Резюме № 8900179
Обновлено 23 апреля 2018
Обновлено 23 апреля 2018
Business Development Director
Был больше месяца назад53 года (родился 09 октября 1972), не состоит в браке, есть дети
Москва, готов к переезду
Занятость
полная занятость
Гражданство
Россия
Контакты
Телефон
Почта
Фото, имя и контакты доступны только авторизованным пользователям
Опыт работы 31 год
- Август 2015 – работает сейчас
- 10 лет и 5 месяцев
OEM Sales Manager
Idemitsu Lubricants Rus LLC, МоскваLubricants' production and marketing in Russia and CISОбязанности и достижения:
Location: Moscow, Russia Market: Automotive & Industrial market of Russia and FSU (former Soviet Union countries) Products: Lubricants & greases Customers: car manufacturers, car dealers. Responsibilities: • Business development o Monitoring market evolution: consumers’ purchasing model, competition evolution o Communicating to senior leadership about business trends, market patterns, consumer and trade attitudes, competitive practices and product performance o Collecting market data (automotive lubes market size, import/export volume, oil demand) o Discovering new sales opportunities, setting new sales channels using company’s strengths • Project development o Planning, developing, managing and implementing Business Development plans, including strategies, programs, goals, tactics o initiating, planning, executing, controlling, and closing the work of a team to achieve specific goals and meet specific success criteria • Managing the OEM business in Russia and CIS o Sales and marketing operations’ planning & reporting o Implementing marketing activities to support sales through OEM channel o Keeping trust-worthy relations with OEMs top management by means of running professional negotiations o Managing the OEM team through coaching, performance evaluations, regular cadence of 1-1 meetings, in market work and continuous feedback loop o Supervising supply chain, keeping close contacts with suppliers of components (base oils, additives, packaging) o Facilitate an accurate sales and product safety stock forecast for all key products per customer within the region monthly and providing meaningful insights on customer and market performance o Activating sales and marketing activities in all the target market segments, leveraging channel influencers/decision makers, working collaboratively with internal and external stakeholders and counterparts to drive share growth o Developing business plans with automotive OEMs in Russia and CIS to support sales plans, securing GP o Strengthening business relations with OEMs through marketing activities, seminars and trainings • Thinking outside the box: o Active participation in automotive industry events: conferences, company meetings o Arranging seminars for clients to support sales and introduce new products o Keeping steady contacts with colleagues around the globe to keep updated information about company’s latest progress in terms of product development, customer relations. • KPI: Sales volume, GP, net profit, cash flow, sales forecast accuracy. Sales volume: 2,5mln L/$1,95 mln Accomplishments: • Signed contracts with new OEM customers as Hino Motor Sales, Geely Motors, Lifan Motor Sales, Renault Moscow.- Сентябрь 2012 – май 2015
- 2 года и 9 месяцев
Business Development Manager
Goodyear Russia LLC, МоскваПроизводство и поставки автомобильных шин потребителям через все возможные каналы продажОбязанности и достижения:
Location: Moscow, Russia Market: Automotive market of Russia and FSU Products: Passenger cars tires Customers: retail chains, wholesalers, internet shops Sales and marketing of Goodyear, Dunlop, Fulda, Sava tyre brands in markets of CIS countries, with annual turnover of $16mln. Responsibilities: • Business processes o From-Cold-call-to-actual-sales process - constant optimization, o Competition analysis, price strategy analysis, product strategy analysis, sales channels evaluation; o Key accounts development with focus on strategic projects; o Marketing information collection and analysis of customers, competition, market trends. • Strategic development o 1. Evaluation of market potential, 2. Development of invasion strategy and action plan, 3. Management of project implementation, 4. Results’ evaluation. o Growth strategy development for CIS markets o Competition analysis; o Market research; • Sales development was achieved through implementation of o 4P analysis Constant item per item price monitoring and aligning it with competition Focus in building distribution network and its performance increase o Marketing campaigns planning and implementation o Sales planning, sales process organization and improvement o New sales channels and sales opportunities identification and development Accomplishments: • 90% sales volume growth In Belarus & Kazakhstan markets in 2013 vs 2012, 250% volume growth in Bel & Kaz in 2014 vs 2013 thanks to building efficient distribution network • CIS markets o Developed Market analysis of Kazakhstan, Belarus, Kyrgyzstan, Uzbekistan markets o Outlined & implemented complex growth strategy for Belarus and Kazakhstan including financial, logistics, marketing activities o Has built distribution network in Belarus & Kazakhstan that comprised key retail chains and regional wholesalers o Sales volume increase allowed Goodyear to jump from 9th player in 2013 to become the 3rd player in Kazakhstan, and from 5th player in 2013 to 2nd place in Belarus • OEMs o Signed contract with Nissan Manufacturing Rus • E-commerce o Signed up contracts: Exist.ru. o Evaluated sales opportunity with Biglion.ru, Ulmart.ru • New sales channels: o Spare parts wholesalers- Июль 2005 – август 2012
- 7 лет и 2 месяца
Territory Business Manager
Valvoline div. of Ashland Inc, Санкт-ПетербургLubricants' production and marketing in Europe, Middle East and AsiaОбязанности и достижения:
Accountabilities: • Developing sales, marketing activities and brand awareness along independent distributors channel • Developing sales models per each market segment • Product launches, sales initiatives developing and implementation • Sales, marketing and technical support of distribution channels • Building sales & distribution strategy, developing distribution system, development new sales and distribution channels • Sales& marketing planning, forecasting, budgeting & implementation • Implementation of marketing activities, market research & monitoring • Organization of seminars, trainings for sales staff of distributors and key accounts • Resolving logistics issues (transportation, customs, product registration) • Control of distributors in terms of keeping safety stock, meeting payment terms, keeping and increasing distribution within assigned territory • Development of Cummins distribution project • Target customer segments: o Passenger car aftermarket service stations and garages o Commercial vehicles o Industrial accounts Achievements: • Reconstructed sales strategy and distribution network for Russia • Increased sales volume from 1,9 mln ltr to 3,5mln ltr within 5 years in Russia • Appointed 3 new distribution partners • Developed sales to new C&I channel (Cummins)- Январь 2001 – апрель 2005
- 4 года и 4 месяца
Head of city distribution
Обязанности и достижения:
Sales and distribution of ketchups, sauces to restaurants with sales of $2.5mln in North-Western region of Russian Federation Accountabilities: • Developing sales and distribution • Product stock monitoring, ordering Accomplishments: • Increased sales from $1.2mln to $2.5mln • Rebuilt sales& distribution structure • Built Sales Rep motivation system • Build planning, reporting system of SRs • Managed sales team of 11 people- Июнь 1996 – декабрь 2000
- 4 года и 7 месяцев
Key Account specialist
Philip Morris marketing and sales, Санкт-ПетербургTobaccoo products' production and marketingОбязанности и достижения:
Product line: cigarettes Distribution territory: Saint-Petersburg Position: Key Account specialist Sales and distribution of tobacco products within city of Saint-Petersburg of Russian Federation Accountabilities: • Market monitoring • Competition analysis • Trade activities implementation- Сентябрь 1994 – май 1996
- 1 год и 9 месяцев
Sales representative
Unilever, Санкт-ПетербургFood and personal hygiene products' production and marketingОбязанности и достижения:
Position: Sales representative Product line: personal care products, food products Description: Sales and distribution of FMCG products within city of Saint-Petersburg of Russian Federation Accountabilities: • Market monitoring • Competition analysis • Direct sales
Образование
- Высшее образование
- Вечерняя
- 2010
Факультет: Master of Business AdministrationСпециальность: Management- Высшее образование
- Вечерняя
- 2000
Факультет: МенеджментСпециальность: Менеджмент- Высшее образование
- Дневная/Очная
- 1994
Обо мне
Дополнительные сведения:
Fitness
Dear Ladies and Sirs,
I would like to attract your attention to my strong points:
1. I have 20 years’ experience in sales, marketing & project management, working for multinational companies and handling different kinds of products on markets of Russia and CIS countries
2. I speak English fluently, operate German on basic level and studying Spanish, Russian is my native tongue
3. I am MBA graduate from Vlerick Management School, Belgium
4. During my working career, I have been successfully managing teams of 2 – 11 people
5. My last 13 years were devoted to automotive markets
6. I am expert in developing sales growth strategies, brand development strategy, building distribution systems
7. I may consider myself as in-depth specialist in sales & marketing of automotive parts, lubricants and fluids and I am open for opportunities in other areas
8. Expert practitioner of MS Office
To give more focused understanding of my specific experience in automotive market, I would like to attract your attention to my accountabilities and achievements in latest job places.
As Idemitsu employee I was responsible for the following:
1. Development business relations with key accounts, car manufacturers in Russia, such as Honda, Subaru, Suzuki, Mitsubishi and others
2. Responsible for supplies of OEM branded oils to OEM accounts including product range, package range, pricing, market intelligence support, trainings & seminars for OEM staff and car dealers staff
3. Provision of bidding proposal for tenders run by OEMs,
4. Communication within Idemitsu international team responsible for OEM business in other markets, aligning OEM accounts strategy in Russia with OEM strategies run by Idemitsu headquarters and Idemitsu subsidiaries
5. Supervising supplies from Europe and Japan and product stock in Moscow warehouse
6. Provision of support to customers through implementation of marketing events, trainings, seminars
As Goodyear employee I reached the following results:
7. Developed and implemented Commercial Strategy (4P, logistics solutions, sales financing, legal support) for Goodyear & Sava brands for Kazakhstan & Belarus
8. Elaborated and implemented strategic and operational Sales & Marketing plan for markets of Kazakhstan, Belarus, Uzbekistan and Armenia
9. Has built distribution network in Kazakhstan, Belarus, Uzbekistan and Armenia
10. Reached sales growth by 90% in CIS in 2013 vs 2012, volume growth by 270% in 2014 vs 2013
Achievements in Goodyear:
• Bonus for 2016, 1,0mln RUR, I was the only one who received it
• Sales in Belarus increased from 30k tyres’ sales to more than 100k tyres during 2 years
As Valvoline employee I reached the following results:
1. Developed and implemented Commercial Strategy (4P, logistics solutions, sales financing, legal support) for Valvoline brand for Russia
2. Developed and implemented 3D distribution system in Russia
3. Increased sales volume from 1,9 mln ltr to 4,5mln ltr within 5 years in Russia
4. Appointed 3 new distribution partners
5. Developed sales to new C&I channel (Cummins)
6. Built Valvoline Service Center chain of 27 service stations and garages
Thank you and Kind regards
Иностранные языки
- Английский язык — cвободное владение
- Немецкий язык — технический
Водительские права
- B — легковые авто
Фото, имя и контакты доступны только авторизованным пользователям
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