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Work experience

Head of Export Department

from 10.2022 to now (1 year 7 months)
GIDROPROM Ukraine, Одеса (Оптова торгівля, дистрибуція, імпорт, експорт)

•Research and analysis export markets & new markets products expansion
•Design go-to market strategy
•Develop, configuration and systematization all business processes
•People management 7+ direct reports

Head of Sales Department

from 02.2020 to 02.2022 (2 years)
DEKA / JURA TM, Kiev (Оптова торгівля, дистрибуція, імпорт, експорт)

•member of the Ukraine Leadership Team playing a key role in development of G2M and Customer Strategy as well as Organization Engagement & Development plan
•identificated, created and agreed with HQ go-to market strategy in line with the company’s vision
•developed omni-channel commercial policy & relevant trade condition
•developing a forecasting and budgeting that enable the whole channels to achieve long term sales & profit targets
•national promo campaigns activation
•collaborating with internal (othet departments) and external stakeholders to leverage business results
•people management: set up targets, reviewed results, hiring, coach and motivate sales team
•provided business reviews to the Board (Country Manager, HQ) on a regular base
Achievements
•created product’s distribution in all trade channels: National accounts, Regional Trade, On-lines, Specialties
•designed and executed promo-campaigns in all channels on quarterly base
•effectively managed 10+ direct reports
•100% sell-in annuals targets achieved aligned with HQ

Commercial Director

from 01.2019 to 01.2020 (1 year)
Ultimate Efficiency, Київ (Консалтинг, бухгалтерія, аудит)

Certified FRANKLINCOVEY representative Company in Ukraine.
•developed communication and maintained strong working relationships with executives, HR teams, identifed business weaknesses and challenges and determined relevant solutions
•cultivated existing contacts with clients and suppliers and set up long-lasting win-win relationships with new ones
•evaluation customer’s needs/expactations and work out customized proposals
•organized training programs of FranklinCovey
•3 projects successefully delivered

Head of sales

from 04.2013 to 10.2018 (5 years 6 months)
Philips Ukraine, Киев (Оптова торгівля, дистрибуція, імпорт, експорт)

Achievements
•designed and implemented a new sales model for the field organization ( small domestic appliance 300+ headcount). Sales growth increased by 45% (market +33%). Achieved the annual goals with an index 115. Share of sales in the portfolio of Customers increased by 18% (+4.8 points)
•initiated and implemented an annual product promotion plan – Avent category Mother and Chield Care. Sales growth in FMCG sector increased by 40%, coverage increased by 25%. Enhanced distributor’s sales capability via transparent performance and development evaluation system
•effectively managed the annual budget of the department, implemented a system of control and cost reduction. ROI> 3
•developed efficient field staff assessment
•introduced and executed top talent recognition process
Responsibilities
•Responsible for crusial KPI’s: target delivering (sell-in, sell-out), In house share, coverage, fild staff retention & remuneration
•design and implement a strategic business plan and provide effectively business process both externally and internally
•team lead of 6 Regional Managers and 2 KAM’s (direct reports) and 300+ indirect reports nationally.
•developing KPI’s & metrics and providing performance analysis for key initiatives to increase efficiency and effectiveness

Multi-Function Team Leader - Distributors operation, Kiev

from 05.2011 to 03.2013 (1 year 10 months)
P&G Ukraine, Kiev (Оптова торгівля, дистрибуція, імпорт, експорт)

Achievements
•developed Distributors Sales & Coverage models in Traditional Trade and Wholesale channels based on join business planning
•designed an annual corporate program in Traditional Trade channel. Sales growth increased by 10%, coverage increased by 12%
•implemented sales staff performance standards. The number of effective calls per day increased by 20%
•provided annually Distributor’s assessment in Sales, Finance, Logistic, HR and IT
•integrated company’s business standards into distributors business system
•developed and implemented annual Distributors Contest based on crucial KPI’s

Responsibilities
•responsible for Distributor’s KPIs achievement (Sales, Coverage, Distribution, etc.) and Corporate Programs execution nationally
•responsible for design long-term corporate programs, enable execution of monthly trade marketing Initiatives for Ukraine Traditional Trade Channel with Regional Distributors coverage
•develop and maintain customer’s relations through all forms of professional and social interaction

Unit Manager Distributor operations, Odessa.

from 03.2007 to 04.2011 (4 years 1 month)
P&G Ukraine, Odessa (Оптова торгівля, дистрибуція, імпорт, експорт)

•responsible for sales targets delivery and distributor’s extension across 7 regions UA for P&G, Gillette and Gala brands. Team Lead of 5 Area Sales Managers
•led Joint Business Plan execution with key customers
•implemented effective business process interaction between sales functions during company’s transition period

Key Account Manager

from 04.2005 to 02.2007 (1 year 10 months)
Gillette Ukraine, Kiev (Оптова торгівля, дистрибуція, імпорт, експорт)

•responsible for full cycle of contract signing with international
retailers METRO C&C, BILLA including shipment, trade terms and
marketing (service)

•provided major KPI’s: sales volume; profitability; initiated, executed
and analysis promo activities

•delivered sales fundamentals in stores

Area Sales Manager

from 09.2000 to 03.2005 (4 years 6 months)
Gillette Ukraine, Odessa (Оптова торгівля, дистрибуція, імпорт, експорт)

•provided sales forecasting and target delivery

•managed distributor’s sales team in 3 regions

•provided successful category management with top Customers

Sales Manager, South Region.

from 05.1998 to 08.2000 (2 years 3 months)
DHL International Ukraine, Odessa (Транспорт, логістика)

Responsible for selling company’s services to the existing and potential Customers. Creating and implementing key-account program to enhance company’s revenue. Problem solving and win-win solution.

Regional Sales Manager, South Region

from 09.1995 to 09.1997 (2 years)
Medpharcom, Odessa (Pharmaceutical products)

Searching and developing Customers. Successfully setting up a remote company’s branch.

Education

Interregional Academy of Personnel Management

Marketing, Kiev
Higher, from 2019 to 2019 (2 months)

State Economic University

Degree in Management of Enterprises, Odessa
Higher, from 1999 to 2000 (1 year)

Экономика предприятия

Institute of Management and Communications

Microelectronics, Diploma with Distinction, Kiev
Higher, from 1989 to 1994 (5 years)

Radio engineer

Additional education and certificates

Recruiting and Interviewing, Couching, Key Account Category Management, Efficient Management, Distributor Operation Development

2005-2016

Knowledge and skills

Language proficiencies

• Russian — fluent
• Ukrainian — average
• English — above average

Additional information

Over 15 years’ experience of proven track record in international FMCG / Domestic Appliance industries in sales, distributor operations and projects management. Experience in building successful teams, designing and executing strategies to accelerate emerging businesses.
•Designing and execution commercial G2M strategy.
•Budget, forecast and P&L responsibility
•Design and enhance of sales and distribution system: B2B, B2C, Retail, E-com
•Building and optimizing business processes
•People management: 10+ direct reports
•New products and categories launch
A leader with a strategic vision and tactical decision-making mindset has the ability to work independently and within a team; with the developed soft skills: result orientation, adaptability, and stress tolerance.