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Досвід роботи

General Director (Ukraine), Regional Sales Director (Belarus, Ukraine, Georgia, Moldavia & Armenia), Country Sales Manager (Georgia)

з 02.2014 по 06.2018 (4 роки 4 місяці)
HEMPEL, Ukraine, Belarus, Georgia, Moldavia, Armenia, Киев (Industrial, marine and decorative coatings)

•Launch of new markets from “0” (Belarus, Georgia, Armenia) directly and via Distribution (initial marketing investigation & research, business plan for every specific market, sales strategies set up etc). Boosted sales growth by over 600,000 EUR for Belarus in 2017
•Distribution Strategy implementation (Ukraine, Belarus, Georgia) in terms of specific sales approaches for every segment of industry
•Communication and cooperation with State authorities in Ukraine, Belarus, Georgia regarding local projects in Oil & Gas, Infrastructure and Energy segments
•Financial and Compliance management (budgeting, AR, bad debts, cash collection). Lowest (up to 3%) bad debt rate in the region and AR in days in Region (2016)
•Budgeting and forecasts on annual, quarterly and monthly basis (including 5-year strategical targets set up)
•CRM and Lead generation implementation (1st-2nd place on CRM KPI score in Region, 2016-2017)
•Local marketing investigations and close follow-up on main competitor’s activity
•Management of legal entity (Kiev) operational activity on daily basis incl. back office support (6 sales in regions and 6 back office employees).
•Management of regional sales and back office team, including direct involvement in key sales projects
•Coordination of sales and functional activity with local teams and external stakeholders in HQ and other regions
•Direct cooperation with B2B Customers on sales and technical solutions in different segments: HDM producers, Steel fabricators, Specifiers, O&G downstream, Energy, Rail, Metal processing, Chemical, Mining, Agro etc
•Crisis and Risk management (overdue AR, HR, expenses cut etc.) in 2014

Head of Sales Department + Commercial Director + COO

з 01.2007 по 01.2014 (7 років)
DP CAPAROL, Ukraine, Киев (Leading supplier in the field of decorative paints and dry mortars for insulation)

DP Caparol Ukraine is a leading supplier in the field of decorative paints and dry mortars for insulation and the sales leader in premium deco paint segment in Ukraine with turnover over 19 M EUR in 2013. Parent company, headquartered in Germany, Deutsche Amphibolin Werke (DAW) with more than 4k Employees, generated 1.35 Bln Euro in 2015. I was responsible for the management of B2B & B2C sales of decorative and industrial paints, enamels and External Thermal Insulation Composite System (ETICS).

•Directly managed sales channels teams (200 employees, including 130 outsourced in retail) involving 60% of working time away on business trips
•Developed and launched our own direct channel sales - POS network of 22 “Caparol Centres” generating 20% of total sales in 2013
•Fast distribution expansion in all regions in 2007-2013. 1st premium brand in B2C by sales volumes in 2010-2013
•Direct contact (incl. pitching and price negotiations) with major DIY stores network Epitsentr (more than 60 DIY stores in total) becoming the top paint supplier by 2013
•Carried out budgeting and forecasting of sales and production on annual, quarterly and monthly basis
•Relationship management including direct permanent cooperation with major customers (regional wholesalers/Distributors, professional applicators, B2C retail networks)
•Participated in the foundation and activities of industry organizations for paint and dry mortars manufacturers effective collaboration
•Conducted high-level negotiations with Government Authorities and Commissions regarding major construction projects for Euro 2012 etc. (Olympic stadium Donetsk, Olympic stadium Kiev, airport Kiev, hotel network projects etc.)
•Financial management including budgeting, AR, bad debts and cash collection
•HR management of the sales team and back office staff
•Brand and product management: launch of new brands (Krautol, Alpina) for professional and DIY channels of sales, commercial cases for new products, as result growth of sales more than 30% for new brands in 2013
•Strategic targets set up (assortment policy, marketing, sales development, price policy etc.)

Head of Logistics and Supply Chain

з 01.2003 по 01.2007 (4 роки)
DP CAPAROL, Ukraine, Киев (Leading supplier in the field of decorative paints and dry mortars for insulation)

In 2003 DAW established a local company to distribute products in Ukraine, I was responsible for developing the supply chain which included ordering, transportation from Germany to Ukraine, local customs clearance, warehousing and internal distribution to customers.

•Developed the supply chain from “0”
•Launched the new “transportation codex” (inc. dangerous goods)
•Coordinated and communicated with outsourced warehouses
•Responsible for ordering and purchasing (import & export), inc. customs, certification, licensing etc
•Prepared turnover and stocks analytic reports
•Caparol became the first company in the deco paint market who offered door-to-door deliveries

Head of Logistics

з 02.2002 по 01.2003 (11 місяців)
DP ALEX PACK, Ukraine, Киев (Swiss PET production company)

Established new contacts with PET RM producers in Asia and Europe managed ordering, transportation and trials of PET RM for pet preforms - plastic bottles for oil, water, beer etc.

•Initiated a new ordering approach establishing supply on regular basis via sea ports (Odessa, Yuzhniy etc) from S. Korea, China, India etc
•Sourced new suppliers from India and China and implemented in production
•Conducted international price analytics and market research – close follow up global costs on PET raw materials
•Main contact with customs and other government authorities
•Managed internal logistics including warehousing and CIP deliveries to customers

Head of Logistics

з 01.2000 по 02.2002 (2 роки 1 місяць)
DP GERMANOS/AXXON, Ukraine, Киев (Greek distribution company)

Greek distribution company operating as Axxon in the Ukraine. I was responsible for the supply and custom clearance of a wide assortment of FMCG products which was brought from Bulgaria, Greece, Russia, Italy and Romania and distributed internally to major wholesalers.

•Cooperation with 8 suppliers in 4 different countries (Greece, Bulgaria, Russia, Romania, Italy) with more than 500 customs codes – orders, negotiations, payments etc
•Responsible for supply chain set up and distribution to local regional warehouses
•Managed customs, certification and licensing
•Coordinated storage and distribution within Ukraine to regional branches
•Launched new retail brands (7 Days Croissants, Toshiba Batteries, Event Cosmetics etc) – responsible for logistics planning of the payments, stocks and deliveries
•Carried out stock analytics and managed the reporting system
•Managed the cash flow reporting system and financial logistics

Освіта

Kiev National Trade and Economics University

Master of Science in Economics, International Investments & Business, Киев
Вища, з 1995 по 2000 (4 роки 9 місяців)

Додаткова освіта та сертифікати

Leadership in Management Course, Leadership Trust, Ross-on-Wye (UK)

2017, 1 week

Aspen Ukraine Socratic Seminars

2013, 1 week

Practical Social and Political Science, Ukrainian School of Political Studies

2011, 9 months

Знання і навички

Знання мов

• Англійська — просунутий
• Німецька — початковий

Додаткова інформація

Key Skills:

• B2B and B2C sales
• Contract management
• New and emerging markets
• Marketing analysis&research
• Brand management
• Stakeholder management
• Business strategy
• Sales strategy
• Team leadership & management
• Business law practice
• CRM implementation
• Sales targets / KPIs
• Compliance management
• Distribution and direct sales management
• Contract negotiation