The Product Manager, The Senior KAM, the Regional Rep of the foreign company, BDM, the startup manager

Был больше месяца назад

По договорённости

52 года (родился 26 октября 1973), cостоит в браке, есть дети

Москва

Занятость

не указано

Гражданство

Россия

Контакты

Телефон

Почта

Будут доступны после открытия

Фото, имя и контакты доступны только авторизованным пользователям

Опыт работы 22 года и 4 месяца

- Май 2017 – ноябрь 2018
- 1 год и 7 месяцев
Russia / CIS / CEE business processes automatization software chief sales manager
DashBoard Systems OJSC (Skolkovo residence), Москва
http://www.boardmaps.com
Обязанности и достижения:
- Responsibility for sales and implementation of the business automation processes projects and technology renovation projects in Russia/CIS/EMEA for commercial, bank, MIC, government and educational sectors (RAEX 600, RBC 500, OM companies), including: - Direct sales and BD activities, building strong and long-term relationship with Prospects and Customers. Supporting existing Customers; - Market analysis, generation of a sales/project concept with the following implementation on an responsible territories; - Planning, optimization, coordination and implementation of the BTL marketing programs directed at the growth of sales result and gross profit in the Russia/CIS/EMEA markets; - Conducting and realizing personal direct sales to the key Russia/CIS/EMEA Prospects/Customers on behalf of the project; - Marketing activities, thematic seminars and conferences creation, personal demonstrations, public performances for products/projects promotion; - Support and monitoring service and Customer service departments for software in the all sales channels. - The organization, support and control of distribution channels; - Realizing the personal sales targets in 2017 FY; - KPI’s, SPIN, SMART2, funnel management, pipe management, 5W, NLP (active listening).
- Февраль 2015 – февраль 2017
- 2 года и 1 месяц
Russia / CIS regional sales manager
ESKO Graphics BvBa
http://www.esko.com
HW and SW producer for packaging, digital, flexo and color management
Обязанности и достижения:
- Responsibility for direct and indirect sales of the digital equipment, goods, inks&warnishes, software and service/support solutions for Packaging, Industrial segments and Sign & Display in Russia, Armenia, Belarus, Georgia, Ukraine, including: - Market analysis, generation of a sales concept with the following implementation on an responsible territories; - Choice and support of the existing Tier1, Tier2 partners and SMB channel partners. - Securing a product range according to the company sales plan for any trade channel. - Development and introduction of an effective motivation system for each of the sales channel; - Search, analysis and selection of the Tier1, Tier2 and SMB channel partners. Conducting negotiations and concluding contracts with new partners; - Planning, optimization, coordination and implementation of the BTL marketing programs directed at the growth of sales result and gross profit in the Russia/CIS markets; - Technological support of existing Customers and prospects; - Conducting and realizing personal direct sales to the key Russia/CIS Prospects/Customers on behalf of the company; - Making budgeting calculations for new and existing goods and products market launching; - Finding, negotiating and concluding direct, distributor and dealer contracts on Russian/CIS territories; - Realizing the sales quotes in 2015-2016 FY; - Implementation and development a new competencies in sales of existing channel partners; - Monitoring and support supply chain in Russia and CIS; - Support and monitoring service and Customer service departments for hardware and software in all sales channels. - The organization, support and control of online distribution channels; - The organization, support and control of the warehouse system of spare-parts and equipment tools; - Support and supervision of the Russian Segment of the Customer support center. Dealing with complaints.
- Сентябрь 2013 – декабрь 2014
- 1 год и 4 месяца
Russia / CIS regional manager
Schoeller Technocell GmbH&Co. KG
Global special papers producer, coating converter
Обязанности и достижения:
• Start-up of the representative office on Russia/CIS territories; • Responsibility for sales of the Felix Schoeller papers, the special coated materials and partner inks/warnishes for polygraphy with the emphasis on digital, ink-jet, flexo, gravure printing on Russia/CIS (Belarus, Kazakhstan, Ukraine, Uzbekistan, Tajikistan) territories, including: - Market analysis, generation of a sales concept with the following implementation in the central and other regions of Russia; - Choice and support of the existing Tier1, Tier2 partners and SMB channel partners. Securing a product range according to the company sales plan for any trade channel. Development and introduction of an effective motivation system for each of the sales channel; - Search, analysis and selection of the Tier1, Tier2 and SMB channel partners. Conducting negotiations and concluding contracts with new partners; - Planning, optimization, coordination and implementation of the BTL marketing programs directed at the growth of sales result and gross profit in the Russia/CIS markets; • Conducting and realizing personal direct sales to the key Russia/CIS Prospects/Customers on behalf of the company; - Technological support of existing Customers and prospects; • Finding, negotiating and concluding direct, distributor and dealer contracts on Russian/CIS territories; - Making budgeting calculations for new and existing goods and products market launching; • Doubling the sales volume in 2013-2014. Up to 1,2M Euro/a year; • Increase of the frequency of mentioning the company's products and name in professional publications and on the Internet by 3 times; • Organization, control and support of a supply chain in Russia and CIS; • Support and supervision of the Russian Segment of the Customer support center. Dealing with complaints.
- Март 2009 – май 2013
- 4 года и 3 месяца
Russia/CIS Head of industrial HP Indigo sales. Senior KAM
CJSC "Hewlett-Packard AO". HP Indigo Division
Global IT/digital company
Обязанности и достижения:
• Leading 3 sales representatives (telesales, sales, technical sales), including planning, task allocation, execution control, reporting; • Maintaining and implementing personal sales projects of the HP Indigo equipment and technologies; • Introduction of an effective motivation system for sales representatives and its further development; • Responsibility for the HP INDIGO sales on Russia/CIS (Belarus, Kazakhstan, Ukraine, Uzbekistan, Tajikistan) territories, including: - Market analysis, generation of a sales concept with the following implementation in the central and other regions of Russia; - Working with Tier1 partners. Supporting the Partner sales representatives, service engineers, supplying with a product range according to the sales plan for this channel; - Technological support of existing Customers and prospects; - Planning, optimization, coordination and implementation of the BTL marketing programs directed at the growth of sales result and gross profit in the Russia/CIS markets; - Leasing companies and global marketing cooperation for increasing of the sales volume; - Realization and introduction of the new Customer services; • Bringing the industrial HP INDIGO sales volume to the stable level (4-5 units/a year with stable growth for the last 3 years); • Carring out personal sales with a volume of 1,5M USD/a year; • Increase of the frequency of mentioning the HP INDIGO brand in professional editions by 4 times and by 1,2 times in the non-core.
- Март 2005 – февраль 2009
- 4 года
Russia/CIS regional manager
"WETZEL" GmbH
http://www.wetzel.de
Rotogravure creative reprocenter with full range of processes. Supplier for packaging (flexible and cardboard), tobacco, auto, Horeca industries.
Обязанности и достижения:
• Managing 5 sales representatives (2 - foreign), including planning, task allocation, execution control, reporting; • Maintenance and implementation of the WETZEL equipment and technologies personal sales projects; • Creation of an effective motivation system for sales representatives and its further development; • Responsibility for WETZEL production sales on Russia/CIS (Belarus, Kazakhstan, Ukraine, Uzbekistan, Tajikistan) territories, including: - Technological support of existing Customers and Prospects; - Market analysis, generation of a sales concept with the following implementation in the central and other regions of Russia; - Planning, optimization, coordination and implementation of the BTL marketing programs directed at the growth of sales result and gross profit in the Russian/CIS markets; - Making budgeting calculations for new and existing goods and products market launching; - Cooperation with global marketing for increase in sales; - Realization and introduction of the new services (soft, Web2Print, PrintOnDemand) for the Customer; • Organization and start-up of the WETZEL GmbH entry to the Russian/ CIS markets; • Increasing sales volume from 0% up to 7% in 2007 and by 15% in 2008; • Successful organization and development of the regional Tier2 partner and SMB channel across Russia/CIS territories; • Organization and control of the logistic import/export operations.
- Январь 2001 – март 2005
- 4 года и 3 месяца
Russia/CIS sales representative DuPont Cyrel* and Cromalin
LLC "DuPont Russia", Москва
Global chemical producer
Обязанности и достижения:
• Increasing sales volume by 32% in 2002, by 37% in 2003 and by 30% in 2004 years; • Expanding the Tier2 and SMB channel to Ural, Siberian and Far-East regions. Creation of the Tier2 network in Ex-USSR Asians republics (Kazakhstan, Uzbekistan, Turkmenistan). • Launching the new products and technologies on the market with a growth by 16% per year; • Managing the full technological support for all range of equipment (pre-press solutions, platemaking equipment, inks systems, adhesives, substrates, all printing processes and technologies) for the Customers and Prospects.
- Февраль 1996 – декабрь 2000
- 4 года и 11 месяцев
Product manager, Senior engineer-technologist, Engineer-technologist
LLC «NISSA», CJSC «Multiflex», CJSC «MKPK», LLC «Poligrafist»
Обязанности и достижения:
Product manager, Senior engineer-technologist, Engineer-technologist

Образование

- Высшее образование
- Заочная
- 2014
Moscow City Business School
Факультет: MBA General
Специальность: MBA General
- Кандидат наук
- Дневная/Очная
- 2000
Moscow State University of Printing Arts
Факультет: Postgraduate education, specialization 28.09 ("Machines, automates and processes of the printing arts"). Doctor of Philosophy (by dissertation).
Специальность: Postgraduate education, specialization 28.09 ("Machines, automates and processes of the printing art
- Высшее образование
- Дневная/Очная
- 1996
Moscow State University of Printing Arts
Факультет: "Technology of the printing arts", “Pre-press and platemaking technology”
Специальность: Specialization 28.09 ("Machines, automates and processes of the printing arts").

Обо мне

Дополнительные сведения:

References Yuri Ruabov - GM of DashBoard Systems Karsten Nygaard – Sales Director NEE&MEART ESKO Daniel Kraus – Sales & Marketing CE Shoeller Technocell GmbH Juan-Ignacio Calderon – ex. VP New markets HP Indigo Eva Dzvonkovska – ex. Director Wetzel Poland Spzoo Detlef Liebschwager - VP/co-owner Wetzel GmbH Residence: Moscow Extracurricular activities: reading, сross-country running, travelling, watch movies A dedicated and results-driven senior manager with a highly successful background in the achievement of profitable business growth through the creation and execution of successful sales and marketing strategies. Possesses excellent interpersonal, communication and negotiation skills and the ability to develop and maintain mutually beneficial internal and external relationships. Extensive experience in doubling the increase in sales volume in the B2B printing segment in 18 months. Experience and understanding of the sales specifics in the printing mechanical engineering and consumables segment, including the digital, ink-jet and other special types of printing. Successful and confirmed experience of creation and start-up of the new companies, projects, products and development in the new market segments. Effective sales organization and negotiating with domestic and international Prospects/Customers experience, with simultaneous coordination of several projects. Experience in the marketing analysis, financial planning and sales budgeting. Stable skills in managing administrative processes and securing analytical and information material. Successful experience in people management of groups no more than 5 people. Extensive knowledge and practical experience in polygraphic technologies and processes (digital, ink-jet, flexography, gravure, offset), post- and printing processes, accidental and billing production, production of labels, flexible and cardboard packing, paper-making production, paper converting etc. Ability to make decisions and to take the responsibility, to cooperate. Successful experience of conducting negotiations of any complexity. Learnability, commitment, flexibility in goal achievement, stress resistance.