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Work experience

Business Development Director (Maison/Villas/Cottage Construction Projects)

from 05.2023 to 06.2024 (1 year 1 month)
DIM, Київ (Будівництво, архітектура, дизайн інтер'єру)

Cottage town "Miracle", 14 ha, village Kozyn, Kyiv region.
Adaptation and adjustment of the concept and master plan, building typologies, building layout, Feasibility study, external networks (sewerage, water, gas, electricity supply, SCS), networks within the CM and by plots, public areas and infrastructure, landscaping, maps of technical solutions for buildings, Terms of reference for architectural companies (Concept, AR+KR), Front End Engineering Design, Review of design documentation, making adjustments, formation of TOR for Engineering contractors (HVAC, WS CD, ETR). Formation of TOR for tenders. Budgets, Investment scenarios, Work schedules, tenders, purchases, supplies, Tender procedures, Estimates, Busines proposals, Contract prices, Contracts. 3 premium-class buildings of 350-550 sq.m. construction progress control.

Cottage town "Pluty" 25 ha, village Pluty, Kyiv region.
Adaptation and adjustment of the master plan, building typology, building layout, public areas and infrastructure, Feasibility study, sketch solutions for networks (sewerage, water, gas, -electricity supply, SCS), drive-in zones and roads inside the KM, Terms of reference for architectural companies (Concept, AR+KR). Review of design project documentation, making adjustments, Budgets, Investment scenarios. Legal issues regarding project implementation.

Premium class one-story house of 300 square meters, 2400 sq.m. plot, village Kozyn, Kyiv region

Implementation of a premium class interior design project (wide-format Laminam tiles, marble, wall panels, Rimadesio doors 3m high, HVAC (warm floor + radiators, air-water heat pump, multi-split channel-type system, 2 supply and exhaust units with (recovery), Smart building (KNX protocol). Septic tank, drainage system. Selection of contractors, development of work schedules , completeness, maintenance of the register of payments, resolution of disputed issues between contractors, designers and architects.

Administration and resolution of tasks for "Object #1" (premium class house 300 square meters, 3000 sq.m. plot, Kozyn, Kyiv region)

Solving issues related to engineering networks in the house (geothermal boiler, warm floor + radiators, supply and exhaust ventilation and duct-type air conditioning, Smart house (AMX), well, septic tank, water treatment system, generator, TP), Issues with contractors for improvements, correction , changes for all types of work. According to the Smart House, the formation of an updated TOR for reprogramming all switch panels and light scenarios, climate control, curtains, additions to the smartphone application from the contractor. System maintenance. Landscaping (self-watering, lighting, purchase of plants, service maintenance of the site), security, video surveillance and alarm systems (DSO) and others.

For the Owner of the company, I performed the role of Head of Customer Project Management Service for his private building and real estate projects

Managing Partner

from 02.2021 to 02.2022 (1 year)
real estate brokerage, Киев (Нерухомість)

Partnership with a law firm from the TOP-50 Ukraine to restart their business unit - real estate brokerage.

Management results:

• Developed and implemented semi-annual action and makreting plans, budgeting, standard offers and contracts, lots presentations, work standards, list of basic and additional services of the unit.
• Updated the current database of objects (more than 60 objects - plots from 5 acres to 2 thousand hectares, agricultural and industrial complexes, office and shopping centers. Transaction structures - sale of corporate rights or real estate, owners - legal entities and individuals, including non-residents) .
• Searched and analysed information of more than 100 object requests for the period (using public and non-public sources - Public Cadastral Map of Ukraine, MIAS ZMD Urban Planning Cadastre of Kyiv, EDRRP, State Land Cadastre, Online company verification services (Youcontrol, OpenData), online resources with ads, auctions, documentation from the owners of the object (legal, technical, permitting, etc.), lawyer requests to state bodies, etc.)
• Developed and implemented “Real Estate objects processing Algorithm” (Stages, sources of information, key data, format for collecting, storing, evaluating the result, presentation)
• Implemented CRM (platform and integrator selection, description of the "purchase", "sales", "maintenance" pipelines, integration management, data import, refinement, launch, work in the database)
• Established effective interaction with notaries, registrars, bank employees, land surveyors, surveyors, appraisers and other market participants.


Top personal deals:

• Prepeared two detailed (150 pages each) “Valuation reports” for owner of land plots (100 hectares in the Kiev-Svyatoshinsky district, 14 hectares in the Vasilkovsky district of the Kyiv region (the facade of the Odessa highway) aerial and topographic survey, assessment of the location, assessment of the entire array of neighboring plots put up for sale, taking into account the current and future situation in accordance with urban planning documentation, technical and engineering audit, final conclusion about the cost, recommendations for its increase and sales strategies.
• Closed 6-month deal of plots consolidation for a new cottage complex in the Kyiv area - 11 plots, 6 owners, 7 hectares, 1.5 million USD budget. Search for real owners, negotiations, drawing up a preliminary and main contract, negotiations, purchase financing schemes, transaction support (notaries, banks)
• Moderated negotiation process between the owner and the buyer of Kyiv BC GBA 5 000 sq.m. budget over 5.5 million USD (due diligence, evaluation, final price, finance scheme. Ukraine and Cyprus jurisdictions). Started in few months before the War.


Finance results:

For 9 months of work, the financial result paid off all current year costs, losses of partners for the previous year and exceeded the calculated profitability

Chief Operating Officer

from 09.2020 to 02.2021 (5 months)
ZV Development, Київ (Будівництво, архітектура, дизайн інтер'єру)

Current operating activities of the company and of each project analysis. Identifying priorities for implementing changes.
Organization and coordination of the work company's departments (financial, legal, security, IT, HR, communications, marketing, construction, design, sales and service)
Department’s and project’s monthly budgets and plans of action coordination
Сompanies financial statements control and analysis (CF, PL, BS)
Complete reorganization of the project financing system, strengthening the financial discipline of the company.
Formation of technical assignment for programmer 1: C for automation of construction project implementation processes
Implementation of the Customer Service function for QDRO projects (qdro.zv.ua [open contact info](look above in the "contact info" section) and TDF (construction of 8 premium class houses, finishing works in 5 QDRO houses)
Direct control over the implementation of construction work by creating an estimate and revision department and integrating financial and economic security functions.
Joint work with the Security Council in the areas of economic, information and personnel security.
New head of the legal department Induction, formation of a reporting system, coordination of the department's work on current tasks (sale of real estate, contractual work, issues on corporate rights, economic and civil litigations)
Participation in team building, interviewing candidates for top positions (RP for plant construction, chief architect, chief engineer, chief foreman, head of the architectural department, head of the legal department, head of estimate and revision, etc.)
Participation in preparation plots of land for resale
Marketing department control over the lead generation and current marketing activities.
2021 companies and projects Goals development and approval with the owner
Transfer of office employees to a remote mode due to lockdown
Coordination of work on projects:
SOLA capsule (tobesola.com [open contact info](look above in the "contact info" section) - the results of 3 months of prototype presentations, lead analysis, international market research, testing the prototype to form the technical specification for the serial version, intellectual property and copyright registration)
Prefab - construction of a modular house, designing a serial version of SOLA capsule and other special projects

Plant in Brovary (a plot of 3.5 hectares with 3 unfinished workshops with an area of 11 thousand sq. M.) Development of an optimal scenario for commissioning, preparatory work for the implementation of the scenario (negotiations with the GASK in Brovary, obtaining MBUiO, TU, selection of a contractor for design), preparation of data for the formation of an investment estimate and work schedule

Preparation and implementation of anti-raider measures

Securities broker work control - development of a reporting system (structure, indicators, frequency), monthly meetings, analysis of trading operations, stock quotes of shares portfolio.

Business Development Director

from 12.2019 to 08.2020 (8 months)
NAI Ukraine, Urban Experts, Киев (Консалтинг, бухгалтерія, аудит)

NAI Global, the TOP-3 world brand in the real estate market, one of the world's largest brokeredge companies, which is represented in 55 countries, in 400+ offices with 7000+ employees.

Analysis of the current state of the company as a whole and in each area: consulting and appraisal, design, brokerage of shopping and entertainment centers and office real estate.

Analysis of all developed concepts of development and redevelopment and other products of the consulting and appraisal direction for the entire period of the company's operation, including concepts available for analysis from UTG and Colliers.

Formation of a detailed plan and schedule for the development of the company for the year as a whole and in each direction.

Formation of a unified reporting system for employees, a reporting system for line managers. Initiation and implementation of a unified reporting system for all brokerage objects (Lavina Mall, Blockbuster Mall, Aprel City, Goodlife, Oasis, etc.).

Bringing to order the set of documents for objects (presentations, Tenant-mix, KP, layouts, rent-rolls, BTS and ODA templates, report templates, etc.).

Development and launch of the work standards of the company's brokers.

Development of job responsibilities for the project manager for brokerage of the shopping and entertainment center.

Organization and implementation of the transition of the entire company of 26 employees to the remote work mode during the lockdown due to COVID-19.

Operational management of employees of the brokerage department during the period of remote work and after the resumption of work in the office.

Replacement of the marketing team - selection and adaptation of a new direction manager, participation in the selection of new employees. Coordination and control of the work of the direction.

Replacement of the head of the office real estate business - forming the concept of the office real estate business Development and approval of an action plan, schedule and budget.

Initiation and participation in the development of new consulting services

Project "School of Brokers" - Participation in the development of the concept of the School of Brokers and an internship system. Development of the course structure. Coordination and control of the work of the training project leader.

CRM system - analysis of existing software, formation of a list of adjustments, formation of technical specifications for the integrator, control, implementation. Providing filling of "customer cards" with up-to-date data. Monitoring the work of brokers in the database.

Project department - implementation of the practice of working with detailed schedules, their adjustment, reporting system, system of interaction with subcontractors and customers. Assistance with the implementation, negotiations with clients and project management for the design of Ocean Mall, Aprel City, Podolyany.

Development of the Tender department

Business Development Director

from 10.2018 to 08.2019 (10 months)
"Orac Decor" (Belgium) Exclusive distributor in Ukraine, Киев (Оптова торгівля, дистрибуція, імпорт, експорт)

Sales management of distribution channel (all Ukraine) and retail (showroom 110 sq.m.).

4 regional managers, 2 back office managers, 2 showroom managers. Cities 50t +, more than --- active head contractors (salons, picking centers, online stores, retail outlets, design studios, construction companies), more than --- shipments per month, turnover more than -- million per year.

Monitoring compliance with retail prices and discount systems, participation in resolving conflicts with identical orders between contractors

Forecasting, building sales plans for the company, product groups and each employee based on analytics in various sections and aspects of an array of more than 25 thousand shipments.

Systematization and work organization with Project/Orders Protection, Reserves, Orders, Payments, Accounts Receivable.

Constant reports system development in "1:C 8.3" for regional managers preparation for business trips, meetings, cold and warm calls, assess the situation in whole region and with each contractor, and building road map for period.

Work with "1:C 8.3" on finalizing reports, distributing access rights, contractors and goods profiles, segmenting contractors by type of activity and region, introducing the basics of category management, creating for the IT specialists a list of more than 20 other improvements in "1:C 8.3" including sales funnels, conversions, coverage ratios, leads, etc.

Technical specifications and brief for the CRM programmers. Selection of a platform (choose between bpm'online sales, amoCRM, 1: C, OneBox), contractor, determination of the budget, terms, stages etc. CRM system must be suitable for existing sales channels and company structure, future online store, new projects and the fact that 95% of all processes are now conducted through "1:C 8.3".

Technical specifications and brief for the online store. WordPress and WooCommerce platform, selection of a contractor, determination of the budget, deadlines, steps for creating a non-standard online store with additional plug-ins for assistance in product selection and the up and cross sale with an optional virtual telephone exchange and chat bot, integration all modules with 1:C and CRM system

Work with wallpapers stock. 3 middle and premium class brands, more than 10 thousand rolls. Technical specifications and brief for the stocks electronic catalog (closed-type online store for dealers and contractors), sales strategy and road map for all departments

Systematization and work organization of the company's POS materials and in store equipment (towers, stands, suitcases with samples, new items, catalogs, etc.). Development and initiation of dealer’s updating and replacing samples national program.

Companies new head office - full circle project management from design project to implementation

Commercial director

from 05.2014 to 10.2017 (3 years 5 months)
BUILDING EVOLUTION, Киев (Будівництво, архітектура, дизайн інтер'єру)

The main task was to ensure systemic growth and business development.

Over the period of my work, the annual sales grew up 6 times (up to 70 million UAH) and monthly projects / facilities - 4 times (up to 20 per month). There were developed Commercial and Marketing departments, design studio, an engineering department, a logistics department, and security and video surveillance systems department were allocated to separate business units.

As a commercial director:
• I have controlled and have been directly involved into implementation of more than 65% of company’s projects in all of its business spheres (Design & Architecture; Construction; Renovation; Ventilation, Conditioning and Heating Systems; Complete turn-key projects; Security and Video Surveillance Systems). The list of top projects/objects - check in my “Portfolio”.
• I have directly leaded 3-7 projects/objects as a manager with simultaneous supervision and control over the activity of other managers with regard to their respective project/objects. For the period of my employment at BUILDING EVOLUTION I have successfully finished more than 20 projects/objects in total. On average, my personal sales accounted for 35% of commercial department sales.
• I have been directly responsible for managing the projects with foreign clients (conducting negotiations, preparation and approval of documentation, paperwork administration, further project support etc. – all that in English).
• I have represented the interests of the company as a sub-contractor for renovation works and engineering networks during the presentations of projects by design studios «Yodezeen», «Zasutsky Architects», «EVO design» etc. On later stages, I have provided further support for the relevant projects as a manager.
• I have been directly responsible for checking the working documentation in all design projects for mistakes, discrepancies, performance impossibility and for providing the relevant remarks thereto, for preparation of renovation estimates on the basis of the project, for project total budgets, work performance schedules, advance payments, material delivery terms and for final reports formation.
I have gained an extensive working experience with:
• Premium class projects/objects and VIP-clients, as well as with premium segment goods and materials;
• Design studios as a subcontractor for realization of their respective projects;
• Sub-contractors of different types – at which stage of object readiness to engage them, how to provide them with technical tasks, to conduct negotiations and tenders re the terms (price, term, advance payments, additional costs etc.), to control the quality of works etc.
• Window systems, cabinet and upholstered furniture, lighting, floor coverings, wall panels, door systems, marble etc.
I have studied deeply enough the technologies of performance of all kinds of construction works, materials, quality standards, needed contractors’ qualification levels etc.

Regional director

from 08.2013 to 02.2014 (6 months)
ECO-MARKET, Киев (Роздрібна торгівля)

Was responsible for organization of activity of 16 stores and hypermarkets in Kiev and Kiev region. Team under direct control - 2 territorial directors and sales sector analytic.
Main achievements:
Have organized the preparation of stores and hypermarkets of the region to New Year sales
Have developed the action plans on development of each store / hypermarket of the region
Actively participated in opening of the new store in Kiev (at O. Telihy Street)
Have successfully performed actions aimed on restoring the order at stores' warehouses
Participated in hypermarket stocktaking (Bucha).

Regional director

from 06.2011 to 02.2013 (1 year 8 months)
Comfy, Киев (Роздрібна торгівля)

Regional director
Regional director of Central Region (9 stores in Kharkov, Poltava, Kremenchuk, Kropyvnytskiy, Cherkassy, annual turnover - more than USD 80 mln)
Main achievements:
As the result of year, the region under supervision has turned from ``depressive'' to TOP-3 regions in intra-company rating (total rating in 10 KPIs from 7 regions of Ukraine - plan performance, conversion, average recite amount, recite structure, credit share, service and accessories share etc.). Such growth was separately noted by the Owner of the company.
Average performance of monthly plans - 94,5%, positive dynamics in almost all KPIs.
As the result of 4Q 2012 the region ranked 1st in terms of shop assistant availability.
One store with ``near closing'' status has turned into one of the best in a region in terms of performance indicators' dynamics, especially, in terms of service level.
Professional category level of directors of stores under supervision have been confirmed or increased during the annual certification

Sales Department Director

from 06.2010 to 02.2011 (8 months)
"CARAVAN", Киев (Retail)

24 direct subordinates (88 - indirect subordinates)
Was responsible for:
• General administration of Sales department (consisted from: marketing and advertisement division, planning and economic division, sales organization division, technology bureau for own production, CRM division).
• Approval, affirmation and control over indicators of all divisions and hypermarkets under control (number of recites, average recite amount, commodity turnover, количество чеков, среднего чека, товарооборота, surcharges, commodity holes, turnover, balances, write-offs etc.). Participated in drafting and approving the revenue side of the semi-annual and annual budget (turnover, margin, gross margin) of each hypermarket.
• Development and approval of annual seasonal operations plan, approval of seasonal operations planograms, ordering of articles and sales results.
• Control and approval of promotional actions on trading floors.
• Assortment optimization, control of input / output of articles from the assortment.
• Approval of planograms of the whole hypermarket, sectors, departments.
• Organization of merchandising standards compliance monitoring system.
• Control of orders, representation in the trading floor and results of sales of own trademark goods ("In our opinion", "Offer", "Easy & Good") and goods of "China" and "Odessa" projects.
Main achievements:
• Has gained the “full picture” of hypermarkets network activity, causal relationships of all performance indicators, seasonality, promotional activity, relations with providers and vendors, particulars of losses, stocktaking, budgeting of hypermarkets and separate projects within the company, standard and non-standard ways on KPI increasing, interrelations between main office divisions and their influence over the final result.
• Provided for performance of hypermarket network monthly KPIs at the level 92% in comparison to the plan.

Head of Sales Department

from 10.2009 to 05.2010 (7 months)
Ukrainian Agrarian Leasing Company, Киев (Сільське господарство, агробізнес)

Brands line - CLAAS, CASE IH, KUHN, LEMKEN, KLEINE, GREAT PLAINS, GERINGOFF.

Head of Development Department

from 06.2007 to 12.2008 (1 year 6 months)
«IPG», Киев (Retail)

Head of Retail Chain, Concern «IPG» (7 parquet stores in Ukraine - «Паркетный Мир» in Kiev, Kharkov, Dnipro, Chernigov, Krivoy Rog; «Гипермаркет Паркета» in Kiev; «Паркет Пол» in Kiev)

Head of Marketing Department, Marketer

from 04.2006 to 06.2007 (1 year 2 months)
«IMPRESS», Киев (Видавництво, поліграфія)

Education

National Academy of Environmental Protection and Resort Development

Economics and Management, Симферополь
Higher, from 2000 to 2005 (5 years)

Additional education and certificates

WEB-course "Practice in "1C: CRM edition 3.0""

2019, 1 month

Seminars and trainings from suppliers of equipment, building materials, contractors in various fields.

2014-2017

Mitsubishi Electric Thailand Business Educational Tour

2017, 10 days

Corporate Executive Training Programs

2011-2013

TOV "NTA", Seminar "Master of system sales department development in the B2B market"

2010, 2 дня

Field seminar (residence) for top managers

2007, 5 days

Knowledge and skills

• MS PowerPoint
• CRM
• Windows
• Бітрікс24
• Битрикс24
• Бухгалтерський облік
• Бухгалтерский учет
• MS Access
• 1С:Бухгалтерія
• 1С:Бухгалтерия
• MS Visio
• OLAP
• SalesDrive
• Ведення CRM
• Trello
• Agile
• Kanban
• Jira
• MS Project
• MS Power BI
• Confluence
• Worksection
• Уміння аналізувати
• Управлінські навички
• Управління будівельними проєктами
• Управління проєктами (виробництво)
• Управління ІТ-проєктами
• Управління командою
• Планування бюджету
• Управління бюджетами
• Стратегічне планування
• Планування проєкту
• Фінансове планування
• Бізнес-планування
• Asana
• Project Expert
• Business Process Management
• Deadline management
• Due deligence
• Управління відділом продажу
• Управління проєктами
• Читання проєктної документації

Language proficiencies

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

Additional information

Briefly about my experience:

Experience in managerial roles spanning over 10 industries, including 4 retailers (food, consumer electronics, hardware), 3 distribution companies, 2 construction companies, 1 consulting and development company, 2 holding companies, 1 law firm, and 1 publishing company.

Skilled in developing and improving business processes, as well as implementing system changes, with more than 10 years of experience in this area.

More than 10 years of practice in departments and companies' budgeting

Over 14 years of Personal Sales and Sales Management - Retail ("COMFY," "Karavan," "EkoMarket"), Distribution ("Orac Decor," "APPU," "UkrAgroliz"), and Project sales ("Building Evolution," "Urban Experts,"NAI Ukraine", "ZV Development", LF).

Over a decade of proven expertise in navigating complex negotiations and closing deals, leveraging thorough preparation, understanding opponent's nuances, crafting negotiation positions, developing negotiation strategies, and adapting to alternative scenarios and changes during the process.

More than 8 years in construction projects management (development concepts, project documentation, estimates, schedules, planing, implementation using Agile methodology (Scrum, Kanban))

High expertise in real estate brokerage - land plots, residential and commercial buildings, construction in progress

More than 6 years in the selection of contractors, suppliers, negotiation, workflow (TK, KP, contracts, acts, etc.).

More than 4 years in cooperation with integrators and software developers - CRM, Task-managers, Web developers, SaaS (writing and approving technical specifications, bidding on budgets, monitoring work, implementing products, training staff, etc.)

High expertise in research and data analyzing, building trends and forecasts, planning sales, key company indicators and budgeting, writing regulations, business processes, checklists, instructions, scripts, etc.