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Work experience

Business Development Manager

from 11.2023 to now (1 year 9 months)
Tolsma Teknik Ukraine, Київ (Сільське господарство, агробізнес)

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Developed the concept of selling equipment for optical sorting to enterprises that grow berries, fruits, vegetables
- established relationships with corn processing enterprises of TOP-3 companies of Ukraine - Bayer/Monsanto, Kernel, Remington, KWS
- structured the database and connected new clients to the client base
- concluded new foreign economic contracts with clients in Ukraine
- developed a database of clients who received grants for the purchase of equipment

IC channel manager

from 09.2021 to 11.2023 (2 years 2 months)
Puratos Ukraine, Київ (Харчова промисловість)

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- Developed the concept of sales development of the Triangle Approach project (interaction "Manufacturer-Company-Seller")
- Development of sales of the Company's product categories in sales channels: Bakery, Patisserie, Real Chocolade and online stores (internet sales)
- Development Sales structure in the HoReCa channel (restaurants, mini-bakeries)
- Development Sales structure in the Patisserie channel, creating a customer base and selling confectionery ingredients and chocolate for production

Business Development Manager

from 07.2019 to 09.2021 (2 years 2 months)
Jahn Jensen Group, Київ (Роздрібна торгівля)

Implemented the Fast Money Project (rapid investments return) in the All Key Accounts
Implemented Technical Import Project for key clients networks, made proposals for supermarket chains, made decisions about import of seasonal products, other novelties of the European confectionery market
Strategic revenue management approach
Strategy alignment, defining key growth drivers and joint business planning with TOP 5 customer
Developed a product matrix that consisted of TOP products for supermarket chains
Category Management project - implemented, calculated the financial efficiency of new products. Result: growth of the category "Confectionery" by 18%
NPD. TOP 5 Biggest European Confectionery Brands in TOP 5 Ukrainian chains. Result: introduction of new products and replacement of low-selling goods, which increased sales growth
Due to excellent communications with the Heads and representatives of European Companies, attracted new European confectionery brands (conclusion of distribution agreements with them) into the overall brand portfolio of the Company.
Result: the beginning of these brands products supply to the supermarket chains
Budgeting,forecasting,planning of sales volumes
Negotiating, developing and agreeing the terms of future sales in TOP 5 Ukrainian key accounts and concluding directly contracts with TOP 5 ukrainian accounts for new products, implemented a Marketing Plan for the new brands

Buissenes Development Manager

from 06.2017 to 06.2019 (2 years)
LLC Elbfine, Киев (Оптова торгівля, дистрибуція, імпорт, експорт)

Created a strategy for brand development of all Ukrainian key clients
Managing annual negotiation campaign, signing contracts
Strategy alignment, defining key growth drivers and joint business planning with the customer
Created Terms&Conditions for all Ukrainian Key Accoounts
Negotiated with the managers European manufacturing companies about the supply of products to Ukraine, in the supermarket chain on exclusive terms. Result: sales of these brands to the Ukrainian market, deliveries to the supermarket chains
Developed conditions for the sale of confectionery products of European brands to Ukraine networks
NPD. Participated in international exhibitions, found new European partners, concluded contracts NPD to Ukraine
Segmented the market for targeted brand sales in networks
Created a Sales Plan for Key Accounts
Analyzed team sales by the daily cycle
Conducted coaching, trainings for the sales team, merchandising bureau based on the analysis of the team's performance results, summing up the work results for the periods
Negotiated with TOP-7 European manufacturers about the terms of products delivery to Ukraine
Supervised the process of payments for product manufacturers, was responsible for financial discipline within the Company
Assisted in the development of the Marketing Plan, the Sales Development Strategy of the main European brands, the development of innovative marketing activities in Ukraine
Tracked new products and brands on the European market, negotiated with European partners of new brands for the further sale of products in Ukraine
Strategic revenue management approach, P&L ownership to deliver the top-line growth and meeting trade expenditures limits with focus on ROI effectiveness
Implemented Technical Import Projects for key clients networks
Subordinates - Key Account Managers (5 people). Functional subordinates - 15+ people (Key Account supervisors, Trade Marketing, Sales Operations, Logistics and Finance executives

National Key Account Manager

from 09.2014 to 06.2017 (2 years 9 months)
EMA CEMENT UKRAINE, Kyiv (Будівельна промисловість, деревообробка)

Responsibility – development structure of Commercial Department, organization of Key Account Department, staff recruitment, development of KPI's employees and job descriptions for KAMs, matrix interaction between the departments of the enterprise and network building supermarkets, organization of negotiations with networks

BDM Commercial Director

from 08.2014 to 06.2017 (2 years 10 months)
Indigo ambitious project, Kyiv (Шоу-бізнес, мистецтво, культура)

Responsibilities:
• Creation and implementation of sales plan
Analyzed team performances and sales results
• Formation, approval and control of the budget on marketing and trade marketing activities;
• Conducting of different trainings on managerial skills of the staff
• maintaining relations with representatives of Bartenders Association and similar organizations
Stand up for special events
• setting priorities for the development of brands within the Indigo ambitious project
• monitoring the implementation of recommendations of marketing partner companies to promote the company's brand in Indigo ambitious project (listing price positioning, positioning the menu layout, branding, advertising materials, trade marketing activities, etc);
• Coordination with external agencies for the activities to promote the company's products in the Indigo ambitious project

National Key Account Manager (Sales Manager)

from 07.2014 to 09.2014 (2 months)
BIC UKRAINE, Kyiv (Food industry)

National Sales Manager and National Key Account Manager
Responsibility - sales channel Mass Modern Market: a networks of food supermarkets - "ATB", "Silpo", "Metro", "Auchan", "Velyka Kyshenya" e.t.c. and the cosmetic networks - Cosmo, Watsons, Epicenter, Leroy Merlin, Pro Stor

People Management:
- Five managers (KAMs) to work with key customers
- Establish individual goals in line with the objectives of the company and sales policy
- Implement a system of evaluation of the results
- Organize weekly meetings with KAMs in the "face-to-face" format to evaluate the performance of managers, to develop action plans and development of technical skills and personal qualities of the team members.
- Analyzing work of the team a KAM in general and their individual results
- Develop an effective system of overdue receivables networks
Forecasting sales:
- Carry out a correct distribution networks between KAMs according to sales volumes of each network
- Take part in the prediction of production and logistics in the warehouse of the enterprise
- Implemented quarterly sales plans and marketing plans for key customers in the networks
- Helping to develop and implement an optimal combination of products in the stores network key customers (product mix)
- Develop an effective framework of KAM
- Developed commercial T&C for signing contracts with the networks (food and cosmetics) 2015

National Key Account Manager

from 07.2013 to 07.2014 (1 year)
Pepsico Sandora, Kyiv (Food industry)

National Key Account Manager

Responsibilities: International and national retail networks - all portfolio of brands (CSD, JUCES, SNACKS, MILK PRODUCTS)
People management:
-coordinated and coached the local team of Key Account Managers and Local field Sales Team, ensure on accurate and close follow-up of their individual targets and objectives
-set up individual targets in line with the Company objectives and sales policy
-organized individual weekly, monthly and quarterly evaluation meetings in order to develop technical and personal skills of the team members
-analyzed team performances and individual results, indentify markets and customer needs and determine a challenging strategy for the Key Account sales teem together with clear action plans
-motivated and challenged the team of Key Account sales team and Field Sales Team to achieve their targets
Budgeting planning and reporting:
-Monitored customer budgets as Year End Rebate of all Key Accounts and coordinated the overall
Reporting to GM
-Developed and implements budgeting networks
-Prepared and conducted negotiations with Customers
-Prepared mid-year review with KA
-New Agreements (sales and marketing) – signed!
-Absence of Bad Debts with Networks. Results: Bad Debts in the Networks not more 10% vs. current Debts
Forecasting:
- Provided a forecast per customer, attended forecast meetings, enter forecast for promotions
-Prepared and implemented a new sales strategy in the Key Networks (all portfolio of the brands Sandora, Pepsi, Slovyanochka, Chudo, Sadochok, Lays)
-coordinated and implemented quarterly plans of marketing activities in the networks of key customers
-Conducted analysis conducted activities
-Developed and implemented the optimal product mix in stores networks of key customers
-Implemented of The Revenue Gross Management in the key networks
-Realized project of the Category management
-Conducted analysis of P&L Networks

National Key Account Manager

from 01.2009 to 07.2013 (4 years 6 months)
Wimm-Bill-Dann Ukraine, Kyiv (Food industry)

National Key Account Manager. Responsibilities: International and national retail networks – milk products

- Developed marketing strategy of work with international KA
- Developed and implemented the structure of the Key Account Department
- Budgeting networks
- Developed and inculcated private label for METRO (ARO milk)
- Developed and inculcated innovative principles of work with international networks
- Developed and inculcated the new system of sales, control of account receivable of Key Clients, that gave the increase of efficiency of work of the Sales department on 75%
- To introduce of electronic document management Customer and Company (EDI)
- Developed and inculcated Commercial T&C model for work with the networks of KA, which put basis of the correct forming of budget of all networks of next year. RESULTS: concluded mutually beneficial Contracts 2010 - 2014 with networks for which carried responsibility
- Developed and inculcated the new standards of merchandizing, rules of letup of products in the shops of networks KA

Burn Sales Director

from 08.2008 to 01.2009 (5 months)
Coca-Cola Hellenic (Food industry)

ТМ «Burn» National Sales Director in IC and FC channel (supermarkets, petroleum networks minimarkets and local chains, HoReCa )

- Development and introduction of new model of structure of branch of sales BURN

- Prepared and calculated and set the plans of sales of energy drink BURN for-branch on the basis of analysis of sales of past years and prognoses of sales of next year

- Concluded contracts with the networks of KA
- Budgeting networks. Engaged in preparation and direct calculation of budget of development of networks of next year
- Initiated discoloration of power drink «Burn» (it is inculcated in Russia), prepared the process of going into the Ukrainian market

National IC Key Account Manager

from 01.2007 to 10.2008 (1 year 9 months)
Coca-Cola Hellenic (Food industry)

National IC Key Account manager
- Jointly with key clients developed business plans for achievement of business goals of all brief-case of company brands («Coca-Cola», «Fanta», «Sprite», «Bonaqua», «Burn», «Rich», «Schweppes», «Nestea», «Illy»)
- Commercial knowledge. Accepted commercial decisions, based on understanding and interpretation of financial information in accordance with principles of management growth of profit yield
- Managed effectively, administered and developed key clients in accordance with practices and procedures of Company
- Budgeting networks. Engaged in preparation and direct calculation of budget of development of networks of next year.
- Correlated advantageous suggestions of Company with the necessities of clients (internal / external)
- Effective negotiations. Arrived at the mutually beneficial acceding to the clients taking into account market tendencies and interests of client and Company
- Activating of sale points. Supported competitive advantage of products of Company by means of leadthrough of activating of sale points
- Initiated and controlled introduction of changes of raw material for making of tomato juice of «Rich»
- Have organized work of team from the 2 basic managers of department on work with key customers and 22 directors of branches on Ukraine of FV «Coca-Cola Beverages Ukraine Limited»
- Have conducted trainings and teaching measures on the own programs
Result 2008: + 65% increases of sales of all brief-case of brands of FV «Coca-Cola Beverages Ukraine Limited» vs. 2007

Burn Sales Manager

from 04.2004 to 01.2007 (2 years 9 months)
Coca-Cola Hellenic (Food industry)

BURN Sales Manager

- Have initiated and inculcated the change of power drink «Burn» formula (+ 25% more energy)
Result 2005: + 132% increases of sales of TM “BURN” vs. 2006

02. 2002 – 04. 2004 FV «Coca-Cola Beverages Ukraine Limited»
Key account manager

02. 2001 – 02. 2002 FV «Coca-Cola Beverages Ukraine Limited»
Sales representative is in the HoReCa segment

2001 FV «Coca-Cola Beverages Ukraine Limited» , Dnipropetrovsk branch
Specialist on the leadthrough of marketings measures

2001 34-th channel of the Dnipropetrovsk TV
Anchorman of the culinary program «Tip-top»

1999 - 2001 FV «Coca-Cola Beverages Ukraine Limited» , Dnipropetrovsk branch
Co-ordinator of marketings projects and sales

1996 – 1999 FV «Coca-Cola Beverages Ukraine Limited» , Dnipropetrovsk branch
Sales Representative

1996 - 1998 «Magic Radio 104 FM», Dnipropetrovsk
Anchorman of ether

1994 – 1995 Palace of culture, Dnipropetrovsk
Producer of mass measures

Education

Відкритий міжнародний університет розвитку людини "Україна"

Біологія та Біохімія, Київ
Higher, from 2024 to 2026 (2 years)

Kyiv State Maritime Academy

Law, theory and history of the state and right, Kyiv
Higher, from 2006 to 2013 (6 years 9 months)

Dnipropetrovs’k welding technical school the name of Paton

Control of quality of metals and weld-fabricated connections, Dnipropetrovsk
Specialized secondary, from 1984 to 1988 (3 years 10 months)

Additional education and certificates

Negotiations Skills

2009

Key Account Management Training & Development Program

2008

New Product Development Training

2008

Personal Product Development training in IC channel for IC

2008

Time management

2009

RGM simulations training

2013

Effective Communication

2014

Принципи харчової безпеки: вимоги системи НАССР та стандартів GFSI

2024

Knowledge and skills

• MS Excel
• MS Word
• Internet User
• MS PowerPoint
• CAD
• HCL Notes

Language proficiencies

English — advanced

References

• Gritsyak Vasiliy Andreevich

  Gritsyak Vasiliy Andreevich

  General Mananger, EMA CEMENT UKRAINE

  Contact details are hidden

• Fiskov Konstantin

  Fiskov Konstantin

  Sales Director, Pepsico Sandora

  Contact details are hidden

• Alexeenko Maxim

  Alexeenko Maxim

  Regional Sales Director, Wirpool Ukraine

  Contact details are hidden

Additional information

Driving licences of «B» category
English: intermediate level, excellent spelling and understanding of interlocutor (I continue study on the Kievan state courses «Interlingua» ), own economic and financial terminology.
Russian: native, literary.
Ukrainian: fluently
- married, there is daughter

Personal qualities:
-Enthusiasm, purposefulness, aimed at a result, brightly expressed leader qualities, ability to work in a team, put tasks, explain, excellent of communication and presentation skills, even temper