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Опыт работы

Head of B2B Marketing

с 05.2017 по наст. время (9 лет 2 месяца)
Prom.ua, Київ (Retail)

Responsible for:

- value proposition, pricing for B2B clients
- built marketing strategy
- business and sales planning, budgeting
- customer base management, clients segmentation (acquisitions and retention)
- analysis, optimization, and improvement of sales funnel, increase of conversion rate
- leads generation: acquisition of new customers, conversion rate optimization for different sources (organic traffic, context, referral, social, mobile, etc.)
- referral program launch and development
- launch and development partner programs, promos, and activities that increase the number of new registrations (leads), A/B tests
- development of communication strategy for customers (promo activities, communication map, triggers chain, webinars)
- regular NPS&CSI management researches (to collect and prioritize clients' feedback as a key source for improving the product, service, and processes)
- PR, social projects, brand awareness
- Community development


Achievements:

- revenue growth for 40% YoY
- increased conversion of sales up to 30% YoY
- launched the referral program that brings up to 15% of new customers with the highest conversion rate and the one of the lowest cost of sales

Marketing Manager (consumer marketing)

с 05.2016 по 05.2017 (1 год)
lifecell, Київ (Telecommunications and networking)

Was responsible for:

- support operational processes of marketing (for internal and external teams)
- calculation of business cases, justification of necessity of implementation projects
- support of Mobile Network team at implementation new technical solutions (expanding 3G\Wi-Fi\ coverage; improvement coverage (from certain facilities to roads, railways, cities and regions)
- launch new projects and products
post analysis of marketing activities; define key factors of deviation; prepare conclusions and recommendations
- Implementation customer oriented approach at design tariffs, products
- Implementation Customer Journey mapping
- Complaints analysis; preparation recommendations for risks mitigation, tariffs, products and services improvement

Value Proposition Manager

с 03.2014 по 05.2016 (2 года 3 месяца)
Kyivstar, Київ (Telecommunications and networking)

Was responsible for value proposition for contract and high-value customers (Prepaid and Postpaid):

- Take part in formation the strategy of development tariffs & products.
- Define the future development of tariffs & products and necessary preconditions (technical, organizational, operational, market, etc.).
- Prepare draft of product development plans, coordinate and ensure their implementation.
- Develop ddesigns of all activities (product, sales channels, promotional price), and make changes to the existing activities depend on the competitive environment, the market situation and strategy of the company.
- Prepare business cases for development, restart or modification tariffs & products & services according to existing procedures.
-Prepare financial and operational requirements for the developing, modification or change tariffs & products & services.
- Prepare forecasts for tariffs & products.
- Control the achievement of targets, determine the causes of deviations preparing measures to prevent and eliminate deviations.
- Monitor changes and trends in the telecommunications market and competitors' activity, determine their impact on tariffs & products.
- Post-analysis of the launched tariffs & products (execution of business cases).


Achievements:

- Up to 15% revenue growth (Y to Y) due to customer base management and APRU development.
- Made steps that helped stopped decrease of customer's base (base was falling since 2010 till 2014) - stimulation force migration and gross adds, cancelation barriers of connection, development of personal maintenance and services with CRM department and sales team. Sinse Aug 2014 subs base constantly growth.
- Launched "all inclusive" tariffs "Kyivstar Comfortable" which had become very popular and attracted more than 30% of customer's base.
- Take part (as value proposition manager) in launch promos with HTC and Alcatel - new activities for company with reverse binding approach (bundle with device and tariff).

Marketing Manager

с 04.2011 по 03.2014 (3 года)
Kyivstar, Київ (Telecommunications and networking)

Was responsible for:

- value proposition for new business - 'Kyivstar Home Internet', making it #1 Alternative Internet Operator in Ukraine
- development new and changing existing tariffs, products and services for the B2C fixed internet customers
- define the future development of tariffs and products and necessary preconditions (technical, organizational, operational, market, etc.)
- managing work groups, supervised project development process, testing
- launch and managing all 'Home Internet' tariffs and products during 2011-2013
- preparation of business cases for development, restart or modification tariffs, products, services
- monitoring of market trends in the broadband Internet and competitors activity
- preparation of business results reports (daily, weekly, monthly,..., and reports on demand).


Achievements:

- launched two lines of national (2011-2013) and several regional tariffs that helped increase subsribers of Home Internet service and become 2nd broadband Internet operator in Ukraine
- Developed of convergence product - "bonuses of Home Internet", that bonded fixed and mobile accounts (dual play service)
- Took part in development of regular report system that helped determine problems quickly, increase acquisitions and decrease churn

Tariffs and Products Specialist

с 12.2008 по 04.2011 (2 года 5 месяцев)
Kyivstar, Київ (Telecommunications and networking)

Was responsible for:

- launch and managing tariffs, products, promo's and services for B2C&B2B subscribers
- prepare business cases for development, restart, or modification tariffs, products, services
- development and preparation of business and technical requirements
managing of workgroups, supervising project development process, testing.
- launch new and change existing tariffs, products, and services.


Achievements:

Launched a lot of tariffs and promo's for Mass Market segments (PrePaid, Djuice, Contract) - "Djuice Bomb", "Lots of Talks", "Bezlim", "Triple advantage", "Happy Hours" and B2B subs - "Kyivstar Business", "Individual", etc.

Образование

State University of Information and Communication Technologies

Information Technologies and Telecommunications, Київ
Высшее, с 2002 по 2007 (5 лет)

Знания и навыки

• Стратегічний маркетинг
• Розробка маркетингової стратегії
• Самостійність
• Орієнтація на результат
• Комунікабельність
• Управління командою

Знание языков

• Английский — продвинутый
• Украинский — свободно