Contact information

You can get this candidate's contact information from https://www.work.ua/resumes/20137657/

Work experience

Senior Key Account Manager | Trade Marketing & Commercial Operations

from 11.2019 to 08.2026 (6 years 10 months)
Goodyear Ukraine, Київ (Оптова торгівля, дистрибуція, імпорт, експорт)

• Strategic Account Development: Managed key B2B relationships with major national distributors, combining account development, commercial negotiations, pricing, trade marketing and customer-specific activation programs. In 2020, delivered +4% volume growth while the market declined by -8%, outperforming the market by 12 percentage points.

• Sales Growth & Route-to-Market: Restructured the distributor network in 2021, contributing to +70% volume growth versus +21% market growth; participated in commercial grid, customer volume positioning and discount allocation decisions during regional strategic alignment, creating predictable bonus mechanisms that strengthened client trust and encouraged reinvestment of earned rebates into additional tire purchases.

• Crisis Management & Market Resilience: Maintained business continuity in 2022, with the market declining by 63% versus 21% decline for Goodyear, outperforming the market by 42 percentage points. Supported Goodyear's an estimated 20% share of the Premium market and 50% share of the Premium A segment. Award in 2022 - the excellent One Team Cross-Functional Collaboration in the challenging business environment.

• Trade Marketing & Brand Development: Managed customer marketing activities across digital and offline channels; negotiated and implemented website visibility, digital advertising, retail branding and promotional programs. Led the national launch of Dunlop with InfoShina under an exclusive distribution model, contributing to +122% sales volume growth and securing additional regional marketing investment.

• JET TIRES Partnership & Co-Branding: Developed a long-term commercial partnership with JET TIRES, contributing to +78% and +72% sales volume growth and securing Goodyear's first commercial vehicle co-branding program with the partner after years of resistance.

• Commercial Operations & Compliance: Rebuilt the department's commercial documentation framework, managing contracts, agreements, rebates and customer documentation; maintained an audit-ready environment with zero deficiencies across six consecutive compliance external audits; worked with Pakharenko & Partners, WTS, Ernst & Young (EY), PricewaterhouseCoopers (PwC) and 30 customers across contract and compliance-related processes.

• Rebate & Customer Settlement Operations: Managed quarterly customer rebate settlements, including calculation and preparation of 20–30 Acts per quarter, contract verification, internal and customer approvals, and document packages for accounting. Coordinated resolution of blocked tax invoices (НН) by providing supporting rebate, contract and customer documentation.

• Contract Management & Cross-functional Coordination: Successfully completed 640+ global contract operations across 16 document types in GCS; coordinated closely with Sales, Finance, Customer Service, Legal, regional HQ and customer representatives, and acted as office SME for GCS workflows.

Product & Sales Manager

from 06.2018 to 09.2019 (1 year 4 months)
YUGCONTRACT, Київ (Оптова торгівля, дистрибуція, імпорт, експорт)

• Portfolio & Category Management: Managed B2B sales and category development for computer accessories, including pricing, margins, sales plans and vendor coordination for national retail accounts.

Sales Business Development Manager

from 06.2016 to 03.2017 (10 months)
Асбіс-Україна, Київ (Оптова торгівля, дистрибуція, імпорт, експорт)

• Single-Distributor Consolidation: Led the commercial consolidation of the Logitech brand under a single-distributor model; managed the exit from four legacy distribution networks, while retaining 100% of sales volume year over year.

• Key Account Direct Integration: Successfully transitioned and onboarded the country’s leading national retail networks to a direct supply framework with ASBIS, fully replacing legacy distributors.

• Crisis Operations Management: Maintained 100% market stability during the sudden closure of the vendor’s local office by centralizing on-the-ground brand operations and absorbing their field merchandising team into ASBIS staff.

Product & Sales Manager

from 06.2008 to 11.2014 (6 years 6 months)
ELKO Ukraine, Київ (Оптова торгівля, дистрибуція, імпорт, експорт)

• Commercial Operations & Data-driven Decision Making: Managed B2B sales, vendor relationships, procurement, pricing, profitability and inventory for a complex portfolio of computer accessories; used structured product, stock, margin and turnover data to support daily commercial decisions.

• Customer & Vendor Management: Negotiated directly with major national retail and B2B customers and worked with international vendors on pricing, purchasing, marketing programs and commercial conditions.

• Process Discipline: Worked within a highly structured international operating environment with defined response times, reporting requirements, customer follow-up and task ownership, developing strong habits of operational accountability and execution.

• Sustained Commercial Performance: Delivered 120–150% of sales targets for nine consecutive quarters, supported by disciplined B2B sales processes, structured customer management and consistent commercial execution.

Product & Sales Manager

from 09.2007 to 06.2008 (10 months)
Foxtrot-IT, Київ (Оптова торгівля, дистрибуція, імпорт, експорт)

• Distribution Launch & Market Development: Launched Logitech distribution for Foxtrot IT as a new entrant into a market with four established distributors; developed the product portfolio, customer base and route-to-market strategy, securing key retail accounts including Metro, Allo and Eldorado.

• Commercial Data & Product Operations: Standardized product information, specifications, pricing, images and availability across internal databases, price lists and the website, making a complex product assortment easier for sales teams and customers to purchase accurately.

Purchasing Manager, Product Manager

from 06.2001 to 09.2007 (6 years 4 months)
Diawest, Київ (Оптова торгівля, дистрибуція, імпорт, експорт)

• Procurement & Commercial Operations: Built six years of experience across procurement and wholesale sales, managing local and international suppliers, product assortment, pricing, inventory and customer requirements.

• Process & Data Standardization: Improved product data, pricing structures, warranty information, technical specifications, product descriptions and sales materials, creating more consistent and efficient processes for purchasing, sales and customer service.

Education

University of Foreign Languages

Practical Psychology, English Philology & Foreign Literature., Горлівка
Higher, from 1995 to 2000 (5 years)

Additional education and certificates

Advanced B2B Negotiation, Marketing, Compliance, Procurement Management.

2001-2026

Knowledge and skills

• Працьовитість
• Чесність
• Дисциплінованість
• Управління командою
• Ведення переговорів
• Аналітичне мислення
• Робота в команді
• Уміння аналізувати
• Висока працездатність
• Самостійність
• Доброзичливість

Language proficiencies

• English — fluent
• Polish — beginner
• Ukrainian — fluent

Additional information

Key Account Management • Strategic Customer & Partner Development • National & Regional Accounts • Commercial Negotiations • Annual Contracts & Commercial Terms • Sales Planning • Pricing & Margin Management • Distribution & Channel Management • Portfolio Management • Trade Marketing • Business Development • Commercial Operations • Contract Management & Compliance • Cross-functional Coordination