex / Selen d.o.o. · Croatia

Scope: Led commercial development and operations for the Croatia & Slovenia branch of RENEX, an international company specializing in robotics and electronics industrial solutions. Key achievements & responsibilities: • Owned market development and account coverage, building a structured B2B pipeline across industrial segments. • Acquired and grew key customers by translating technical requirements into clear commercial proposals and solution concepts. • Led negotiations and managed end-to-end sales cycle from prospecting to closure, ensuring reliable delivery follow-through. • Coordinated internal and technical stakeholders to ensure solution fit, smooth onboarding, and customer confidence. Signature: Recognized for bridging technical complexity and commercial clarity to win and retain industrial customers.

Freelance Consultant

Self-employed

- Consulting services for graphic and printing companies, in terms of technology - Consulting for marketing and advertising agencies - Consulting in fields of POS products, large format printing services, digital technologies...

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