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General Manager CIS & Israel, head of CIS rep. office in Ukraine. Member of LT Central Eastern Europe Poland Russia CIS

с 12.2008 по 09.2015 (6 лет 9 месяцев)
Diageo, Киев (DIAGEO - the world leading premium drinks business with brands such as Johnnie Walker, Baileys, Captain Morgan, Guinness etc.)

Key contributions:
Leading development and implementation of long term Business and Organization strategy across CIS to accelerate growth and maximize business opportunities through development of 3-rd party business model
Significantly accelerated top-line growth from single digit to high double-digit, beating annual budget targets including top-line growth, gross margin expansion, net profit, net margin, cash and market share gains for six out of seven years by development and implementation of Countries specific Commercial, Consumer, Customer Marketing and Innovation plans. Successfully turned-around market share performance, gaining share in 34 of the last 42 periods
Development and mgmt. of 3-rd party distribution network across region, import and supply chain operation - under my leadership, Diageo CIS became an agile customer-centric organization and became a Top 5 CPG. Led transformation of our Supply / Customer Service performance (from bottom quartile to 2nd quartile)
Inspire, develop and manage distributor partners to deliver outstanding brands and trade performance and driving distributors capabilities development agenda - radically improved relationships with all major customers and partners
Significant focus on coaching and developing my team (11 people)
Additional responsibility for Israel business development 2009-2012 (domestic and Duty Free)

Key results to date:
Consistently delivering strong performance and significantly accelerated top-line growth across CIS business in 2011-2014 (CAAGR, %): +47.1% GSV, +62.5% CAAP through major scaling up of our Innovation, Super-Deluxe/Luxury, Commercial and Customer Marketing Execution agendas. My key markets (Ukraine & Kazakhstan) become the fastest growing markets in the Central and Eastern Europe
Substantially improve Gross Margin by 250 bpts and Net Margin by 350bpts over five years through efficient use of Promotional funding, Sku rationalization, Mix improvements and Zero-based budgeting of A&P and Overheads
Managing volatile environment during 2014-2015 through gaining our Brands shares and improving Operational Margin. Diageo Brands were growing faster than competition – in 2015 Diageo reached ever biggest share 58% in Whisky Category with the leading position of Johnnie Walker
Establish Diageo brands for long term: Johnnie Walker & Baileys continue to keep category leading positions, Captain Morgan become #1 Rum beating Bacardi, Jose Cuervo to become #1 Tequila beating Olmeca, launching Bushmills and gaining 22% share in 24 months
Leading Change and Managing Ambiguity through Innovations: re-launching Bells, White Horse and Black & White whiskies to drive recruitment in to the Value for Money category during economic crisis to sustain and grow shares. Launching Reserve portfolio for top end Customers/Consumers in selected markets

CIS & Duty Free Sales Director

с 02.2003 по 12.2008 (5 лет 10 месяцев)
Diageo, Киев (DIAGEO - the world leading premium drinks business with brands such as Johnnie Walker, Baileys, Captain Morgan, Guinness etc.)

Additional responsibility for Diageo Duty Free operations across CIS markets. Management of key Duty Free customers across CIS region (biggest Duty Free operators in Moscow, St. Pete and Kiev airports – Air Rianta, Dufry, Heinemann etc.)

Additional responsibility for Kazakhstan, Georgia, Azerbaijan, Armenia, Uzbekistan, Kirgiztan, Turkmensatan, Tajikistan

Key results to date:
Long term Strategy development and implementation: opening Diageo representative offices in Ukraine and Kazakhstan, extending Brands Portfolio to create and drive market trends, allocating resources and investments in to the highly potential category opportunities and markets.
Significant improvement of Consumer and Customer marketing level of Execution and Scale across Ukraine & CIS region due to the more focuses and dedicated recourses and Distributors Engagement and Motivation
Improvement in Route to Consumer: changes of distribution models to drive better distribution/coverage/commercial and brands activation levels, optimization of value chain, introduction of pay for performance and operational principles
My team became the talent pool for the region - 90% of the members of my team have been promoted. This has been reflected in my teams’ ‘Values Survey’ scores, which have consistently been the strongest amongst my peers (Super Engagement from 64% to 87% over four years).
Led transformation of our Compliance agenda, leading to Satisfactory ratings in Internal Audit (2014 and 2011)

Sales Director Western Republics (Baltics, Ukraine, Belarus, Moldova)

с 08.2001 по 02.2003 (1 год 6 месяцев)
Diageo, Киев (DIAGEO - the world leading premium drinks business with brands such as Johnnie Walker, Baileys, Captain Morgan, Guinness etc.)

Further growth of business in Western Republics, strengthening brand image and growing sales potential - deliver financial and commercial targets reaching >9 M GBP of NSV and driving +27,6% CAAP
Maximize and drive sales performance across all distribution channels. Identify opportunities for growth to beat the competition and set up Diageo brands for success through development and implementation of countries specific Commercial and Customer Marketing strategies and plans - new Distributors partnership arrangements in Ukraine & Baltics based on the pay for performance approach and operational principles
Implementation of global brands and local trade strategies and generation of innovative activations based on local consumer and trade insights - Johnnee Walker reached record of 68% of Scotch Whisky market share
Create and maintain an efficient and strong distributor and top trade customers working relationship in order to fully optimize performance opportunities across the region.Driving distributors capabilities development agenda

National Sales & Distribution Manager

с 05.1999 по 08.2001 (2 года 3 месяца)
Frutierra Ukraine., Киев (Frutierra Ukraine - general distributor of PEPSI, Nestle, Wrigley’s, Kraft etc.)

Management & development of country-wide sales and distribution organization (256 people) - become #1 local National distribution company in Ukraine by Value (>19,5 M $) and Distribution Coverage (35 000 direct/indirect customers)
Development and implementation of commercial and distribution strategies in order to ensure achievements of company’s goals through developing company distribution network - reached distribution contracts with top international and local brands and delivering min 92% of Weighted Distribution for top brands
Top class execution of commercial strategy across products portfolio and trade channels - set up top class KA’s capabilities and winning Consumer-Shopper-Customer relationships
Lead Capabilities development agenda for commercial and distribution teams - highly dedicated and motivated Sales & Distribution team

East Region Manager

с 02.1998 по 05.1999 (1 год 3 месяца)
Coca-Cola Beverages Ukraine, Днепропетровск (Coca-Cola is the world leading consumer goods company)

Expanding and maintaining an appropriate and effective organization with 5 branches operating throughout East Ukraine (Dnepropetrovsk, Doneck, Zaporozje, Kr.Rog, Luhansk) (Business share 38%)
Planning and implementation of sales & marketing strategies to ensure the achievement of the company’s goals - gaining 69% of Соmрапу market share in designed territory and achieving 17% of annual Value growth in 1998
Annual strategic business planning process
Leading and managing the East Region Team (620 person)
Channel marketing approach development, Retail price control system implementation

Central Region Manager

с 01.1997 по 02.1998 (1 год 1 месяц)
Coca-Cola Amatil Ukraine, Киев (Coca-Cola is the world leading consumer goods company)

Leading and managing C. -Region Team (Business share 26%)
Managing sales, distribution and trade marketing with 6 branches operating throughout Central Ukraine (Kiev, Kharkov, Summi, Cherkassi, Kremenchug, Zhitomir)
Development and execution of regional strategy, implementation of national action plans in order to create new marketing opportunities to achieve company objectives - gaining 72% of company market share in designed territory and achieving 23% of volume growth in 1997 vs. 1996
Leading and managing the Central Region Team (550 person)

Kiev Branch Manager

с 01.1996 по 01.1997 (1 год)
Coca-Cola Amatil Ukraine, Киев (Coca-Cola is the world leading consumer goods company)

Leading and managing the Kiev Branch Team (250 person)
Responsible for all elements of a business mix: commercial, finance, trade marketing, distribution, legal and HR
Developing and maintaining business relationships with key customers

Cold Drink Manager

с 01.1995 по 01.1996 (1 год)
Coca-Cola Amatil Ukraine, Киев (Coca-Cola is the world leading consumer goods company)

Set up and launching Cold Drink business: development & implementation of Commercial & Marketing strategies - reaching 14% of annual sales share within 12 months through introduction of «Three Cups» sales strategy
Setting up the operational and customer service processes -

Sales Representative

с 10.1994 по 01.1995 (3 месяца)
Coca-Cola Amatil Ukraine, Киев (Coca-Cola is the world leading consumer goods company)

Key contributions: Maintaining and developing direct customers and dealers networks

Free Sales Agent

с 03.1994 по 10.1995 (1 год 7 месяцев)
Master Foods & Effem Ukraine (MARS Incorporated), Киев (Master Foods & Effem Ukraine (MARS Incorporated) is the world leading consumer goods company)

Key contributions: Maintaining and developing direct customers and dealers networks

Образование

Harvard Business School

Executive Education, Program for Leadership Development, Boston, USA
Высшее, с 2016 по 2017 (10 месяцев)

Competitive Organizational Strategy, Organizational challenges, Manage Innovations and Change, personal Leadership development.

State University of Food Industry

Economics, Marketing and Business, Киев
Высшее, с 1998 по 2000 (1 год 8 месяцев)

Degree in Economics, Marketing and Business

Kiev Polytechnic Institute

Cybernetics of Chemical Technology Processes, Киев
Высшее, с 1987 по 1994 (6 лет 8 месяцев)

Degree in Cybernetics of Chemical Technology Processes

Дополнительное образование и сертификаты

KITE Development program DIAGEO, UK

2011-2013

Market Strategy development/Advanced negotiations/Advanced KA mgmt./DIAGEO Way of Brand Building/High Performance, Diageo UK

2001-2012

Advanced Management and Business Education Program, Coca-Cola, Prague, Czech

1995-1997

Leadership for Marketplace Excellence, Coca-Cola, Atlanta, USA

1998

Знания и навыки

Знание языков

• Английский — продвинутый
• Украинский — свободно
• Русский — свободно

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Дополнительная информация

Specialization: Business Strategy and Execution, Commercial & Consumer Marketing Strategies, Managing Change & Innovations, Negotiations, People Management and Leadership

Personal profile
A successful and recognized 20+ years experience as General Manager of FMCG & Premium/deluxe
(Spirits/Wine/Beer/CSD) businesses across Ukraine/CIS/CEE markets. Highly motivated and proactive
Business Leader for successfully starting up, managing and improving teams performance, driving
projects resulting in increased Revenue,Profitability and Brands Equity. A decisive strategic thinker who
has an outstanding track record of framing exciting growth strategies, unlocking profitable growth opportunities and
achieving numerous and diverse goals within a high performing time pressured and volatile environment.

Other Business skills: Solid experience in setting up and managing different business models and organizational structures (in-market companies/3-rd party model/Joint Venture) and Trade Channels (Domestic and Duty Free). Proven ability to negotiate effectively at an International level

Regional experience: Deep Commercial and Route to Market insights across CIS/Baltics/Israel region and key trade channels. Cross-cultural experience and understanding of cultural differences - for 14 years in Diageo working with 16 different markets and >40 business partners. Experience to start business from scratch.

Teams: Strong People Management and Communication skills: leading and managing highly motivated and successful organizations up to 620 people.
Others: Managing businesses through turbulence times and volatile environment (1998/2008/2014). Ability to operate in big organization as well as work remotely and independently with limited number of resources.


Rewards and recognitions:
Exceptional DIAGEO Executive Long Term Incentive Plan Award – Sept 2013
International Scotch Whisky Industry Award “Keepers of the Quaich” – March 2013
The Best Sales person Diageo Europe - 2006 & 2007
During 2008-2015 CIS & Israel distributors have been consistently winning DIAGEO Annual Distributors Awards: Best at Beating the Competition, Best Customer Marketing Execution Off/On-trade, Best Consumer Marketing Execution