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Work experience

Director of Sales Operations

from 05.2024 to 11.2025 (1 year 7 months)
Sportlife Group, Київ (Роздрібна торгівля)

Organization Activities: Sport Life, Ukraine’s #1 fitness club chain
Website: www.sportlife.ua

Responsibilities:
•Management of operational activities of the Sales Department, the team, and the organizational structure: oversight of 35 sales departments in Sport Life fitness clubs across 14 cities in Ukraine.
•Management of network sales: ensuring achievement of sales plans, conversion rates, quality of handling new client flow, and cost efficiency indicators (Cost of Sales).
•Definition, implementation, and control of operational regulations and standards (SOP), key KPIs, and customer service standards.
•Leadership, training, and motivation of regional management teams to ensure stable sales results and high levels of customer satisfaction.
•Control, analysis, and improvement of key sales metrics, conversion rates, and quality of client flow handling; implementation of continuous improvement systems and programs.

Achievements:
•Increased conversion rates for processing the client flow.
•Improved quality indicators for processing the client flow.
•Improved Cost of Sales performance.
•Restructured the organizational structure of the Sales Department.
•Implemented changes to the motivation systems for employees and managers.
•Implemented and reorganized operational processes across the network.
•Enhanced efficiency of sales, planning, reporting, and operational control systems across all management levels.

Chief Operating Officer (COO)

from 02.2023 to 08.2023 (7 months)
HAJUS AG, Київ (Роздрібна торгівля)

Organization Activities: A German multi-product e-commerce company managing a wide network of online stores, operating in 70 countries. Offices in Hanover and Kyiv.

Responsibilities:
•Managing the company’s operational activities.
•Meeting budgetary targets.
•Developing a network of online stores and sales channels via marketplaces (Amazon, eBay, Metro, etc.).
•Business process optimization, establishing optimal workflows, and improving the company’s operational efficiency.
•Building effective cross-functional interactions between company departments.

Achievements:
•Developed and monitored the execution of annual sales plans, revenue, and expense budgets across all profit centers.
•Established a system of key performance indicators (KPIs) for the company, cascaded down to departmental levels (over 90 indicators).
•Identified key processes in each department, created a catalog of regular processes (over 140 processes), along with their metrics and indicators.
•Defined process regulations and interaction protocols between departments.
•Built and automated systems for tracking, reporting, and monitoring process performance across departments.
•Developed and implemented new motivation systems for company departments.

Commercial Director (CCO)

from 01.2020 to 05.2021 (1 year 5 months)
Atlant Group, Харків (Оптова торгівля, дистрибуція, імпорт, експорт)

Organization Activities: One of Ukraine’s largest distributors of construction materials, with branches in Kyiv and Dnipro.
Website: www.atlant-shop.com.ua

Responsibilities:
Management of company sales in B2B and B2C segments across the following channels:
•Wholesale (10 sales departments, 85 employees)
•Distribution (3 trade teams, covering 500 retail points)
•Retail (2 large DIY construction stores in Kharkiv)
•Online store

Achievements:
•Increased gross sales profit (YTY):
2020 / 2019 by +13%,
2021 / 2020 by +30%, despite a declining market and COVID-19 conditions.
•Reduced total accounts receivable by -54% (2020 / 2019).
•Reduced overdue accounts receivable by -34% (2020 / 2019).
•Restructured sales departments and introduced significant changes to employee motivation systems, sales processes, client interactions, training, reporting, and oversight.
•Increased the percentage of sales managers meeting personal sales targets from 30% to 75% of the department’s staff.

CEO (Founder)

from 09.2012 to 11.2016 (4 years 3 months)
Nahimov Culinary Factory LLC, Запоріжжя (Харчова промисловість)

Organization Activities: Production and sale of food products.

Responsibilities:
•Established the company from scratch.
•Created the company structure and organized its divisions.
•Set up production and sales processes across various distribution channels.
•Recruited, planned, organized, monitored, and motivated staff.
•Defined quality standards and employee guidelines.
•Developed a supplier and partner base.
•Controlled and allocated the budget.
•Interacted with state regulatory authorities.

Achievements:
•Achieved break-even status for the company.
•Successfully passed inspections by regulatory authorities.
•Met annual KPIs.
•Reorganized and sold the company as a business.

Commercial Director (CCO)

from 09.2010 to 09.2012 (2 years)
Alterwest Group, Інші країни (Оптова торгівля, дистрибуція, імпорт, експорт)

Organization Activities: One of the largest producers and distributors of ice cream, frozen semi-finished products, and dairy products. Staff: 1,300 employees. Annual turnover: $80 million.

Responsibilities:

A. Strategic Management:
•Strategic analysis (market segmentation; analysis of buyers, demand, competitors, environment, and performance results per market).
•Identified opportunities to increase sales volumes and profits per market.
•Planned and monitored the achievement of commercial targets (turnover, margins, accounts receivable, trade marketing activities, etc.).
•Defined commercial, product, and pricing policies per market.
•Developed client policies and built client relationships per market.

B. Operational Management:
•Managed the Commercial Division and all sales of the Group (B2B, B2C). Staff under supervision: 700 employees.
•Oversaw:
- Wholesale sales channel (80 distributors)
- Proprietary distribution channel (covering 5,000 retail points)
- Network sales channel (federal and regional retail chains)
- Proprietary retail kiosk network (120 kiosks)
- Transport logistics department (fleet of 100 cargo vehicles)
- Warehouse logistics department (3 warehouses, 6,000 sq.m.)
- Trade marketing department
•Managed planning, budgeting, sales, employee motivation, accounting, reporting, oversight, and communication processes within the Commercial Division.
•Optimized and enhanced business process efficiency, created internal process regulations, and standardized procedures.
•Analyzed, controlled, and optimized costs.
•Managed transport and warehouse logistics, assortment, and inventory.
•Set pricing and commercial terms with clients and partners.
•Organized effective interactions between the Commercial Division and other company units.

Achievements:
•Increased annual gross sales profit by +40% in a highly competitive market.
•Boosted annual sales volume by +15%, achieving the highest turnover in the Group’s history.
•Improved sales margins across the assortment by +22%.
•Launched new products and private label (STM) projects, increasing STM sales volume by +48%.
•Reduced overdue accounts receivable by -44%.
•Significantly improved efficiency while cutting costs by -15% to -25% in Transport and Warehouse Logistics departments, implementing lean production principles and transforming these functions into service-oriented units.
•Eliminated losses, client dissatisfaction points, internal inefficiencies, and employee dissatisfaction.
•Built a strong, results-driven sales team.
•Introduced best practices and significant changes to material and non-material motivation systems, planning, reporting, accounting, oversight, and communications within the Commercial Division.

Regional Sales Director

from 12.2008 to 07.2010 (1 year 8 months)
Ozon Holdings PLC, Internet Solutions LLC, Інші країни (Роздрібна торгівля)

Organization Activities: The largest online store in the CIS, www.ozon.ru. Turnover in 2010: $130 million/year. Assortment: 1,000,000 items.
Website: www.ozon.ru (accessible from Ukraine via VPN today)

Responsibilities:
•Increased the share of regional sales in the online store’s sales structure.
(Regional sales: sales across the CIS and other countries, excluding capital cities. Regional sales in 2010 accounted for 38% of total sales, $49 million / 1 million clients / year.)
•Met the company’s budget targets for regional sales.
•Developed product delivery channels for clients across the CIS.
•Managed product delivery channels via:
A dealer network of 74 courier agents in 53 cities,
Federal postal networks (DHL, TNT, SPSR, Russian Post, EMS),
focusing on:
- Quality of client service during delivery.
- Accounts receivable metrics.
- Compliance with existing accounting, reporting, and documentation systems.

Achievements:
•Increased the share of regional sales in the online store’s sales structure from 24% to 38% ($49 million / 1 million clients / year).
•Expanded the courier agent network from 19 agents in 21 cities to 74 agents in 53 cities.
•Reduced relative client complaints about delivery quality by sixfold.
•Developed, implemented, and monitored quality service standards for a client base of 80,000 monthly clients across 53 cities.
•Reduced overdue accounts receivable of the 74-agent network from 55% to 3% of total sales turnover.
•Resolved mutual financial debts accumulated from prior periods with existing agent network.
•Built accounting, documentation, reporting, and financial control systems for 80 separate accounting units with a total turnover of $49 million / 1 million transactions / year.

Director of two retail chain branches in retail chain “re:Store"

from 09.2007 to 09.2008 (1 year)
Apple IMC Russia, ReStore LLC, Інші країни (Роздрібна торгівля)

Organization Activities: A federal retail chain “re:Store Apple Premium Reseller”, specializing in Apple products, with 70 stores across 26 cities in Russia, Kazakhstan, and Western Europe.
Website: www.re-store.ru

Responsibilities:
•Management of two “re:Store” retail chain branches.
•Accountability for branches P&L.
•Budgeting branch activities.
•Planned opening of new stores.
•Ensuring store operations met company standards.
•Managing retail and corporate (B2B) sales of Apple products in branches.
•Accountability for achieving branch store KPIs (12 indicators).
•Organizing and monitoring product promotion and client service processes in stores, setting tasks, and tracking results.
•Boosting sales through staff training, engagement, motivation, and mentorship.
•Recruiting, motivating, training, and evaluating staff.
•Local marketing efforts.
•Establishing managerial and material accounting processes.
•Pricing and assortment management.
•Handling administrative and operational issues.

Achievements:

First branch:
•Moved from consistently last place in the network to stable leadership or above-average positions across key performance indicators – sales turnover (+400% growth in a year), average check (+100%), client traffic conversion rate (+150%), check length (+50%), and sales margin profitability.
•Achieved 100% sales and P&L targets, turning the branch from loss-making to profitable.
•Significantly improved product promotion systems, employee motivation, managerial accounting, oversight, and reporting efficiency.

Second branch:
•Exceeded quarterly sales targets.
•Introduced new employee motivation systems, reporting, managerial accounting, and daily oversight of key sales metrics. Aligned store operations with company standards. Launched 3 new stores on schedule.

Executive Director of Retail Chain (COO)

from 09.2000 to 03.2007 (6 years 7 months)
VideoMarket LLC, Інші країни (Роздрібна торгівля)

Organization Activities: “VideoMarket” retail chain specializing in video rentals and audiovisual product sales, with 37 stores (70-200 sq.m.) and 380 employees.

Responsibilities:
•Operational management of the retail chain.
•Accountability for P&L and sales plan execution.
•Responsibility for quantitative network expansion plans.
•Analysis, optimization, and control of company costs and budget expenditures.
•Leadership of divisional directors and heads of functional departments, setting tasks, and monitoring results.
•Managing retail network sales (assortment, pricing, display, local marketing, client incentive programs, customer service).
•Boosting store sales through staff engagement and local advertising/marketing campaigns.
•Creating, formalizing, implementing, and monitoring store operations and client service standards, developing internal process regulations.
•Optimizing assortment and launching new product categories.
•Establishing, implementing, and managing employee training, motivation, and evaluation processes.
•Enhancing planning, material and managerial accounting, reporting, oversight, and communication efficiency across the network.
•Promoting company interests in regular interactions with suppliers and partners.

Achievements:
•Tripled the retail network’s operating profit within a year.
•Opened 11 new stores.
•Maximized revenue and P&L metrics for each store.
•Significantly reduced operational costs across the network.
•Implemented new profitable business directions and launched sales of new high-margin product categories.
•Built a strong, motivated management team; developed and supported professional employee teams across the retail network.
•Developed, implemented, and monitored retail store operational standards and company customer service standards.
•Achieved significant improvements in the company’s organizational structure, internal processes, product promotion, employee motivation and development, planning, communication, accounting, reporting, and control.

Education

Bauman Moscow State Technical University (BMSTU), 2002

Robotics and Integrated Automation, Інші країни
Higher, from 1995 to 2002 (7 years)

Knowledge and skills

• Стратегічне планування
• Управління проєктами
• Антикризове управління
• Развитие продаж
• Управление персоналом
• Business development
• Operational Excellence
• Strategic Sales
• Управління підприємством

Language proficiencies

English — above average

Additional information

Key Information:
•Executive leader (COO / CCO) with 20+ years of experience in managing organizations and large-scale sales operations in leading companies across the B2C, B2B, Retail, FMCG, and E-Commerce industries.
•Served as CCO, leading the Commercial Division of a trading and manufacturing company with annual revenue of $80M and a workforce of 1,300 employees.
•Served as COO, directing a branded retail chain with $25M in annual turnover and a staff of 380 employees.
•Served as COO, overseeing operations of a $20M commercial organization with a mature organizational framework, efficient business processes, and a team of over 110 employees.
•Developed and executed a regional sales strategy for the largest e-commerce platform in the CIS with annual revenue exceeding $130M.
•Managed a dealer network of 74 partner companies across 53 cities, generating $49M in annual sales and serving over 1M customers per year.
•Designed, implemented, and evaluated the performance of multichannel marketing campaigns.
•Accountable for overall company and business unit performance, ensuring revenue growth, operational efficiency, and profitability.