Андрей

Andrey Usenin

PERSONAL DETAILS

Address 42 apt. 2 v Nikolsko-Slobodskaya, Kiev, Ukraine
M: [відкрити контакти](див. вище в блоці «контактна інформація»).
E: [відкрити контакти](див. вище в блоці «контактна інформація»)
[відкрити контакти](див. вище в блоці «контактна інформація»)
DOB: 2/04/1975
Driving license: Yes
Married, three children
Language: Ukraine, Russian native, English- advanced.

GOAL: General Manager, Country/Operational Manager position with an ambitious company

PERSONAL SUMMARY
Enthusiastic sales professional with a proven track record and more than 20 years of experience in the FMCG sales environment. Motivated and result-focused with high high-performing and hardworking nature.
• Strong analytical, managerial, and organizational skills
• Experience in team building, ability to perform and deliver in a busy multinational environment
• Strong interpersonal and communication skills
• Business planning, result analysis
• Strong Sales, Marketing, and Distribution skills
• Experience in integration processes during the acquisition
• Possessing excellent client-facing and configuration skills and highly successful in helping define company direction, achieving goals, and optimizing business.
• Ability to keep a level head at all times grow a business, evaluate opportunities and risks, and also deliver innovative new solutions to challenges.
• Proactive problem-solving

Employment History:

March 2023-pt
Company:Vik-A, https://mdmgroup.com.ua/
Position: General Manager
• Lead the strategy of the business;
• Overseeing all areas of the operations, i.e. Production, HR, Sales, Marketing, and Finance;
• Manage the Company P&L;
• Identifying areas of growth and development for the business;
• Coordinate the development of key performance goals for functions and direct reports;

Sept 2019- pt.
Company: A2B Private Equity Fund https://a2b.unity.com.ua/
Position: Managing Partner

June 2017- Sept 2019
Company: IA Konti, http://www.konti.com/ua
Position: General Manager
• Lead the strategy of the business;
• Overseeing all areas of the operations, i.e. Production, HR, Sales, Marketing, and Finance;
• Manage the P&L, reporting to the supervisory board;
• Identifying areas of growth and development for the business;
• Coordinate the development of key performance goals for functions and direct reports;
• Ensure the creation and implementation of a strategy designed to grow the business.
Key achievements:
• A new management team has been formed;
• An effective staff motivation system has been implemented;
• An audit of all business functions has been done, and business functions have been reformed
• A Quality Department has been created with all processes implementation;
• Profit targets were achieved (2017&2018);
• Achieved and maintained leadership positions in several categories;
• Strengthened market position of the business thanks to the launch of new types of products on the market, including a project with outsourcing sites;
• A strategic business development plan has been developed (new factory) and implemented according to the plan.

July 2014- August 2016
Company: Bel - Shostka Ukraine & CIS countries. Bel/ https://bel-ukraine.com/en/

October 2009- July 2014
Company: Bel - Shostka Ukraine
Position: Commercial Director
Responsibilities:
• Leading the company's sales department and responsible for its day-to-day efficient running.
• Developing strategy, tactics, sales plans, and profit targets.
• Delivering sales by developing a relationship with Distributors and Modern Trade partners.
• Identifying and reporting on business opportunities in the target market.
• Acting as an ambassador and role model for the business.
• Budgeting and performing all Sales and Trade Marketing activities
• Taking responsibility for profit and loss.
• Increasing market share in Ukraine and maximizing new business development opportunities.
• Provide leadership to the day-to-day operations of the sales department, while maintaining focus on the company’s strategic goals
• Achieving targets for revenue, profitability, and sales growth.
• Create and provide development direction for the sales department.
Key achievements:
• Sales department was fully restructured and motivated
• Distributor’s organization was totally reworked
• Sales and distribution standards were created and implemented
• Top Distribution level reached
• WW#1 Brand was launched and successfully developed; Strong Market leadership reached
• Organizational changes were provided to ensure further company growth
• Established a solid, positive, and productive work environment

June 2009- October 2009
Company: “DANONE“Ukraine Company. Danone /http://danone.ua/?L=1#danone

Position: Field and Modern Sales Director in Ukraine
Responsibilities:
• Develop, plan and implement strategy and tactics for both Modern trade and Traditional trade channels to deliver category and company growth
• Manage negotiations with key accounts and distributors.
• Set guidelines and approve investments in trade: i.e. Terms of Trade, activation spending, trade CAPEX
• Plan, control, and review sales and distribution costs
• Design Sales & Distribution organizations, lead and develop Sales and Distribution Teams
• Hold full responsibility for customers growth and profitability
• Drive category development and leadership (Cat Man project) in Modern trade and traditional trade channels through efficient and customized actions
• Set and implement execution standards in POS based on customer and shopper insight and in line with best-in-class standards in the local and international market
• Develop necessary support (processes, systems, tools) enabling efficient management of sales operations and accurate business data
• Ensure the best possible customer service (order taking, delivery to the customer) through
efficient logistics operations at the lowest cost
• Team development (performance and development process, training program)
Key achievements:
• Sales department was renewed, committed, and motivated
• Commercial targets were exceeded
• CATMAN project was successfully implemented
• Organizational changes were fixed to ensure further company growth
• Key Account, Sales Development, and Trade Marketing departments were strengthened
Subordinates: up to 500 persons.

November 2006-June 2009
Company: “DANONE“Ukraine Company
Position: National Sales Manager in Danone Ukraine
Responsibilities:
• Manage, control, and organize the sales team (Modern and Traditional trade);
• Budget preparation and control;
• Set up and control achieve the national sales targets;
• Develop and implement distribution strategy;
• Negotiation with main customers
• Distribution efficiency optimization
• Dairy factory acquisition and national launch
• Integration process leadership during acquisition ( sales and distribution)
Key achievements:
• DANONE Ukraine and local factory acquisition project successfully implemented (sales and distribution part)
• Sales and distribution organization were changed based on new business requirements
• Commercial targets were exceeded
• Route to Market project was created and implemented ( 2006-2009)
• CATMAN project was started
• Organizational changes were provided to ensure further company growth
• Sales Development department was created
• More than 40 Projects were effectively implemented
• Strong Market leadership reached
Subordinates: up to 500 persons.

April 2004-November 2006
Company: “DANONE“Ukraine Company
Position: Indirect Distribution Sales Manager in Ukraine
Responsibilities:
• Manage, control, and organize the sales team in Indirect sales channels (Modern and traditional trade);
• Set up and control achieve the channel sales targets;
• Develop and implement distribution strategy;
• Negotiation with main customers
• Distributor’s efficiency optimization
• Customer profitability analysis and insights
Key achievements:
• Sales and distribution targets were reached
• Regional Sales Managers structure was changed, staff hired
• Distributor’s organization was reworked
• Exclusive and focused sales teams were created based on distributors
• First time in Company history in Ukraine reached a positive profit
• Field force structure created ( Indirect Supervisors, sales reps, Merchandisers)

July 2000-April 2004
Company: “DANONE“Ukraine Company
Position: Regional Sales Manager (East, South, and Central regions of Ukraine)
07.2000 - Kharkiv, Sumy
01.01.2001- 01.09.2001 - Kharkiv, Sumy, Lugansk and Chernigov
01.09.2001 Kharkiv, Lugansk, Sumy, Chernihiv and Donetsk region
Responsibilities:
• Regional Sales Volume Targets achievement
• Organization and control of retail and wholesale selling in these regions;
• Planning and control of the work of the sales department’s employees;
• Division of the territories and clients between SMs for the achievement of sales plans;
• Selection, training, and control of sales department’s employees;
• Commercial policy and sales methods monitoring;
• Development of distributing companies for the optimal providing with existing and potential consumers;
Key achievements:
• Distributors network was created from the scratch
• Sales and distribution targets were reached
• The level of distributors has been upgraded.

January 1999-July 2000
Company: Private Company "Disk"
Position: Sales Manager (retail) position in Kharkiv
Responsibilities:
• Organization of distribution network;
• Supervising subordinates and employees;
• Training sales agents
• Customer service, transport, and warehousing management
Key achievements:
• Distributors network was created from the scratch
• Sales department was organized
• Numeric Distribution and Volume/ Value/Profit targets were reached
Subordinates: 12 people.

Education & Training:
1992-1998
Kharkiv State Polytechnic University, Ukraine;
Electronics Engineer Qualification.

2009- 2016 Corporate Bel trainings
2000-2009 Corporate DANONE trainings
2006-2007Corporate finance. TOC. Apple Consulting.
2006 Category management. Mercury international.
2005-2006 Leadership. Conflict management Leader Group.
2004 Effective negotiations. Business System.
2002-2003Leadership in Business. Techniques of Communication. Business Master.
2002Organization of Work for Managers. Business Master.
1999 Sales technologies. Laboratory of training technologies.
1999Building of Successful Sales Structure. Laboratory of training technologies.
1999Psychological support of management. Laboratory of training technologies.
1999Methods of Conducting Negotiations. Laboratory of training technologies.
1996Project organization. Leadership. Business undertakings. Time management AIESEC.
1995Business Process Optimization. Price Waterhouse.