Олександр

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Work experience

Business Development

from 09.2021 to now (2 years 9 months)
Skiftech, Київ (Машинобудування)

Military training systems

Duties & Responsibilities
•creation of a partner network (dealers, agents) in target markets – Asia, Europe, Latin America;
•negotiations aimed at attracting new business partners and joint projects;
•analysis of partner requests, calculations, and preparation of company proposals, planning and launch of joint projects, contract negotiations;
•search for new opportunities in international markets, preparing of business proposals;
•conducting local presentation events for partners and end users (military, police, special training centers for military formations);
•entering new target markets, expanding the client base, finding new clients, working with existing clients, developing long-term relationships. Market research and analysis of competitors

Key Accomplishments
•established contacts with more than 200 companies in target regions (Asia, Europe, Latin America);
•more than 50 agency and dealer contracts were signed;
•prepared and conducted more than 10 presentation events for end users (exhibitions, presentations, conferences);
•prepared and carried out visits to foreign partners and live demonstrations of solutions at the enterprise's production facilities

Deputy General Director

from 11.2014 to 03.2021 (6 years 4 months)
Specialized Foreign Trade Firm “PROGRESS”, Київ (Оптова торгівля, дистрибуція, імпорт, експорт)

Exporter/importer of military and special purpose goods and services

Duties & Responsibilities
•complex sales management (B2B, B2G);
•control over the implementation of projects with foreign and Ukrainian counterparties;
•ensuring the fulfillment of the profitable part of the company's financial plan;
•marketing of new international markets of the company (Eastern Europe, Asia);
•interaction with state and private manufacturers of weapons and military equipment, control of mutual settlements;
•monitoring, evaluation of the commercialization of innovative products in the military sphere;
•organization and control of the marketing function (exhibition activities, catalogs, advertising / presentation materials, participation in international commissions of the military-technical cooperation);
•company's sales personnel development (trainings, workshops)

Key Accomplishments
•restarting the company, achieving profitability;
•mutually beneficial cooperation has been established with private manufacturers of weapons and military equipment;
•entry and consolidation in new markets in Asia and Eastern Europe, the conclusion of revolving contracts;
•by the end of 2020, the company entered TOP3 largest military exporters of Ukraine;
•thanks to the signing and implementation of international contracts, the staff of the company has been repeatedly awarded state awards for success in the development of international military-technical cooperation;
•the sales staff of the company is provided with the necessary presentation materials;
•organization of the Ukrainian exposition at the international exhibition MSPO-2018 (Poland), an award for the best innovative exhibition and presentation style

Senior specialist

from 12.2012 to 10.2013 (10 months)
ZNAK Ltd., Київ (Фінанси, банки, страхування)

One of the leading European manufacturers of plastic cards and highly protected documents on the polymeric base, including the application of microprocessor technologies
(payment cards, travel passports, national driving licenses, vehicle registration certificates, crew member IDs, IDs of the staff members of the Ministry of Internal Affairs of Ukraine)

Duties & Responsibilities
•cooperation with key foreign suppliers;
•the full cycle to complete purchase orders (order-placement-delivery and customs clearance-mutual settlements);
•organization of logistics, coordination of delivery;
•searching of suppliers in accordance with targeted projects, gain the most favorable conditions;
•to provide a production department with equipment and materials just in time;
•settlement of claims with suppliers

Accomplishments
•ensured uninterrupted constant supply of production with equipment and materials (100% of the contracts with clients fulfilled the contract terms);
•found suppliers of target equipment and materials for the production of passports;
•improved payment terms of purchase orders from 100% prepayment to payment upon receipt to the company warehouse (increased the financial resources)
•reduced the customs clearance up to 1 day from the date of receipt to the carrier warehouse, assured no claims from the Customs office of Ukraine;
•achieved a refund from suppliers according to complaints

Head of sales department

from 02.2012 to 12.2012 (10 months)
UAPay, Київ (Фінанси, банки, страхування)

Ukrainian universal payment service, processing center

Duties & Responsibilities
• administration of the department (5 employees);
• creation and expansion of the customer base of service, attracting new partners;
• conclusion of service contracts with billers, service providers;
• conclusion of contracts with banks concerning participation in payment system;
• development of conditions of cooperation with banks, negotiating the terms of contracts;
• development of new implementations of payment service

Accomplishments
• increased a number of billers, service providers (from 15 to 750 companies);
• concluded agreements on processing and technical outsourcing with 18 partner banks (Khreschatyk, Prominvestbank, Promeconombank, Alfa-Bank, Ukrainian Bank for Reconstruction and Development, TASkombank, BM Bank, Swedbank etc.);
• implemented the service of auto insurance (Third Party Only Insurance, Fully Comprehensive Insurance);
• implemented the service of air- and railway tickets booking and buying

Head of International Relations Department

from 10.2008 to 02.2012 (3 years 4 months)
EDAPS Consortium, Київ (Машинобудування)

Electronic IDs, travel passports, plastic driving licenses, tax stamps, hardware and software systems, system integrator, security printing technology, holography

Duties & Responsibilities
• preparation of bidding offers, participation in international tenders, tender tracking activity in target regions (CIS countries, Asia, Africa, South America), preparation of tender documents;
• start-ups of new projects (ID production and personalization with unique security features, system integrator, National Registry Systems);
• negotiating with VIP-clients and suppliers to achieve the best favourable conditions for the company, contracts concluding, manage claims issues;
• export-import operations - contracting, organizing delivery "door to door";
• the creation of logistics procedures, process optimization;
• international events/exhibitions/conferences activity

Accomplishments
• established cooperation of Consortium with foreign companies, industry leaders (U.S., UK, Germany, Netherlands, Austria, Malaysia), signed agreements concerning exclusive distributorship in Ukraine;
• achived wins in international tenders on a national scale, the initiation of international projects (Africa, South America);
• aranged cooperation with foreign partners to participate in projects of national scope (passport of Interpol officials, De Beers, ID documents, excise stamps, Kenya voter registry system etc.);
• completed the successful certification of Consortium IDs by international laboratories for compliance with international standards of ICAO, BSI as “musthave feature” to participate in international tenders;
• organized a successful participation in international exhibitions and conferences (Cartes, ID World), the creation of a positive image of the consortium on the international stage (EDAPS entered the TOP5 international manufacturers of electronic documents)

Commercial Director

from 07.2004 to 10.2008 (4 years 3 months)
Polly-Service Ltd., Київ (Машинобудування)

Plastic card personalisation equipment and complete solutions for plastic cards issuance (hardware and software), Personalization Bureau, card services to the banks, the authorized distributor of Datacard Group, system integrator

Duties & Responsibilities
• administration of sales (planning, analysis and monitoring of the targets in terms of sales volumes, achieving target data);
• preparation of sales plans, budgeting (planning revenues and expenses, Cash Flow and Profit&Loss analysis of effectiveness);
• direct sales, search and negotiations with top officials and decision-makers of companies;
• sales goal-setting and control sales staff activity;
• haunting for growth opportunities, creating new sales channels;
• benchmarking and strategic planning;
• development of actions to launch new product groups and services (equipment for plastic card laser engraving, financial cards blanks, card personalization services for banks and enterprises);
• management Sales and Marketing (7 subordinate staff)

Accomplishments
• increased the company's market share to 80%, ensured the position of market leader in personalization equipment and plastic cards blanks;
• successfully implemented a new product groups (retransfer printing equipment, card personalization services, plastic card blanks);
• developed a strategy to promote the complex sales offers (consultancy+ equipment+plastic card blanks+after-sales service), growth of sales volumes dramatically - up to several times;
• concluded and implemented the most valued contract in the Ukrainian market with TOP5 bank to equip the Personalization Beauro, cycle of personalization service 7*24*365;
• signed a contract to supply equipment and services with the largest Ukrainian banks and government agencies (Privatbank, Ukrsotsbank, the Employment Service of Ukraine)

Head of Sales Department

from 08.2000 to 07.2004 (3 years 11 months)
Sargona Ltd., Київ (Оптова торгівля, дистрибуція, імпорт, експорт)

Distribution of goods for entertainment, retail and wholesale

Duties & Responsibilities
• administration of sales department, storekeepers and drivers (8-11 people);
• creation and development of sales channels;
• control and monitoring of subsidiaries (determination of sales development strategy, control over its implementation, mutual settlements);
• to establish cooperation with large wholesale and retail networks on beneficial conditions, working-out mutually beneficial terms of cooperation with partners;
• analysis of new projects, new distribution channels;
• preparation and negotiation with VIP-customers and suppliers, attainment of the most profitable conditions for the company;
• sales analyses and development of sales increase strategy;
• price formation and development of price system for dealers;
• 1С administration (prices directory, contractors directory, inventory holdings);
• recruitment and training of staff, development of reporting system of each manager, analysis of the reports and consolidated reporting system of the department, development of salary system for trade representatives, targets setting and control over their implementation

Education

National Taras Shevchenko University of Kyiv

Economics, Master Degree in Management, Diploma with high Honours, Kiev
Higher, from 1993 to 1999 (6 years)

Additional education and certificates

Mini-MBA program MIM Kiev and Thunderbird School of Global Management, Arizona, USA

2017, 6 months

English courses, Business English. Training center ELC

2005, 3 years

Дія. Цифрова освіта

2022
Certificate

Green Forest Language School

2022-2023, 8 months, Advanced C1.1
Certificate

Yappi Business English Language School

2024, 4 months, Business English Advanced

Knowledge and skills

Language proficiencies

English — advanced

References

References Available Upon Request

References Available Upon Request

Additional information

QUALIFICATIONS SUMMARY
• strong skills of management/administration (sales, marketing, logistic staff);
• creation and expansion of sales channels;
• direct sales, negotiations with decision-makers/TOP management, creations of commercial documents (offers, presentations, tender documentations, quotations, bidding procedures)
• launching of new product groups, optimization of product mix to ensure the targeted sales goals;
• preparation of financial analysis (Cash Flow, Profit & Loss, budget of sales department, sales targets);
• organisation of import-export operations;
• project management

PC SKILLS
Professional user, CRM HubSpot, Pipedrive, Bitrix24, SalesForce, MS Office, Visio, 1C, MindManager, online meetings, cloud services

DRIVING LICENSE
B Category, own car

PERSONAL STRENGTHS
Strong sales skills, stress resistance, creative thinking, goal oriented, ability to take decisions and bear responsibility for their implementation

HOBBIES & ACTIVITIES
English mastering, literature (business literature, modern prose), time management (GtD), self development
No unhealthy habits