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Work experience

Commercial Director

from 04.2015 to now (9 years 1 month)
DS GROUP / Podillya poultry, Киев (farming: grains and oilseeds; poultry/fresh eggs)

Corporate sales management (grain and oilseeds; chicken eggs).
Development of international sales; direct export of fresh food products on any basis to 20 countries.
Key accounts management within major international traders and local partners (distributors and retail networks).
Markets analysis and studies of new business opportunities.
Participation in major international exhibitions and events.
Management of logistics operations; coordination of forwarders.

•Turnover grow up in 70% (export in 3 times); gross profit grow up in 100%; many new direct customers on different foreign markets.

National key account manager

from 09.2013 to 07.2014 (10 months)
KERNEL, purchasing dept., Киев (the biggest agro-industrial holding in Europe)

Trading of grains and oilseeds within major agroholdings and international traders

Deputy Commercial Director (manage sales budget of 150 M$ per year)

from 04.2009 to 09.2012 (3 years 5 months)
ASTARTA-KYIV (major agro-industrial holding), Киев (leading sugar, grains, oilseeds and milk producer)

Commercial and marketing policies in sales of crop production (cereals and oilseeds) and food products (eggs, milk, meat).
Corporate sales management. Operational planning, organization and control of export and domestic sales.
Key accounts management (major international and local companies in trading and food industry).
Business development of trading with major agroholdings and international traders; new export business (new countries / customers / products).
Monitoring of world and local markets; competition and trends dynamics analysis.
Logistics management, coordination and optimization of shipments; stock level controlling in regions.
Budgeting; cash-flow and accounts receivables management; logistics and stock level controlling.
Development and implementation of controlling and reporting in the Commercial Department.

• Turnover up in 3 times (export in 5 times); gross profit up in 4 times; new direct customers on foreign markets; growing market shares of major products.
• Commercial and logistic expenditures down by 20%; customers’ payment terms down by 2 times.
• Improvement of management and controlling for sales & logistics on central / regional levels .

Country Manager Ukraine

from 03.2007 to 03.2009 (2 years)
IMCD GROUP (The Netherlands), Киев (leading international distributor of special food, pharma and chemical ingredients)

Starting the business in Ukraine from “0”; promotion of the company and its products.
Analysis of markets and major industries – estimation of all market segments and its potentials, competition and trends.
Management and optimization of products portfolio by industries and suppliers.
Direct sales to industrial customers and throw distributors-importers; seminars and presentations for customers.
Participation in exhibitions and seminars in Europe.
Presentations for suppliers, negotiations and getting exclusivity for Ukraine.

Sales director

from 02.2002 to 05.2007 (5 years 3 months)
BEARS GROUP, Киев (Leading distributor of 25 major international producers of raw materials for food industry)

Creation and implementation of marketing strategy and sales policy - for all markets and business units.
Participation in creating of long-term corporate strategy - distribution business incl. own production units (marketing, sales, finances, logistics, HR), creation of long term competitive advantages.
Management and optimization of products and services portfolio - analysis of profitability and perspectives for main groups of products, introduction of new products/services.
Marketing policy, market analysis - estimation of all market segments and potential of big corporate consumers, competition and trends.
Credit and pricing policies - also by markets/segments, products, clients.
Financial planning and budgeting, payments and stock level controlling, optimization of working capital.
Coordination of production and sales units, incl. regional subsidiaries - internal price policy, planning, sales.
Products supply planning and controlling - supply chain management (procurement, logistics, payment).
Negotiations with foreign partners - prices, credits, products, customers' support.
Staff training and motivation - incl. organization, structure, recruiting.

• Sales volume up in 3 times, gross profit up in 4 times, financial and operating cycles down in 2 times (incl. debtors' overdue, add. credit from suppliers, better planning); ntry into new markets (new clients and new products), growing market shares on existing markets.

Expert-Trainee in the head-office

from 09.2001 to 01.2002 (4 months)
BOUYGUES CONSTRUCTION, Paris / France (Leader on the global markets of construction services)

Purchasing direction

research project in purchasing and logistics opportunities for building materials in the CIS.

Expert-Trainee in the head-office

from 05.1998 to 01.1999 (8 months)
LAFARGE Group, Paris, France (Worldwide leader in building materials)

Corporate Business Development Department,
Project on controlling of the commercial development on the global markets (reporting; contribution studies; prices and costs analysis; profitability and break-event point analysis for main products by areas/markets/customers) and distribution of business indicators for top-management, business units and regional subsidiaries.

Ukrainian representative office director

from 09.1996 to 10.1997 (1 year 1 month)
INTERSED S.A. (France), Kiev (French distributor of software/hardware CAD/CAM/CAE systems)

Marketing analysis and promotion strategy; development of direct sales to big customers; seminars/exhibitions.
• Increase of the number of the new clients in new market segments.

Education

Copernic program

Hosted by 4 major French Institutes (Mines de Paris, ENPC, Science-Po, CDI) and sponsored by the French government, Paris, France
Higher, from 1997 to 1998 (1 year 1 month)

MBA, international management

Ecole Centrale de Paris, Ecole Centrale de Lyon

Industrial management, Lyon
Higher, from 1995 to 1996 (1 year)

Master's degree accredited by the “Conférence des Grandes écoles”

Kharkov Polytechnic Institute

Dynamics and strength of machines, Kharkov
Higher, from 1987 to 1993 (5 years 5 months)

Degree: mechanical engineer-researcher, diploma with distinction

Language proficiencies

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

Additional information

I have successful 20-year experience in managing sales, marketing and supply chain.
I’ve been working as for largest international and Ukrainian companies but also developing start-ups on innovative and highly competitive markets.
MBA graduated from best French universities.

Many years of experience with large Ukrainian and international customers and suppliers in the following areas:
• Agribusiness, trading;
• Food: raw materials and fresh products;
• Export-import;
• B2B and distribution.

More info on http://[open contact info](look above in the "contact info" section)

Specialties:
- Sales management, preferably B2B
- Procurement, Supply chain management
- International Business developpement
- Marketing
- Management of operations
- Strategic planing
- Budgeting, Controlling, Reporting
- Team management and motivation
- Export - Import and international trade
- Key account management
- Risk management
- Agribusiness
- Food ingredients

Goal and client oriented, open minded, team player, managing style - coordinator and moderator, analytical skills and system approach.

Trainings on marketing; sales; presentation, negotiation; team leading; change and time management.


mob.: [open contact info](look above in the "contact info" section)
e-mail: [open contact info](look above in the "contact info" section)
Skype: anatole_a_toi
http://[open contact info](look above in the "contact info" section)