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Work experience

Business Development Manager

from 03.2016 to now (8 years 2 months)
Leksi, Kyiv (Start-up in IT & Linguistics / English learning acceleration system)

- Monitoring and analysis of the market situation, identification of the market niche
- Definition of the product concept, monetization model and positioning vs. competition
- Identification of the target customer groups, collection of preliminary feedback (>200 contacts)
- Assessment of potential intellectual property right collisions, juridical protection of the concept
- Search and engagement of a software developer (1 part-time contractor)
- Creation of the product prototype and launch of test sales
Achievements:
• Analysed the available market supply (>50 language learning software applications)
• Developed a patentable product concept (Patent #110612 of 10/10/2016)
• Found and engaged a software developer on special pricing terms
• Developed the product prototype within the limits of the assigned budget
• Conceived and realized a unique auxiliary software for linguistic analysis of a text
• Conducted negotiations with potential customers and realized test sales of the prototype

National Sales Manager

from 02.2013 to 04.2014 (1 year 2 months)
Containerships LLC, Kyiv (Finnish shipping company, 14 vessels / international intermodal transport, B2B)

- Launch of sales of a specific newly created cargo delivery solution (Europe to/from Ukraine)
- Market analysis, identification of the optimal product positioning in the respective market niche
- Development of the full commercial package (customer agreement, quotation & order forms etc.)
- Identification of the target sales channels (>1000 cold calls to ~350 companies)
Achievements:
• Defined optimal sales strategy in a market with a high level of non-transparency and guesswork
• Determined optimal service geography, cargo type and client profile for targeted approaching
• Developed and introduced optimal customer approaching and order processing procedures
• Acquired target customers and launched test sales in a highly competitive environment

Vianor Business Development Manager (Ukraine, Belarus, Moldova, Armenia, Georgia, Azerbaijan)

from 04.2007 to 07.2012 (5 years 3 months)
Nokian Shina LLC, Kyiv (top-quality tyres)

- Elaboration and implementation of Vianor tyre chain development strategy in the assigned markets
- Development and adaptation of the Vianor franchising concept to the local specifics
- Determination of the optimal outlet collocation density and geographical positioning
- Identification, selection and consulting of franchisees, from scratch till outlet launch
- Search and selection of suppliers for outlet completing (annual budget >$200,000)
- Operational chain, sales and team management (4 regional managers)
Achievements:
• Built up from scratch the largest franchising tyre outlet chain in Ukraine and the nearest CIS countries
• Developed from scratch a sustainable and comprehensive franchising concept
• Created from scratch a consistent package of commercial benefits for franchisees
• Deployed from scratch a network of 120 outlets in Ukraine and 16 in CIS in five years
• Drove the chain to the level of strategic sales channel (turnover >$5 mln/year, share ~30%)
• Elaborated and introduced 5 unique customer services

National Product Manager Caparol ColorExpress

from 07.2004 to 01.2007 (2 years 6 months)
Caparol Ukraine LLC, Kyiv (top-quality building materials)

- Development and implementation of the marketing mix strategy for the assigned product line
- Monitoring and analysis of the market and competitors’ strategies & product portfolios
- Selection of products for the product line and definition of their optimal positioning
- Development of a sustainable sales support system (trainings, promotions, POS-materials)
- Elaboration and introduction of the product presence standards for the retail channel
- Definition, revision and implementation of the local sales strategies in (Central/Western Regions)
- Operational team and sales management (2 sales managers, ~20 direct accounts)
Achievements:
• Created a balanced product line and increased its sales from $0.6 to $1.5 mln in two years (+140%)
• Designed and introduced a system of sales personnel training, assessment and certification
• Created and introduced instruments for product line turnover analysis and sales planning
• Revised the local sales strategy and increased sales in the Western Region by +48% in one year
• Built up sales from scratch up to ~$200,000/year in the Central Region in two years
• Developed and introduced a retail distribution strategy for AlpinaTM product line
• Reworked the Company price list (6 product lines, ~1500 items)

Regional Sales Manager in the South of Ukraine

from 01.2001 to 06.2004 (3 years 5 months)
Henkel Ukraine, Odessa (Chemical industry, pharmaceuticals)

- Building up, development and operational management of the local FMCG distribution system
- Definition of the local sales strategy, search, selection and restructuring of distribution companies
- Allocation, control and assurance of fulfilment of the Company targets (turnover >$1 mln/year)
- Management, training and day-to-day motivation of the sales team (4 territory managers)
- Conception, implementation and optimization of the local promotional activities
- Permanent monitoring and analysis of the local market development
Achievements:
• Built up from scratch the regional distribution system since the Company’s entry into the market
• Drove and held the Region at leading positions by market share and sales per capita
• Restructured distribution companies from multibrand to Henkel-exclusive
• Formed teams of sales representatives (6 teams, total staff 35 sales reps)
• Created and introduced a KPI sales target achievement control system
• Launched a Henkel-exclusive promotional agency (~20 promoters)

Southern Region Representative (4 territories + Moldova)

from 12.1998 to 04.2000 (1 year 4 months)
Philips Ukraine Representative Office, Odessa (domestic appliances, consumer electronics, lighting equipment)

- Representation of the Company before the local partners and potential clients
- Support of B2C sales in the local retail network (trainings, promotions, merchandising)
- Search, selection, training and day-to-day management of 2 retail sales promoters
- Monitoring and reporting on the local market development and competitors’ activities
- Identification of prospects and provision of sales leads to B2B sales divisions
Achievements:
• Established sustainable business relationships with the local partners
• Carried out a thorough census of the local retail network (~80 outlets)
• Organized before inexistent systematic support of B2C sales in the Region
• Introduced systematic reporting on the regional results of the national BTL-activities
• Established permanent monitoring of the local state and commercial prospects

Intern in the framework of Copernic Program

from 05.1998 to 09.1998 (4 months)
Électricité de France, International Department, Paris (electricity generation and distribution)

- Informational and analytical assistance in the assigned areas of responsibility
- Search, compilation, translation and analysis of the requested information
- Assistance to the Director of the Kyiv Office on project development (one month mission to Kyiv)
Achievements:
• Performed 3 consistent researches on economies and power sectors of Central Asia countries
• Fulfilled a mission to Kyiv as assistant to the newly-appointed Director of the Kyiv Office
• Received a job-offer from the Company long after the end of the internship

Education

National Academy of Internal Affairs

Correspondence Institute, Law (diploma with honours), Kyiv
Higher, from 2011 to 2015 (3 years 6 months)

Copernic Program

Economics and management, Paris, France
Higher, from 1997 to 1998 (1 year)

One year long education and training program on economics and management for high potential graduates from Central and Eastern Europe supported by French High Schools (École des Ponts ParisTech / MINES ParisTech / Sciences Po), sponsored by the French Government and partnered by leading French companies: L'Oréal, Danone, Lafarge, Renault, Total, EDF, GDF…

Odessa State Polytechnic University

Radioengineering faculty, Radioengineer, Odessa
Higher, from 1992 to 1997 (4 years 9 months)

Additional speciality: English translator/interpreter

Additional education and certificates

Start-up Equity / GrowthUP, Kyiv

11/2016

Start-up Business Development / GrowthUP, Kyiv

10-11/2016

International Freight Forwarding (FIATA Diploma) / 5PL, Kyiv

12/2015-02/2016

Management of a B2B Sales Department / National Training Agency, Kyiv

02/2016

Aggressive B2B Sales / National Training Agency, Kyiv

10/2015

Extreme Negotiations / National Training Agency, Kyiv

09/2015

Management Accounting and Planning by 1C 8.2 / First BIT, Kyiv

12/2014

Finance for Sales People / Kyiv Mohyla Business School, Kyiv

11/2014

Financial Accounting and 1C 8.2 / Fin-Expert training centre, Kyiv

05-07/2014

Knowledge and skills

Language proficiencies

• Russian — fluent
• Ukrainian — fluent
• English — advanced
• French — advanced
• German — average
• Italian — average

Additional information

Married, daughter (4 years)
Driving license (B, 13 years)