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Досвід роботи

Sales Manager of West Africa (14 countries)

з 06.2013 по 06.2016 (3 роки)
FRIGOGLASS Ind. Ltd (Glass Division), Lagos, Nigeria (Customised and Generic Glass packaging (bottles), Crowns, Crates production and supply for Blue Chip clients: Coca-Cola, Heineken, Diageo (Guinness), SABMiller, Pernod Ricard and for a large spectrum of local clients)

Key achievements:
•Delivered consistently Sales on annual basis:
oNTS increased by +2% in 2013 & +14% in 2014 vs. budget target
•Achieved new float and re-launch of glass items:
o2013-2015: 79 glass projects
•Implemented monthly sales targets and monitoring system
•Introduced receivables procedure within sales team

Responsibilities:
•On annual basis worked out Budget Plan with revisions in:
oSales volume/turnover
oPricing/margins
oP&L
oNew projects (re-launches of exiting float and new items)
oCooperation with new clients
•Developed and maintained effective sales team by business orienting; setting priorities, supporting negotiations process, controlling deadlines
•Investigated and drove new opportunities through sales force for business development within 14 countries of West Africa
•Created and developed distributors/dealers of generic items at various required territories
•Provided and assisted with technical support of projects implementation at all stages with blue chip clients
•Created team spirit culture within sales team to keep up high pace and business efficiency
•Reviewed sales and receivables targets on monthly basis to take corrective actions to be aligned with agreed budget KPIs

Deputy Sales Director: Ukraine; Belarus, Moldova, Baltics

з 08.2012 по 05.2013 (9 місяців)
Verallia (Saint Gobain - Zorya), Київ (Customised and Generic Glass packaging (bottles) and Jars production and supply for Spirits; Wine; Brandy; CSD; Dairy; Premium; Niches clients)

Key achievements:
•Led successful projects launching products with 47 new clients (over 4 years)
•Developed 5 new distributors in different market segments of Ukraine, Belarus, Moldova, Hungary

Responsibilities:
•Developed and applied business strategy to enlarge number of potential clients/projects with the aim of volume, market share and P&L improvement
•Developed and managed Sales team for budget and business projects realization
•Created and developed distributors/dealers on the territory of responsibility
•Planned monthly production of plant lines
•Together with SGZ’s Innovation department and client’s marketing department produced designs of new items
•Discussed, finalized and got approval of all technical details for new projects’ implementation.

National Sales Manager (Premium segment): Ukraine; Belarus and Moldova

з 03.2011 по 08.2012 (1 рік 5 місяців)
Verallia (Saint Gobain - Zorya), Київ (Customised and Generic Glass packaging items (bottles/jars) production and supply for Spirits; Wine; Cognac; CSD; Dairy; Premium; Niches)

Key achievements:
• 15 new successful projects launched in premium segment (Spirits, Sparkling Wine, Still Wine, Brandy)
• Created database of all premium segment clients Brandy Distilleries, Wineries, Sparkling Wineries, Niche Spirits in Ukraine, Belarus and Moldova and Baltics

Responsibilities:
• Made analysis of glass industry market of premium segment: Brandy distilleries; Sparkling and Still wineries on possibilities, risks, competitors and development dynamics
• Created and provided strategy of collaboration with distributors: pricing policy, financial policy, territory coverage, lead through of seasonal actions/programs
• Negotiated with existing and potential clients, discussed and came to the agreement on: pricing, technical parameters of glass items, financial and delivery terms
• Finalized all technical details according to the clients’ demands with plant director, quality control manager
• Kept regular contact with clients, distributors for new projects implementation and business development
• Maintained on-going search for the potential clients through: market research analysis, internet, communication with clients.

Sales and Marketing Manager (niche markets):Ukraine, Belarus` and Moldova

з 02.2009 по 03.2011 (2 роки 1 місяць)
Verallia (Saint Gobain - Zorya), Київ (Customised and Generic Glass packaging items (bottles/jars) production and supply for Spirits; Wine; Cognac; CSD; Dairy; Premium; Niches)

Key achievements:
• Worked out with distributor and implemented “Mono-packaging line project”. Output: 23% of jars sales volume increase during season.
• Created and worked out database of all jar segment clients in Ukraine, Belarus, Moldova

Responsibilities:
• Created and worked out database for glass jar segment and niches starting from Ukraine and later added territories of Belarus and Moldova
• Provided all computations on necessary investment by distributor for “Mono-packaging line Project”, approved by Management team
• Presented and agreed with distributor on “Mono-packaging line Project” with focus on planned additional volume, revenue during season, investment amortization, timeline
• Carried out negotiations with the potential clients, discussed and came to agreement on: pricing, technical parameters of glass items (jars, bottles), financial and delivery terms
• Made analysis of glass industry market -jar segment and niches: Brandy Distilleries, Sparkling and Still Wineries, CSD, Dairy on possibilities, risks, competitors and development dynamics.

Project Manager ("Away From Home Business" project), territory of Ukraine

з 12.2005 по 12.2008 (3 роки)
JSC “KRAFT FOODS UKRAINE", Київ (Production and supply for consumers distributing through New and Traditional trade channels of coffee (beans, R&G, soluble), confectionary (tablets, countlines, boxes, bulk), snacks)

Key achievements:
•Determined and implemented products portfolio for horeca, petrol stations, vending coffee equipment
•Successfully implemented “ Jacobs Coffee Corner” project with 2 main petrol station chains in Ukraine (WOG, SHELL)
•Successfully implemented in horeca “Jacobs Coffee corner” project in all million cities and key towns in each district of Ukraine
•Agreed and implemented cooperation with 3 new investors/distributors in vending business stream covering central, western and southern part of Ukraine

Responsibilities:
•Analyzed AFH Ukraine market (segments, necessities, possibilities, risks, competitors) and development dynamics
•On annual basis developed and applied business strategy (sales plan, budget, P&L, action plan) for territory of Ukraine
•Defined, hired, developed and managed Sales structure for each segment of responsibility
•Created necessary distributors/dealers structure to fully utilize business potential
•Determined AFH Products portfolio for horeca, petrol stations, blue chip clients (MacDonald`s restaurant; restaurant chains), vending coffee machines with sales structure for each segment
•Analyzed coffee equipment spectrum and carried out successful bidding with equipment producers.
•Provided required payback period for company investments into equipment
•Created business strategy for Coffee Vending machines direction
•Worked out business plan to attract investors for Coffee Vending machines

Regional Sales Manager (Central Region: Dnipropetrovsk, Poltava, Sumy, Cherkasy , Kirovograd)

з 02.2000 по 12.2005 (5 років 10 місяців)
JSC “KRAFT FOODS UKRAINE”, Київ (Production and supply for consumers distributing through New and Traditional trade channels of coffee (beans, R&G, soluble), confectionary (tablets, countlines, boxes, bulk), snacks)

Key achievements:
• Y2004: 35% sales volume increase in coffee segment in Dnepropetrovsk
• Y2002: 67% of weighted distribution level in snacks in Poltava region
• Y2001: 75% of weighted distribution in confectionary in Vinnitsa, Cherkassy and Chernigov

Responsibilities:
• Developed and applied appropriate regional sales strategy to fully utilize volume potential of the territory
• On annual basis prepared and signed with each distributor annual business plan to deliver planned volume in cost effective way
• Effectively managed, developed and motivated a team of subordinates to achieve the long term company objectives in volume, market share, distribution and merchandizing
• Created and implement for Sales structure “Regional Team Development Plan”
• Effectively used approved budget for sales structure to achieve required KPIs
• Kept regular contacts with distributors` owners and top management
• Analyzed and presented business results to Sales Director.

Area Sales Manager (Nestlé Products) Kyiv city and district

з 08.1998 по 01.2000 (1 рік 5 місяців)
SALES & MARKET RESEARCH COMPANY “PULSE”, Київ (Production and supply for consumers distributing through New and Traditional trade channels of soluble coffee, confectionary (tablets, countlines, boxes, bulk))

Key achievements:
• During 3 weeks achieved 75%of weighted distribution for TM Maggi
• Ensured domination of Nesquick SKU in 45% of outlets providing maximum sales volume
• Ensured domination of Nestlé products in 63% of wholesalers
• Created effective sales structure for wholesale & retail segments and open markets

Responsibilities:
• Ensured achievement of volume, distribution and merchandising targets in Kyiv and district by establishing required agreements with distributors, wholesalers and outlets
• Defined and achieved assortment and merchandising standards in wholesale and retail trade channels
• Ensured visual domination of Nestlé products in a point of purchase by means of effective organization of sales force activity
• Set distribution objectives for sales structure and analyzed all sales data
• Worked with sales agents in trade performing regular training, audits and store checks
• Analyzed and present sales results to the national manager

Sales Manager (territory of Chernigov town & district)

з 07.1997 по 07.1998 (1 рік)
JSC “UKRGASZBUT”, Київ (Gas supply to state and private production enterprises. Official trader of NAFTO-GAS UKRAINA)

Key achievements:
• Effectively signed contracts in Q4 of 1997 ensuring gas supply by UKRGAZSBUT to 90% of enterprises in Chernihiv town and district
• Effectively agreed and executed with POLICOMBANK offset of liabilities for Y1997

Responsibilities:
• Negotiated with gas buyers terms of gas supply
• Prepared and ensured execution of contracts with gas customers
• Managed various barter transactions, supervised all sales and barter operations

Chief Specialist (External Relations Department)

з 06.1996 по 06.1997 (1 рік)
STATE COMMITTEE OF UKRAINE FOR AIRSPACE AND AIR-NAVIGATION MANAGEMENT (UKRAERONAVIGATSIA), Київ (Creation and control of air-navigation rules and regulations of Ukraine in compliance with the world air-navigation system)

Key achievements:
• Organized ICAO (International Civil Aviation Organization) annual conference

Responsibilities:
• Prepared and assisted in organization of various conferences carried out by Ukraeronavigatsiya
• Researched legal data for the development of Ukraeronavigatsiya’s rules and regulations

Освіта

National University of Economics (Kyiv, Ukraine)

International Management (MBA, International Business Management), Київ
Вища, з 1996 по 1998 (1 рік 9 місяців)

Portsmouth College of International Languages

Portsmouth, Great Britain
Середня, з 1996 по 1998 (2 роки 2 місяці)

Two Months Course Program in Finance, Planning and Business English (Certificate)

University of “Kyiv-Mohyla Academy”

Social Sciences, Political Science, Київ
Вища, з 1992 по 1996 (3 роки 9 місяців)

Kirovograd Pedagogical Institute (Kirovograd, Ukraine)

Faculty of Foreign Languages, English, Kirovograd
Незакінчена вища, з 1990 по 1992 (1 рік 9 місяців)

Знання і навички

Знання мов

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

Рекомендації

• Darren Bennett-Voci

  Darren Bennett-Voci

  Glass Business Unit Director, FRIGOGLASS Ind. Ltd (Glass Division)

  Контактні дані приховані

• Paul Prinko

  Paul Prinko

  Commercial Director, Vetropack Holding AG

  Контактні дані приховані

• Jean-André Barbosa

  Jean-André Barbosa

  Executive Regional Vice President Europe MEA & Russia, Future Pipe Industries

  Контактні дані приховані

Додаткова інформація

Received AWARDS / Promotions:

1999 National Manager’s Award (Nestlé)
2001 General Manager’s Award (Kraft Foods Ukraine)
2004 ABCD Award (Kraft Foods Ukraine)
2005 promoted in Kraft Foods Ukraine
2011 promoted in Saint-Gobain/Verallia
2012 promoted in Saint-Gobain/Verallia
2014 Frigoglass/ Nigeria – achieved best ever turnover and gross profit