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Исходный текст

Date of birth: ************.

Place of permanent residence: Kiev

Contact phone number: Показать контакты ;

E-mail: ************************

W ORK EXPERIENCE:

**************20 “PLADIS Global”

Position: Country Manager (Ukraine, Baltics, Belarus)

Responsibilities:

• .Develop annual operating plans that detail impact to the Key Accounts business, distribution strategies performance in order to achieve company goals (including - sales, profit, market share, new item listings, and financial management).

• .Managing distributors and their sales teams

• .Consistent improvement of numeric and weighted distribution of the company’s brands throughout the country, aiming at achieving a strong #1 position in the biggest sales channels

• .Forecast brand/category strategies for resulting in improving and enhancing customer service

• .Adapts knowledge of company strategies to Key Accounts strategy to optimize sales potential and negotiate long term win/win business Strategies at all levels

• .Works with Trade Marketing to develop and execute effective account specific marketing promotions.

• .Conducting market research and analysis to create detailed business plans on commercial opportunities (expansion, business development etc.);

• .Planning, budgeting, developing and monitoring the implementation of promo activities;

**************18 “Pyramida Technik GmbH” (Home appliances)

Position: Sales Director CIS Counties (Ukraine, Belarus, Azerbaijan, Kazakhstan, Georgia, Moldova, Baltics)

**************16 “Pyramida Technik GmbH” (Home appliances)

Position: Sales Director

Responsibilities:

• .Develop and set annual budget and plan in coordination with chairman to estimate all

expenses during the year.

• . Participate in different committees to set the company's strategy and policies to be able

to achieve company's vision and mission.

• . Set the strategy & vision for the sales processes to manage and achieve the sales

objectives.

• .Set detailed annual sales plan and monthly targets to ensure achieving sales targets.

• .Coordinate with the marketing manager creating, innovation and developing sales

promotions and other related activates to ensure achieving company's objectives.

• .Ensure awareness with all competitors' data to ensure leading the market.

• .Lead different sales teams meetings periodically to ensure achieved versus planned objectives and also development plan.

• .Present detailed reports to the management to ensure their full awareness of the process detailed performance and objective achievement and competitor's position.

• .Follow up the implementation of sales operations with the sales team to ensure achieving the sales targets.

• .Analyse sales figures and identify the strength and weakness points to overcome it to be able to achieve sales targets.

05.2010 – 06.2012 “Energizer/Schick SA Ukraine”

Position: National Key Account Manager

Responsibilities:

• .Develop annual operating plans that detail impact to the Key Accounts business, distribution strategies performance in order to achieve company goals (including - sales, profit, market share, new item listings, and financial management).

• .Leadership/people: Mentor, hire and develop sales team

• .Coordinate and guide responsibilities of account managers to achieve goals of both the individual and business unit.

• .Mentor and train sales team in preparation for career growth and succession planning.

• .Develops the foundation for strategic business partnerships, through effective relationship building and full understanding of go-to-market strategies.

• . Forecast brand/category strategies for resulting in improving and enhancing customer service

• .Adapts knowledge of company strategies to Key Accounts strategy to optimize sales potential and negotiate long term win/win business Strategies at all levels

• .Works with Trade Marketing to develop and execute effective account specific marketing promotions.

• .Uses customer specific data to identify and develop action plans satisfying customer needs.

• .Utilizes competitive information to benchmark our performance and understands strategic importance

Major achievements:

• -.Growth of sales value +12% 2011 vs 20010

• -.Market share growth of “Energizer” **********% to 18,1% in the Key Accounts;

• -.Establishment and maintenance of Category Management (level-2) project in the biggest DIY chain Epicenter

• -.Implementation win & retail project

• -.New listings in the National Key Accounts (Silpo, Eva, Novus)

10.2008 – 04.2010 “Nutricia Ukraine LLC” (Danone Baby Nutrition)

Position: Sales Director

Responsibilities:

• .Developing professional sales team of the company capable of achieving ambitious accelerated sales growth targets.

• .Consistent improvement of numeric and weighted distribution of the company’s brands throughout the country, aiming at achieving a strong #1 position in the biggest sales channels.

• .Building category leadership/becoming a category captain in the key accounts.

• .Managing distributors and their sales teams in order to benefit from the distributors’ existing potential to a maximum.

• .Proactive participation in preparation of company’s Annual Operating Plan in the area of sales and distribution – analysis and forecasting sales volumes/value, gross profit by SCU, sales and trade marketing budgets.

• .Translating Annual Operating Plan into SMART objectives for the company’s sales team, as well as for the distributors.

• .Coordinating, monitoring, controlling and providing regular feedback to the company’s sales team and to the distributors in order to assure compliance with the overall sales & profitability targets and consistent performance improvement.

• .Efficient debt management; proactively driving the process of constant improvement.

• .Developing people within the sales organization, talent management.

Major achievements:

• -.Growth of sales value +15% ****************;

• -.Increased % of weighted distribution “Nutrilon” in 6 key cities since 78% to 87% (2009 vs 2008)

• -.Market share growth of “Nutrilon” **********% to 14,1%;

• -.Signed Direct Contract with Metro C&C, ATB (discounter);

• -.Successful development, coaching sales team.

06.2005 – 09.2008 “Colgate-Palmolive”, Kiev

Position: Key Customer Development Leader/Key Account Manager (Metro, Auchan, Watsons, Caravan, Velyka Kishenia)

Responsibilities:

• .Identify potential, needs and requirements of the agreed International, National

Key Retailers;

• .Using all available opportunities to develop subordinates in accordance to the individual

development plans; motivation and effectively control them; evaluate and retain best

performing employees;

• .Establishment and maintenance efficient relationships with agreed Key Retailers;

• .Planning, organization and conduct promotional activities within agreed Key Retailers;

Ensuring control over effective spending of the promotional budgets and proper POPM

Usage;

• .Evaluation own effectiveness, initiation own professional and personal development;

• .Performance other responsibilities (to the sales increase and promote CP products).

Major achievements:

- Achievement of Sales targets 2007 of assigned business unit by 132% (32% growth in

2007 vs 2006)

- Market share growth in the biggest DC chain: in Tooth Paste +4%, in Tooth Brushes +9%

in 2007 vs 2006

- Successful implementation New Terms and Conditions with good placement execution on

the KA’s shelf (40% share of shelves for tooth paste and tooth brushes, additional displays

for TB, TP, POP placement)

- Establishment and maintenance of Category Management (level-4) project “Oral Care

Boutique” in DC chain

- Implementation new innovative projects: hinged dispenser for tooth paste promo packs,

new equipment for oral care boutique project with promo zone, consumer promo with

participations of third part

- Former Key account sales representative of my team was promoted to the positions of Key

Account specialist.

03.2003 – 06.2005 Company “Colgate-Palmolive”, Kharkov

Position: Area Sales Manager

Responsibilities:

• .Identify potential of the assigned territory, needs and requirements of the perspective

customers. In the frame of agreed budget plan and organization resources required for

the complete utilization of the regional potential.

• .Organization and ensuring effective management of the subordinate sales team;

• .Development business plans that aimed at the comprehensive utilization of the concrete

territory potential; ensuring that all required resources are in place and get commitment

of the Direct Middlemen to fulfil agreed actions;

• .Establishment and maintenance relationships with the Key Indirect Retailers/

Wholesalers and development customer-tailored promotional activity aimed at the

maximum utilization of the Indirect Key Retailers/ Wholesalers potential;

• .Initiation, organization and conduct national and local promotional activities within the

assigned territory.

Major achievements:

• -.Growth of sales volume in period Q1-Q2 2004 +51% versus period Q1-Q2 2005

• -.Increase of controlled coverage of retail selling points from 1459 to 1 982

• -.Market share growth in the biggest YSI chain: in Tooth Paste +7%, in Tooth Brushes

+5% in 2004 vs. 2003

• -.Implementation new innovative projects: glassy display for food stores and drugstore., hinged displays for open markets, exclusive selling point on the open market

• -.Selection and creation of effective sales team, former Supervisor of my team was promoted to the positions of Key account specialist

09.2001 – 03.2003 Company “Lider LLC” (official distributor of trade mark: «Rainford», «BOSSNER», «Ritter sport», «Jaffa», «Edwin», «Luxor», «Черная карта»), Kharkov

Position: Head of Sales Department

Responsibilities:

• .Sales strategy development and implementation;

• .Sales targets achievement;

• .Sales team management (2 supervisors and 16 sales representatives);

• .Formation and realization an offers on the price and credit policy of the company;

• .Effective creation the trading network of distribution, construction and maintenance of long-term attitudes with the VIP – clients;

• .Planning and control performance of sales volumes;

• .Sales administration.

Major achievements:

- Growth of sales volume in period 2002 +184% versus 2001

- Development and creation of motivation programs for sales team

- Double increase of controlled coverage of retail selling points

- Successful following of payments in time from our customers

01.2001 – 09.2001 Company «MARS», Kharkov

Position: Key account coordinator (foodstuffs for animals)

Responsibilities:

• .Work organization on the increase in a sales volume and dominating displays;

• .Maintenance of VIP-clients and special channels;

• .Carrying out of trainings and presentations;

• .Co-ordination the works of sales representatives and merchandisers;

• .Organization and control of conducting promo actions;

• .Presentation the interests of Company in external organizations;

Major achievements

- Increasing sales in 2000 + 53% vs. 1999;

• -. Achieving more than 80 % level of distribution on special food brands;

- Establishment and maintenance of sales products to public service in the police and frontier troops.

11.1998 – 01.2001 Company «MARS», Kharkov

Positon: Sales representative (Regional Consultant on foodstuffs “Edvance”)

Responsibilities:

• .Advancement the products of company «Mars» through the network of wholesale and retails clients;

• .Advancements of the special food stuffs «Advance» to the special channels and consultation sales representatives;

• .Analysis and forming of orders on this products;

• .Achieving maximum distribution in the sales outlets;

• .Search and development of new clients;

• .Administration.

Major achievements:

• -. Increasing sales in 2000 + 153% vs. 1999

• -. Increasing distribution in the sales outlets

10.1996 – 11.1998 Company «PEPSI Co Ukraine», Kharkov

Position; Customer Sales Representative

Responsibilities:

• .Search of new clients;

• .Merchandising;

• .Making of contracts;

• .Co-ordination work of distributors;

• .Placing and control of equipment;

• .Conducting of promo actions.

Major achievements:

• -. Increasing sales in 1998 + 84% vs. 1997;

- The quantity of orders and average daily sales were achieved.

EDUCATION:

1996 – 2001 Kharkov State Academy of City Economy

Specialization: Manager of organization

1988 - 1992 Kharkov Radio engineering technical college

Specialization: Technician-technologist on the production of microelectronic devices.

ADDITIONAL INFORMATION:

Languages: Fluent English;

Driving license: Category B