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Опыт работы

Head of Export Department

с 10.2022 по наст. время (1 год 7 месяцев)
GIDROPROM Ukraine, Одеса (Оптова торгівля, дистрибуція, імпорт, експорт)

•Research and analysis export markets & new markets products expansion
•Design go-to market strategy
•Develop, configuration and systematization all business processes
•People management 7+ direct reports

Head of Sales Department

с 02.2020 по 02.2022 (2 года)
DEKA / JURA TM, Kiev (Оптова торгівля, дистрибуція, імпорт, експорт)

•member of the Ukraine Leadership Team playing a key role in development of G2M and Customer Strategy as well as Organization Engagement & Development plan
•identificated, created and agreed with HQ go-to market strategy in line with the company’s vision
•developed omni-channel commercial policy & relevant trade condition
•developing a forecasting and budgeting that enable the whole channels to achieve long term sales & profit targets
•national promo campaigns activation
•collaborating with internal (othet departments) and external stakeholders to leverage business results
•people management: set up targets, reviewed results, hiring, coach and motivate sales team
•provided business reviews to the Board (Country Manager, HQ) on a regular base
Achievements
•created product’s distribution in all trade channels: National accounts, Regional Trade, On-lines, Specialties
•designed and executed promo-campaigns in all channels on quarterly base
•effectively managed 10+ direct reports
•100% sell-in annuals targets achieved aligned with HQ

Commercial Director

с 01.2019 по 01.2020 (1 год)
Ultimate Efficiency, Київ (Консалтинг, бухгалтерія, аудит)

Certified FRANKLINCOVEY representative Company in Ukraine.
•developed communication and maintained strong working relationships with executives, HR teams, identifed business weaknesses and challenges and determined relevant solutions
•cultivated existing contacts with clients and suppliers and set up long-lasting win-win relationships with new ones
•evaluation customer’s needs/expactations and work out customized proposals
•organized training programs of FranklinCovey
•3 projects successefully delivered

Head of sales

с 04.2013 по 10.2018 (5 лет 6 месяцев)
Philips Ukraine, Киев (Оптова торгівля, дистрибуція, імпорт, експорт)

Achievements
•designed and implemented a new sales model for the field organization ( small domestic appliance 300+ headcount). Sales growth increased by 45% (market +33%). Achieved the annual goals with an index 115. Share of sales in the portfolio of Customers increased by 18% (+4.8 points)
•initiated and implemented an annual product promotion plan – Avent category Mother and Chield Care. Sales growth in FMCG sector increased by 40%, coverage increased by 25%. Enhanced distributor’s sales capability via transparent performance and development evaluation system
•effectively managed the annual budget of the department, implemented a system of control and cost reduction. ROI> 3
•developed efficient field staff assessment
•introduced and executed top talent recognition process
Responsibilities
•Responsible for crusial KPI’s: target delivering (sell-in, sell-out), In house share, coverage, fild staff retention & remuneration
•design and implement a strategic business plan and provide effectively business process both externally and internally
•team lead of 6 Regional Managers and 2 KAM’s (direct reports) and 300+ indirect reports nationally.
•developing KPI’s & metrics and providing performance analysis for key initiatives to increase efficiency and effectiveness

Multi-Function Team Leader - Distributors operation, Kiev

с 05.2011 по 03.2013 (1 год 10 месяцев)
P&G Ukraine, Kiev (Оптова торгівля, дистрибуція, імпорт, експорт)

Achievements
•developed Distributors Sales & Coverage models in Traditional Trade and Wholesale channels based on join business planning
•designed an annual corporate program in Traditional Trade channel. Sales growth increased by 10%, coverage increased by 12%
•implemented sales staff performance standards. The number of effective calls per day increased by 20%
•provided annually Distributor’s assessment in Sales, Finance, Logistic, HR and IT
•integrated company’s business standards into distributors business system
•developed and implemented annual Distributors Contest based on crucial KPI’s

Responsibilities
•responsible for Distributor’s KPIs achievement (Sales, Coverage, Distribution, etc.) and Corporate Programs execution nationally
•responsible for design long-term corporate programs, enable execution of monthly trade marketing Initiatives for Ukraine Traditional Trade Channel with Regional Distributors coverage
•develop and maintain customer’s relations through all forms of professional and social interaction

Unit Manager Distributor operations, Odessa.

с 03.2007 по 04.2011 (4 года 1 месяц)
P&G Ukraine, Odessa (Оптова торгівля, дистрибуція, імпорт, експорт)

•responsible for sales targets delivery and distributor’s extension across 7 regions UA for P&G, Gillette and Gala brands. Team Lead of 5 Area Sales Managers
•led Joint Business Plan execution with key customers
•implemented effective business process interaction between sales functions during company’s transition period

Key Account Manager

с 04.2005 по 02.2007 (1 год 10 месяцев)
Gillette Ukraine, Kiev (Оптова торгівля, дистрибуція, імпорт, експорт)

•responsible for full cycle of contract signing with international
retailers METRO C&C, BILLA including shipment, trade terms and
marketing (service)

•provided major KPI’s: sales volume; profitability; initiated, executed
and analysis promo activities

•delivered sales fundamentals in stores

Area Sales Manager

с 09.2000 по 03.2005 (4 года 6 месяцев)
Gillette Ukraine, Odessa (Оптова торгівля, дистрибуція, імпорт, експорт)

•provided sales forecasting and target delivery

•managed distributor’s sales team in 3 regions

•provided successful category management with top Customers

Sales Manager, South Region.

с 05.1998 по 08.2000 (2 года 3 месяца)
DHL International Ukraine, Odessa (Транспорт, логістика)

Responsible for selling company’s services to the existing and potential Customers. Creating and implementing key-account program to enhance company’s revenue. Problem solving and win-win solution.

Regional Sales Manager, South Region

с 09.1995 по 09.1997 (2 года)
Medpharcom, Odessa (Pharmaceutical products)

Searching and developing Customers. Successfully setting up a remote company’s branch.

Образование

Interregional Academy of Personnel Management

Marketing, Kiev
Высшее, с 2019 по 2019 (2 месяца)

State Economic University

Degree in Management of Enterprises, Odessa
Высшее, с 1999 по 2000 (1 год)

Экономика предприятия

Institute of Management and Communications

Microelectronics, Diploma with Distinction, Kiev
Высшее, с 1989 по 1994 (5 лет)

Radio engineer

Дополнительное образование и сертификаты

Recruiting and Interviewing, Couching, Key Account Category Management, Efficient Management, Distributor Operation Development

2005-2016

Знания и навыки

Знание языков

• Русский — свободно
• Украинский — средний
• Английский — выше среднего

Дополнительная информация

Over 15 years’ experience of proven track record in international FMCG / Domestic Appliance industries in sales, distributor operations and projects management. Experience in building successful teams, designing and executing strategies to accelerate emerging businesses.
•Designing and execution commercial G2M strategy.
•Budget, forecast and P&L responsibility
•Design and enhance of sales and distribution system: B2B, B2C, Retail, E-com
•Building and optimizing business processes
•People management: 10+ direct reports
•New products and categories launch
A leader with a strategic vision and tactical decision-making mindset has the ability to work independently and within a team; with the developed soft skills: result orientation, adaptability, and stress tolerance.