Had of Retail Department / Senior Retail Manager

Был вчера в 16:10

250 000 ₽

Соискатель скрыл дату рождения, cостоит в браке, есть дети

Москва, готов к переезду

Занятость

полная занятость

Гражданство

Россия

Контакты

Телефон

Почта

Будут доступны после открытия

Профессиональные навыки

Региональные сети
Ведение переговоров
Активные продажи
Проведение презентаций
Федеральные сети
Управление продажами
Обучение персонала
Развитие продаж
Заключение договоров
Управление персоналом
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Опыт работы 21 год и 11 месяцев

- Август 2024 – работает сейчас
- 1 год и 4 месяца
Deputy Head of Sales Department / KAM federal clients
Xiaomi-rus, Москва
Обязанности и достижения:
- Operational Management of the Department: Organizing and controlling the daily workflow of the sales department, ensuring the achievement of planned targets and adherence to work standards. - Market and Sales Analytics: Conducting comprehensive market analysis, monitoring key performance indicators (KPIs) within the regional distribution channel to identify trends and growth opportunities. - Strategy and Planning: Participating in the development and implementation of commercial strategy, including the formation of quarterly and monthly sales plans (Sell-in / Sell-out) for regional managers. - Federal Key Account Management: Building and developing long-term partnerships with national and regional chains at the top management level (Heads of Procurement, Sales Directors, business owners). Conducting regular business visits and strategic sessions, participating in exhibitions and conferences. - Distributor Network Management: Coordinating and controlling the work of distributors: aligning supply forecasts, operational PSI planning, managing compensation programs. - Marketing and Brand Development: Managing the full cycle of trade marketing activities – from concept development and budgeting to execution, ROI control, and post-campaign performance analysis. - Budget Control: Participating in the planning, allocation, and control of marketing and corporate budgets. - Team Development and Leadership: Assisting in the recruitment, onboarding, and development of the regional managers team. Coordinating their work, providing motivation, and conducting regular performance reviews to enhance employee qualifications. Business Process Optimization: Initiating and implementing non-standard commercial and marketing solutions aimed at increasing sales and optimizing interaction with clients and distributors. Reporting and Presentations: Preparing regular analytical reports for the company's senior management, creating presentations on work results, plans, and strategic initiatives.
- Май 2020 – август 2024
- 4 года и 4 месяца
Head of office (Director of Regional Divisions) KAM Regional clients
HONOR TECHNOLOGIES CO. LTD., Новосибирск
http://hihonor.com
Household Appliances, Electronics, Climate Control Equipment (Manufacturing), Household Appliances, Electronics, Climate Control Equipment (Promotion, Wholesale)
Обязанности и достижения:
Management of regional offices (Siberia and Far East) - Control and management of all work processes in regional offices: Office West/Eastern Siberia – 53 employees. Far East Office – 23 employees. - Market analysis in Federal and regional sales channels; - Setting quarterly and monthly plans for team leaders (Sell in/Sell out targets for Sales Managers, Field Force Team Leaders and targets for Regional trainers); - Achieving targets in the regions of responsibility; - Distribution and control of the use of Marketing and Corporate budgets; - Team building (professional development, control and motivation of staff in all departments); - Close cooperation with regional and federal clients, establishment, and maintenance of friendly relations. Regular personal meetings with client representatives (business owners, sales and purchasing directors, divisional managers); - Development and implementation of non-standard methods to increase sales; - Preparation and providing regular reports and presentations to the company's management.
- Май 2019 – май 2020
- 1 год и 1 месяц
Key account manager
OPPO RUS
http://en.oppo.com
Household Appliances, Electronics, Climate Control Equipment (Manufacturing), Household Appliances, Electronics, Climate Control Equipment (Promotion, Wholesale)
Обязанности и достижения:
- Develop and support of regional clients’ data; - Responsible for regional clients Sell in/Sell out target; - Support continuous interaction with regional clients, setting up and supporting friendly relations for brand loyalty promotion, increase of selling inside the clients' network, increase of display part in trade outlet; - Represent company at regular personal meetings with clients' company representatives (selling directors, business owners, purchase directors, division managers); - Plan and provide regional network joint marketing activities; - Interact with key clients (clients' development encouraging loyalty increase; planning and setting up Sell in/Sell out goals; providing client support according to signed quarter plans); - New clients search and their development for spreading distribution and selling quota increase in accountable regions; - Conduct continuous information research and analysis about retail market in regions (new brands, potential competitors, consumer demands study); - Everyday cooperation with distributor company representatives (check of clients planning; order and shipment inspection; clients support in resolving current issues); - Full clients' activity accounting (budget planning, marketing activity formation, clients accounting collection in provided activities, analysis of effectiveness, budget funds, distribution control, accounting report to the company's management).
- Март 2017 – февраль 2019
- 2 года
Sales representative
Group of companies TFN, Новосибирск
https://www.tfnopt.ru
Household Appliances, Electronics, Climate Control Equipment (Promotion, Wholesale)
Обязанности и достижения:
- Regular information support of the partners (providing with price-schedule, trade matrix, product presentation and etc.); - Process partners` orders (monthly and quarterly); - Order analysis (comparing with that in the same reporting period; setting plans on promo-models; trade matrix forming); - Form specific transactions (aligned with vendors` representatives); - Deal with receivables; - Collate partners` sales information (volume, number, share, competitors, focus models proportion); - Prepare development plan with every partner (jointly with vendors` representatives).
- Октябрь 2014 – март 2017
- 2 года и 6 месяцев
Territorial manager
REDMOND
http://www.multivarka.pro
Retail Chain (Electronics, Household Appliances), Internet Store
Обязанности и достижения:
- Management of a mono-brand retail network (11 Redmond stores in Western Siberia); - End-to-end sales cycle management for the retail chain: including assortment matrix planning, inventory management, setting and monitoring KPI performance, as well as hiring and training staff for the retail stores. Management of a team of supervisors in the region (7 person); - Control over the organization of the sales process to the accountable territory; - Planning of sales in the region (preparation of the sales plan for the month for each outlet with the priorities of models and marketing activities in the channels); - Achievement of the targets management; - Providing quality launch of new products; - Daily control of target achievements (Skype meetings with supervisors and team leaders, discussion about targets, resolving current issues, target setting to increase sales); - Distribution of responsibilities between supervisors in accordance with current strategy targets of the company; - Control over regional promoter team (91 person). Visiting outlets, product and sales skills knowledge checking. In-Store trainings for promoters, coaching, and knowledge gap detection, task setting to resolve, control of performance; - Implementation of hiring for the position of supervisor and promoter; - Display programs fulfillment checking in federal and regional chains; - Cooperation with store managers to increase brand loyalty and display share; - Assistance in events organization and conduction (exhibitions, seminars, new line-up presentation, trainings for salesman etc.); - Control of POSM (order POSM on central warehouse, distribution, control of stock); - Regular reports and presentations for head of company about marketing activities; Current achievements: Less than a year I formed work team of professional supervisors and salesmen. Moreover, outlets in Siberia and Altai regions has been optimized and increased. Communications with store managers and division leaders have been adjusted as well. Finally we have done possible increasing of display share and sales in each store. Currently our team is leader of sales in Russia.
- Февраль 2012 – август 2014
- 2 года и 7 месяцев
Regional Marketing Manager (COOP, Trade marketing)
Самсунг, Группа компаний
http://www.samsung.ru
Computer, Optical, Control and Measurement Technology, Radio and Electronics, Automatics (Promotion, Wholesale), Computer, Optical, Control and Measurement Technology, Radio and Electronics, Automatics (Manufacturing), Retail Chain (Electronics, Household Appliances)
Обязанности и достижения:
- Providing sales support for company products (AV, HA, IT, TC); - Preparation of commercial agreements with clients, financial and commercial reconcilements, bonus scales etc; - Analysis of regional market by figures of market volume, seasonality, channel structure; - Agreement of joint marketing activities with regional clients and analysis of efficiency of such activities according to company rules; - Participation in marketing policy developing in the region; - Planning of marketing budget for joint activity in the region; Analysis of competitors situation on the market; - Supervising and control of merchandisers, promoters, trainer on territory within the responsibility; - Making report of each client activity results, company strategy in the work with the client weekly.
- Январь 2009 – февраль 2012
- 3 года и 2 месяца
Senior territory representative
Самсунг, Группа компаний
http://www.samsung.ru
Computer, Optical, Control and Measurement Technology, Radio and Electronics, Automatics (Promotion, Wholesale), Computer, Optical, Control and Measurement Technology, Radio and Electronics, Automatics (Manufacturing), Retail Chain (Electronics, Household Appliances)
Обязанности и достижения:
- Merchandisers team leader in West Siberia (12 people); - Control and analysis of RMAS data (Retail Market Analysing System) for receiving information on display and price policy of retail shop in the region; - Optimization and distribution of responsibilities among merchandisers according to current and strategic goals of the Company; - Control over promoters in the region (39 people); - Control of display programs in federal and local shops of the region; - Cooperation with management of federal and local retail shops in purpose to increase loyalty to the brand, display share in the shops and operational task fulfillment according to the Company management; - Interviewing and hiring of people for position of promoter and merchandiser; - Education and testing of new employees; - Visit of retail shops to control work of merchandisers and promoters; - Cooperation in organization and holding the events of the Company in the region (exhibitions, seminars, presentations of new products, trainings for shop personnel etc.); - Control of POSM circulation (order of POSM to central storage, distribution in the region, control of stock in the regional storage's); - Composing of regular reports and presentations for the Company management on marketing and advertising activities of retail shops.
- Апрель 2007 – январь 2009
- 1 год и 10 месяцев
Merchandiser
Самсунг, Группа компаний
http://www.samsung.ru
Computer, Optical, Control and Measurement Technology, Radio and Electronics, Automatics (Promotion, Wholesale), Computer, Optical, Control and Measurement Technology, Radio and Electronics, Automatics (Manufacturing), Retail Chain (Electronics, Household Appliances)
Обязанности и достижения:
- Visit of shops in duty according to the schedule; - Monitoring of availability of models and prices in retail shops of the city (RMAS program); - Control and support of products appearance and equipment of the Company without damages and defects; - Merchandising of products, usage equipment of the Company according to the Company rules; - Distribution of POSM; - Collection and presentation of information for the Company management about competitors activity, market tendency, customers preference; - Presentation and training's for floor salesmen.
- Декабрь 2005 – апрель 2007
- 1 год и 5 месяцев
Trade representative
«VINAP» JSC, factory of alcoholic and non-alcoholic production, Новосибирск
Обязанности и достижения:
- Sales plan fulfillment on the responsible territory; - Client database increasing by collection and analysis of data on the potential clients and conclude contracts with most perspective clients; - Sales increasing by close cooperation with clients (presentations, joint promo-actions, discounts according to the Company rules); - Control of commitments fulfillment for clients (uploading of goods/delivery to a shop, merchandising, control and providing of client’s stock, information on new products and promo-actions); - Operational interaction in case of not fulfill client’s commitments (payment delay, failing of display and other marketing programs); - Control over merchandisers and promoters in shops.
- Октябрь 2003 – декабрь 2005
- 2 года и 3 месяца
Merchandiser
NTK-Sib Food Company LLC (Nestle official distributor), Новосибирск
https://www.nestle.ru
Confectionery Products (Production), Tea, Coffee (Promotion, Wholesale), Baby Food (Production), Tea, Coffee (Production), Confectionery Products (Promotion, Wholesale)
Обязанности и достижения:
- Visit of shops in duty according to the schedule; - Placement of POSM materials in stores; - Control of the display of goods according to the rules of the company.

Образование

- Высшее образование
- Дневная/Очная
- 2014
School of foreign languages «Present School»
Факультет: English language
Специальность: English language course
- Высшее образование
- 2012
Moscow International Higher Business School MIRBIS, Moscow
Факультет: Business Course MBA program
Специальность: Methods and analysis of product lines, sales management, key modern trade strategy
- Высшее образование
- 2001
Rostov Juridical Institute of MIA RF
Факультет: Jurisprudence
Специальность: Lawyer

Обо мне

Дополнительные сведения:

I build trusted relationships with colleagues and partners, excel at explaining complex concepts clearly and simply, and know how to motivate a team. I easily connect with employees of diverse backgrounds and effectively translate client needs into concrete solutions. I am honest, strive for excellence, and am fully accountable for my actions. As a reliable professional, I readily share knowledge, plan my actions for various scenarios, and always deliver on my commitments. Expertise in Business Management and Development: - Excellent knowledge of the electronics and household appliances market across regional and federal retail channels. - Proven track record of success in international and multinational corporations. - Strong experience in collaborative team environments. - Successful background in both B2B and B2C sales. - Extensive experience in Trade Marketing, CO-OP marketing, ATL, and BTL activities. - Vast experience in personnel management: building high-performing teams and creating teams from scratch. - Significant experience in recruitment and talent acquisition. - Substantial experience in high-level negotiations with C-level executives. - Extensive experience in organizing and managing exhibitions, presentations, and corporate events. - English language proficiency at the B1 level (currently continuing studies). - Proficient PC user: Microsoft Office, 1C, SAP, CRM systems, Power BI. - Experience working on extended business trips. - Driving license categories A, B, C. - Possession of a personal vehicle. Core Competencies & Skills: Маркетинг; Продажи; B2B; B2C; Управление персоналом; Федеральные сети; Региональные сети; TC; Lead; Trade Marketing; COOP; SAP; 1С; Бюджетирование; Реклама; Активности; POSM; Дистрибьюция; Бытовая техника; IT; Анализ рынка; Планирование; Аналитика; Бизнес; Мотивация; Карьера; E-commerce; Online marketplace; Маркетплейс; 2P; 3P. Монобренд; Брендшоп; Средний чек; Sell-in; Sell-out; PSI; PBI; Excel; Pivot; PP.