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Опыт работы

Regional sales manager

с 06.2021 по 01.2023 (1 год 7 месяцев)
IPG Household Production, Київ (Оптова торгівля, дистрибуція, імпорт, експорт)

IPG Household Production (Dnepr city). Household group of product .ТМ Fantasy, TM Fantee.(garbage bags, paper products, wet wipes, cotton products.).Position: Regional sales manager (West-South territory, 11 regions)

•Development and implementation of a sales development strategy in Western and Southern Ukraine.
• Sales to existing sales channels and search for new ones: distributors, wholesale channel, regional retail chains.
•Carrying out marketing activities in network retail.
• Development and application of bonus plans for distributors
• Market and competitor analysis
• Negotiating with various categories of partners on the territory of Ukraine.
•Achieve sales and margin targets
•Development of distribution in the assigned territoryAchievements: provided quarterly sales growth of 35% (quarter to quarter) in the assigned territory,Increased qualitative and quantitative coverage, connected key partners in each of the areas and expanded working matrices. Expansion of representation in regional retail.

Key partners: Cеть Щодня(Хмельницкий), Сеть « Я господиня» Винница, Партнер Юа дистр(Ивано Фракновск и Тернополь). Сеть Ужгород Псю ( Spar Партнер), Сеть « Все по 28 грн « Луцк. Сеть «Все от 1 грн» Львов, Квара Житомир, « Домашний маркет» Винница(Основа трейд), ФОП Тхорык хим сеть , (Тернополь) .Киев. Сити Сервис дистр , «Пчелка» ant many others

Business development manager

с 07.2019 по 04.2020 (9 месяцев)
LG Electronics, Київ (Оптова торгівля, дистрибуція, імпорт, експорт)

•responsible for washing machines, refrigerators and microwaves categories
•responsible for sales developing regional retail and on line channels
Full-cycle relationship management between business and clients
•Prepares and agrees with customers trade terms and conditions with further control of their fulfillment
•Agrees targets with customers based on Company KPIs (sales targets, IHS, Display Share, WOS)
•PSI management: channel, customers
•Develops and agrees with customers Product Matrix based on Company Targets
•Ensures regular Order forecasting based on Company sales targets, Customer's supply planning, WOS and seasonal market trends
•Agrees sell out promo activities with Customers aimed at balancing customer's stock and achieving company's KPIs (IHS, MS, WOS).
•Analyzes product market trends and Competitors actions, develops counter actions plan
•Provides suggestions on price strategy in Regional retail and Online channels

Key account manager.(Nikon photo&Nikon sport optics

с 10.2012 по 04.2016 (3 года 6 месяцев)
Nikon Ukraine.Representative office., Киев (Оптова торгівля, дистрибуція, імпорт, експорт)

•sales of Nikon photo &Nikon sport optics categories around UA.
•sales to online channel & Pro photo channel &regional retail&Nikon sport optics channel.
•account planning and budgeting (by products, product groups, price ranges, according to market trends and clients’ feedback)
•to sell planned volume of Nikon products to distributors.
•sales through key clients around Ukraine in cooperation with distributor’s (ERC,Yug contract ,Delta corp, Allo.)
•to monitor distributors stock and propose decision for clearing of stock.
•preparing ,setting and monitoring execution targets and forecasts for key clients.
•Increase sales and availability Nikon products in dealers net .Track results according to GFK.
•price management& sales management (price analysis, preparing and agreed current prices and price changes,price control for different sales channels.)
•product management, product positioning. (according to company’s vision and following market situation).
•negotiations with key clients around UA.
•search & develop for a new clients.
•preparing and implementing bonus & marketing plans for key clients.
preparing reports on market situation, account situation, competitors
•preparations and participations in exhibitions ,product promotional events.

National sales manager

с 12.2009 по 09.2012 (2 года 9 месяцев)
Binatone Ukraine, Киев (Оптова торгівля, дистрибуція, імпорт, експорт)

Main areas of responsibility:
sales through dealers: OST-WEST, Yug Contract, Alfa Market- Akustika, Maxidom-Transnistria, Audioszi (Hungary) and key clients around Ukraine (including international, national and local chains: Auchan-Metro-Epicentr-Karavan-Comfy-Vicotec and online channel of sales.
•account planning and budget- control of accounts receivables.
•price management -sales management&product management
•negotiations with different group of partners and clients.
•preparing and implementing marketing plans for different groups of clients
•preparing and controlling Trade marketing actions for key clients.
•implementing the agreed account bonus and discount structure.
•preparing and delivering trainings and seminars to key clients
•preparing and controlling shipments from Regional warehouse (Finland) for dealers, and shipments from China.

Key account manager(Professional Channel Unit. Lighting Division.)

с 09.2007 по 04.2009 (1 год 7 месяцев)
Philips Ukraine LLC, Kiev (Оптова торгівля, дистрибуція, імпорт, експорт)

Main areas of responsibility:Sales through key dealers around Ukraine.
•Account planning and budget.
•Achieve the planned growth and profit per account.
•Monitor market trends, competitors’ behavior and account behavior / needs
•Provide reports on market situation, account situation, competitors
•Implement the agreed account bonus and discount structure.
•Improve the product and brand mix at the account (PHILIPS vs. other brands)
•Propose special prices to be offered to an account to the CMSU manager in line with defined procedures.
•Participate in creating and executing the trade marketing plans.
•Evaluate the effectiveness of all Marketing campaigns with customers & to report feedback to the PD Mgr
•Participate in planning and organizing customer events including incentive .
Prepare and deliver trainigs and seminars towards different group of customers and end-users around UA.

Key account manager

с 03.2006 по 07.2007 (1 год 4 месяца)
GALLAHER Ukraine Group, Киев (Оптова торгівля, дистрибуція, імпорт, експорт)

Main areas of responsibilities:
•Introduce products and monitor over the traded assortment in the points of sales
•Merchandising (POS material placement, shelf space planning & design)
•Responsible for business documentation and reports
•work with Key clients
• negotiations with Key partners
• monitor on the market situation
• Purchase, maintain, and conquer the shelf space for Gallaher product placement
• Establish, maintain and develop long-term partnership relationships between the customers and the company with main focus on mutually beneficial business development

Sales manager( Horeca Department)

с 10.2005 по 03.2006 (5 месяцев)
Trade Manufacturing company «SOYUZ- VICTAN», Киев (Оптова торгівля, дистрибуція, імпорт, експорт)

Main area of responsibilities:
•direct sales of alcohol group of products
•work with VIP clients.
•sales planning
•merchandising
•conducting of the accounts receivables &documentation
•diversification of product mix
•searching for a new clients

Sales manager

с 02.2004 по 10.2005 (1 год 8 месяцев)
Trade- Distribution company « OLGA»., Киев (Оптова торгівля, дистрибуція, імпорт, експорт)

Main areas of responsibilities:
•diversification of product mix
•direct sales
•conducting of account receivables
•searching for a new clients

Образование

University Economy and Low «KROK»

Management of International Economy Trade activities., Kiev
Высшее, с 2009 по 2012 (2 года 7 месяцев)

Specialist

Kharkov Polytechnic University

Devices and methods of non - destructive control for technical and medical diagnostics., Kharkov
Высшее, с 1996 по 2002 (5 лет 5 месяцев)

Specialist.(diploma with honours)

Дополнительное образование и сертификаты

ORATORIKA.Moscow.Negotiations skills.

2010,3 days

Philips. Eindhoven,Holland.Lighting and Design Application center. General product training.

2008, 1 day

Philips. Moscow. International Key –Account Planning. Objectives and SWOT analysis.

2008,3 days

Bogush Time. Kiev.«Mastery in presentations and public speeches».

2008,2 days

Gallaher Ukraine Group company.Cherkasy. «Skills of effective sales and merchandising ».

2006, 2days

Знания и навыки

Знание языков

• Английский — средний
• Украинский — свободно
• Русский — свободно

Дополнительная информация

Well organized & structured, sell confident, goal oriented, ready to learn, client-oriented, persistent, hard working, reliable, active.

Driving license B.