General Manager / Managing Director / Country Manager

Была больше месяца назад

По договорённости

46 лет (родилась 14 мая 1979)

Москва

Тёплый Стан

Ольховая

Новомосковская

Занятость

полная занятость

Гражданство

Россия

Контакты

Телефон

Почта

Будут доступны после открытия

Фото, имя и контакты доступны только авторизованным пользователям

Опыт работы 25 лет и 11 месяцев

- Март 2019 – работает сейчас
- 6 лет и 9 месяцев
Commercial Director
Fotolab.Ru, Москва
http://www.fotolab.ru
Photo and Video Services, Non-Chain Retail, Small Wholesale
Обязанности и достижения:
A leading professional laboratory carrying out all stages of pre-press preparation, various types of printing and post-print image processing Reporting to the owner of the business; managing a team of 25+ people Key responsibility is to make the business more structured and better manageable, as well as ensure stable revenue growth • carried out services categorization, sales analysis by category, identified key growth drivers • segmented customer database, identified main gaps in segments coverage • developed optimal organizational structure and headcount in sales and marketing, built product management function from scratch Expected 2019 result is +12-17% YoY in retail turnover in a stagnating market
- Июнь 2016 – июль 2018
- 2 года и 2 месяца
Executive Director
Baby Art, Москва
http://www.babyart.ru
Retail Chain (Books, Toys, Gifts, Watches etc.), Products for Children (Promotion, Wholesale)
Обязанности и достижения:
Exclusive distributor of premium brands of toys and creative baby souvenirs from EU, USA, Canada Reporting to the owners of the business; company headcount over 50 employees Ensured +17% YoY turnover growth with stable profitability level in a declining market • Structured sales department: o eliminated gaps and overlaps in geographic coverage, o introduced functional division by competencies (business development and operational support), o implemented a clear system for target setting and KPIs monitoring, o attracted new talent / competencies to the company by replacing some of the managers without increasing the average compensation rate inside the department. • Built marketing function from scratch with responsibility for assortment selection as well as for turnover and profitability rates of the distributed brands • Established a clear process for budgeting and regular plan / fact analysis Managed to keep the business afloat after a major force majeure (a fire destroying the stock comparable in value to annual TO - https://www.vesti.ru/doc.html?id=2921809&cid=7): • Calculated the economic consequences of several scenarios (closing the business, recovering on the basis of own resources, attracting external financing) in order to select the most feasible model, formed forecasted reports (P&L, CF, BS) for internal consideration as well as for communicating with existing creditors and potential investors • Managed to keep 83% of active customer base • Based on the previously introduced system for working with assortment formed orders for all major brands, ensured goods supply and stock turnover of 3-4 months (compared to the industry norm of 6-8 months) • Revised previously existing logistic solution cutting the expenses by 67% • Redistributed roles inside the team, enabling the company to cut 54% of headcount while keeping all the major functions All of these measures resulted in gradual recovery of the business without attracting external financing.
- Февраль 2012 – июнь 2016
- 4 года и 5 месяцев
Business Consultant
Project Assignments, Москва
http://linkedin.com/pub/marina-semenova/5/769/767
Marketing, Advertising, Designer, Event and PR Agencies, Consulting Services
Обязанности и достижения:
Consultations and short-term projects for wholesale, retail and e-commerce companies (including start-ups): Footwear retailer and e-tailer • Increasing the company turnover through increasing conversion rate by 2.7 times o Implemented a clear system for working with assortment: selection principles, calculation of optimal inventory, presentation logic online and in points of sale o Built business processes to ensure proper employee cooperation while serving customers Kids’ goods distributor • Economic model calculation and preparing forecasted P&L and CF reports in order to make a decision on starting a new category o based on the prepared analysis the company decided not to launch the category due to low margins and high entry barriers Toys distributor • Negotiate a contract for exclusive distribution of a global brand in Russia and the Customs Alliance. First 6M turnover was RUR 40M in a niche category of premium wooden toys o region potential analysis and recommendations on the brand launch strategy o economic model calculation o presenting the distributor and its sales and marketing plans to the brand owner to secure the distribution contract Aikido club • Prepared and implemented a marketing plan to attract new students and reduce churn o building a new website, SEO activities (increasing the number of quality leads by 78%) o starting and managing communities in social networks (increasing the user base by 11.9 times with ER equaling from 5 to 29%), content marketing o context and targeted advertising online, outdoor advertising with ROMI from 150% and up o information support in instant messengers to increase engagement rates and prevent negative impacts of force majeure
- Январь 2013 – июль 2013
- 7 месяцев
Representative Office Director
ADATA Technology Co. Ltd., Москва
https://www.adata.com
Computer, Optical, Control and Measurement Technology, Radio and Electronics, Automatics (Promotion, Wholesale), Computer, Optical, Control and Measurement Technology, Radio and Electronics, Automatics (Manufacturing)
Обязанности и достижения:
A leading global DRAM and USB Flash manufacturer headquartered in Taiwan Reporting to head office in Taiwan Prepared a foundation for consistent business growth in a highly competitive and fragmented market • Developed and calculated a detailed plan for Adata brand relaunch in the Russian market: • full value chain calculation: ensuring competitive shelf price positioning, as well as attractive trade terms for distributors while keeping own profitability within company expectations • changing brand positioning and communication platform • Revised distributors’ club putting more emphasis on partners willing to actively develop the market together • Introduced the brand to 2 new federal retailers
- Январь 2008 – январь 2012
- 4 года и 1 месяц
Country Manager, Russia & CIS
Spectrum Brands, Москва
https://spectrumbrands.com
Обязанности и достижения:
International FMCG and Consumer Electronics manufacturer with a wide portfolio of globally recognized brands. In Russia and CIS the company distributes its small electrical appliances under Remington and Russell Hobbs brands, as well as Varta- and Rayovac-branded batteries and flashlight. Reporting to Vice President CEEMEA in Germany; 8 direct reports, 40+ own headcount, 60+ total headcount (including outstaffed personnel) • Formed an efficient geographically distributed sales team, including regions potential analysis and optimal headcount calculation • Built from scratch a system for managing own regional sales managers as well as exclusive sales reps: goal setting, KPIs, reporting system. Improved ratio by an average of 37% • Entered new sales channels (food retailers, cash&carry segment, specialized beauty retailers, etc.) ensuring turnover growth and improving weighted and numeric distribution All of this leading to a 3-times sales growth (up to EUR 21М) within 4 years • Successfully changed the business model from distributors-importers to own DDP Moscow sales, legalizing imports, while keeping the relations with major distributors • Implemented a replenishment system for the local warehouse: assortment selection, optimal inventory calculation, order size and frequency, SLOBs management. Improved order fulfilment rate from 73% to 97% • Introduced a system for regular receivables monitoring as well as bad debt collection system, reduced the level of overdues 3 times All of this resulting in EBITDA growth by 206% • Fully reorganized outbound logistics (tender-based selection of providers) significantly increasing the speed and quality of order fulfilment without increasing the costs for the company • Ensured proper fiscal, financial and management accounting; successfully passed compulsory and voluntary audits • Coordinated the development of key legal documents of the company, ensuring legal protection of the business Generally significantly increased the manageability and sustainability of the company development within the assigned region
- Ноябрь 2004 – январь 2008
- 3 года и 3 месяца
National Marketing Manager, Russia & CIS
Spectrum Brands, Москва
https://spectrumbrands.com
Обязанности и достижения:
International FMCG and Consumer Electronics manufacturer with a wide portfolio of globally recognized brands. In Russia and CIS the company distributes its small electrical appliances under Remington and Russell Hobbs brands, as well as Varta- and Rayovac-branded batteries and flashlight. • Built marketing function in the Russian market from scratch • Launched Remington brand (personal care small electrical appliances) in Russia, taking it from 0 to top-3 of a highly competitive category within 3 years with market shares ranging from 8,7% (shavers) to 25,1% (straighteners) according to GfK • Built a system of regular competitors monitoring and competitive shelf price positioning • Developed and implemented category management tools. Thanks to the analytical solution-based approach managed to simultaneously introduce 20+ SKUs to major federal retailers (MVideo, Eldorado, Technosila, MediaMarkt, Mir, etc.). Total brand turnover grew by EUR 3M annually for 3 consecutive years. • Built a merchandising system (planograms, plan of visits, reporting) leading to an increase in the share of shelf from 7-12% to 25-30%, as well as to turnover growth due to simplified customer choice and stock level optimization. • Working with a limited budget (up to EUR 650K / year) ran a tender and implementer creative brand campaign on TV: integrated sponsorship, product placement, direct advertising. First year efforts resulted in brand listing by the buyers of Eldorado, Technosila and MediaMarkt. In the second year we managed to expand the listing to MVideo, Mir and a number of key regional chains, as well as build brand awareness on the end-consumer level. • Ensured PR support for the brand: only non-paid-for placement with 15-25 publications each month (print and online media). • Developed and implemented wholesale promotions to support Varta brand, working with budgets of 3.5-4% of the activity turnover. The promotions led to a 20% increase in the annual brand turnover and were recognized by the company HQ as best practices to be implemented in other markets as well.
- Октябрь 2002 – ноябрь 2004
- 2 года и 2 месяца
Head of Marketing Communications Group
DellSystems CIS, Москва
http://platformix.ru
System Integration, Technological and Business Processes Automation, IT Consulting, Computer, Optical, Control and Measurement Technology, Radio and Electronics, Automatics (Promotion, Wholesale)
Обязанности и достижения:
Exclusive Dell distributor in Russia, part of IBS group of companies Reporting to Marketing Director; 2 direct reports Promoting Dell brand in the Russian b2b market; creating and launching Delovye Systemy brand
- Июнь 1999 – октябрь 2002
- 3 года и 5 месяцев
Marketing Communicatons Manager
Protek Flagship LLC, Москва
http://www.protek.com
Software Development
Обязанности и достижения:
Development, marketing and support of Business and OSS solutions for communication service providers Reporting to the CEO of the company; 2 direct reports and coordinating work in a horizontal structure Full responsibility for marketing communications in Russia, CIS and Eastern Europe; taking part in the development of global marketing plans and marketing materials

Образование

- Магистр
- 2008
Institute for Business and Economics, Academy of National Economy under the Government of the Russian Federation
Факультет: Economics
- Магистр
- 2006
California State University, East Bay (formerly CSUH) and Academy of National Economy under the Government of the Russian Federation
Факультет: Strategic Management
Специальность: MBA
- Магистр
- 2001
Moscow State Linguistic University
Факультет: Translation and interpretation department
Специальность: Linguistics and Intercultural Communication + Military and Technical Translation

Обо мне

Дополнительные сведения:

• strategic thinking • analytic capabilities, ability to transform information from various sources into meaningful insights • practical experience in diverse markets with both international and Russian companies • high personal responsibility and strong individual contribution along with willingness to be a team player • ability to manage multiple projects at a time • driving license (category B) Budgeting, Sales Management, B2B Marketing, Sales Forecasting, Start-up project, Team management, Brand Management, Presentation skills, Strategic Planning, Marketing Analysis, Analytical skills, Market Research, Business Planning, B2C Marketing, Teamleading, Teambuilding, Driving Licence B, Project management, Category Management, Shopper Marketing