Контактна інформація

Шукач вказав телефон та ел. пошту.

Отримати контакти цього кандидата можна на сторінці https://www.work.ua/resumes/10132409

Досвід роботи

IC Channel Manager

з 09.2021 по нині (2 роки 8 місяців)
Puratos Ukraine, Київ (Сільське господарство, агробізнес)

[відкрити контакти](див. вище в блоці «контактна інформація»)

- 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

з 12.2020 по 09.2021 (9 місяців)
Energon Ukraine, Київ (Енергетика)

[відкрити контакти](див. вище в блоці «контактна інформація»)

Carried out segmentation of the battery market, developed terms of sales and logistics of batteries

Identified key customers, created a base of key players in the energy market of Ukraine

Business Development Manager

з 07.2019 по 12.2020 (1 рік 5 місяців)
Jahn Jensen Group, Київ (Оптова торгівля, дистрибуція, імпорт, експорт)

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" 18% vs.LY

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

National Key Account Manager

з 07.2017 по 07.2019 (2 роки)
Elbfein Ukraine, Київ (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

з 09.2014 по 04.2017 (2 роки 7 місяців)
EMA Cement Ukraine, Київ (Будівельна промисловість, деревообробка)

National Key Account Manager

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

National Key Account Manager

з 06.2014 по 08.2014 (2 місяці)
BIC Ukraine, Київ (Оптова торгівля, дистрибуція, імпорт, експорт)

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

- Organized 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

PepsiCo Ukraine

з 09.2012 по 07.2014 (1 рік 10 місяців)
PepsiCo Ukraine, Київ (Харчова промисловість)

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

з 12.2008 по 05.2012 (3 роки 5 місяців)
Wimm-Bill-Dann Ukraine, Київ (Сільське господарство, агробізнес)

National Key Account Manager

з 12.2008 по 09.2012 (3 роки 9 місяців)
Wimm-Bill-Dann Ukraine, Київ (Сільське господарство, агробізнес)

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

National IC Key Account Manager

з 01.2007 по 10.2008 (1 рік 9 місяців)
Coca-Cola Beveradges, Київ (Оптова торгівля, дистрибуція, імпорт, експорт)

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: + 65% increases of sales of all brief-case of brands of FV «Coca-Cola Beverages Ukraine Limited» as compared to 2007

Burn Sales Manager

з 04.2004 по 01.2007 (2 роки 9 місяців)
Coca-Cola Beveradges, Київ (Оптова торгівля, дистрибуція, імпорт, експорт)

Have initiated and inculcated the change of power drink «Burn» formula (+ 25% more energy)

- Result: + 132% increases of sales of TM "BURN" as compared to 2006

- Planning of sales BURN by branches, sales team,

- Contracts conclusions

Key account manager

з 02.2002 по 04.2004 (2 роки 2 місяці)
Coca-cola Beveradges, Київ (Оптова торгівля, дистрибуція, імпорт, експорт)

Developed an Agreements

- Develop of sales strategic in HoReCa

- Develop marketing strategy of HoReCa buissenes

Освіта

Київська академія водного транспорту ім. П. Сагайдачного

Юридичний
Вища, з 2008 по 2012 (4 роки)

Знання і навички

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