Yulia

JULIA TOKARCHUK (STOYANOVA)

Date / Place of birth: 26.09.1994 / Odessa, Ukraine
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PROFILE OVERVIEW

I'm a results-oriented B2B & SaaS Sales and Pricing Professional with 10 years of experience and deep expertise in
container shipping, project logistics, and digital (SaaS) solutions designed to drive commercial success. I bring a proven
track record of leading cross-functional, multicultural teams (Team Lead role) and collaborating with diverse stakeholders
to deliver high-performance, scalable outcomes. My strengths include strategic pricing, value-based sales, market
expansion, and client acquisition, consistently generating sustainable revenue growth and operational efficiency. I
leverage innovative sales strategies, data-driven decision-making, and strong personal branding to build long-term
partnerships and win new business in competitive markets. Passionate about innovation, technology investment, and
continuous professional growth, I confidently embrace challenges and approach new opportunities without fear or
hesitation.

KEY COMPETENCIES

● Data Analysis ● Commercial Acumen
● Sales Management ● Negotiation Skills
● Project & Multitask Management ● Contract Management
● Shipping Management ● Customer Relations
● Logistics Management ● Team Development
● Export Operations ● Networking Skills
● Freight Negotiation ● Process Optimization
● Market Analysis ● Reporting & Data Visualization
● Leadership & People Management ● Supply Chain Management
● Import Operations ● Sales Forecasting
● Microsoft Office Suite ● Client Engagement
● Business Development ● Marketing Tools & Strategies
● Problem Solving ● Relationship Building
● Creative Thinking & Innovation ● B2B (SaaS)
● Adaptability & Flexibility

LANGUAGES

 English - Professional, C1+  Ukrainian – Fluent  Russian – Fluent

PROFESSIONAL EXPERIENCE

KAISER PROJECTS B.V. - UKRAINE, Oct 2025 – Jun 2026
Position: Projects Business Development & B2B Sales Manager

 Fulfillment Projects Land Logistics for OW/OH cargoes, solutions for BBK.
 Sales funnel for new customers across the EU and UA, generating business opportunities from scratch.
 Negotiated, prepared, and signed commercial contracts in compliance with Ukrainian and European regulations.
 Managed the full sales cycle, from cold outreach -> lead generation to contract negotiation, in logistics project
execution, and final payment collection.
 Organized import sea and road transportation from EU countries to Ukraine, including heavy industrial
equipment, solar panels, and Battery Energy Storage Systems (BESS).
 Conducted business development meetings, client visits, and trips.
 Maintained strong client relationships, resulting in repeat business and long-term cooperation agreements.
 Provided end-to-end operational control and customer support throughout all stages of logistics projects,
including complex multimodal transportation of heavy industrial equipment and renewable energy infrastructure.
  Monitored accounts receivable and ensured the timely collection of outstanding payments.
 Acquired a new reliable network of carriers, vendors, and logistics partners for cooperation partnerships in
projects and oversized transportation.
 Organized export air freight shipments to the Middle East and resolved operational and transportation-related
issues.

Mediterranean Shipping Company (MSC) - UKRAINE LLC, Apr 2025 – Oct 2025
Position: Sales Specialist of Commercial department

 Finding new BCOs (Beneficial Cargo Owner) from scratch.
 Cultivating and maintaining strong relationships with clients in the shipping industry.
 Collaborating with internal stakeholders, including logistics, operations, finance team and MEDLOG.
 Monitoring market trends, competitors, and customer needs.
 Advertising initiatives for MSC’s services.
 Represent MSC Ukraine in national exhibitions and forums.
Achievements:
 Successfully secured 15+ commercial contracts with BCOs and NVOs (Non-Vessel Operating).
 Booked and coordinated 50+ TEUs (import & export) per working period.

DP WORLD UAE, Oct 2020 – Mar 2025 [4 years 6 months]
Position: Senior consultant of sale digital products | DF Alliance.com (Global Freight Network)

 Processed with cold and warm leads through CRM.
 Presented DFA solutions to prospective clients via online and in-person meetings, highlighting product benefits and
competitive advantages.
● Sold DFA Premium subscriptions through strategic Teams calls, demos, and presentations, effectively managing the
sales cycle from pitch to close B2B (SaaS).
 Provided ongoing support to existing clients, ensuring high levels of satisfaction and retention.
 Assisted with product integrations, working closely with clients to ensure seamless onboarding of SeaRates and DFA
solutions.
 Managed and responded to incoming client requests via SeaRates chat, ensuring prompt and professional
communication.
Achievements:
 Successfully sold 10+ Premium DFA subscriptions per working period.

Position: Team Lead of Pricing department - SeaRates.com (Online Freight Marketplace)

 Conducted daily competitor and market analysis, identifying pricing trends and digital logistics benchmarks.
 Sourced and added pricing data for marketing ads as part of the daily operational workflow.
 Generated back-end freight rate content for digital posts, blogs, and platform updates.
 Delivered weekly KPI reports for UAE HQ, tracking pricing performance and operational efficiency.
 Collaborated daily with Project Managers and IT teams to align freight pricing strategies and platform functionality.
 Integrated analytics tools to support pricing development and prepared business reports for internal stakeholders.
 Handled daily DFA rate uploads via Excel, Web, API integrations, ensuring up-to-date global freight pricing.
 Managed and Trained a multicultural Digital & Operations Pricing Team of 6 across Ukraine, Philippines, and China.
 Built individual pricing strategies tailored to specific service providers, improving margin control and competitiveness.
 Conducted lead generation through research, networking, and market analysis, contributing to the commercial sales
funnel.
 Worked toward and contributed to the achievement of annual growth targets in line with company KPIs.
Achievements:
 Ensured monthly sustainable maintenance and updates of over 6 million sea, air, and land freight rates on the
SeaRates Marketplace.
 Pricing process optimization by integrating AI-assisted tools, in close collaboration with the developers team.
 Contributed to the creation and input of freight rates for the SeaRates Freight Index.

UNI-Laman Group – Ukraine Branch, Feb 2019 – Oct 2020 [1 year 9 months]
Position: Pricing Manager
 Prepared analytical pricing reports for the Management Directory, supporting strategic decision-making.
 Performed daily tasks of uploading new data rates into the company CRM, ensuring accuracy and timely availability
of rates.
 Addressing calculation requests from over 60 account managers across the Holding’s Sales Departments.
 Handled container volume analysis across the entire Holding, negotiating special freight rates with global shipping
lines and agents.
 Sourced and evaluated new logistics agents, negotiated business terms, and signed contracts to expand the
company’s operational network.
 Entered and managed data rates in multiple digital formats, ensuring compatibility across internal tools and systems.

DHL Global Forwarding – Ukraine Branch, Jan 2017 – Dec 2018, [2 years]
Position: Export Customer Service Manager

 Delivered high-level customer service and consultation, including direct support to VIP clients on logistics and
shipping matters.
 Reviewed and approved EDM pre-alerts and processed shipments using the CargoWise system.
 Coordinated with the DHL Export Control team in Bonn, Germany, ensuring compliance with international export
regulations.
 Managed the end-to-end logistics process, from order receipt to vessel departure at the Port of Destination (POD).
 Prepared and submitted ISF (Importer Security Filing) and AMS (Automated Manifest System) forms for U.S.-bound
shipments.
 Created and managed export documentation using INTTRA, and coordinated HBL/MBL generation through Logis
Ocean and Logis Air systems.
 Tracked and maintained income and expense records related to shipping deals using 1C: Enterprise accounting
software.
 Handled formal corporate correspondence with shipping lines and DHL agents, ensuring accurate communication and
timely updates.

Multicont Ltd. – Ukraine Branch, Feb 2016 – Jan 2017, [1 year]
Position: CEO

 Conducted business development activities, including identifying and acquiring new customers in the grain cargo
logistics sector.
 Coordinated operations with warehouses and stuffing facilities to oversee and ensure quality control during the cargo
stuffing process.
 Negotiated and signed customer contracts based on INCOTERMS, ensuring legal and logistical compliance in
international trade agreements.
 Managed day-to-day office operations, delegated tasks among employees, and ensured timely execution of internal
processes.

Position: Logistics Account Manager

 Managed the booking process with Chinese agents, ensuring timely coordination of import shipments.
 Prepared and supported accurate and competitive rate offerings.
 Oversaw rail operations for container platforms, including booking confirmations, coordinating container pick-
up/drop-off to warehouses for bulk exports (e.g. wheat, sugar beet pulp powder, meal).
 Coordinated with the Chamber of Commerce and Industry of Ukraine for export-related certifications and
documentation.
 Prepared drafts and supported the issuance of Phytosanitary and Fumigation Certificates, ensuring compliance with
international export regulations.

EDUCATION

 National University "Odessa Maritime Academy" - Odessa, Ukraine, Sep 2012 - Feb 2018 [6 years]
Qualification: Master’s Degree in Management - Business Administration

 Hillel IT School, Apr 2022 - Jul 2022 [4 months]
Professional development, Web design Basic: UI & UX