Sales Director

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Москва

Занятость

полная занятость

Гражданство

Россия

Контакты

Телефон

Почта

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Опыт работы 22 года и 11 месяцев

- Март 2014 – август 2020
- 6 лет и 6 месяцев
National Key Account Director
GlaxoSmithKline Consumer Healthcare, Москва
Обязанности и достижения:
- Develop and execute channel growth plan aligned with company targets and strategy. - Achieve Net sales, Gross margin and Trade spend targets - Negotiating with clients tactical and strategic agreements - Maintain and develop good credible business relationships with clients. - Lead and manage KA team. Develop KA team capabilities and efficiency. - Define growth drivers for future growth and analyze growth factors. - Develop and implement trade promo activity plan aligned with company priorities. - Сross functional interaction to ensure efficient processes (forecasting, portfolio optimization, etc.) - Ensure successful new product launches and brand development.
- Март 2012 – февраль 2014
- 2 года
Head of Distribution channel
GlaxoSmithKline Consumer Healthcare, Москва
Обязанности и достижения:
- Develop and execute commercial strategy: R2M, channel management, brands distribution and visibility growth - Manage sales (sell-in & sell-out), budgets, cash flow and working capital - Manage and build Sales Team in Russia. (62 people) - Increase geographical coverage. Develop Sales Force capabilities and efficiency - Drive business with distributors - Drive business with indirect chains: define investment conditions and implement it - Develop trade promo for distributors, wholesalers, chains and traditional trade in line with company priorities Implement efficiency control with internal and external tools (internal database, AC Nielsen) - Ensure business processes improvement: forecasting, core range implementation, etc.
- Октябрь 2006 – февраль 2012
- 5 лет и 5 месяцев
Regional Sales Manager
GlaxoSmithKline Consumer Healthcare, Москва
Обязанности и достижения:
- Develop and execute company strategy in oral healthcare category in region. Grow business in other categories - Build Sales Team in region. Develop key account managers and Salesforce capabilities and efficiency (selling and negotiation skills, training and coaching (joint negotiations), SFA (sales force automatization systems) - Drive and develop business with distributors: increase number of partners, regional coverage, enriches distributor management - Drive business with regional top chains - Develop trade promo for companies and mix Sales Force, distributors, sub-distributors, wholesalers and traditional trade - Stimulate distribution and sales growth by means of trade- marketing programs - Execute efficiency control with internal and external tools (GSK database, AC Nielsen)
- Ноябрь 2004 – октябрь 2006
- 2 года
Head of Representative office
Mareven Food, Москва
Обязанности и достижения:
- Build and develop Sales Force structure from the scratch - Drive business with all retail trade chains. Negotiate and sign contracts. Build partnership with customers - Drive business with distributors (number of partners including regions, distributor management) - Develop effective distribution system in all channels - Implement trade-promo programs for distributors and sub-distributors and Sales Force - People management (20 people) - Recruitment, coaching & development. Team building
- Январь 2004 – сентябрь 2004
- 9 месяцев
Senior Sales Manager
Angstrem Company ltd
Обязанности и достижения:
- Drive business with distributors - Negotiate and sign the contracts:distributors and regional key retailers - Execute sales analyses
- Октябрь 2001 – сентябрь 2003
- 2 года
Director
Passim-Food, Новосибирск
Обязанности и достижения:
- Design, develop and execute company strategy; credit, price and assortment policies of company; - Manage and execute operational company activity: sales, financial and logistics functions.; - Execute financial and credit control. (P&L, working capital). Report to founders; - Build and develop partners relationship with Key Account and Key Suppliers; - Setting and delivering sales and profit objectives: minimization logistics costs, optimization supply chain.; - Build Core Team (sales, supply, and finance).; - Develop capabilities and efficiency.; - Build relationship with Banks: ensure strong credit line.
- Октябрь 1999 – октябрь 2001
- 2 года и 1 месяц
Commercial director
«Unifood ltd» (food division of Parfum-Novosibirsk), Новосибирск
Обязанности и достижения:
- Develop and execute strategy for food division - Negotiate and sign the contracts with new suppliers. Execute current activity with them (orders, payments, reports). - Build and develop Sales Team (recruitment, coaching and training, rewarding system) - Build relationship with KA clients - Sales and P&L target setting and achievement - Building relationship with Banks (credits) - Optimization of logistics costs
- Апрель 1998 – октябрь 1999
- 1 год и 7 месяцев
Key account manager
Parfum-Novosibirsk, Новосибирск
Обязанности и достижения:
- Successful execution during economic crisis; - Signed the contract with most complex client in city
- Июнь 1997 – апрель 1998
- 11 месяцев
Sales representative
Parfum-Novosibirsk, Новосибирск
Обязанности и достижения:
- Maximize number of visits by day in sales team and high level of strike rate