Руководитель отдела по работе с ключевыми клиентами, Старший менеджер по работе с ключевыми клиентами

Был больше месяца назад

По договорённости

54 года (родился 11 сентября 1971)

Москва

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Опыт работы 19 лет и 10 месяцев

- Июнь 2014 – июнь 2015
- 1 год и 1 месяц
NKA Manager
"SOLPRO"
Обязанности и достижения:
Achievements: • Effective negotiations (increaseof assortment matrix 4 times with increase in investment up to 15%) in O’KEY • Listing new product (free); • Manage and support to Key Account team Russia to ensure proper implementation of channel strategy and agreed service level with key accounts. • Coach, motivate and develop individual Key Account Managers to maximise potential and to prepare for future career planning.
- Сентябрь 2012 – май 2014
- 1 год и 9 месяцев
Head of Retail Key Accounts Department
"MOLOCHNOE DELO KOMPANIYA"
Обязанности и достижения:
Reports to: GM, Sales Director Key Accounts: All international, national and regional retail accounts in Russia Staff: direct reporting: Retail KAMs, Retail Key Account Executives; indirect (functional) reporting: BU KAMs, Regional Managers. • Responsibilities: • Define the Retail Key Accounts’ universe Pan-Russia, group accounts into clusters according to strategic importance • Develop and set-up business processes and Key Account Management tools to ensure Company objectives are achieved more effectively and efficiently. • Recommend channel strategy, stating clear channel objectives and KPIs, and get it approved by the Company’s Top Management. • Identify and develop business opportunities in the channel with a clear understanding of channel dynamics, Global trends and competition. • Provide input into development of geographical coverage plan for the relevant elements of the TM&D Mix – in the area of retail accounts – including monetary and manning resource allocation. • Develop and define transparent, logical and consistent trading terms with retail key accounts in order to secure MD positions in the channel • Ensure channel classification according to consumer segments. • Ensure development and implementation of account annual plans in order to maximise volume, profit and share performance through the most efficient use of resources and budget. • Ensure account plans are aligned with trade marketing, distribution and brand plans and constitute an integral part of the Company Plan. • Ensure development and maintenance of meaningful and mutually beneficial business relationships/partnerships with strategic accounts, negotiation MD to a position of strength in strategic accounts. • Coach, train, motivate and develop individual Retail Key Account Managers to maximise potential and to prepare for future career planning. • Ensure performance objectives and KPIs are set for each key account manager • Manage, provide directives, guidance and support to Retail Key Account team Pan-Russia to ensure proper implementation of channel strategy and agreed service level with key accounts. Achievements: • Effective negotiations (increase of assortment matrix 2.5 - 3 times with increase in investment up to 20%) in the Top10 largest retailers in Russia • Listing 4 new products during the reporting period into 80% of the retail networks; • Increased turnover of the company's products "MOLOCHNOE DELO KOMPANIYA" was 39.9% for 2013 in comparison with 2012 (from 1.63 billion to 2.28 billion rubles; indicators grown up to 28.5%, from 13000 to 16700 tons). Wherein for the second half of 2013 weekly sales grown up to 57% in rubles and up to 33 kg in weight by optimizing range for retail networks with high turnover higher-margin products (such as starting new product "TVOROBUSHKI", weekly channel sales exceeded 9 million rubles). • X5 Retail Group (Central Federal District): expansion of the range from 2 up to 7 SKU, increased turnover for 2013 in comparison with 2012 was 47%, 186 to 274 million rubles; • X5 Retail Group (Northwest, Urals and the Volga region): expanding the geography of sales; • TANDER: geographic expansion of coverage, 9 new Distribution Centers connected with extended range including new products. Increased turnover for 2013 in comparison with 2012 was 36%; • Auchan: entry to Moscow network in February 2013, expansion of the range in regions from 2 up to 8 SKU, increased turnover for 2013 in comparison with 2012 was 179%; • DIXI: entry to retail network in August 2013. increased turnover for the current period was 147%, agreed expansion of distribution for all network formats from November; • METRO C&C: renewal of cooperation in February 2013, increased turnover for 2013 in comparison with 2012 was 29%. • OKEY, Lenta: effective marketing activities to promote new products, increased turnover for 2013 in comparison with 2012 was 67%. • Three stages of price elevation during 2013 for the company's products by a total of 12.5%.
- Апрель 2009 – август 2012
- 3 года и 5 месяцев
NRKA Manager, Russia
"British American Tobacco Russia"
Обязанности и достижения:
Responsibilities: • Classify regional key accounts in compliance with their strategic significance for BAT and adopted by BAT RKA classification. • Conduct Account file of every RKA client with quarterly renewal. • Analyse and assess BAT and competitors position at RKA clients outlets. • Develop business plans for every RKA partner. • Implement business plans in order to fulfill distribution, volume sales, benefit objects in region with effective budget usage. • Assure reliability of BAT position (contracts clauses, investments level) in region RKA outlets/ regional divisions of National accounts and International companies by signing clear logical agreements with RKA clients. • Assist in development of partner relations between BAT and RKA management. • To strive for BAT leadership in RKA outlets, develop and maintain working relationship with regional RKA customers. • Identify and develop business opportunities for RKA clients. • To resolve problems concerning tobacco category demand in RKA trade channel. • Estimate and minimize commercial risks. • Develop contact-matrix, to comprehend process of decision making, strategy and development plans. • Effectively collaborate with Business unit team in RKA field. Achievements: • «GK Victoria» - Achieved market share growth from 16% to 31%, growth turnover BAT 59% during 1 year. • «SPAR» - Achieved market share growth from 32% to 38% during 3 years . «METRO» - 1,5 mln GBP saving, change from Communication contract to Distribution, Payments scheme - % from net of excise • «AUCHAN» - Transformation of relationship: management of sales and assortment at level of outlets. Listing from 21 SKU to 30 SKU
- Апрель 2007 – апрель 2009
- 2 года и 1 месяц
Regional Manager Ural
"British American Tobacco Russia"
Обязанности и достижения:
Responsibilities: • Managed regional team of about 90 people (sales volume is about $300 mln);; • Established and maintained relationship with the regional distributor affiliates and the wholesale customers; • Controlled regional budget; • Developed regional strategy and performed follow up on implementation; Achievements: • Achieved company’s leadership positions in terms of market share in Ekaterinburg, Tumen and Surgut; • Achieved market share growth from 24% to 31% during 2 years.
- Апрель 2005 – апрель 2007
- 2 года и 1 месяц
Key Retail Customers Department Coordinator
"British American Tobacco Russia"
Обязанности и достижения:
Responsibilities: • Working with Chains Headquarters of the Channel • Negotiation • Channel activities planning, communication and assessment • Department coordination (Sales Representatives Team, 15 people) • Expert judgment and channel strategy application assistance in working with major regional chains
- Апрель 2003 – апрель 2005
- 2 года и 1 месяц
Key Retail Customers Department Supervisor
"British American Tobacco Russia"
Обязанности и достижения:
Responsibilities: • Establishing of professional, leadership-oriented team • Negotiation • Working with Channel Chains central offices • Channel activities planning, control and assessment
- Сентябрь 1999 – апрель 2003
- 3 года и 8 месяцев
Key Retail Customers Department Sales Representative
"British American Tobacco Russia"
Обязанности и достижения:
Responsibilities: • Channel chains outlets control • Negotiation • Channel promo-actions and activities carrying out
- Апрель 1996 – сентябрь 1999
- 3 года и 6 месяцев
Sales Representative
"British American Tobacco Russia"
Обязанности и достижения:
Responsibilities: • Working with retail outlets • Regional distribution establishing
- Сентябрь 1995 – апрель 1996
- 8 месяцев
HORECA Sales Representative
"CBC – official distributor of Cadbury Schweppes company "
Обязанности и достижения:
Responsibilities: • Working with retail HORECA outlets • Regional distribution establishing

Образование

- Высшее образование
- Дневная/Очная
- 1993
Moscow State Institute of Electronic mechanical engineering

Обо мне

Дополнительные сведения:

Knowledge / Qualifications: • Advanced PC knowledge; • Driving licence, category В. Driving experience -19 years; • English (Intermediate); Marketing Excellence Series (1-3) POP Management Communication Skills Presentation skills PRojects IN Controlled Enviroments 2 Positive influence Account Business Competencies