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Опыт работы

Acting Chief Financial Officer

с 05.2019 по 08.2020 (1 год 3 месяца)
IT Company, Kyiv (IT)

Main responsibilities and achievements:
• Analysis of finance flow and system
• Predicting future financial trends, developing financial models
• Re-building of financial management reporting system (PL/CF statement, Balance)
• Developing and setting of financial forecasting, budget process, key-financial ratios
• Developing and implementation of regular cost-benefit analysis, ratio analysis etc
• Building and implementation of finance controlling system
• Risk management: analysis, development and implementation of change-strategy
• Implementation of compliance management
• Implementation of ERP system
• Reporting to the owners, top-board: aid management in financial decisions
• Analyzing market trends and competitors

Chief Commercial Officer

с 11.2017 по 04.2019 (1 год 5 месяцев)
Zdravo, Kyiv (pharmaceutical and beauty markets / wholesales / importer)

Main responsibilities:
• Management of cosmetics business (finance/marketing/sales)
• Data-driven restart of business
• Finance analysis of brands, customer experience, marketing strategy and sales system
• Development and implementation of finance/business strategy (national / local retailers, Internet retail, direct sales, sub-distributors, own sites)
• Optimization of assortment and pricing policies, portfolio of brands
• Conclusion of the new TM: from market analysis to the launch of brand
• Running Regular Marketing (trade, Digital, BTL, ATL)
• Budgeting, financial management reporting, regular reporting
• Team building (adaptation, motivation, development, control points)

Achievements:
• Changing the two-year trend from falling to rising: growth of GM on 15%
• Revenue growth YoY + 100%; Revenue growth of own web-site sales YoY + 20%
• Signing the contracts on exclusive terms with new FMCG brands - TM NOON, Israel, prof. (Development and implementation of brand strategy, marketing company)
• Improvement of conditions with the manufacturer (receiving additional discount and budget)
• Resolution of the issue on term goods for the amount of 350 thousand euros in purchase
• Optimization of contracts with partners (national retailers: modification of the assortment matrix at no extra charge, launching joint promotions, free opportunity of consultants, etc.).
• Saling of business to the new distributor (sale of balances, customer base, marketing materials)

Reporting to CEO (Business Owner) and Board of Directors
Team of 20 people (general company has about 180 people)

Reason of leaving: the business was sold

Head of Sales

с 06.2016 по 10.2017 (1 год 4 месяца)
TOPCosmetics, Kyiv (Wholesales / Importer / FMCG / Professional cosmetics)

Main responsibilities:
• Building sales system from scratch (internet-retail, distributors, direct sales, own website, own retail)
• Building business processes, setting and executing key metrics, control points, reporting, analytics
• Development and implementation of trade marketing for all sales channels. Analytics
• Introducing regular BTL marketing
• Participation in exhibitions with a profitable balance
• Work with team (recruiting, development of motivational schemes, training plan etc)

Achievements:
• Increase in revenue in 3 times, including the volume of Internet retail - it increased in 4 times
• Organization and management of retail operations, increase of sales + 30%
• Increase of the client base of +1000 clients (cosmetologists of Kyiv), average check + 84%
• Organization of conferences for doctors, cosmetologists with audience of 300 people (before there were 150 beauticians)

Reason of leaving: Hunting of Zdravo

National Key-Account Manager

с 11.2013 по 08.2016 (2 года 9 месяцев)
Perspectivinvest, Kyiv (Wholesales / Importer / FMCG / Cosmetics)

Main responsibilities:
• Development and implementation of business-strategy with national retailers (Watsons, EVA, Cosmo, Auchan, ADD, ANZ etc)
• Building of sales system
• Achieving financial goals: revenue, gross margin

Achievements:
• Restart of contracts with the National retailers (Auchan / Watsons / Cosmo / Eva / Add / TAS / Bomond and others) in connection with the political situation of 2013 with the improvement of all trading conditions
• Processing of price changing about 120% during the year
• Solving OOS and re-signing contracts (example: 1. at 60% service level, could re-sign the contract with Auchan without penalty; 2. at service level 70% transferred Watsons network to terms of delay in implementation)
• Conducting marketing campaigns with a positive balance (with all regular bonuses)
• Reduction of "difficult" clauses of contracts, cooperation without penalties
• Maintaining a high return on referrals with regular trade marketing
• High payment discipline (no overdue / bad DM)
• Optimization of assortment matrix

Key-account manager

с 01.2008 по 10.2013 (5 лет 9 месяцев)
Promyshlenny alpinizm, Zaporozhye (Constructions)

Regional sales manager

с 11.2006 по 01.2008 (1 год 2 месяца)
Regional Sales Manager, Zaporozhye (Retail / Toys)

Secretary – Office-manager – Personal Assistant

с 07.2003 по 12.2006 (3 года 5 месяцев)
TH Megapolis and other companies, Zaporozhye (Wholesale, distribution, imports, and exports)

Образование

The State Engenieering Academy of Zaporozhye

Finance, Master, Zaporozhye
Высшее, с 2003 по 2009 (5 лет 10 месяцев)

Дополнительное образование и сертификаты

Business constructor for top-managers, K.Kunitskiy

2018

Brand-Farther, FedorivHub

2018

Oratory, I.Palko

2018

British Council / Englisg / Upper Intermediate

2018

Chartered Institute of Management Accountants, CIMA / Financial Accounting

2022

Знания и навыки

Знание языков

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

Дополнительная информация

KEY SKILLS
i.Expert in building and implementing profitable finance and business strategies (total experience is more than 15 years).

ii.Financial management
a.implementation and optimization of budgeting process, key-ratios records
b.building financial management corporate reporting and finance-controlling system
c.developing and implementation of finance analytics
d.setting risk and compliance management straregies
e.ERP-system implementation
f.Strong knowledge IFRS/GAAP

iii.Strategic planning and management of sales from the scratch/optimization with strong positive financial trends (both in Revenue, GM, Oper Margin and Net Income)
a.E-commerce (SaaS included)
- Development of your own website (shops, business cards) from scratch
- Cooperation with internet-partners - signing contracts, assortment policy management, sales development and marketing strategy
- Cooperation with such partners as Makeup, Rozetka, Eva, Parfumes etc
b.National networks: cooperation and increase of revenues through such partners as Auchan, Watsonsm Eva, Kosmo, Silpo, ATB, Bomond, Brocard, Apteka Dobrogo Dnya, Belaya Romashka, ANC, other Pharmacies etc
c.Expansion of the network of sub-distributors throughout Ukraine
d.Setting B2B and B2C direct sales from scratch (services, FMCG)

iv.Development and implementation of marketing strategies, PR companies including priorities, visibility standards, route-to-market, promo pricing, assortment, launch of new products. CEM optimization

v.Optimization of brand portfolio, launch of new products: developing strategy and plan - Promo pricing and plan, Assortment, new product launch, product mix management, other investments in Customers

vi.Building of omni-channel sales systems including negotiations and selling, strategy development, promo management, operations and managing P&L delivering Net Revenue and Gross Margin growth

vii.Development and implementation of assortment and pricing policies, sales structure, trading conditions, motivation systems, loyalty systems, responsibility cards and other tools for different teams

viii.Strong negotiation skills (international contracts, contracts with key-clients, national, partners). Ability to convince opponents on the truth of one’s judgments.

ix.Team-work and team-building from the scratch including the formation of organizational structure, competency models and motivational schemes for employees of the direction.

x.Structured thinking, attention to the details during achieving the business goals. I am able to maintain a good level of self-motivation, quickly adapt, have a high speed of decision-making and always take ownership of the results.

xi.Experience in the next b2b/b2c markets: IT, FMCG, services, children's product group, alcoholic beverages.

xii.Working out challenging goals with data-driven decisions. Results-focused.

CIMA in progress
Master’s degree in Finance (State Academy of Zaporozhye, 2009)
English – upper-intermediate (British Council)
Programs: Advanced MS Excell, 1С, Quickbooks, Odoo, Bitrix24, Jira, Slack etc