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Work experience

Head of Global Sales for English, Arabic, Asian, Rus desks, sales trainer

from 04.2022 to 05.2023 (1 year 1 month)
Crypto Exchange, financial services, Київ (Фінанси, банки, страхування)

CFD, Cryptocurrency, Bitcoin, Crypto Exchange, Forex
Result: over a period of 3 months, conversion rates have increased: English desk 8.7% (against 4.5%), Arabic 7.2% (against 3.4%), Asian 7.6% (against 4.5%), Russian 9.5% (against 7.5%). A sales quality control and mentoring system has been implemented to maintain the achieved level of conversion. Area of responsibility: goal setting, recruitment, motivation, training, coaching, monitoring the implementation of tasks, dismissal of inefficient specialists. Conducting product trainings on cryptocurrency, on telephone sales skills, coaching sessions to improve the quality of sales for call center specialists.

Head of World Class Sales, Call Center, English / Russian / Ukrainian

from 10.2021 to 02.2022 (4 months)
Prozorro.Sales – National Electronic Exchange, Ukraine, Київ (Нерухомість)

(Auction sales of state and municipal property, real estate, land, resources, assets, vehicles and infrastructure, as well as rent and leases.)
The project was stopped due to the start of military aggression of the Russian Federation against Ukraine.

Result: (A) sales grow 200%+ from newcomers that are on the trial period. (B) Sales audit uncover resources for 300%+ sales grow in 4 months, namely: optimization of CPM and sales process (10%+), optimization of commercial areas (10%+), competitions and sales cycles (10%+) , selling against competitors (10%+), auditing calls (10%+), coaching (10%+), correction of the training system (10%+), standardization of objection handling (10%+ ), best practice sharing (10%+), recruiting scaling (10%+), scorecard and KPI optimization (10%+). (C) Sales excellence plan agreed and on implementation phase according with terms and priorities

Head of World Class Sales, sales excellence & sales quality improvement for retail net of outlets. English / Russian / Ukrainian

from 08.2019 to 10.2021 (2 years 2 months)
Credit Agricole Bank Ukraine, 2000+ employers, Київ (Finance, banking, and insurance)

Result: (1) 2021 – the bank took 2nd place* in Ukraine in terms of customer loyalty index, rising from 5th place where it was in 2019. As a result, the sales plan completion rate of the retail network of branches was 80%+, which is an absolute record for the last 7 years. (2)World Class Sales and Sales Excellence methodology deployed in 150+ retail net of outlets over Ukraine. (3) Number of trained and certified specialists exceeded: 380+ sales executives, 80+ outlet managers, 40+ internal trainers. (4) As result of pandemic COVID-19 - online trainings delivery have completely replaced the conduct of classroom trainings that improve country coverage, effectiveness and minimize the cost. (5) Onboarding process for newcomers and “The University of the Retail Sales” have been implemented. (6) Contact Center department fully equipped with new range of 4 sales training programs with total duration of 8 days.
* - https://minfin.com.ua/banks/rating/?date=2022-02-21

Head of Global Sales. International Call Center. English / Russian

from 03.2019 to 05.2019 (2 months)
Booking Health Gmbh, Київ (Medical tourism)

Result: +300% sales grow in 3 months. Responsible for sales performance & sales team, setting sales targets, dismissing weak sales executives, developing existing sales & recruiting new sales, delivering sales trainings, coaching, performing audit, KPI, sales standards and processes, motivation.

Head of Global Sales / Sales Coach-Trainer. International Call Center. English / Russian

from 02.2017 to 03.2019 (2 years 1 month)
Media Stream BHG,, Киев (Financial brokerage company - Call center)

Result: +300% sales grow in 3 months. Recruiting sales people and delivering training programs to Telephone Sales professionals: an introduction to financial industry & services, telephone sales skills. Providing individual coaching sessions and auditing sales quality. Monitoring the effectiveness and efficiency of the corporate sales process.

Head of Sales excellence / Sales Coach-Trainer for Ukraine. English / Russian

from 09.2014 to 07.2015 (10 months)
Bayadera Group, Ukraine (FMCG industry), Kyiv (FMCG, alcohol distribution company in Ukraine)

Result: annual training plan has been prepared first time in company’s history and implemented. Conducting sales trainings for Sales professionals, Team leaders, Sales managers. Deployment of corporate Sales Tools & Standards. Deployment of IT solutions for training department.
The biggest alcohol distribution company in Ukraine, representing international alcohol brands – Moet, Veuve Сlicquot, Don Perignon, Hennessy, Remy Marten, Johnnie Walker, Baileys, Sheridan etc; Local brands - Khlebni Dar, Kozatska Rada, Persha Gildiya, Marengo, Koblevo etc. Company staff 4500+ employees. Sales Force 1200+ employees.

Sales Excellence Manager/ Sales Coach Trainer for Russia, Ukraine and CIS countries

from 01.2003 to 05.2014 (11 years 4 months)
DHL Express International (Germany), Kiev, Moscow (Transportation, Logistics, Warehousing, International Logistics)

Results per year:
2013 - DHL Russia is #1 worldwide in absolute EBIT (before China) as result of revenue growth in Q3 & Q4
2013 - DHL Russia is #1 in Europe region (39 countries) in Selling Against Competitor campaign
2012 - DHL Russia is #1 in Europe region (31 countries) in Selling Import Product campaign
2011 - DHL Ukraine within TOP10 countries with best Sales Excellence results in region (125 countries).
2010 - DHL Ukraine is #1 with Sales Excellence Award within region (125 courtiers).

Head of Sales Ukraine

from 01.2001 to 03.2002 (1 year 2 months)
RAUTARUUKKI OY, Finland, Kyiv (Construction materials)

Responsible for sales targets achievement

Head of Sales Ukraine

from 04.2000 to 01.2001 (9 months)
ELECTROLUX AB, Sweden, Kyiv (Mechanical engineering)

Responsible for sales targets achievement

Country Manager Ukraine

from 08.1994 to 08.1999 (5 years)
Moulinex S.A., France, Kyiv (Household equipment)

Responsible for sales targets achievement

Education

National Academy of State Regulation & Public Administration, the President of Ukraine

State Regulation, Kiev
Higher, from 1996 to 1998 (1 year 8 months)

Master of Public Administration

Technical University Ilmenau, Germany

Measurement systems and computers department, Ilmenau
Higher, from 1988 to 1989 (8 months)

Diplom-Engineer, Graduated with Honours

Technical University Kiev, Ukraine

Statistics, computers, measurement devices, Kiev
Higher, from 1982 to 1988 (5 years 9 months)

Engineer, Graduated with Honours

Knowledge and skills

Additional information

As you look to build a world-class sales organization, make sure that you are focused on the right things. As sales managers and business leaders, it is not our job to grow sales. It is our job to grow our salespeople in quantity and quality. The following five initiatives are the main areas that must be focused on when building a world-class sales organization: (1)Finding good people, (2)Getting them to join our team, (3)Getting them trained and producing, (4)Growing them into top producers, (5)Keeping them”.

I am the Head of Sales, World Class Sales expert and sales coach-trainer with 20+ years of experience within international companies Credit Agricole Bank (France), Deutsche Post DHL (Germany), Electrolux (Sweden), Moulinex (France), Caparol (Germany), Rautaruuki (Finland). Experience with industries – banking, financial services / forex trading, insurance, air-express courier service, medical tourism, fmcg, home appliances, video-audio equipment, construction materials, ferro/non-ferro metals, chemicals, import & export trading.

Areas of specialization - sales management, sales audit & consulting, sales coaching, trainings delivery, sales tools including CRM & Scorecards, reporting analysis, recruiting, sales development. Scriptologist. Also have management & administration experience. English - fluent, Ukrainian & Russian – native, Italian & German - basic. Advance skills in computer usage and business applications. Driving license - since 1991.

Key words – Forex, Cryptocurrency Exchange, NFT, DeFi, Metaverse, Call Center, Sip, Voiso, CommPeak, Leads, Conversion, Retention, Recovery, Telesales, Telemarketing, DMAIC, Lean, SIPOC, SIX SIGMA, SCRUM, CRM, Scorecard, KPI, Siebel, Dynamics, SalesForce, Bitrix, HubSpot, vTiger, Pipeline, Sales Channels, Sales Process, Sales Quality, Targeting, Activity, Opportunity, Loyalty, Acquisition, Retention, Ratio, Visio, Business Studio, E-learning, Online, LMS, iSpring, Captivate, SkillSoft, Moodle, Mzinga, Drupal, WebTutor, Mirapolis, WebConferencing, Webex, Zoom, Tixeo, MS Teams, Adobe Connect, MS Project, WordPress, Google Tools, Power Point, Outlook.

LIST OF BUSINESS-PROJECTS AND TRAININGS FOR DELIVERY

Trainings for Team Leaders and Mid Managers

•300% sales grow in 3 months (business-project)
•World Class Sales - standard implementation process (business project)
•Self Learning Organization - standard implementation process (business project)
•Global Sales Stimulation Cycles - standard implementation process (business project)
•Global Sales Audit – standard implementation process (business project)
•Sales Strategy Alignment (business-consulting)
•Sales Processes & Tools for Sales Team Leaders
•Sales Skills Overview for

Trainings for Sales Executives

•Customer Retention
•Customer Acquisition
•Telephone Sales Skills
•Sales Induction
•Sales Standards and Processes
•Sales Tools for Sales Executives
•One Day in Life of Sales Executive
•Consultative Selling for VIP customers
•Contracting & Advanced Negotiation with VIP customers
•Advanced Customer Management for VIP customers
•Time Management for Sales People
•Opportunity Management

CERTIFICATES:

•Introduction to Quality Management and ISO 9000:2000 – BVQI, July, 2001
•Recruiting Skills – DHL Express Int., April, 2003
•Sales Management – DHL Express Int., June, 2004
•Train The Trainer: Selling in physical channels - DHL Express Int., August, 2005
•Train The Trainer: Selling in Customer Service - DHL Express Int., September, 2005
•Project Management - DHL Express Int., April, 2006
•Train The Trainer: Best in Class Sales 1 – DHL Express Int. & TACK Int., October, 2006
•Best in Class Sales Management Coaching – DHL Express Int. & TACK Int., September, 2007
•Training development, level 2 - DHL Express Int., June, 2008
•Train The Trainer: Sales Coaching – DHL Express & Richardson, February, 2010
•Train the Trainer: Best in Class Sales 2 – DHL Express, March, 2010
•Facilitator Skills - DHL Express Int., October, 2011
•Train The Facilitator: Sales Management - DHL Express Int., October, 2011
•Train The Facilitator: Relationship Sales - DHL Express Int., December, 2011
•Train The Facilitator: Sales Tools & Processes - DHL Express Int., December, 2011
•DiSC® Evaluation Specialist – DHL Express Int., December, 2011
•DMAIC & Lean Master Bronze Certificate – Deutsche Post DHL, 2012

GRANTS & AWARDS

•Grant for the fruitful cooperation and assistance in program of self-employment for migrants from the Crimea and East Ukraine. USAID, KrymSOS. Kiev. April, 2016
•Grant for the fruitful cooperation and assistance in program of self-employment for migrants from the Crimea and East Ukraine. USAID, KrymSOS. Kiev. September, 2015
•Grant for the fruitful cooperation and assistance in program “How to start your business” for migrants from the Crimea and East Ukraine. USAID, KrymSOS. Kiev. November, 2015