Igor

IHOR SHAPAR

Tel. [открыть контакты](см. выше в блоке «контактная информация»)
e-mail: [открыть контакты](см. выше в блоке «контактная информация»)

SUMMARY OF QUALIFICATIONS:
More than 10 years of business development in local and international companies. More than 10
years of experience in leading teams/managing people. Over 15 years of sales and marketing
experience and project management in B2C and B2B markets. Good presentation skills.
Excellent experience in product and project management, analytical and administrative work.

PROFESSIONAL EXPERIENCE:

First volunteer mobile hospital (ПДМШ ім М. Пирогова)
Pirogov First Volunteer Mobile Hospital (PFVMH) is a non-governmental organisation of civilian healthcare
professionals providing medical care on the frontline of the war in Ukraine.

IT Director June 2022 - Current
- Strategic planning and implementation for the development of IT and Technology systems
- Management and coordination of IT projects and identifying future projects that will improve
productivity and performance
- Overviewing and developing IT Security policies and processes
- Collaborative working with individuals at all levels of the organisation in order to understand
both operational and strategic IT requirements
- Coordinated development and implemented WMS for effective work of front-line teams
- Worked with local Internet providers in locations of frontline teams to ensure stable and
reliable communication services are available
- Implemented backup communication services at all PFVMH locations based on Starlink
technology
- Implemented IT standards on all PFVMH locations based on a single IT vendor
- During the Kharkiv campaign in September 2022 was responsible for the Kharkiv region team
and worked on stabilisation points in Chepil, Nova Husarivka (Balaklia) and Hrushivka
(Kupiansk)
Ambulance driver (International team lead) March 2022 - June 2022
- Responsible for doctors' team safety and security during the Kyiv campaign and in the
Bakhmut region in May 2022
- Took part in casualty evaluation from the Bakhmut stabilisation point to the Dnipro and
Kyiv regions
- Help doctors' team to work with casualties

NAKIVO
Founded in 2012, NAKIVO delivers an affordable and reliable backup and recovery solution that meets the data
protection needs and requirements of SMBs and enterprises in every industry.
Enterprise account manager January 2022 - March 2022
Sales of Nakivo backup and replication software around the globe

Cotano, Inc.
We create an enterprise SaaS mobile platform that helps execute personalised sales at scale. Cotano increases sales
by 2.5x on average with content automation. The platform has an NPS of 88 (bigger than Netflix or Google). Cotano
is trusted by Glovo, Leroy Merlin, Oriflame, and other global companies of all sizes.
Operations Director June 2020 - January 2022
- Coordinated all operational processes needed for the implementation of projects in accordance
with the policies and procedures of the Organisation
- Submitted the proposals to optimise administrative, and operational procedures, and to
implement tools, forms, and processes to strengthen internal control
- Steered and supervised procurement processes
- Evaluated the overall performance of operations by collecting, analysing and interpreting data
and indicators
- Interacted with senior management to make decisions on operational activities
- Prepared narrative and financial reports

Northcliffe LLC
NORTHCLIFFE LLC is a customer-focused, innovative solutions-driven company, which manufactures industrial
lighting fixtures.
Plant Director, General Manager October 2019 – June 2020
· Planned, organised and run optimum day-to-day operations of the manufacturing plant;
· Increased production, asset capacity and flexibility while minimising unnecessary costs and
maintaining current quality standards;
· Responsible for production output, product quality and on-time shipping;
· Oversees all levels of staff activity and performance enhancement;
· Ensured company policies and procedures are followed at all times;
· Screened, interviewed and managed the onboarding process of new hires;
· Provided training and educational materials to staff;
· Monitored equipment and ensured that they were in good working order and in the right
place;
· Analysed Market and build sales strategy;
· Managed the sales department.

UHR Collect Kft.
HR Agency in Hungary
UA Country Director / Co-owner November 2017 – October 2019
· Developed and implemented a business model and company structure in the Eastern Europe
region;
· Developed “from the scratch” company branch in Ukraine;
· Developed and implemented procedures, business processes, instructions, work standards
and motivation schemes for recruiters;
· Developed and maintained relations with partners in Ukraine;
· Selected and implemented CRM software and analytical tools to automate recruiting
processes;
· Provided full documentary support to clients from the conclusion of the contract to obtaining
a visa and leaving for work.

FlyVision Ukraine
Producer of innovative advertising displays
Director / Co-owner December 2012 – November 2017
· Developed “from the scratch” company in Ukraine
o Company registration
o Bank account registration
o Company registration in tax administration
· Established and developed relationships with the holder of the FlyVision patent
· Developed and implemented business strategy and pricing policy
· Established local production site
· Maintained relationships with advertising agencies and end-users
· Played PM role in all company projects
· Responsible for company P&L
Space IT LLC
Ukrainian IT integrator at startup.
Sales Director July 2010 – August 2011
· Responsible for the sales strategy development, implementation and the sales side of
business planning
· Developed and implemented ROI-based approach and multivendor strategy of sales in the
company
· Developed and implemented a sales compensation program for sales staff
· Managed a team of sales representatives. Trained sales department staff.
· Established and developed relationships with telecom operators, biggest enterprise customers
in Ukraine and public sector institutions
· Identified, qualified and closed sales opportunities in telecom, enterprise and government
markets of Ukraine
· Negotiated prices and conditions with vendors
· Played a coordination role in tender participation

Consumer Express LLC
Ukrainian Integrator and Distribution Company. There is a SIM packaging and personification plant in Brovary near
Kyiv. Consumer Express is a preferred supplier of Ukrtelecom, Atracom and Kyivstar.
Sales Director July 2009 – July 2010
· Established and developed relationships with telecom operators in Ukraine
· Identified, qualified and closed sales opportunities in the telecom and utilities markets of
Ukraine
· Played a coordination role in tender participation.
· Negotiated prices and conditions with vendors
· Played PM role in METRO Ethernet project for KyivStar

Cisco Systems
Cisco Systems, Inc. is the worldwide leader in networking for the Internet. Today, networks are an essential part of
business, education, government and home communications, and Cisco Internet Protocol-based (IP) networking
solutions are the foundation of these networks.
Finance Sales BDM September 2008 – July 2009
· Developed sales strategy of finance vertical in Ukraine.
· Developed account plans and ROI-based approaches for each assigned account and project.
· Supported sales team with adding customer’s business value to all sales activity.
· Collected, analysed and managed customer’s business information and transform it into
customer focused sales strategy
· Provided IT solutions (IPCC, IPVC, MP, DC 3.0, DMS, Security, TelePresence) supporting
business transformation according to customer’s strategy.
· Maintained and developed relationships with customers at the CxO level.

OpenUp! Communications
Full-service advertising agency in Kyiv, Ukraine. Branding, Market research, PR, Direct mail, BTL, Creative /
Design
New Business Director October 2007- September 2008
· Managed a team of key account managers. Provided sales training and skills development.
· Developed relationships with existing customers and established new contacts in alcohol,
tobacco, financial, IT/Telecom markets.
· Played a coordination role in new and existing company projects.
3M (East) AG
Representative office of 3M Company in Ukraine. 3M is a $18 billion diversified technology company with leading
positions in health care; industrial; display and graphics; consumer and office; safety, security and protection
services; electro and communications; and transportation. Headquartered in St. Paul, Minnesota, the company has
operations in more than 60 countries and serves customers in nearly 200 countries. 3M is one of the 30 stocks that
make up the Dow Jones Industrial Average and also is a component of the Standard & Poor's 500 Index.
Sales Representative. Telecom products March 2003 – October 2007
· Established a business program incl. forecast and strategies for the commodity (products)
assigned.
· Implemented the business program into projects in close coordination with and support
Market/Business/Sales Development and Financial Management on business opportunities
by effective use of the product, key contacts, prices and other resources available.
· Contributed to the establishment of a business program and market strategy for products
assigned and action plan as established
· Introduced and sold the assigned products to Distributors, end-users and OEMs.
· Maintained close contact with Distributors, end-users, Ind. Associations, Ministries etc.
· Increased sales of telecommunication products by 58% in 2005 vs 2004
· Created product demand at the OSP segment and successfully launched the Six Sigma
project with Ukrtelecom
City Net LLC (Ukraine)
Ukrainian Telecommunication Joint Stock Company. Owns optical network. Internet service provider, CLEC.
Head of sales and marketing department August 2001 – March 2003
· Prepared detailed business plans, and pricing policy, created product and sales strategy
· Played a coordination role in billing software, hardware and access hardware purchasing
· Prepared marketing research and developed a marketing strategy
· Successful launched the first in Ukraine ADSL project
· Created a sales department and started to sell Internet access services
· Managed a team of sales representatives and a marketing department
· Created business procedures, sales department reporting forms, and sales commissioning
system and played a coordination role in the company’s department's relations
· Achieved 18% year 2002 sales increase vs. year 2001

Golden Telecom LLC (Ukraine)
A division of Golden Telecom Inc. (NASDAQ: GLDN). A leading facilities-based provider of integrated
telecommunications services for businesses other high-usage customers and telecommunications operators in
Ukraine.
Mass Market Internet Product Manager December 2000 – August 2001
· Played a coordination role in relations with commercial, financial, planning and operations
departments of the company, ensuring proper mass market Internet product provision and
development. Successful launch of IP telephony service under the brand name Allo! on the
mass market in Odesa and the corporate market in Kyiv. Allo! was #1 on the market (about
50% share)
· Prepared detailed business plans to evaluate the relative impact of mass market Internet
service, and ensured all related revenues, costs, and expenses associated with service were
clearly understood and accounted for in the business plan.
· Ensured market information was kept up to date and regularly reviewed product strategy to
ensure optimum market presence. Prepared detailed recommendations for changes in strategy
and with specific emphasis on impact to approved business plans.
· Recommend tariff and charging levels for mass market Internet service. Ensured pricing is
rationalised against the local and world pricing levels and the cost of service provision.
· Planned and managed regional rollout of mass market Internet product, obtained
comprehensive market information specific to assessing the viability of launching the
product in the target regions.

SmithKline Beecham, Kyiv, Ukraine
Top 10 pharmaceutical companies. Best selling brands:
Panadol, Coldrex, Solpadeine, Aquafresh, Macleans
Sales Manager/Analyst 1998 – March 2000
· Provided sales activities with key customers. Decreased $750K bed debts and restored
relations with 4 customers
· Forecasted sales and deliveries (Excel)
· Prepared orders for the Logistics Department
· Developed price policy and supervised the fulfilment
· Monitored information of business process: determined department information requirements
via customer feedback, updated reports on a timely basis in line with financial reporting
periods
· Prepared monthly reports about the sales activities of the Company in Ukraine (KPI
reporting)
· Developed and implemented databases (Access). Created new reporting forms and new
queries. Implemented data exchange process
· Implemented and maintained SUN System
· Conducted training for the Company’s Controllers in regions
· Developed papers for optimization of stock-taking (customs warehouse)
· Providing marketing research in IMS
Sales Representative 1996 - 1998
· Searched for new clients, pre-contract work with customers
· Provided sales activities, and merchandising, and concluded contracts with clients. Increased
annual sales of key distributors by 80% or $480K
· Information supported customers, solved their problems
· Prepared and led sales and product presentations

EDUCATION AND TRAINING:

3M
June, 2004 Kyiv, Ukraine
Six Sigma Green Belt training

3M
January, 2004 Neuss, Germany
3M Telecom products training

Infor Manager Training Agency
2002 Kyiv, Ukraine
Effective Communications
Golden Telecom
2001 Kyiv, Ukraine
Branding - effective merchandise strategy

SmithKline Beecham
1998 Kyiv, Ukraine
Sales Leadership Program

1998 London, UK
Y2K External Relationships Initiative Program

May 1997 Cyprus
Legal training (Trade Marks)

1996 Kyiv, Ukraine
Marketing Leadership Program and Sales Training

National Technical University
1991 – 1997 Kyiv, Ukraine
Diploma in Electrical Engineering
Radio Mechanical Technical College
1984 – 1988 Kyiv, Ukraine
Technician-Technologist of Microelectronics

ADDITIONAL INFORMATION:

Language skills: English – fluent; Russian, Ukrainian - native.

Driving license since 1991.