Контактна інформація

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Досвід роботи

Sales and Business Development Director

з 05.2012 по нині (14 років 3 місяці)
LG Household & Health care (Household consumer goods)

Managing and developing of LG Household & Health care products distribution in Ukraine (start-up)
Main tasks and responsibilities:
• May – October 2012.To negotiate and agreed with LG H&H care terms and conditions of country entrance, marketing support and distribution system build-up
• To create and implement business development model. 3 years sales and marketing strategy
• To create and implement distribution processes: commercial policy, marketing policy, price structure, internal/external logistics, sales analysis, finance and accounting, incl. back office and field force /importer based/
• To launch national Ukraine distribution system and start business with main national and international retailers
Results:
• 28th of October 2012: contract signing ceremony (LG + Importer) and 1st Distributors conference were successfully conducted in Kiev
• Development model, Sales & Marketing strategy created and started-up. Commercial and marketing policy launched
• National distribution system created. First delivery to distributors – 16.01.2013. Negotiations successfully conducted with the main Ukrainian retailers. Product on-shelf availability till 14th of April: Auchan, Silpo, FOZZY, Furshet, AS Watson’s, Velyka Kishenya, EVA, Epicenter, EKO Market, etc.
• TV Advertising campaign and National promo launching in the mid of April

Sales director

з 05.2011 по 11.2012 (1 рік 7 місяців)
MSL LLC (Lottery operator)

Managing and developing of M.S.L. Sales and Retail chain, (currently 6 000+ stores, 250+ sales managers and >5 000 sellers-consultants)
Main responsibilities:
• Management of Sales department and Retail chain, Development department and Analytical department (both start-up), KA and Trade marketing (both start-up) departments, MSL Training Academy (start-up), development support dept.
• Development of the Retail chain, company’ and agent’ chain. Company’s regional structure improvement.
• Cooperation with marketing and other company’s departments. Marketing and trade marketing activities creation and implementation
• Development and adjustment company’s business development strategy (sales part)
• Company’s Sales, GGR, chain efficiency; main company’s KPI’s

Main tasks 2011-12:
• To create company’s sales strategy 2011-15
• To increase # of company’s stores in 3.5 times up to 2 600. To increase in retail efficiency to 80%. To open 300 outlets in special new format till the EURO 2012. To develop new sales channels
• To involve new agent retailers and increase in efficiency up to 75%
• To make “double” in sales and GGR in 2011 vs. 2010 and 2012 vs. 2011
• To perform Sales Department KPI’s

Results:
• Developed and launched “2011-15 Sales strategy”, - document that presented long term chain and sales development vision and tools. According to the strat. plan:
• Retail chain development concept created and implemented. Chain’s development department – started up. Number of company’s stores has been increased to 2 600 in December 2012, 300 BET stores. Actual Efficiency 87%
• Created and launched new sales support concept (management, distribution, coverage, roots, performance tracking) in order to increase efficiency of existing stores. New sales force KPI’s, motivation system and annual competition program has been established and launched.
• MSL training Academy, KA and Trade marketing departments launched according to the strat. plan guidelines
• Budgeted sales, trade spend, operational exp., chain’s development and efficiency targets, EBITDA 2011, 2012 has been achieved
• Company market share has been increased by 14% 2012 vs. 2010
• Company sales 2012 vs. 2010 have been grown four-fold up to 300 000 000 USD /2010 turnover: $88M/

National Sales & Distribution manager

з 04.2009 по 04.2011 (2 роки)
SC Johnson (Household consumer goods)

/April-June 2010 Acting Country Manager/

Main responsibilities and reporting:
• Management of SCJ Sales department
• Management of the Distributors and company's distribution system in terms of sales, coverage and distribution
• Direct responsibility for company’s sales, in-market-sales, trade spend, coverage and distribution
• Responsibility for company’s commercial policy design, adjustment and implementation, national marketing and trade-marketing programs design and execution
• Direct reporting to Country GM

Achievements:
• 10/11FY Company’s and In-market sales has reached pre-crisis level
• Business development program and “post-crisis” commercial policy has been created and implemented
• As a result: # of delivered SKU has rose up to 50% of active assortment on total national level; coverage has been increased by 40% up to 22 000 P.O.S./
• During 2009-10 “Recovery Plan” has been established and implemented with 4 existing SCJ distributor’ holdings in order to maintain coverage, distribution and sales plan performance
• Distributor’s changeover on East region (24% of business) has been arranged and implemented with no loss to SCJ business. New distributor’s holding successfully achieved SCJ targets
• New P.O.S. activation project has been established and launched (Queensland project). 1 300 new P.O.S. were activated by Project’s task force in a small cities during project’s first year
• Exclusive sales teams have been launched with all SCJ distributors + smart solutions for Western Ukraine and Summer VAN selling program on the Black and Azov sea side. As a result – sales plan fulfillment in the areas

National Key Account manager

з 04.2006 по 04.2009 (3 роки)
SC Johnson (Household consumer goods)

Main responsibilities and reporting:
• Establishment and management of Key Account department /Start-up/. KA team development
• Responsibility for Key Account dept. KPI’s achievement
• Responsibility for SCJ – Key Accounts relations in terms of business cooperation and personal contacts
• Direct reporting to country GM

Achievements:
• Key Account department has been successfully established
• KA business development strategy and KA sales development program (terms, structure, activities, categories development) were created and successfully implemented
• New Commercial policy was designed and implemented based on the Strategy
• Corporate agreements based on KA development program has been signed with 62 accounts in Ukraine:
• Shelve share has been increased and fixed according to the agreements (+10% vs. market share)
• Additional placement has been increased by 13 times
• P&L by accounts analytical system has been designed and implemented as well as Analytical system that covers all accounts' KPI’s (daily base tracking)
• Investment level in KA channel in line with SCJ budget guidelines
• During 2006-2008 average year to year sales growth in the modern trade channel +42% (+12% vs. budget)
• Personal responsibility for two accounts: METRO, Auchan-start-up (negotiations, activities, categories development, etc.)
• 2007 – I have doubled business with METRO
• # of SKU agreed with each account =95% of SCJ assortment
• 1st SCJ + Key Accounts National Conference "Star Team" (Taba, Egypt, autumn 2008) successfully conducted. Participants: SCJ sales force + Distributors + main Ukrainian chains' decision makers (35 main chains winners)
• Conference conducted as a result of annual competition between 52 chains by criteria: biggest LFL sales growth. Result +39% LFL sales growth


/Till the end of 2007 product SCJ portfolio consisted of SCJ and Johnson&Johnson brands/

Sales Operations manager

з 05.2000 по 03.2006 (5 років 11 місяців)
SC Johnson (Household consumer goods)

2005-March 2006 Sales Operations Manager
2002-2005 Logistics Manager
May 2000 – 2002 Logistics Specialist

Main responsibilities and reporting:
• Establishment and management of Sales Operations department /Start-up/
• Management of operational part of SCJ business: sales forecasting & S&OP, stock management, state customs, logistics and warehousing, sales analysis and planning, customer service. S&OP – start-up
• Direct reporting to country GM

Achievements:
• Sales and Operation business processes were established and implemented, sales and manufacturing oriented forecasting system /start-up/ were designed and implemented
• Class “A” S&OP process has been achieved in the company (S&OP process were implemented from 0 point)
• Internal/external logistics control, stock management of SCJ and distribution system, order processing system, customer service process, sales analysis system have been organized and go a live. In 2002 implemented through WEB technology
• Logistics Department has been established and later transformed to Sales Operations Department /4 subordinates/
• In-market sales / stock analysis system has been created and implemented
• Active participation in new SCJ distribution system creation (trading terms, operational rules, logistics’ activities, etc.), direct relations with distributor’s owners. As a result – firm business growth
• Successful Marketing and Trade Marketing activities were created and implemented for both SC Johnson and Johnson&Johnson brands
• Design and implementation of WEB system – Orders and stock control
• Design and implementation of WEB DDC system – in-market sales data collection and analysis by P.O.S. by SKU on daily basis (Currently “SPOT2D system”)

Chief of Sales department

з 10.1999 по 05.2000 (8 місяців)
DP “Triumph” RAINFORD Group (Milk and food consumer goods)

Main responsibilities:
• Management and development of sales department (sales managers, sales reps, customer service, office staff, logistics and delivery specialists)
• Responsibility for Rainford TMs sales, and financial targets achievement on territory of Kiev and Kiev area

Achievements:
• Logistics and sales business processes creation and implementation. As a result – 0 loss of the milk products
• Successful sales department development and new department structure implementation. Implementation of the “Mass and quality distribution” project. Result – coverage increased from 250 to 960 clients during 3 months of implementation within customer service level growth
• Design and implementation “today for tomorrow” sales process for the customers by milk products with shelve live 36-72 hours with no loss for the company
• Rainford’s Cash&Carry assortment was connected to the active distribution
• Trade marketing activities were created and successfully conducted
• RESULT – sales growth from 300 000 UAH/month to 1 600 000 UAH/month
• Financial targets were overachieved based on profitable growth concept implementation

VAN Sales Representative

з 10.1998 по 10.1999 (1 рік)
SAV Service company (Distribution of P&G consumer goods)

• Establishment and management of sales in the Kiev city area (since February a part of Kiev region)
• Search and elaborate new clients and new channels of sales
• Providing maximal distribution and merchandising of P&G brands to retail and wholesale clients

Освіта

IMI

Master of business administration, Kiev, Pittsburgh
Вища, з 2004 по 2005 (1 рік)

Diploma project: “SC Johnson’s distribution system improvement”. Internship: Carnegie Mellon University, Pittsburgh, USA

Kiev Polytechnic Institute

Computer sience, Kiev
Вища, з 1991 по 1996 (5 років)

Specialty: “Computer Technologies in Business”.
Degree: Engineer in Computer Science. Diploma project: “Service and control of small trade enterprise operations”.

Додаткова освіта та сертифікати

Looking Glass 360° Leadership, CCL Int, Moskow

March 2010

Sityational leadership ||, SC Johnson Learning Institute, Moskow

October 2007

KAP+ (KA development), SC Johnson Learning Institute, UK

May 2007

Persuasive presentation, SC Johnson, Kiev

October 2006

Effective Sales teams, SC Johnson, Kiev

July 2006

Negotiation skills, SC Johnson, Kiev

June 2006

KA CIS development, Adam Smith consulting, Moskow

May 2006

Management of distribution, SC Johnson, Kiev

August 2005

Key success factors, team leadership, personnel evaluation, SC Johnson, Moscow

May 2003

Base Finance and managerial accounting, SC Johnson, Kiev

March 2003

Time management, SC Johnson, Kiev

January 2003

Manufacturing oriented program, SC Johnson, Netherlads, UK

May 2002

Logistics and process oriented management, SC Johnson, Kiev

June 2001

Sales development program, P&G, Kiev

November 1998

Знання і навички

• MS Excel
• MS Word
• MS PowerPoint
• Sales
• Ability to analyze
• Database

Знання мов

Англійська — просунутий

Рекомендації

• Dmitry Afanasiev

  Dmitry Afanasiev

  PROSTOVALPY, Owner and Project Director (former General Manager of SC Johnson Ukraine)

  Контактні дані приховані

• Andrey Kostiyk

  Andrey Kostiyk

  PRA data, Joint owner, Director

  Контактні дані приховані

• Constantin Kishkovskiy

  Constantin Kishkovskiy

  Co-owner, Director (former Country Manager of Johnson&Johnson Ukraine), A-BRANDING

  Контактні дані приховані

• Evgeniy Vlasenko

  Evgeniy Vlasenko

  General Manager, M.S.L. LLC (former GM of SC Johnson /2005-2010/)

  Контактні дані приховані

Додаткова інформація

Personal Profile:
Experienced manager for successfully starting up, managing and improving team performance for driving projects and teams resulting in increased revenue and profitability. Excellent experience in creation and implementation of commercial activity strategy; people management; market information analysis and financial analysis; establishment and performing of sales structures, distributors’ structure, distribution systems and sales, marketing and trade marketing functions, training programs and processes; logistics and strategy planning, forecasting.

Personal Skills:
Honest, reliable, straight-forward, responsible, goal-orientated, highly motivated self-starter, excellent team player, ambitious, strong organization skills.
Open-minded, quick grasp of new areas & ideas. Always Optimistic. Logical thinker - careful but also cooperative. Sympathetic - good listener but also an influencer. Organizationally strong in complex projects.

Key Information (special skills):
Business: Good experience in creation and implementation of commercial activity strategy; creation and support of business relations with customers and partners; team management; establishment and performing of distributors’ structure, distributors’ & direct systems and sales; logistics and strategy planning, forecasting; marketing sales and finance information analysis; Budgeting and P&L management

Driving license: Cat. B1, B2 (17 years of driving experience).