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Work experience

Trade Manager

from 01.2024 to now (4 months)
Hilti Romania, Bucharest (Будівельна промисловість, деревообробка)

Product manager

from 04.2022 to 12.2023 (1 year 8 months)
Hilti Romania, Bucharest (Будівельна промисловість, деревообробка)

- Managing the Fastening & Protection portfolio in Romania (Anchors,Installations, Fire Protection, Direct Fastening, Screw Fastening);
- Very successful launch of the new installation system - very important part of the portfolio (market sensing, marketing plan preparation, logistics planning, presentation with hands-on session for the sales force). As a result, we got got 131% plan execution after 4 month sales;
- Applied the concept of the marketing waves for the sales force targeting the application leadership approach;
- Developed and implemented a completely new approach in combo kits for chemical anchors based on multi line and solution selling mindset;

Product manager

from 09.2019 to 03.2022 (2 years 6 months)
Hilti Ukraine, Київ (Будівельна промисловість, деревообробка)

• Managing the ET&A product portfolio in Ukraine (business units PT&A, Measuring and Diamond)
• Best employee 2021 of Hilti Ukraine (non-sales category nomination)
• Pricing: massive work on the list price with developing multi line approach in order to get the best possible results with existing product mix. As a result we increased the profitability for 9 pp and got double digit growth in ET&A business area in 2021;
• Relaunched the Hilti Trade-In program. The new program is highly appreciated by our customers. As a result we dramatically increased tools quantity sold by this program, helped our customers to rebuild their tool parks with new generation of our innovative and highly productive solutions. And our competitors started to copy our approach.
• Developed, launched and managed a highly effective process of obsolescence creation control at our stocks during first months of the COVID lockdown;
• 5 waves of the new products launches with market sensing, logistics and repair service planning, pricing and trainings for the sales force;
• Development, organizing and conducting marketing waves for the sales team and trainings for the new employees;
• Development and implementation of the competence build-up concept for the sales team based on application leadership approach;
• Promotion of the sales approach based on the solutions technical-economic justification;
• Exhibition participations: KyivBuildExpo, February, 2022 - project management for booth concept, solutions presentations to the visitors;

Technical Consultant

from 11.2017 to 08.2019 (1 year 9 months)
Hilti Ukraine, Vinnytsia, Khmelnytskyy, Zhytomyr regions (Будівельна промисловість, деревообробка)

• Responsible area - Vinnytsia, Zhytomyr, Khmelnytskyy regions;
• Solution selling - direct sales in B2B;
• Massive work on the brand awareness with visiting customers’ offices, job sites and production facilities in order to offer the most suitable solution for their business;
• Live Hilti solutions demonstrations with Hilti van;
• Preparing and presenting technical and economical justification of the Hilti solutions to CEOs and business owners;
• Area development literally from the scratch - from 200 k UAH to 5 mln turnover in the first year;
• Developed the pool of focus customers as a basement for the future business growth;
• built a highly profitable & sustainable business based on the value proposition offer;
• One of the best account managers in selling services - first who sold 3 Hilti on!Track contracts.

Regional Sales Manager

from 06.2016 to 07.2017 (1 year 1 month)
"Podilskyy Monlith"​ Ltd, Вінниця (Будівельна промисловість, деревообробка)

- Wholesales of packed cement;
- responsible area - Vinnytsia, Khmelnytskyy, Ternopil, Zhytomyr, Kyiv, Kirovohrad an Cherkasy regions;
- active development of client base;
- development and implementation of marketing activities;
- active participation in the development and modernization of methods of packing the finished products;
- tracking and analysis of market and competitive environment;
- resolution of conflict issues with clients;
- tracking and control of account receivable.

Key achievements:

- Create, organized and put into operation of new methods of work of commercial, logistic and operations departments
- Organization of a new effective system of communication inside company
- Creation of background for future company growth

Sales Representative

from 10.2015 to 06.2016 (8 months)
Yug-Contract, Vinnytsia region (Wholesale, distribution, imports, and exports)

- direct sales of non-food products (dinnerware, batteries, photo products, flash memory, home appliances and electronics)
- responsible area - Vinnytsia region;
- cooperation with small entrepreneurs and small wholesales customers;
- active development of existing customer base and connection of new customer to cooperate with company;
- work with accounts receivable;

Achievements:
- increase in sales from 80 000 to 260 000 UAH;
- recovery of active work with clients that have not worked with company for a long time;
- increase of client base for 20%;
- an overall significant increase of client's loyalty

Regional Representative, Trainer

from 12.2012 to 09.2015 (2 years 9 months)
Hewlett-Packard, Vinnytsia, Khmelnytskyy (Оптова торгівля, дистрибуція, імпорт, експорт)

- Responsible for representation of HP in Vinnitsa and Khmelnitsky;
- building warm and trusting relationships with retail stores of the major partners (about 50 retail outlets);
- monitoring stores of company's retail partners on prices and product range;
- organizing and conducting training courses for the staff of retail partners' stores;
- organizing seminars;
- monitoring of marketing activities of key retail partners and competitors;
- merchandising;
- sales support.

Key acvievements:

- Complex support of company's strategy on retail market
- Significant improvement in the knowledge of retail store personnel about HP products

Sales Representative

from 09.2011 to 01.2012 (4 months)
TulchinMeat, Ltd., Вінниця (Оптова торгівля, дистрибуція, імпорт, експорт)

• Sales of finished meat products;
• Work with existing customer base and an active search for new ones;
• Merchandising in retail outlets;
• Control of residues of products in retail outlets and minimizing overdue return products;
• Collection of revenue from sales;
• Control of receivables;
• Optimization of product range of retail outlets;

Sales and Merchandise Representative, IPG (Image and Printing Group)

from 05.2009 to 12.2012 (3 years 7 months)
Hewlett-Packard, Вінниця (Оптова торгівля, дистрибуція, імпорт, експорт)

• Developing relations with retailers of Vinnitsa and Khmelnitskiy cities;
• Working with display of products and product range;
• Coordination of the promoter in stores of company’s main retailer partners;
• Working with retail store’s personnel in terms of motivation and sales promotion;

Key achievements:
- Established reliable contacts with retailers
- Control and report of product range and sales volume in accountable region

Promoter, IPG (Image and Printing Group)

from 02.2008 to 05.2009 (1 year 3 months)
Hewlett-Packard, Вінниця (Оптова торгівля, дистрибуція, імпорт, експорт)

• Making a direct sales of company’s products in major retail partners’ stores;
• Work with an assortment of the store;
• Tracking of the store's residue composition;
• Participation in various activities to stimulate sales of the company.

Key achievements:
- Creation of retail outlets database
- Popularizing of HP's products and technologies among staff of retail outlets

Sales Manager

from 12.2006 to 02.2008 (1 year 2 months)
Constant-P, Вінниця (Оптова торгівля, дистрибуція, імпорт, експорт)

• Responsible for wholesale and small wholesale supply of plant protection products;
• supporting the existing customer base, as well as search for new sales channels;
• organizing of outdoor events for regular customers and partners;
• organizing and conducting of various trainings, seminars and product launches;
• creation of various motivational and bonus programs;
• analysis of the market and the competitive environment;

Key achievements:
• increase of client base by 35%;
• increase of partners loyalty;
• expanding the range of products offered;
• building long-term relationships with clients.

Specialist in Landscape Design

from 09.2004 to 12.2006 (2 years 3 months)
Constant-P, Ltd, Вінниця (Оптова торгівля, дистрибуція, імпорт, експорт)

• Participation in the design of the project;
• Work with the customer;
• Preparation and implementation of the finished project;
• After-sales customer service.

Personal development:
• Formation of basic self-management skills;
• Got the basic skills of selling services and work with potential customer

Education

Vinnitsa National Agricultural University

Management and Economics, Legal Support for Agrarian Sector, Vinnitsa
Higher, from 2002 to 2007 (4 years 10 months)

Graduated from university with honors in major field of study "Management and Economics". The second specialization was "Legal Support for Agrarian Sector". In addition, I was involved in production practice in the United Kingdom during a half an year.

Additional education and certificates

Modern Project Management

2017

Knowledge and skills

Language proficiencies

• Ukrainian — fluent
• Russian — fluent
• English — fluent

References

Yuriy Serbin

Yuriy Serbin

Retail Business Development Manager, Hewlett-Packard

Additional information

Experienced professional in marketing and sales with proven track record. Passionate about simplifying the processes and improving the effectiveness of the business. Very good speaker with successful experience in trainings and presentations.
I like hard tasks and demanding challenges. My developed analytical skills help me to effectively perform root cause analysis and create the right strategy to achieve the best results.