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Опыт работы

Sales Manager (Worldwide Global)

с 11.2017 по наст. время (6 лет 6 месяцев)
FF GROUP, Киев (IT)

Sales of ANPR software and services to companies in foreign markets. Preparation of commercial offers. In the portfolio of orders processing more than 300 English-speaking customers from 64 countries around the world, in all time zones. Daily input of activities in Microsoft Dynamics CRM.
Found 6 new partners in North Africa and Gulf countries

Sales Director

с 06.2016 по 09.2016 (3 месяца)
TISO GLOBAL, Kyiv (Manufacturer of physical security equipment and systems.)

Audit and optimization of business processes in the department of foreign sales. Personal sales to VIP customers.

Head of wholesale and retail trade department

с 04.2016 по 06.2016 (2 месяца)
MANEZH, Черкассы (Sunprotection systems)

Audit and optimization of business processes in the department of foreign sales. Personal sales to VIP customers.

Quality Assurance and New Products Development Manager

с 03.2013 по 03.2016 (3 года)
SOFILIGHT, Киев (Indoor and outdoor lighting equipment)

QA and New Suppliers Search and Evaluation. Searching and profiling new suppliers from China. Qualified more than 3000 suppliers. Vizited production sites in China for final evaluation. Conducted full cycle of negotiations which finilized in cooperation with several new suppliers.

Sales Manager

с 01.2011 по 12.2011 (11 месяцев)
"Integrated Logistic Systems", Киев (Logistics operator)

Key Achievements:
•In 8 month period ensured participation in 20 tenders for the provision of logistics services organized by multinational companies.
•Won tenders for provision of logistics services for several multinational companies (Fortune 500).
•Identified new market segments (retail, spare parts, paper, sunflower oil) and expanded the existing customer base.
Key Tasks:
•Identification of additional market opportunities and introduction of strategies to improve and maintain customer base.
•Development of the optimal structure of direct sales, customer segmentation.
•Negotiation and signing contracts with corporate clients.
•Development and implementation of annual, quarterly and monthly plans for the entire cycle of work with clients.
•Fulfillment of sales plans in the area of transportation, brokerage and logistics services.
•Representing the company at exhibitions, conferences and trade shows.
•Reporting to senior management.

Sales Manager

с 03.2008 по 02.2009 (11 месяцев)
Raben Ukraine, Киев (Logistics operator)

Managing sales of logistic services (distribution of part loads, full loads as well as groupage shipments from any point in Ukraine to any point in Ukraine).
Key Achievements:
• Provided growth of sales in value terms by 35% in 2008 compared with 2007.
• Transformed under-producing regional sales teams, resolving long-standing problems and instituting incentives that elevated performance.
• Conducted main competitors pricing policy study and introduced new price list which was in average 10% higher than previous, without loss of clients.
• Signed long term contracts with retail networks -Veluka Kushenya, DZ/Watson, O’Key.
• Signed long term contracts with multinational companies - L’Oreal, DuPont, Petruzalek.
Key Tasks:
• Direct sales to national and multinational Key Accounts transport projects of various complexity meeting needs of modern retail networks which includes warehouse services and distribution from the central warehouse cross-docking platform to individual stores and points of sale.
• Conducting market research and competitor analysis.
• In charge of 16 sales people located in 6 cities of Ukraine (Kiev, Lviv, Odessa, Kharkiv, Dnipropetrivsk, Donetsk).
• Holding weekly meetings and setting sales targets for individual reps and the whole team.
• Organizing and operating incentive schemes to keep sales people motivated.
• Involved in the recruitment and training process of new staff.

Small and Medium Business and Partners Department Lead

с 01.2004 по 02.2005 (1 год 1 месяц)
Microsoft Ukraine LLC, Киев (IT)

Managed sales of software to Small and Medium business segment through dedicated channels.
Key Achievements:
• Provided growth of sales in value terms by 30% in 2004 compared with 2003 which exceeded department quota for 10% and presented 80% of subsidiary quota.
• Achieved sales volume over 40 mio USD per year.
• Built strong relationships with high-level executives at key managed partners (Kvazar, Incom, Navigator, Versya, MKS, Foxtrot, Ami, Roma, Datalux, Mont, Algri and other).
• Successfully developed and transferred 5 partners to Direct OEM channel (channel for Biggest partners which is managed directly from HQ in Munich)
• Started cooperation and integrated to System Builder Channel 10 new partners
Key Tasks:
• Builds relationships with high-level executives at key managed partners.
• Co-develops a partnership plan or business plan with each managed partner.
• Profiles partners.
• Co-sells with partner on key, strategic opportunities.
• Defines sales and marketing process with partner.
• Provides input to leadership on subsidiary and district business plan.
• Manages partner pipeline.
• Coordinates and/or implements enablement and training plan for managed partners.
• In charge of 6 managers and 4 regional reps.

Consumer Electronics and Home Appliances Senior Sales Manager (Ukraine, Moldova, Baltics, Belarus)

с 05.2001 по 01.2004 (2 года 8 месяцев)
Samsung Electronics representative office in Ukraine, Киев (Wholesale, distribution, imports, and exports)

Managed sales of Consumer Electronics and Home Appliances goods (TV sets, Audio products, DVD’s & VCR’s, Analog and Digital Video, Room Air Conditioners, Refrigerators, Vacuum Cleaners, Washing Mashines, Micro Wave Ovens) on assigned territory.
Key achievements:
• Provided growth of sales in value terms by 50% in 2002 compared with 2001 and 43% in 2003 compared with 2002, reaching an annual turnover of more than 150 million U.S. dollars at the end of 2003.
• 2002 year Award from Vice President of Samsung Visual Display Division for achievement of market share #1 in Ukraine for CRT TV’s segment.
• Successfully introduced new product groups for the company as Plasma TV, LCD TV, Digital Cameras on assigned territories.
• Improved the accuracy of sales forecasts.
• Recruited, developed and motivated 10 member sales team.
Key Tasks:
• To define the potential of the country market and to set long and short term targets to develop this potential.
• Develop distribution coverage/reach, in line and in pace with the above targets, maintain a solid and continuity based relationship with trade partners.
• Manage the sales representatives in their sales activities, handle the larger dealers/distributors himself, guide the process towards the pre-set goals per dealer/product category.
• Evaluating competitor activities, especially new products and services that they launch.
• Formulate a pricing/sales condition strategy within the pre-set margin targets and the brand positioning.
• Sales planning per distributor/dealer per type of product, negotiation of longer term plans with main distributors. Ensure proper input into company demand planning system (weekly PSI process).
• Control the quality of the assembly activities.

Sales Manager of Consumer Electronics goods (Ukraine)

с 12.1997 по 05.2001 (3 года 5 месяцев)
Philips Electronics Representative Offices B.V., Киев (Consumer Electronics)

Key achievements:
• Exceeded sales quota by 130% annually for 3 consecutive years. Grew sales to over $20 million USD per year.
• Opened a new territory (Moldova, Belarus) and started cooperation with 10 new distributors.
• From October 1999 started cooperation in CRT TV SKD assembling with 3 main distributors which helped to increase TV sales by 40% yearly.
• Successfully introduced new product groups for the company as Plasma TV, DVD and MP3 Players on assigned territories.
• Recruited, developed and motivated 6 member sales team.
• Improved the accuracy of sales forecasts.
Key Tasks:
• To define the potential of the country market and to set long and short term targets to develop this potential, this also considering competitive positions and activities and brand positioning policy for the area.
• Develop distribution coverage/reach, in line and in pace with the above targets, maintain a solid and continuity based relationship with our trade partners.
• Manage the sales representatives in their sales activities, handle the larger dealers/distributors himself, guide the process towards the pre-set goals per dealer/product category.
• Formulate a pricing/sales condition strategy within the pre-set margin targets and the brand positioning.
• Sales planning per distributor/dealer per type of product, negotiation of longer term plans with main distributors. Ensure proper input into company planning system (monthly PSI process).
• Initiate the actual invoicing, give follow up on the supply of goods, control DSO positions/timely payments of the trade.
• Maintain regular contacts with local Marcom agencies, handle Consumer Electronics publicity activities and check on quality of local Marcom activities.
• Budget and control local cost of organization.
• Control the quality of the assembly activities.
• Supervise the local Service activities & the local Service delegate, maintain the prescribed quality standards.

Regional sales manager (Ukraine)

с 03.1996 по 12.1997 (1 год 9 месяцев)
SIPA S.p.A. representative office, Киев (Industrial equipment for PET bottles production)

Direct sales of equipment for PET container production (B2B). Sales/marketing budgeting/planning/forecasting and execution.
Responsibility:

Strategic development:
1. Analysis of the dynamics of development, trends in the market, changes in the volume and potential of the market;
2. Segmentation of the market, identification of promising segments;
3. Preparation of consolidated information on competitors;
4. Preparation of the quarterly sales forecast and P&L report.

Direct Sales:
1. Identification of prospective customers;
2. Development of commercial offers adapted to the needs of individual customers;
3. Ensuring effective presentations of the company, meetings and negotiations with prospective customers;
4. Ensuring the effective conclusion of contracts;
5. Ensuring the input, maintenance and of the use of the customer database.

Marketing:
1. Planning and organization of training seminars.
2. Organization and participation in specialized exhibitions

Service:
1. Organization of training for the client personnel before completion of the commissioning work;
2. Support of the company's service specialists during commissioning and service calls;
3. Resolution of problem situations when service events occur.

Key achievements:
• Within the year increased sales by 100% reaching the volume of 4 million dollars. (Main contractors – Coca-Cola, Rogan brewery(Kharkiv), Kristall factory of mineral water (Kremenchug), Aleks Ltd (Svalyava));
• Created a full potential customers database in the Ukraine;
• Developed fruitful relations with the decision makers of potential and existing clients and ensured loyalty to the company;
• Organized rapid redeployment of the office, which reduced the cost of maintaining the office by 25%..

Образование

Kyiv Polytechnical Institute

Heat-power engineering faculty/Mechanical engineer, Diploma, Киев
Высшее, с 1980 по 1986 (5 лет 6 месяцев)

Дополнительное образование и сертификаты

Bogush Time, Time Management and Delegation

2014, 3 days

Знания и навыки

Знание языков

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

Дополнительная информация

Management competencies
- Sales experience within the private sector, public sector and Government markets.
- Account management and active business development experience.
- Able to quickly compile a detailed knowledge of the company’s products and services.
- Understanding of budgetary and fiscal responsibility.
- Experience of managing both internal and external marketing teams.
- Possessing the ability to motivate and lead a winning sales team.
- Overseeing the recruitment of new sales staff, as well as their training and induction.
- Strong time management and organizational skills.
- Strong decision making abilities.
- Comprehensive negotiating skills.
- Excellent attention to detail.

Sales and marketing
- Excellent communications skills to build relationships with potential new customers and to reinforce ones with existing clients.
- Able to effectively communicate the benefits and value of a company’s products or services to partners and potential customers.
- Experience of business development through cold calling and client meetings.
- Experience of professional presentations to customer either individually or in groups.
- A track record of selling high order value projects.
- Experience of launching a product from start to finish.

Personal
- Proven ability to develop sales growth and consistently over performing targets and goals.
- Remaining calm under pressure.
- Can work towards and meet deadlines.
- Able to follow strict working guidelines.
- Mature and responsible person.
- Self motivated, ability to work independently.
- Ability to speak fluent Russian, Ukrainian and English. Polish - read with vocabulary
- IT literate.
- Touch-typer in Russian, Ukrainian, English, Polish.
- Have a driving license (B) and 12 years of driving experience.