Commercial Director

Был больше месяца назад

По договорённости

43 года (родился 17 февраля 1982)

Москва, готов к переезду

Марьина роща

Занятость

полная занятость

Гражданство

Россия

Контакты

Телефон

Почта

Будут доступны после открытия

Фото, имя и контакты доступны только авторизованным пользователям

Опыт работы 19 лет и 10 месяцев

- Сентябрь 2019 – работает сейчас
- 6 лет и 4 месяца
Commercial Director
Arcius, LLC | Medpoint24
http://www.medpoint24.ru
Обязанности и достижения:
Medpoint24 is a leader company in pre-trip medical examinations of personnel. Field of activity IT and medicine. Responsibilities and functions: Strategic management: Developed a strategic development plan for the business area in B2B + Retail Launched new products of the company to the market: alcohol frame, alcohol testing, medical examination, thermometry, telemedicine (MVP) Developed and implemented commercial policy 2019, updated in 2020 I set up business processes for the rapid development of the market: production, implementation, technical support, document flow. I conduct a systematic analysis of the competitive environment: prices, sales strategies, product. Developed new promising distribution channels: pre-shift inspections, 2X to the capacity of the original market Regular forecasting of demand, conducting the operational planning process, forecasting accuracy of 95%. I manage profitability: analyze the profitability of a service by category and distribution channel, analyze the pricing policy of competitors, adapt the discount system and partner programs to the needs of the strategy. Formed pricing policy and system of marginality management in various market segments. Operations management: Ensured the fulfillment of sales and profit plans: revenue 4.5X - 19vs18, 3.2X - 20vs19 Developed a potential (35% of the market in CRM) and active clients (11X) and new sales channels in Russia and abroad. I conduct personal sales and accompany large transactions at all stages: conducting multi-level negotiations and meetings with strategic, potential partners and key clients. Budgeting: I planned and executed the budget for 2019 and 2020, ensured control over its implementation. Manage my marketing budget, cost optimization was 37%. Control accounts receivable - overdue is no more than 7% Team management: Commercial department management: five departments, 54 employees: telemarketing (7), 2x active sales (25), support (12), retail project (6), marketing (3). I formed a team, decomposed budgetary goals, control of results based on analytical dashboards. I develop the team through a quarterly performance assessment, identifying growth points with their subsequent closure through internal and external training. Developed and implemented a motivation system with quarterly updates, job descriptions, reporting. Developed and implemented marketing campaigns: online, offline. Organized exhibition and presentation events.
- Сентябрь 2016 – сентябрь 2018
- 2 года и 1 месяц
Sales director
LCC "NIKAMED"
http://www.nikamed.ru
Аптека, оптика, Фармацевтическая продукция (продвижение, оптовая торговля), Розничная сеть (одежда, обувь, аксессуары), Розничная сеть (спортивные товары), Одежда, обувь, аксессуары, текстиль (продвижение, оптовая торговля)
Обязанности и достижения:
Key responsibilities: - The development and ensuring performance of the commercial strategy of the company, - Implementation of key financial indicators, reducing the company's costs, - Coordination of marketing activities: participation in the development, execution control, - Organization of effective cross-functional collaboration, - Operational management of department: goal setting, delegation, motivation, supervision, coaching, - Interaction with key accounts: negotiations, monitoring the development of the strategy, - Evaluation of department activity effectiveness and its update in order to development sales indicators, - Creating a commercial company policy: pricing and discount policy. Achievements: - Saving performance revenue growth of 16 vs 15, - Changing commercial policy, the result is growth in ND by 2 pp 16 vs 15, - Improved trade marketing strategy ensured the growth of key brands (premium, mid-premium and mid-price segment), WD growth by 3 pp 16 vs 15, - Overfulfillment common sales targets on the territory of the Russian Federation: 16 vs 15 + 5%, - Increase in total sales of strategic brands in 16 vs 15 +8%, - Ensure effective launch of new products, sales of new products in '15, 16 vs 15 на +23%, - Overfulfillment goal of cash return and profitability.
- Декабрь 2013 – сентябрь 2016
- 2 года и 10 месяцев
Head of regional sales department
LCC "NIKAMED"
http://www.nikamed.ru
Аптека, оптика, Фармацевтическая продукция (продвижение, оптовая торговля), Розничная сеть (одежда, обувь, аксессуары), Розничная сеть (спортивные товары)
Обязанности и достижения:
Key responsibilities: • Operational management of team: goal setting, delegation, motivation, supervision, coaching, • Management of regional sales channels to achieve the objectives of sales and product representation standards: distributors, specialized orthopedic chains, pharmacy chains, wholesale, • Interaction with key accounts: negotiations, monitoring the development of the strategy, • Enforcement of the calendar of marketing activity, • Evaluation of department activity effectiveness and its update, • Part in development and implementation of a new strategy and commercial policy. Achievements: • Built the strong effective team of sales, that’s able to save the growth dynamic in a downturn, • SOPs are adapted to the new business strategy objectives, • The sales channels were ranked in according of market development perspective, the marketing strategy was updated to make a focus to SO. Growth of ND by 7 pp, 15 vs 14, • The share of key accounts was grown in significant regions, improved visibility of premium segment of products, WD increase by 5 pp, 15 vs 14, • Development and implementation of a new commercial policy that ensured of keeping of growing dynamic of sales in 15 vs 14, • Overfulfillment common sales targets on the territory of the Russian Federation, 2015 vs 2014 + 8%, HY2016 vs HY 2015 +12% (the SO dynamic 2015 vs 2014 +28%), • Increase in total sales of innovative new products and strategic brands in 2015 vs 2014 +37%, • Overdue receivables not more than 10% of the current one, • Overfulfillment goal of cash return and profitability (2015).
- Июль 2012 – август 2016
- 4 года и 2 месяца
National account manager
LLC "Novartis Pharma"
http://www.novartis.ru
Аптека, оптика, Фармацевтическая продукция (производство), Фармацевтическая продукция (продвижение, оптовая торговля)
Обязанности и достижения:
Division Novartis International is a multinational pharmaceutical corporation, the second largest market share in Europe producer of pharmaceuticals. The company operates in 140 countries, with headquarters in Basel, Switzerland. 72 place in the list of Forbes Global. 119,000 employees worldwide. Key responsibilities: Maximization of commercial opportunities and competitive advantages in the market through strategic cooperation with major national clients. • Preparation of contracts and management in accordance with the commercial policy of the company, meetings, negotiations and presentations of new proposals • Needs Assessment national clients, optimizing schemes of interaction and active involvement. • Organization of activities aimed at increasing sales: participation in the development and implementation of marketing programs and projects aimed at promoting of the company's product and increase customer loyalty, ensuring cross-functional interaction with business units within the company's ongoing programs.Контроль дебиторской задолженности • Manage inventory • Effective management of personnel: search, training, goal setting, motivation, supervision, coaching. Achievements: • Overfulfillment common sales targets on the territory of the Russian Federation, 2012 - 123% (10% above the market), YTD 10/2013 - 119% • Increase in total sales of innovative new products and mature brands in 2012 by 54%, non-promoted - 21%, in YTD 10/2013 - 76%, non-promoted brands - 15% • Overdue receivables - not more than 5% of the current one • Development and implementation of a project aimed at increasing sales in the secondary network channel • Optimization of the bonus scheme - budget savings in 2012 - 17%. • Development and implementation of a project aimed at quality cover remote areas • Development and implementation of a project aimed at improving the quality of accounting and sales analysis • Development and implementation of a new commercial policy
- Январь 2011 – июль 2012
- 1 год и 7 месяцев
Senior key account manager
LLC "Kellogg Rus”
http://www.kelloggs.com
Снеки (продвижение, оптовая торговля), Кондитерские изделия (продвижение, оптовая торговля)
Обязанности и достижения:
Russian division of the international company "Kellogg Company" - the largest producer of breakfast cereal and fast food. Kellogg Company is located in 17 countries, the products manufactured by the company are sold in more than 180 countries. 25,000 employees worldwide. Key responsibilities: Management of key retail channel to achieve the objectives of sales and product representation standards. • Organization negotiations with key customers to establish long term business relationship. • Development and implementation of the annual business plan • Monitor the implementation of the sales plan and intended use of the budget (the costly part) • Development and implementation of individual marketing programs with clients to support promotional activities • Preparing periodic reporting: actual sales volume, potential sales, development risks, market trends • Monitoring and evaluation of products and activities competitors (promo action, products innovation, pricing) • Recruiting and training key account managers Achievements: • Sales growth in all categories of products for the period YTD 06/2012 vs. 2011 - 118% (X5 - 124% Magnit - 109%, Auchan - 127%, Metro - 115% 7Kontinent - 131%, Dixi - 111%) • Ensuring the listing of new products in distribution not less than 40% of the launched assortment lines. • Development and launch of project to improve the quality of service indirect key customers, sales volume of clients that took part in this action is increased by 17%: the rejection of automatic orders, provide covering by sales representatives (the pilot project based on 7Kontinent) • Sales growth +23% by Х5 Retail Group of the monthly average volume of sales due to normalization of stock level in the retail outlets (Moscow and Moscow region). • Saving growth dynamic of sales and sales team in the conditions of changing distributors and price • overdue receivables not more than 5% of the current one.
- Октябрь 2009 – декабрь 2011
- 2 года и 3 месяца
Key account manager
LLC "Kellogg Rus”
http://www.lubyatovo.ru
Снеки (продвижение, оптовая торговля), Кондитерские изделия (продвижение, оптовая торговля)
Обязанности и достижения:
Achievements: • Directly participation in organization and building new buisness in the area of responsibility: finding and launch new distributors, creation sales team is based on distributors: supervisor - 2, sales representatives - 12, merchandisers - 23. • Regular gain sales volume and distribution objectives. Sales growth 2011 vs 2010: National clients - 127%, Regional and Local clients - 144% • Successful management of the project "Development of chains" on the Ural, Siberia and Far East territories, over-fulfillment of distribution objectives is 121% • Development and maintainance of the project to promote bulk products in modern trade channel: expanding of assortment lines of key customers through packaging bulk products is based on sub-distributor and the subsequent listing to the X5, Dixi, Prospect, Molniya. This activity increased sales in the channel by 26,8% Distribution: • Negotiations with regional and local clients for cooperation. Result was start collaboration with key customers: Molnia, Prospect, Soyuz, Vecherniy Chelyabinsk, Rospechat, Teorema. • Contractual conditions of representation of products on key accounts have been implemented in a short time. Terms of federal agreement (assortment, additional points of sale) were improved for Auchan, Metro, X5, Perecrestok, Magnit, Megamart, Dixi 7Kontinent, Monetka, Wester, Metropolis, Molnia. • X5 Retail group - increasing assortment lines by 2,7 times compared with the federal agreements (+10 SKU) at the local level. Planograms of displaying products with a 50% share of category were agreed (under the terms of the federal contract the planogram was not agreed), the average monthly increase in sales in 2012 vs 2011 at 3.8 times. Conducting promotions with installation of additional sales locations in all stores at the local level in the absence of federal investments. • Developed, agreed, implemented and debugged procedure of control receivables at the federal level for counterparties that included in X5 Retail Group
- Март 2008 – ноябрь 2009
- 1 год и 9 месяцев
Key account manager
JSC "JTI Sales and Marketing "
http://www.jti.com
Табак (продвижение, оптовая торговля), Табак (производство)
Обязанности и достижения:
Key responsibilities: Management of key retail channel to achieve the objectives of sales and product representation standards. • Negotiation with the first persons of key customers to achive better conditions for cooperation, including the negotiation of concluding marketing agreements. • Control of sales volume and product mix effectiveness • Collaboration with distributors and sub-dillers to provide the continued availability of products at all points of sales key customers, rendering assistance to conclusion of the supply contracts • Setting and monitoring implementation of the objectives of distributors sales agents • Organization and carrying marketing activities in point of sales key customers • Analysis of the efficiency of sales in modern trade channel using AC Nielson research to optimize assortment, development planning and forecasting of key accounts. • Participation in the budgeting process. Working with the sales team (specialists and merchandisers): goal setting and objectives, monitoring, coaching. Achievements: • Conclusion marketing agreements with local and regional chains (Grossmart, Prospect, Vecherniy Chelyabinsk, Krasnoe & Beloe, Rospechat). • Implementation of contractual terms of the products availability in national accounts: X5, 7Kontinent, Metro, Magnit, Paterson. • Organising supply chain in conditions of replacement of distributor in the shortest time • Sales increase in 2009 in area of responsibility by 44% versus the same period in 2008 • ROI is grew by 32% • Budget saving is 40% in 2009
- Апрель 2005 – март 2008
- 3 года
Key account manager
LLC "PepsiCo Holdings"
http://www.pepsico.ru
Безалкогольные напитки (производство), Снеки (продвижение, оптовая торговля), Молочная продукция (продвижение, оптовая торговля), Безалкогольные напитки (продвижение, оптовая торговля)
Обязанности и достижения:
Key responsibilities: • Drawing up and updating the plan of development of the key accounts in accordance with the company’s standard. • Development and implementation of local marketing calendars of key accounts, conducting programs to promote and encourage products of company. • Monitoring the activity of the key accounts (sales, percent of presence and so on) and developmental quotients on the basis of studying the market by the company AC Nielsen. • Monitoring the activity of the key accounts (sales, percent of presence and so on) and indicator of development on the basis of data of market research by the AC Nielsen. • Providing cross-functional interaction of related departments • Maintain statistical and analytical reports. • Developing and implementation of merchandising standards, product promotion, pricing equipment for key customers; • Information and supervise the work of field workers; Achievements: • Overfulfillment sales plan key accounts in 2008 vs 2007 by 36% • Active customers base has increased by 10% • Overdue receivables not more than 5% of the current one.

Образование

- Высшее образование
- 2004
South Ural State University (National Research University), CHeljabinsk
Факультет: Faculty of Instrumentation Engineering
Специальность: Information and measurement technology, engineering degree

Обо мне

Дополнительные сведения:

Key skills: • Developing solutions • Presentation of solutions • Planning • Self-development • Group management • Regulation • Delegation • Coordination • Control • Operational motivation • Operational leadership • Communication techniques • Coaching • Communication skills • Ability to organize the process • Ability to systematically approach problem solving