|Резюме № 31245653||в открытом доступе||Последнее обновление 3 октября 2016, 13:17|
Business Development Manager По договоренности
Готов к командировкам, полный рабочий день.
Дата рождения: 16 октября 1969, 47 лет. Женат, есть дети.
Москва (м. Таганская)
04.2012—н.в. 5 лет 3 месяца
Business Development Advisor for the President of the company
International group of companies, г. Москва, полная занятость.
Management of sales process, including:
Development of sales and customer relations.
Management of the team of engineers for successful technical solutions.
Preparation and negotiation of technical and financial proposals.
Preparation and negotiation of contracts.
Preparation of tender bids.
Business trips to meet the prospects and in other necessary cases.
Update of customer data base.
Weekly reporting of the current.
Performance of other necessary work to manage the sales process.
Consulting, information, marketing, and other related work in the Russia and CIS countries, including:
Identification of new market opportunities.
The collection of information on the prospects’ needs.
First contact, direct mailing, and follow up.
Participation in appropriate conventions.
Resumption of contact with existing or old prospects.
Marketing intelligence regarding the Satellite Markets.
Market research of services.
The organization of logistical, administrative, and translation support for the meetings and negotiations with the customers of technical and financial proposals and of contracts and for preparation of tender bids.
Preparation and conducting of marketing and advertisement activities.
Update of customer and prospect data base.
Performance of other necessary consulting, information, marketing and other similar work.
Common strategy development
Full P&L responsibility
Personal control of legal and financial issues, quality, timing of obligations under the contract.
Selection of the personnel, setting targets for the managers and staff
12.2009—04.2012 2 года 5 месяцев
Nationwide company "TRAKT", г. Москва, полная занятость.
• Administration and coordination of sales, management of the department for promotion and development of product line.
• Develop & build local organization in order to have strong professional team, available to deliver results and achieve business goal.
• An analysis of the current business activities of the company, market conditions, competitive environment, customer expectations, market research, trend forecasting of its development
• Market analysis, definition of new promising areas, potential competitors in the regions
• Identifying potential clients, sales volumes
• Assessment of the commercial appeal of new projects, analysis of client base and capacity growth in sales
• Preparing business plans for Moscow and 42 regional branches, initiating and managing projects, action plans. Fulfill the established sales plan.
• Personal responsibility for budget, forecasting revenues and sales targets in the Russian market
• Personal responsibility for the continuous improvement of sales on the Russian market
• Personal responsibility for sales and negotiation with large corporate clients. Key client retention and liaison together with Account Managers
• Management of the corporate sales division and the tender group
• Project management. Writing and implementing business processes and standards of sales for all divisions of the company.
• • Managing staff subordinate units, part selection and assessment of professionalism, compliance office
• Responsible for continuous sales process improvement for Russian market.
• Accountable for budget compliance, forecasting, revenue generation and sales targets for the Russian market.
• Development of pricing policy and sales strategy that respond to market trends and client needs.
• Organize necessary technical support, education and consulting for internal and external clients.
• Closely relate with marketing department in driving sustainable and profitable growth in strategic areas.
• Development and control of specialized programs to promote products
• Setting and monitoring objectives and targets for sales staff
• Development of motivational schemes for effective performance of the staff
• Reporting to the Director General.
Main achievements and projects:
• Increase in sales during the reporting period to 43% of the previous period (year)
• Establishment of a new system of motivation for the whole trade network based on results and KPIS on objectives
• Implemented a CRM system based on 1С 8.1. and reporting forms for all staff and events during the reporting period
• Changed the form of the contract of delivery with conditions, interesting for the company.
• Standards for major subdivisions of the company-commercial, logistics, production and procurement. Describe the job descriptions for all staff detailing tasks performed.
• Organized, jointly with the Division of personnel training system, strategies and principles of sales, implementation of business processes.
• Hosted Service for regular control and audit of the activities of the regional offices.
• Develop new projects sales and production services for corporate clients
• Increased turnout and winning in State and commercial tenders for 60%
• Personally negotiated, signed the Treaty and commence supply of corporate clients
• -Gazprom burenie
• -TNK-BP and units
• -RAO UES
• -EVRAZ holding
• Regularly conducted for managers and staff of master classes to establish, build, maintain contacts with potential and existing clients in complex negotiations at the highest level, participation in tenders
• Work with the business partners for corporate customers in regions of presence information and regular presentations and educational conferences (with a view to the effective use and reduction of marketing budget).
08.2009—12.2010 1 год 5 месяцев
RAZIONAL COMPANY (www.razional.ru, www.weishaupt.ru), г. Москва, полная занятость.
• Management of 75 representative offices on Russia Federation territory and commercial department in central office
• Formation of the consolidated budgets of sales and expenses, execution of voted budgets in Russia
• Opening of zonal, regional branches, representative bureaus according to the confirmed sale and project plans
• Working out and introduction of motivational programs for employees of management
• Personnel maintenance. The organization of training and testing of employees of division
• The control of preparation of offers on the equipment and services in Russia
• The control of orders of the equipment paid by buyers
• Working out, introduction and the control of system of search and the classification, new partners
• Working out new and introduction of the confirmed schemes on sale of the equipment and the services delivered by company
• Participation in working out and realization of marketing programs on advancement of the equipment and services
• Conducting large-scale projects. The analysis of results of the project and correcting actions
• Maintenance of timely export of the paid goods from Company warehouses
• Planning and carrying out of exhibitions and seminars in Russia
• Maintenance on central and zone warehouses in Russia the confirmed quantity and assortment of a warehouse stock of the equipment.
• The organization of technical support of sales of the equipment (technical consultations on places, performance of works on a guarantee, an expert estimation of the failed equipment, the permission of disputable technical questions with partners, participation in commercial negotiations)
• Monitoring of satisfaction of buyers in Russia
• The analysis of work of competitors and development of actions for increase in a share of the market occupied company
• Tracing of federal programs in sphere of heat and electrical energetics. Monitoring of exclusive and zonal projects
• Maintenance of contacts with the VIP partners in Russia
• Liquidation delayed debts
• Formations of the concept and plans of the press of advertising materials
• The analysis and the prevention of risks of the company
• Maintenance with administrative reporting branches and a higher management
• Regulation, organization and perfection of processes of effective interaction between branches and central office.
• In submission nearby 200 person
Main achievements and projects:
• Increase in sales for the period of work at 35% of the previous period by ordering, description and organization business processes sales of goods and services, construction and design works.
• An effective scheme of the project, relations with project organizations and Head Engineer of project, which created prospects for increased sales in subsequent years is not less than 40% and a gain of an in the lead place in the marke
• Expanded sales channels, a range of products of own manufacture in the lineup.
• Organized and efficient interaction of structural divisions of the company and the production of own products in planning, ordering and active promotion.
• Increase sales of gas condensing systems more than 100% in one year period
02.2005—07.2008 3 года 6 месяцев
Head of regional sales and business development in Russia and CIS coutnries
Group of companies Service Plus, г. Москва, полная занятость.
1. Opening of new branches in a zone of interests of the company.
• A choice of region, an estimation of appeal of region and audit of existing regions
• Definition of the prioritest and potentially successful regions for opening branch
• The account of regional specificity at statement of system of marketing and sales in branch
• Definition key competations the Employer for their realized introduction in region
• Forecasting of a sales volume of branch till the moment of opening
• Definition of a complex of marketing (the price, the goods, promotion, places of sales) for branch in view of specificity of region and strategy of the Employer
2. Management of work of existing branches of the company.
• Construction and optimization of logistics of branch
• Calculation of the optimum size of a warehouse and volume of stocks
• Definition of assortment and a degree of service from a warehouse
• Forecasting of volumes of selling and planning of deliveries
• A choice of an optimum place and requirements to an arrangement of a warehouse
• A choice of the scheme of logistics of cargoes most favourable to the Employer
3. Operative marketing in branches.
• A choice of a variant of the organization of marketing depending on the purposes and problems of the Employer
• The organization of "through" marketing branches - head office and optimum information interchange
• Regular marketing in branches
• Problems, functions, the purposes. Marketing planning in branches
• Participation in preparation and carrying out of seminars, exhibitions, presentations
4. Management of sales of a filial network.
• The help in the decision of organizational questions, registration and certifications of the equipment and the software
• Standardization and the control of process of sales
• Training of employees of branches and the control of knowledge
• Selection of the trading and supervising personnel in branches
• The help in carrying out integration projects and participation in tenders
• Active capture of the regional market of sales
• Forming of policy of cooperation with partners and competitors in regions
• Planning and budgeting of sales.
• Motivation of the trading personnel of branches (KPI- Key performance indicators)
In submission nearby 120 person
Main achievements and projects:
• Run and organized from scratch the 7 branches in CIS and 12 branches in Russia, which has increased sales at 35%.
• Increase in sales for the period of work at 50% through the organization, description, and start the process of matrix management in network of branches. Process allowed cover a wide range of regional customers by offering integrated services-product consultation, installation, and assembling, guarantee and service maintenance.
• Introduced and offered new service subscription service for corporate clients (Metro, AUCHAN, IKEA, etc.) Has opened 7 branches in CIS countries and 12 branches in Russia. It has given a gain of sales in current of year on 50 %.
• Owing to training of the personnel, the correct client policy and capture of the regional market the company has taken an in the lead place
03.2001—03.2005 4 года 1 месяц
Head of sales and marketing department
Audiovideo Corporation (group of the companies, г. Москва, полная занятость.
Realization of the general management by activity of a department; increase of an overall performance of the company, creation of new business
Analysis of the market, marketing of mutual relations with clients
Development of long-term business relations with key clients, competitive comparative strategy
Development and realization of actions on promotion of the goods and stimulation of selling
Management of the personnel of commercial department, development and introduction of strategy of development of business in Moscow and regions Russian Federations
Formation and development of a regional network, search of new clients
Interaction and personal negotiations with key clients and suppliers, preparation of contracts the
Control of logistical processes, plan the shipment and delivery of the goods from the supplier to the buyer, Import – Export operations, financial streams, preparation of necessary shipment documents and contracts
Price, Assortment policy
Promotion of new projects in the market, participation in tenders and competitions on delivery, the organization of business meetings
Creation of amicable collective and healthy relationship with the customers, suppliers and colleagues
In submission of 10 managers of a department of sales, 20 employees of a technical department, 12 regional employees
08.1997—03.2001 3 года 8 месяцев
Head of sales department
Group of Company’s (holding) A&T Trade, г. Москва, полная занятость.
The analysis of the market of Russia, revealing of the basic competitors in regions
The analysis, optimization and development of existing system of sales
Study of region, search of new clients, revealing of problems in increase in a turn at working clients
Construction of precise policy of sales
Regular visiting of clients and dialogue with heads of the companies of partners, finishing of operating conditions and assortment of the company;
Opening and development of a retail network in in regions
Writing business of the plan on opening regional warehouses and retail divisions the Organization of system of deliveries in regions; the Conclusion of contracts on delivery, signing of a package of documents;
Formation from "0" strong commands of managers of Department of management of regions.
Statement of qualitative work of a regional department with clients;
Realization of personnel selection in the regional companies:
Development and realization of uniform motivation for directors of the regional companies directed on achievement
Planning: commodity stocks, дебиторской debts, charges of a direction;
Organization or the recommendation on the organization of additional marketing actions
Development business of process of sales, working base;
Adjustment of qualitative interaction with other divisions of the company.
Participation in profile exhibitions In submission of 5 managers of a department of sales and employees of 10 branches (100 employees)
International school of management
Заочная форма обучения
Специальность: Manager of external economic activities (MBA)
Georgian Technical University
Факультет: Electrical power engineering
Дневная/Очная форма обучения
Georgian State University
Факультет: International affairs and economics
Вечерняя форма обучения
Навыки и умения
Английский (свободно владею).
• Good knowledge of technical environment
• Experience and good knowledge of market in Russian Federation and CIS countries, key players on market, different equipment.
• Complex tactical management. Optimization of processes
• Oriented on professional and quality standards, corporate policies and procedures, company’s values and ethical standards.
• Underlined loyalty to management and company. After receiving a task eager to demonstrate concrete results. Result oriented.
• Excellent organizational skills
• On character – flexible. Adaptability to work in any establishes healthy relationship with the customers, suppliers and colleagues.
• Excellent communication and teamwork skills. Style of a management is the playing trainer of the amicable and incorporated command
• Experience in people management including coaching, motivation and development of remote (regional) teams.
• Operational experience in crisis conditions, strategic thinking, leadership qualities
• Possession of techniques of effective negotiations, the economic analysis and planning
• Wide experience and good knowledge about development of sales, marketing and technical service departments, business-planning, development and realization of marketing and corporate strategy
• Significant experience of management by sales, the control and their direct realization (the commodity market, wholesale, B2B) from the first meeting before sale of service to the client
• Estimation of a market capacity. Estimation of efficiency of marketing actions
• Preparation of necessary shipment documents and contracts
• Project management, risk assessment and profit from the project implementation
• Preparation and the organization of assemblies and presentations
• Excellent problem solving and decision-making skills. Can find the decision in any situation.
• Carrying out of negotiations at any levels
• Opportunity to business trips. Availability to travel in Russia and abroad