Nataliia

Контактна інформація

Шукач вказав телефон, ел. пошту та адресу.

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Досвід роботи

National Key Account Manager

з 06.2018 по 01.2020 (1 рік 7 місяців)
PTD «BEL Shostka Ukraine», Kyiv (distribution of cheese products by TM Vesela Korivka, Shostka, MiniBabyBel, Leerdammer, own and contract manufacturing by «Shostka milk factory» on Ukrainian local / export food market)

Key area of responsibility: building strong NKA-business background (sales, distribution, promo efficiency, category projects etc.), strengthening leader position on the cheese market and achieving targets in profitable way by multifunctional team:
a) full reorganization and integration of new team structure (with ex-local KAs’ integration as Tavria, Klass, Evrotek etc. to KAM-perimeter) for specialized sales management with clients’ centricity focus & profitability improvement by +0,76 pts in Sales Margin in 2019 (vs 2018)
b) building strong positioning & keeping growing with processed cheese category as leader & category developer (gaining MS +1,6 pts for Vesela Korivka in 2019 by efficient promo-support, building healthy snack category & in-store excellence by distribution pyramid approach)
c) strengthening profitability via direct contract signing (+3 contracts in 2019)
d) boosting launches execution with strong distribution coverage by 74% WD for 4 months (powerful visualization of strategic NPD with OOF TG-support (MiniBabyBel, Leerdammer etc.))
e)defending position of the brands by private labels’ production (first time for BEL Ukraine)
f) improving revenue management /promo optimization in cooperation with key food MT players during nego-campaigns 2019-2020
g) creating an internal team microclimate with high self-motivation and a desire to run to work

Achievements: Achieved sell-in volume / Net sales growth +7,2% %/+13,0% (vs 2018) & 104% / 102% of budget execution 2019 in frame of category negative volume trend -2,1% on MT-market).
Gained MS in priority brands +1,6 / +0,7 pts vs 2018 (VK / MBY).
Signed 3 new direct contracts & agreed first PL production for BEL in Ukraine.
Promo-tool was created and developed during Q3 2019.

National Key Account Manager

з 04.2017 по 05.2018 (1 рік 1 місяць)
LTD "Sopharma Ukraine", Киев (distribution of medicinal products by TM Sopharma, Medica, Vitaminy on Ukrainian pharmaceutical market)

Key area of responsibility: building strong NKA-business background, in transition from Sell-in to Sell-out focus (sales, promo policies, exclusivity, NPD, budget, special projects, etc.), applying best FMCG-practices:
a) strengthening NKA effectiveness by focused KPIs agreement and regular monitoring of qualitative implementation with TOP 15 chains (with TO share by 62% of the channel) to national level (95 KAs in the perimeter)
b) launch of Promo guidelines (with whole internal procedure) to push sell-out from pharmacies, gaining market share in volume building categories during national promo support
c) building strong positioning & growing faster than market with non-branded products by Vitaminy, PC (gaining MS +0,14 pts in 2017 by exclusivity policy implementation)
d) preparing annual nego-campaign 2018, building business drivers’ model of NKA-cooperation with clusters approach (Gold, Silver, Bronze)
e) improving NKA profitability by promo optimization (with regular ROI tracking) & reduced bonus payments in transition from Sell-in to Sell-out approach
f) back to basic, improving general reporting, optimizing department structure by regional resplit, supporting implementation of internal unified standards (forecasting, novelties tracking, etc.), holding regular office-fields workshops
Achievements: Achieved sell-in growth +14,6% (vs 2016) & 101,2% of execution for commercial program 2017 (taking with negative trend and 88% of plan execution in Apr’2017). Achieved growth +59,2%/+61,4% (vs 2017) & 122,4%/123,1% of execution for Sell-in/Sell-out plan turnover in Cycle 1 2018 (Jan-Apr.) Gained MS in priority brands +0,25 pts vs 2017 (in private labels expansion).
Signed 13 «exclusivity» trade terms from 15 TOP KAs in Ukraine.
Promo policy was created and developed during Q2-Q3 2017.
For the first time Ukraine won 1st place by HQ professional assessment in 2017 (from 5 strategic countries).

National Key Account Manager

з 07.2016 по 02.2017 (7 місяців)
LTD «Philip Morris Sales and Distribution», Киев (distribution of tobacco products by TM Parliament, Marlboro, L&M, Bond, etc. on Ukrainian local / export (Caucus group) mass market (international tobacco company))

Key area of responsibility: managing of national KAs (sales, SOM, contract efficiency, etc.) by top guidelines, as profitability, prioritization, sustainability, linked to subchannel role and available activation tools (Kiosk, Self-service, Petrol):
a)strengthening NKA strategy by subchannel with new integrated tools, focused on sales growth, market leadership, efficient resources allocation with next movement to national level
b)transforming NKA strategy into contract structure (with implementation during annual nego-campaign 2017) by focus on transparency of investments = real profitability, transparency of scoring = prioritization (based on common KPIs), transparency negotiation = productive collaboration with KAs (based on optimal scenario)
c)reinforcing brand staging with impactful visibility enhancement and communication extension (impactful POSM installation (SiS, Megathron, KMS) – to become best in class tobacco player on the market; P4P, RAP, co-promo excellence – to strengthen customers’ loyalty, trial & brand awareness)
d)launch of automated KASE-model to push contracts excellence, with gradual transition from fixed to variable payments, focused on P4P remuneration guidelines, showed successful roll-out from NKA to LKA in Q4 2016
e)back to basic, improving general reporting, optimizing department structure to front/back office, supporting implementation of internal unified standards, holding regular office-fields workshops, etc.
Achievements: Achieved sell-in growth +48,6 pts (triple uplift vs national) & 109,7% of execution for commercial program 2016. Gained MS in priority brands +3,6 pts (1.8 uplift vs national) in context of value- segment’s strong development vs valorized brands of PMI portfolio.
Signed a number of more productive contracts/trade terms with reducing fixed payments with the biggest KAs in Ukraine.
Developed and implemented automated KASE-model for transparent resource allocation in 3 months.
New team structure (based on front/back office and subchannel leading approach by KAE) was created and developed during S2 2016.

From Key Account Manager to Commercial Director

з 10.2012 по 04.2016 (3 роки 6 місяців)
LTD «L’Oreal Ukraine», Киев (distribution of beauty products by TM L’Oreal, Garnier, Maybelline on Ukrainian local / export (Caucus group) mass market (international FMCG company))

Key area of responsibility: spearhead L’Oreal business growth (sales, profit, SOM, consumer penetration, etc.) by top guidelines, as prioritization, simplification, consumer knowledge/centricity, digital focus, commercial excellence, people and sustainability:
a)building commercial strategy by channel as roadmap for growth (commercial policies creation), focused on sales maximization, market leadership, key battlegrounds to win by channel, business continuity – grow talents within the company
b)improving profitability and business efficiency (= sales revenue management) by focus on conditional growth drivers = pay 4 performance model, allocation of resources accordingly (focus on promo efficiency), productive distributors’ collaboration (Blue book assessment)
c)increasing competitiveness by customer centricity approach (Advantage survey – to become best in class supplier for our clients, Account planning excellence – multifunctional team working with client)
d)launch of Perfect Store concept to push in-store excellence, focused on distribution pyramid building by channels, fixed monthly priority of field team, gaining captaincy in volume building categories by catman projects & R2M support
e)optimizing commercial structure to market challenges, etc.
Achievements: Achieved sell-in growth +14,6 pts vs budgeted & 109,7% of sell-through execution for commercial program 2015, protecting PnL by -1,2 pts decreasing of clients minoration. Gained MS in priority categories (+0,6 pts) in context of crisis 2015 year and strong private labels expansion vs valorized brands of L’Oreal portfolio.
Signed a number of more productive contracts/trade terms with working counterparts with the biggest KAs in Ukraine during 2014-2016.
Developed and implemented a model of Perfect stores (65% of WD) in 2015-2016.
For the first time in Eastern Europe, L’Oreal won 4th place of 15 FMCG-suppliers by Advantage assessment in 2015.
Sales Revenue Management direction was created and developed during 2015-2016.

From Key Account Manager to Senior Key Account Manager

з 10.2009 по 04.2012 (2 роки 6 місяців)
LTD «Unilever Ukraine», Киев (distribution of food & non-food products by TM of Unilever in Ukraine (international FMCG company))

Key area of responsibility: managing of national retailers (Metro, Velyka Kyshenya, Furshet, Novus) to reach company’s goal as gaining TO & MS in profitable way:
a)holding annual/quarterly/monthly negotiations, optimizing of commercial conditions with customers, signing of contracts and control of achieving agreed business targets
b)working on assortment (quantity & quality), planograms, SoS with buyers of the national KA (priority assortment matrix by format, speed listing program for novelties, SoS project, etc.)
c)full organization of promotional activities by annual CMP-plans creation/agreement for chains under responsibility (internal & external), budget control (promo + marketing), promo efficiency analysis & ROI tracking (by client, by brand, by mechanic, by period)
d)regulation, control and analysis of RSP by channels and weekly monitoring of the shelf prices, promo and launches of the competitors
e)cooperating with KAs on budgets/payments, quarterly targets, overdue issues, etc.
f)preparing regular reports: weekly TO, monthly investments report (promo activities and bonus programs); forecast accounting planning in OPSO-database (m+1, +2, +3), questionnaires and surveys tracking in RETEX-database, etc.
g)creation of presentations on quarterly Commercial workshops, semester Sales plans and National meetings.

From Sales Manager to Senior Key Account Manager

з 09.2006 по 10.2009 (3 роки 1 місяць)
LTD «SBM Ukraine Limited», LTD «Rating», LTD «Yanser LTD», Киев (distribution of power products by TM SBM in Ukraine (international DIY company), distribution of household, sport and seasonal goods by TM Fackelmann, Curver, Intex, etc.), distribution of tights-socks products, jersey and corset goods by TM Atlantic, Key)

3. 01.2009 – 10.2009 – LTD «SBM Ukraine Limited» (Sales Manager): distribution of power products by TM SBM in Ukraine (international DIY company)
Key area of responsibility: experience of "start-up business" with national KA on the basis of the developed business plan, reaching DIY-market leader position in a half of year (Epicenter, Novaya Liniya, OBI, Praktiker, Metro, ATL, etc.)
4. 08.2007 – 01.2009 – LTD «Rating» (Senior Key Account Manager): distribution of household, sport and seasonal goods by TM Fackelmann, Curver, Intex, etc.)
Key area of responsibility: organization and managing of NKA-sales in the company and building strategy for exclusive brands introduction on the market (Fozzy Group, Metro, Auchan, Tavria, etc.)
5. 09.2006 – 08.2007 – LTD «Yanser LTD» (Key Account Manager): distribution of tights-socks products, jersey and corset goods by TM Atlantic, Key, Kleo, Legs, Mura, etc.)
Key area of responsibility: 360-degree cooperation with Metro on sales/budgets/payments, bonus targets, logistic, in-store execution, etc.

From Office Manager to Sales Manager

з 01.2004 по 09.2006 (2 роки 8 місяців)
LTD "Baden-project", Киев (distribution of finishing polygraph equipment and consumables)

Key area of responsibility: active participation at all stages of the business cycle of the company: starting with logistic and service center development up to partnership with leading national chains and local suppliers, building of the optimal schemes of equipment import.

Освіта

Kyiv Taras Shevchenko University

Faculty of philology, specialist, Киев
Вища, з 1997 по 2002 (4 роки 8 місяців)

Знання і навички

Знання мов

• Українська — вільно
• Російська — вільно
• Англійська — просунутий

Додаткова інформація

Personal qualities: excellent interpersonal, negotiation and communication skills, goal-oriented, self-motivated, high-responsible; team leader with analytical and creative mind, flexible, optimistic.