ML System S.A.

Board/Management Information • Jun 23, 2023

Aniela A. Hejnowska

PROFESSIONAL EXPERIENCE:

IQVIA:
> General Manager, Poland	09.2020 - till date
Microsoft:
> M&O Lead, COO, Board Member	05.2019 – 07.2020
Independent:
> Entrepreneur, Advisor, Supervisory Board Member	09.2018 – till date
Groupon EMEA:
> International VP Western Europe (FR, BE, NL & UAE)	01.2016 – 07.2018
> Managing Director Groupon Poland	10.2012 – 12.2015
Netia S.A.: > Managing Director Home Market	03.2011 – 09.2012
> Managing Director SOHO/SME Market	11.2009 – 07.2011
> "Proft" Cost Reduction Program Manager	10.2008 – 10.2009
Tele2 Poland:
> Head of Sales and Retention	06.2007 – 09.2008
> Retention Manager; Retention Specialist	01.2005 – 06.2007
EDUCATION:
> Professional Postgraduate Diploma in Marketing,	10.2005 – 06.2006
The Chartered Institute of Marketing (CIM)
> Master's in international business (MIB),	09.2002 – 06.2003
Grenoble Graduate School of Business, France
> Bachelor in Management and Marketing (BA),	09.1999 – 06.2002
WSB-NLU, Nowy Sacz, Poland
ACTIVITIES: Entrepreneur, Advisor, Pro bono
> Co-Owner at: www.renters.pl

>	Supervisory Board member: Fundacja Liderek Biznesu	11.2020 - till date
>	Supervisory Board member: Fundacja Kosmos dla dziewczynek	09.2019 - till date
>	Digital Shapers awards for start-up's, Judge	02.2016 - till date
>	Vital Voices Poland, non-profit women org, Mentor	10.2015 - till date

• Open Art Gallery, platform for young artists, Owner 07.2012 07.2014 > Business Women of the year 2010 award "Sukces pisany szminka" 11.2011

INTERESTS: > Yoga, Art, economics, neuroscience, reading, traveling and all kinds of sports

LANGUAGES:

> English - fluent, Polish - fluent, French – very good, Spanish - basic

RESPONSIBILITIES & ACHIEVEMENTS:

IQVIA:

Responsible for business P&L, driving tech adoption and AI/ML application among current Clients and establishing across the region PPG strategy, to leverage data, tech and expertise in public health sector

Microsoft:

Responsible for leading and inspiring others to accelerate MS digital transformation, deliver on company priorities and achieve excellence in business outcomes

Achievements:

• Responsible for creating BC for landing MS datacenter in Poland. BC approved and Implemented

• Drove cloud adoption by 15pp over 1.5-year period

IVP Groupon WER, Groupon France:

Accountability:

> Responsible for setting strategic vision of the Groupon business across the region, creating leadership culture and growing the business. Owning regional and separate country's P&L delivering both topline and cost objectives. Key member of the European Leadership Team responsible for leading the sales organization's development, GR and KPI's across multiple countries.

Achievements:

• Negotiated, signed and implemented with WoCo and 3 main Unions (CFDT, CGT, FO) social plan reducing 40% of HC in FR, without bringing the business to standstill and minimizing impact on topline by setting up BI team on the ground and smart revenue and inventory mgmt.

• Establishing Top Management Teams in countries and across the region, with 50% of members coming from within the organization and other recruited outside. Re-set the organizational culture to one valuing: transparency, accountability, achievements, data and fun

• Performing sales force: merchant segmentation, sales specialization, offer simplification, alignment on objectives of sales and revenue, performance management

Managing Director, Groupon Poland:

Accountability:

• > Total P&L responsibility, delivering growth and implementing new strategy for Groupon in Poland
• > Transitioning the business from start-up to mature, performance driven organization

Achievements:

• Reversed negative trend in growth, margin and profitability through clear, growth-focused strategy in local and travel BUs, smart cost management and fitting competences. From 2H2014 achieving highest YoY growth in EMEA with over 20% AEBITDA

• Built organizational structure with clear accountability and communication, enabling internal succession and development, considerably impacting Employee Satisfaction Scores and reducing rotation. Introduced CSAT, MSAT and ESAT

• Introduced new sales channels and sales models that increased sales effectiveness by 50%

• Operational excellence resulting in Groupon PL becoming the EMEA Hub for CC and Editorial (over 900 HC)

Managing Director Home Market, Netia S.A.:

Accountability:

• > Responsible for P&L representing 50% of Netia's turnover, creating and implementing new 4P strategy
• > Leading change through organization, developing the team of 300 salespeople, matrix managing product, marketing and retention teams

Achievements:

• Roll-out of IPTV and adjusting organization to 3-ple play services

• Shifting to products maximizing service margins, in 9 months increased their share from 40% to 65% of total sales, with total volume up by 42%. Restructuring of HQ and internal/external sales channels, improving sales effectiveness by 50%

• Increased market EBITDA by 20mln pln from 16% to 19%

Managing Director SOHO/SME Market, Netia S.A.:

Accountability:

> Responsible for P&L representing 12% of Netia's turnover, creating and implementing new sales strategy Leading and developing team of 150 people

Achievements:

> Delivered market turnaround within 1 year: 30% net services base growth, 10% revenue growth with EBITDA up from 30% to 33% . Setting up 2 new sales channels, responsible for 60% of total sales. Introduced dedicated retention and CC processes, reducing churn by 30% on broadband and 15% on vo ice