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Sales and marketing director 150 000
Дата рождения: 14 января 1970, 47 лет.
10.2015—н.в. 1 год 8 месяцев
Sales and marketing director
Mechanics DTA, г. Dubna Moscow region.
Engineering company with own production of steel constructions, equipment for oil, gas and chemical industries. The company provides 3D projection, working-out the drawings, developing technology part of the projects for machine building companies, produces different parts and assemblies for many industries (mainly for oil and gas).
Staff of the company: more than 50 employees.
• Managing of Company’s sales and marketing structure.
• Developing of marketing and sales strategy of the company, executing the strategy.
• Marketing activities to promote the company on the market.
• Working-out the business processes of the sales division and integration it in the structure of the company.
• Implementation of MES, MRP, ERP systems based on SPRUT TP and SPRUT OKP systems
• Looking for new customers and support of existing customers. Taking new orders for production.
• Preparing of commercial offers, contracts for delivery of equipment and managing of execution the contracts. Control of payments, shipments and deliveries of the produced equipment
• Marketing activities such as investigation of the markets, supporting of web site, issue of booklets and organizing of the fairs
• Marketing researches and purchasing of new equipment for own production. Working out and executing the contracts for purchasing the equipment.
The main achievements.
• Taking new orders and signing contracts with two customers for total amount about 150 million rubles
• Implementation of CRM system
• Creating of marketing and sales division
09.2012—08.2015 3 года
CLOOS VOSTOK LLC, г. Москва, полная занятость.
Subsidiary of Carl Cloos Schweisstechnik GmbH which is worldwide leader in production of welding machines and welding robots, integrated solutions for robotic and automated welding. Sales, delivery, installation, startup of the equipment, training of customer’s personal, warranty and after warranty services.
• Strategic and operational management of Russian business unit with personal responsibility
• Leading of sales and service organization with full responsibility for profit and losses
• Support and organization of accounting, finance, human resources, administration, and information systems including CRM
• Control of sales budget, costs, and incoming/outgoing payments.
• Communication, support and control activities of existing dealers.
• Development of relationships with new dealers increasing of dealer’s network with focusing on technical, marketing and commercial competences based on long terms cooperation.
• Direct work and development of relationships with Key Accounts. Direct sales to Key Accounts.
• Marketing activities including marketing/sales materials, participation in exhibitions, advertising, seminars, market research and competitive intelligence
• Strategy planning of developing the market, promotion of the products on the market, promotion of technical and engineering solutions, technical support and services
• Build up new company structure in Russia
• Providing of changes in Company for its further efficient development, realization of the strategies and methods of activities on the market
• Preparing reports for CEO and top management of Headquarter.
The main achievements.
o Changing structure of company to provide effective management.
o Creating of effective team to work on the market including sales and service.
o Changing of logistic system for the most effective way of delivery equipment and spare parts.
o Organization of CRM and accounting system based on 1C software
o Development of marketing and sales strategy of the company on the market
o Development of budget and financial planning of the company
o New office of the company with demo, service and storage areas.
o Delivery of more than 40 welding machines to Uraltransmash Company and 20 machines to Tagil Steel Company.
o Contracts for delivery of robotic welding solution to Prodmash Company (Samara), BalCity Company (Briansk), TKO Mechanica Company for Dzerzhinskkhimmash Company, TDW Eurasia
o Direct contacts and establishing good relationships with many Key Accounts such as – Ural Locomotives Company. Kartex Company, Kamaz Company, Generation Group of companies, Voronezhstalmost Company, SDS Mash and many others.
09.2004—08.2012 8 лет
Director of sheet metal processing equipment department, Product director
Weber Comechanics LLC, г. Москва, полная занятость.
Integrated and individual delivery of the CNC equipment and automated solutions for enterprises of machinery industry. Working out of projects and supplying equipment on turnkey basis. Equipment delivery, installation, start up, training of customer’s personal, warranty and after warranty service.
from 04.2010 up to 09.2012
Position: Product director, sheet metal processing equipment.
• Managing and responsibility for strategy development of sheet metal processing equipment division.
• Responsibility for volume of sales, profitability of sales and development of the sales ways and activities.
• Development and presentation to owners of the Company the budgets of sales directions and markets (month, quarter, year)
• Analysis the statistic of sales and defining the sales targets.
• Preparing the sales reports.
• Analysis of potential markets of Russia, Belarus, Ukraine, Kazakhstan and Uzbekistan in terms of sales the sheet metal processing equipment.
• Defining the strategy of working on the markets, development of sales, strategy of promotion and marketing activities.
• Information and technical support for the commercial department (about 20 sales managers).
• Formation of the pricing principles, preparation of the price lists for standard range of equipment and workout quotations for special solutions, development the templates of commercial proposals.
• Development of presentation the equipment and Companies of suppliers.
• Analysis of competitors and defining the strategy of working in a competitive environment.
• Equipment and technology trainings for the sales managers, principles of preparation the specifications, working with the sales tools and techniques the sales of industrial equipment.
• Providing presentations on key industrial companies and seminars.
• Direct work with key customers and complex projects, not standard projects which require a high level of technical and commercial skills of project management.
• Direct work with suppliers of equipment (about 15 companies) from Europe and Taiwan, cooperation, day to day learning of the equipment suppliers and looking for new directions in the sheet metal technology. Visits to all key exhibitions in Europe and CIS countries.
From 09.2004 up to 04.2010
Position: Director of sheet metal processing equipment department.
• Managing of the sales department in Moscow (25 persons) including service and technological divisions
• Coordination and managing the divisions and regional branches in Saint Petersburg, Yekaterinburg, Novosibirsk, Dnepropetrovsk (20 The person).
• Working with structural divisions inside of the company such as logistic, financing, legal and human resources department.
• Acting as practically independent company having own budget, making own decisions and responsibilities.
• Direct work with key clients under projects of complex deliveries and project sales of the equipment
Direct working with such companies as LVD Company (Belgium), Pivatic (Finland), SUF-PRO (France), CMF (France); DAVI (Italy), Lissmac (Germany), Wilson (Germany), ACF (Austria), Hochstrater (Germany), Red Bud Industries (USA), ARKU (Germany), SEYI (Taiwan), DEES Hydraulic (Taiwan) and many others.
Working with manufactures of equipment, negotiations about terms of supplying equipment and cooperation. Looking for new supplies of equipment and new technologies of sheet metal processing, negotiations with them and working on basic of good business relationships.
The main achievements.
o Creation department from the beginning, organization of structure work in Moscow and regions. As consequence providing of serious turnover in sales and delivery equipment.
o Making the Company a leader in supplying of sheet metal processing equipment in Russia and CIS countries.
o The conquest by the Company the reputation of qualified and reliable supplier.
o Has established good relations with many manufacturers in Europe, USA and on Taiwan.
o Direct work under following key projects and their realization:
- Delivery of technology and complete set of equipment to “Opora Engineering” Company for manufacture of lamp posts (lighting poles);
- Delivery of technology and complete set of equipment to “Siblift” Company for manufacture of lifts;
- Delivery of two laser cutting machines to "Voronegstalmost" Company for cutting parts of bridges with length 12 meters and thickness up to 30 mm (huge machine tools);
- Two sets of sheet metal process equipment delivery to “Minsk Electric Plant” Company for manufacture of electro technical production, Minsk;
- Delivery set of the equipment for manufacture of cabins for face-to-face loaders to "Amkodor” Company;
- Many other projects (Start, GRAZ, Voronegselmash, RCL, Technoline….)
01.1998—08.2004 6 лет 8 месяцев
Abplanalp Engineering AG (Switzerland), Representative office in Uzbekistan, Tashkent, г. Ташкент, полная занятость.
Working out the projects and complex delivery of the metal processing equipment for the machine-building enterprises; marketing and consultations in the field of technology of metal working; assembly and start-up equipment, warranty and after warranty service; training of customer’s personal. Representative of such companies as Mikron, HAAS, Finn Power, Bystronic, MATE and many others.
Position: Head expert (Project Manager).
Making presentations of manufacture companies, their equipment and technology. Worked out the technological part of projects connected to reconstruction of customer’s production facilities, workshops and complete plants. Consulted clients about possibilities of the modern process equipment and technologies. Carried negotiations with supplies of the equipment and customers. Worked out the contracts for supplying equipment and executing project works. Provided executing the contracts.
Under the projects have got experience with equipment and technologies such suppliers as HAAS (milling and turning machines), Mikron (milling), Kellenberger (grinding), Sunnen (honing machines), Charmilles (EDM), Gleasson (gear cutting) and others.
• Successful executing the contract for equipping of 11 petrol stations by all equipment, including equipment of service stations as the manager of the project under the contract with JSC "UzAvtoPromService".
• Have developed a technological part of the project for manufacturing of shaft, gear shaft, gears for Tashkent Tractor Plant Company, in frames of the project for reconstruction Tashkent Tractor Plant as the manager of the project from the side of General Contractor Abplanalp Company.
• Successful executing the contract for delivery of three turning machine tools of Mikron Company and signing two contracts for delivery of gear processing machine tools of Gleason Pfauter Company under the contracts with Tashkent Tractor Plant as the manager of projects.
• Successful executing the contract for delivery of complete set of equipment for production of hydraulic cylinders (9 units of equipment) and CAD/CAM system under contracts with TashSelMash Company as the manager of projects.
• Realization of the project of creation the Center of New Technologies on the basis of joint-stock company "Technologist", including the electroerosion (EDM) machine tool, injection molding machines, the measuring centre, system CAD/CAM, As the manager of the project.
09.1996—11.1997 1 год 3 месяца
Joint Venture "Electric devices and systems", г. Ташкент, полная занятость.
Manufacture of household electric counters.
Was responsible for the manufacture organisation, control of technology and providing sales the electric counters.
03.1996—08.1996 6 месяцев
Hotel of Uzbektourism National Company – Hotel services., г. Ташкент, полная занятость.
Was responsible for maintenance and service of hotel’s equipment such as ventilation and laundry equipment
11.1995—03.1996 5 месяцев
SU-29 Construction Company, Tashspetsotdelstroy, г. Ташкент, полная занятость.
Maintenance and repairing of construction machines and mechanisms. Managing of service team.
06.1994—11.1995 1 год 6 месяцев
Nutaco-Line Joint Venture Company, г. Ташкент, полная занятость.
Production of stone jewelry and sales, sales of other goods
Managing of production team. Sales of the product. Sales of many other goods.
06.1993—05.1995 2 года
Scientific and technological center "Uzmedpribor", г. Ташкент, полная занятость.
Development of technologies of manufacturing the housing parts for medical devices, supervised processes of their manufacturing and managing of the machine tools operators.
Tashkent State Technical University
Факультет: Machine building technology, metal cutting machine tools and tools
Дневная/Очная форма обучения
Специальность: Mechanical engineer
Навыки и умения
Английский (свободно владею).
More than 15 years of practical work in projects execution and commercial activities in sales of the CNC metal cutting machine tools, sheet metal processing equipment, automation, robotic solutions and execution of complex projects; presentation of companies, equipment, projects and solutions; negotiations with top management of machinery enterprises; executing projects and contracts; managing of sales structures including service and technological divisions; managing of sales development strategy; managing of Company; work at the computer as advanced user; fluent English.
Married, have doughter 20 years old
Hobbies: swimming, music.