Резюме № 45981010
Обновлено 6 апреля 2021
Обновлено 6 апреля 2021
Executive Manager
Был больше месяца назад53 года (родился 16 мая 1972), cостоит в браке, есть дети
Москва, готов к переезду: Русский Камешкир
Занятость
полная занятость
Гражданство
Россия
Контакты
Телефон
Почта
Фото, имя и контакты доступны только авторизованным пользователям
Опыт работы 30 лет и 5 месяцев
- Декабрь 2020 – работает сейчас
- 5 лет
Руководитель проекта
Обязанности и достижения:
Leading the Project: International market (EC) entry - Markert analysis - Development of a go-to-market strategy, including the following key parameters: Selection of regions for the start of sales Determining the size of the target market in general and in each region Setting up the price structure from warehouse to shelf, including the existing system of bonuses in each region. Assessment of logistics costs to determine the optimal location of the warehouse / warehouses. Selection of assortment / product offer for each region Matrix of price positioning of main products with major competitors by region Choice of priorities at startup in each channel / segment A set of essential tools for marketing support Team / HC Sales start / product launch schedule As an experienced player in their industry, a client asked me to help them enter a new market. From the beginning of the discussion of the project and up to the present moment, this company has not only successfully conquered the target niche, but also significantly strengthened their position in the core business.- Январь 2020 – декабрь 2020
- 1 год
Руководитель проекта
Обязанности и достижения:
Project Leader • Consulting services in the field of marketing research on the Fruit and Vegetable Processing Project • Project team management • Consolidation and revision of the market research reports. • Presentation of final analytical reports to investors: 1. Analysis of the global and Russian markets for processing fruits and vegetables, puree and juice products with relevant conclusions for making strategic business decisions on the project. 2. Presentation of tactics and strategy for project implementation with a description of the following main sections (Summary of market analysis results; Assessment of the target market; Positioning the company against a competitive proposal; Product offer; Go-to-market strategy; Technology and production; Quality control; Product launch schedule; Financial model; Main risks mitigation) 3. Recommendations for choosing the location of the fruit and vegetable processing plant for the project. The project is validated by shareholders for the further implementaion and roll-out- Август 2017 – декабрь 2019
- 2 года и 5 месяцев
Managing Partner
Обязанности и достижения:
Scope: Set up a new company and manage all aspects of its activity in the region. Achievements: • Launched new business unit with trading office in Bucharest; • Set up a distribution hub in Galati port; • Contracted major direct suppliers/farmers in the region. • Attracted over 20 large direct consumers in different markets; • Launched 5 new product projects; • Grew revenue from zero to USD 15 mio in one year.- Сентябрь 2016 – август 2017
- 1 год
Business Development Manager, Operations
Обязанности и достижения:
Scope: Helped the organization to improve the performance, operating primarily through the analysis of existing organizational problems and the development of plans for improvement. The major target is to build a new type of retail network bringing my own proprietary methodologies, best practices and frameworks to guide the identification of problems, and to serve as the basis for recommendations for more effective or efficient ways of performing work operations. Achievements: • Executed new up-to-date business processes and workflow to increase revenue by 15% • Piloted new field structure to supervise 42K POS • Piloted pan Russia information system aiming to effectively manage all activities of the filed organization • Created successful model of retail chain development by means of geo-marketing system • Promoted sales culture to improve overall business competencies- Апрель 2013 – сентябрь 2016
- 3 года и 6 месяцев
Sales & Marketing Director
3M Russia, МоскваMaintenance, Repairs of Automobiles, Auto Parts and Components (Manufacturing)Обязанности и достижения:
Responsibilities: • Develop and approve main targets and goals for development of national business based on Company volume, visibility, market share and profitability targets • Lead national business with a team of sales representatives, KAM, channel development & marketing in close collaboration with R&D & customer service • Responsible to update upstream marketing and R&D of evolving market and customer needs to drive the continuous product innovation adapted to local market needs • Hold P&L responsibility for all commercial operations through accurate budgeting, cost and supply chain forecast and control, prompt follow-up on sales & marketing programs ROI • Ensure effective partnership with Key Account and channel partners on national level. • Conduct annual commercial negotiations with management and representatives of Key Account in order to contract Company’s products supply and promotion via Key Account’s retail chain. • Ensure fulfilment of KA sales plan and profitability growth according to defined strategy, identification of key growth opportunities for KA. • Achieve distribution and KA share of wallet targets of 3M products according across all trade channels. • Ensure efficient implementation of company national marketing programs, development and implementation of trade marketing programs. • Excel in sales efficiency through proper set-up of processes, goals and activities Achievements: • Top product line grew by 27% due to localization and penetration across different customers tiers • Rigor focus on top KA and targeted promos offset market downturn and drove in 15% incremental sales • Progress in Tier C – channel partner grew from zero to $3,5M • Gained $1,5M sales in untapped professional retail within half a year pioneering P-4-P contracts with trade marketing activities • Built a new organization with an objective to support KA & channel management • Tsunami (extensive field coverage) was rewarded as the best 2014 program in Central & Eastern Europe as a new way to effectively promote and sell new products • New product sales doubled vs last year driven by team field focus • Chicago (FF automation project) made a step change in strike rate (60% increase in 3 months) • Regional go-to-market approach in Far East started with tripled sales • Cost optimization coupled with successful implementation of cost effective business solutions as well as consistent attention to forecast accuracy of sales, production & supply chain led to the overall profitability increase- Январь 2010 – апрель 2013
- 3 года и 4 месяца
Regional Sales Manager
Philip Morris Sales & Marketing, МоскваTobacco (Promotion, Wholesale), Tobacco (Production)Обязанности и достижения:
Responsibilities: • Develop sales turnover, representation and distribution on 7 regions around Moscow oblast. • Manage 7 remote sales team, back office, distribution functions and outsourced sales agents: 10 direct subordinates, total number of employees in the structure – over 100. • Validate and ensure execution of the territory specific Business Plans, including market and competition analysis, identified issues and opportunities, selected priorities (portfolio, trade and other), strategy, action plans and projects / activities aimed to maximize the Company volume and profit growth in the assigned territory. • Validate, control and execute budgets for the assigned team and territory in order to achieve deployment of human, financial and other resources with maximum return on budgeted investments. • Ensure that in the assigned territory the key account plan, retail and wholesale trade programs are executed according to the Sales Area strategies in order to maximize company brands’ availability and visibility and to secure profitable volume and share of market growth. • Develop and coach respective team members, support development and implementation of field force Training programs, methods and tools. • In cooperation with relevant functions (Area Portfolio Development and Consumer Engagement, Purchasing department and etc.) build knowledge within Field Office team and consult on specific trends of local adult consumers, channel dynamics (retail, HORECA, NTP), activities of competitors and external environment. • Monitor efficiency of Field Office processes, initiate necessary processes reviews and ensure the development of required procedures, guidelines or training programs in order to ensure effectiveness of Field Office activities. Achievements: • Through business expansion in rural locations, distribution efficiency boost and proper brand/resources prioritization gained the record company market share and in-market sales in the region (against negative market dynamics) • In 2012 increased sales turnover by 7%, distribution by 35 %, coverage by 25%, OCI by 25%. • Conducted full restructuring of business division: changed organization structure, motivation system of personnel and partners, conducted personnel rotation, changed the list of the partners. • Organized market launch of the 20 new products in the assigned regions • Improved the quality of performing product orders by the partners to the level of 90+%; minimized sales losses • Built effective distribution in wholesale channel via successful launch of incentive programs- Март 2009 – январь 2010
- 11 месяцев
Sales Development Manager
Philip Morris Sales & Marketing, МоскваTobacco (Promotion, Wholesale), Tobacco (Production)Обязанности и достижения:
Responsibilities: • Contributed to the development of the Area Sales Strategy based on the company national strategy and in line with 3YP business plan. • Developed and implemented company generic programs, tools and processes aimed to achieve strategic objectives for the Sales Area. In cooperation with Sales Area Management Team develop and support implementation of the Trade Marketing initiatives and tools aimed to maximize business results (availability, visibility and brand awareness). • Developed and ensured implementation of the strategies and initiatives in the Key Accounts Area in order to increase company share in growing trade channels. • Ensured development and maintaining of sales planning and forecasting processes in order to monitor fulfilment of the agreed objectives on the Sales Area level. • Elaborated and planned sales department budget, being responsible for its effective allocation. Achievements: • Ensured successful product launches, elaborated and coordinated the program of product launch in Moscow • Played a key role in smooth transition to a pre-sale distribution system and critical back office support for the pilot project with BTL agencies.- Октябрь 2007 – март 2009
- 1 год и 6 месяцев
Export sales Director
One of the leading metallurgical holdings in Russia, МоскваFerrous Metallurgy Products (Promotion, Wholesale), Metalware, Metal Structures (Manufacturing)Обязанности и достижения:
Responsibilities: • Full responsibility over operation and management of all export sales to CIS and abroad. • Coordinated commercial and production departments through direct participation in just-in-time fulfilment of orders, constant updating of logistics schemes, upgrading technical aspects. Achievements: • Through effective target planning basing on enhanced relationships with clients increased export sales from 11% up to 17% of the co's sales volumes.- Июнь 2006 – июль 2007
- 1 год и 2 месяца
Member – board of directors
SC Laminorul SA, Braila, RomaniaFerrous Metallurgy Products (Promotion, Wholesale), Metalware, Metal Structures (Manufacturing)Обязанности и достижения:
Responsibilities: • Originated and managed Romanian subsidiary of an Austrian based company, long steel producer. Participated in privatization resulted in acquisition of S.C. Laminorul S.A. (rolling mill) • Final decision-maker for all corporate procedures. Strategically planned all aspects of the company from site selection and marketing strategy to personnel selection, training and development • Coordinated and controlled the technical and social development of the mill according to post-privatization requirements. • Built up and managed sales team and trade marketing team, creating effective system of managing and motivating permanent and free-lance personnel (over 700 employees) • Held P&L responsibility for commercial operations through direct training, leadership and supervision of all the mill’s departments involved. • Forecast and provided optimal amount of goods in the factory warehouses, distribution centers, partners’ warehouses; being responsible for minimizing sales losses caused by absence of goods. • Built up long-term and reliable relations with suppliers and large distribution companies on all levels. • Elaborated and implemented credit politics; risk management Achievements: • Through effective marketing, sales, and operations management increased the company from zero to over Euro 90 million within the first year of business. • Conducted full restructuring of business division: changed organization structure, motivation system of personnel and partners, conducted personnel rotation, changed the list of the partners. • Initiated and launched production and sale of new products that generated a new long-term business with annual sales projected to reach Euro 20 million in coming years. • Attracted over 80 new partners, 12 large networks, managed market launch of the products in new territories and markets (Western Europe, Middle East and CIS). • Renegotiated bank lines of credit and obtained more favorable terms at reduced rates, improving cash management and securing Euro 7.5 million for company growth- Октябрь 2005 – июль 2007
- 1 год и 10 месяцев
General Manager
S.C. Donau Commodities SRL, Bucharest, RomaniaFerrous Metallurgy Products (Promotion, Wholesale), Ferrous Metallurgy (Production of Iron, Steel, Mill Products), Metalware, Metal Structures (Promotion, Wholesale), Metalware, Metal Structures (Manufacturing)Обязанности и достижения:
Originated and managed Romanian subsidiary of an Austrian based company that produces long steel products. Participated in acquisition/privatization of a rolling mill (S.C. Laminorul S.A.) from Romanian state. Through effective marketing, sales, and operations management increased the company from zero to over Euro 10 million within the first year of business. Final decision-maker for all corporate procedures. Strategically planned all aspects of the company from site selection and marketing strategy to personnel selection, training and development- Октябрь 2001 – октябрь 2005
- 4 года и 1 месяц
General Manager
SC Polymax Corporation SRL, Bucharest, RomaniaFerrous Metallurgy Products (Promotion, Wholesale), Metalware, Metal Structures (Promotion, Wholesale)Обязанности и достижения:
Responsibilities: • Oversaw all finances, business development, marketing, sales, human resources, and administrative affairs. • Managed sales on the territory of Russia, CIS and Middle East. • Built up organizational structure of sales team, conducting recruiting and educating employees, managing division (10 direct subordinates, 50 free-lance representatives). Achievements: • Increased sales turnover from zero to Euro 15 million a year. • Attracted over 50 large clients in different markets.- Сентябрь 1994 – январь 2001
- 6 лет и 5 месяцев
Sales manager/Export sales manager
Shelf & Co, Joint-Stock Venture, Taganrog, Russia, ТаганрогFerrous Metallurgy Products (Promotion, Wholesale), Metalware, Metal Structures (Manufacturing)Обязанности и достижения:
Directed all aspects of export and significant part of domestic sales operations by way of extensive travels (50%) throughout Europe, Middle East and CIS Sourced and secured importers to manage specified sales territories, and closely monitored their performance. Performed monthly sales forecasting and competitive analysis to determine product performance levels and need for new products development and modifications Served a primary point of contact for all concerned in relation to inventory distribution control, product shipments, pricing and display issues to ensure expedited problems resolutions and customer retention levels. Controlled price structures and margins to alert management of low profit
Образование
- Высшее образование
- 1994
- Высшее образование
- 1994
Факультет: Master of Arts in English & GermanСпециальность: Graduated with honors
Обо мне
Дополнительные сведения:
Strong interpersonal skills with the ability to cultivate effective working relationships with others.
Problem solving skills, with the ability to establish priorities.
Well developed organisational skills supported with a wide experience in team building.
Experience in a start-up company, in a multinational environment with managerial responsibilities
Negotiation skills, Trade Marketing, Retail, Key Account Management, Budgeting, Teambuilding, Leadership Skills, Presentation skills, Sales Planning, Sales Management, Sales Forecasting, Business Development, Start-up project, Analytical skills, Sales Skills, B2B Продажи, Ведение переговоров, Проведение презентаций, Развитие продаж, Активные продажи, Организаторские навыки, Поиск и привлечение клиентов, Работа в команде, Планирование продаж, Прямые продажи, Team management, Recruitment
Иностранные языки
- Английский язык — cвободное владение
- Немецкий язык — базовый
- Румынский язык — cвободное владение
Водительские права
- B — легковые авто
Фото, имя и контакты доступны только авторизованным пользователям
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