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№ 30251424Обновлено 7 февраля
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Sales director, Regional director

По договоренности, полный рабочий день
Муж., 45 лет (29 марта 1972), высшее образование
Москва
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Опыт работы 17 лет и 2 месяца
3 года и 5 месяцев
февраль 2014 — н.в.
Regional sales director
Polaris (small domestic appliances), Москва, полная занятость
Turnover (regional channel) $40m; staff 12 headcount, 30+ outsourced.

- Build strategic vision in assigned channel (top regional chains, national distributors, E-commerce, indirect retailers and wholesalers), identify growth opportunities.
- Develop and implement commercial strategy and policies, trade terms, KPIs and motivation system.
- Determine channel types and new/existing channel partners to be invested in for the best return.
- Ensure effective sales planning by channels, set up priorities for customers acquisition & development.
- Responsibility for sales goals and targeted margin delivering, plan and achieve operating result of P&L for regional customers.
- Manage the team of KAM/Regional managers & dedicated field force: recruitment, motivation, key customers planning and successful selling competences development.
- Lead top level negotiations with key customers and top retailers to drive business growth.
- Forecasting and total budget responsibility and planning.
- Drive the creation and successful realization of channel/customer business development plans maximizing revenues and profit.
- Monitor and control of fulfillment.
1 год и 7 месяцев
август 2012 — февраль 2014
Sales director (Russia)
OSMO Group (Decorative and finishing materials), Москва, полная занятость
Turnover €30m; staff 30+ headcount.

- Serve as a business leader for Russian market and be fully responsible for expansion of local business, providing leadership and insight to facilitate strategic alignment, drive business decisions.
- Define and execute business strategy through all channels in Russia (sell-in\sell-out).
- Develop and implement customers trade terms. Effectiveness control, optimization, development of KPIs, motivation system changes and bonus system reward.
- Lead the national sales organization.
- Provide business development leadership for various business segments.
- Effective sales planning in accordance with strategic goals. Plan and achieve operating result of customers P&L.
- Create and refine Company’s policies and procedures. Ensure the compliance of sales activities with relevant corporate operating principals and strategy.
4 года и 9 месяцев
март 2007 — ноябрь 2011
Head of trade marketing department (Russia & CIS)
Groupe SEB (small domestic appliances: Tefal, Moulinex, Rowent, Krups), Москва, полная занятость
Turnover €300m; staff 30 headcount (CIS), 300+ outsourced.

Channel Management and Strategy
- Develop and implement TM strategy by channels (federal/regional chains, national mass market): design customer specific strategy/account specific activities. Preparing and implementation of regular customer's marketing plans by all trade channels.
- Performance management of overall BTL-support allocated by TM functions: National/Regional Coop Activities, Consumer Promo, Trade motivation, Demonstration/Sales Consultants Project, National Sales School, POSM/Merchandising, Digital.
- Synergy across Brands & Channel/Customer managed by TM function: develop customer category drivers & category strategy.
- Lead the multi-functional business planning process with Sales & Customer Management, prepare regular TM plans, take ownership of negotiating with the national chains, integrate strongly all marketing & TM support with SEB Sales force.
- Prioritizing account partnerships based on strategic priorities, business opportunities and return of marketing investments.

- Manage the team of Functional Trade Marketing Managers with CIS responsibility (6 prs).
- Manage the National TM teams by countries Ukraine & Asia (4 prs).
- Manage the team of regional marketing coordinators CIS countries (16 prs).
- Forecast and budget planning: monthly budget follow up within national TM budget allocated by TM functions/countries. Optimize resources and leverage trade spending among customers, categories/products. Tracking efficiency (projects P&L) and top level financial reporting.
- Insure monthly/quarterly follow up on KPI accomplishment by TM functions for annual activities and for specific “on shot” projects.
- Share learnings and make recommendations with Sales-Marketing team on regular basis. Ensure effective cross-functional communication on top management level of the Company.
4 года и 10 месяцев
июнь 2002 — март 2007
Business development manager (Russia)
Reckitt Benckiser (household and healthcare), Москва, полная занятость
Turnover £280m; staff 25 headcount.
- Sales strategy development and implementation through national Distributors (sell-in/sell-out).
- Optimization of the sales processes in the company in Distributors/Subdistributors channel.
- Develop trade terms for assigned channel. Effectiveness control, optimization, development of KPIs and subdistributors’ bonus system reward.
- Plan and achieve operating result of P&L for assigned customers.
- Efficiency improvement of the field force work in accordance with standards of the company (national DSR’s project).
- Manage regional sales team and business development executives.

- Develop local success model/cat tool for category growth.
- Ensure alignment between Sales Action Plan and Category/Brand Plans.
- Contribute in the monthly category reviews (develop and sharing learnings on 4P strategy).
- Develop sell-in/sell-out national and local TM activities by distribution channels/KA.
- Lead the process of development, production and distribution of the in-store materials/plans.
- Develop National Distributors conferences, prepare commercial propositions for NPDs.

- Monitor, analyze competitive information.
- Monitor and analyze Pricing/Distribution data.
- Inform Management Committee and include recommendations on response.

- P&L Management and budget control.
- Develop trade spending process for Russia/optimize TM investments.
- Analyze effectiveness and profitability of trade promotions.
- NPD/EPD tracking & evaluation.
2 года
июль 2000 — июнь 2002
Retail manager (Moscow Region)
Reckitt Benckiser (household and healthcare), Москва, полная занятость
- Develop retail sales department (15 persons).
- Build quarterly plans and negotiating with distributors within retail channel.
- Establish distribution policies.
- Set task and targets.
- Organize consumer and trade initiatives.
- Launch new products.
10 месяцев
сентябрь 1999 — июнь 2000
Sales representative
Reckitt Benckiser (household and healthcare), Москва, полная занятость
- Visit retail outlets, taking order, informing the retailers, signing contracts, merchandising in outlets.
- Build relationship in the retail stores.
- Help the distributor by convincing the retailer to pay in time.
- Fulfill sales targets.
- Fill all necessary documentation according to the company requirements.
Высшее образование
1999
Дипломатическая академия Министерства иностранных дел Российской федерации
Магистр
Международного права
Дневная/Очная форма обучения
Специалист в области международных отношений
1997
Московский технологический университет
Радиоаппаратостроение
Очно-заочная форма обучения
Иженер-технолог
Курсы
2010
Ernst & Young Academy
MBA and financial program
Moscow
Навыки и умения
Профессиональные навыки
- Strong knowledge of FMCG/SDA markets, National Key Accounts and mass market
- Knowledge and understanding of trade channels, distributor/importer organization and structure
- Strong consumer marketing knowledge
- Extensive experience in developing projects from zero base and restructuring
- Strong experience in business planning and management, project analysis and implementation.
- Excellent analytical & market research skills, strong financial background
- Full understanding of the local consumer market
- Strong team leadership - people management and development skills
- Strong organizational and project management skills
- Influencing & negotiation and strong communication skills
- Good interpersonal relationship skills
- Fluent English
- Good command of Spanish
- Able to take intelligent risk
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Резюме № 30251424 в открытом доступе Последнее обновление 7 февраля, 09:27

Резюме

Sales director, Regional director По договоренности
Полный рабочий день.
Дата рождения: 29 марта 1972, 45 лет.
Москва
02.2014—н.в.   3 года 5 месяцев
Regional sales director
Polaris (small domestic appliances), г. Москва, полная занятость.
Turnover (regional channel) $40m; staff 12 headcount, 30+ outsourced.

- Build strategic vision in assigned channel (top regional chains, national distributors, E-commerce, indirect retailers and wholesalers), identify growth opportunities.
- Develop and implement commercial strategy and policies, trade terms, KPIs and motivation system.
- Determine channel types and new/existing channel partners to be invested in for the best return.
- Ensure effective sales planning by channels, set up priorities for customers acquisition & development.
- Responsibility for sales goals and targeted margin delivering, plan and achieve operating result of P&L for regional customers.
- Manage the team of KAM/Regional managers & dedicated field force: recruitment, motivation, key customers planning and successful selling competences development.
- Lead top level negotiations with key customers and top retailers to drive business growth.
- Forecasting and total budget responsibility and planning.
- Drive the creation and successful realization of channel/customer business development plans maximizing revenues and profit.
- Monitor and control of fulfillment.
08.2012—02.2014   1 год 7 месяцев
Sales director (Russia)
OSMO Group (Decorative and finishing materials), г. Москва, полная занятость.
Turnover €30m; staff 30+ headcount.

- Serve as a business leader for Russian market and be fully responsible for expansion of local business, providing leadership and insight to facilitate strategic alignment, drive business decisions.
- Define and execute business strategy through all channels in Russia (sell-in\sell-out).
- Develop and implement customers trade terms. Effectiveness control, optimization, development of KPIs, motivation system changes and bonus system reward.
- Lead the national sales organization.
- Provide business development leadership for various business segments.
- Effective sales planning in accordance with strategic goals. Plan and achieve operating result of customers P&L.
- Create and refine Company’s policies and procedures. Ensure the compliance of sales activities with relevant corporate operating principals and strategy.
03.2007—11.2011   4 года 9 месяцев
Head of trade marketing department (Russia & CIS)
Groupe SEB (small domestic appliances: Tefal, Moulinex, Rowent, Krups), г. Москва, полная занятость.
Turnover €300m; staff 30 headcount (CIS), 300+ outsourced.

Channel Management and Strategy
- Develop and implement TM strategy by channels (federal/regional chains, national mass market): design customer specific strategy/account specific activities. Preparing and implementation of regular customer's marketing plans by all trade channels.
- Performance management of overall BTL-support allocated by TM functions: National/Regional Coop Activities, Consumer Promo, Trade motivation, Demonstration/Sales Consultants Project, National Sales School, POSM/Merchandising, Digital.
- Synergy across Brands & Channel/Customer managed by TM function: develop customer category drivers & category strategy.
- Lead the multi-functional business planning process with Sales & Customer Management, prepare regular TM plans, take ownership of negotiating with the national chains, integrate strongly all marketing & TM support with SEB Sales force.
- Prioritizing account partnerships based on strategic priorities, business opportunities and return of marketing investments.

- Manage the team of Functional Trade Marketing Managers with CIS responsibility (6 prs).
- Manage the National TM teams by countries Ukraine & Asia (4 prs).
- Manage the team of regional marketing coordinators CIS countries (16 prs).
- Forecast and budget planning: monthly budget follow up within national TM budget allocated by TM functions/countries. Optimize resources and leverage trade spending among customers, categories/products. Tracking efficiency (projects P&L) and top level financial reporting.
- Insure monthly/quarterly follow up on KPI accomplishment by TM functions for annual activities and for specific “on shot” projects.
- Share learnings and make recommendations with Sales-Marketing team on regular basis. Ensure effective cross-functional communication on top management level of the Company.
06.2002—03.2007   4 года 10 месяцев
Business development manager (Russia)
Reckitt Benckiser (household and healthcare), г. Москва, полная занятость.
Turnover £280m; staff 25 headcount.
- Sales strategy development and implementation through national Distributors (sell-in/sell-out).
- Optimization of the sales processes in the company in Distributors/Subdistributors channel.
- Develop trade terms for assigned channel. Effectiveness control, optimization, development of KPIs and subdistributors’ bonus system reward.
- Plan and achieve operating result of P&L for assigned customers.
- Efficiency improvement of the field force work in accordance with standards of the company (national DSR’s project).
- Manage regional sales team and business development executives.

- Develop local success model/cat tool for category growth.
- Ensure alignment between Sales Action Plan and Category/Brand Plans.
- Contribute in the monthly category reviews (develop and sharing learnings on 4P strategy).
- Develop sell-in/sell-out national and local TM activities by distribution channels/KA.
- Lead the process of development, production and distribution of the in-store materials/plans.
- Develop National Distributors conferences, prepare commercial propositions for NPDs.

- Monitor, analyze competitive information.
- Monitor and analyze Pricing/Distribution data.
- Inform Management Committee and include recommendations on response.

- P&L Management and budget control.
- Develop trade spending process for Russia/optimize TM investments.
- Analyze effectiveness and profitability of trade promotions.
- NPD/EPD tracking & evaluation.
07.2000—06.2002   2 года
Retail manager (Moscow Region)
Reckitt Benckiser (household and healthcare), г. Москва, полная занятость.
- Develop retail sales department (15 persons).
- Build quarterly plans and negotiating with distributors within retail channel.
- Establish distribution policies.
- Set task and targets.
- Organize consumer and trade initiatives.
- Launch new products.
09.1999—06.2000   10 месяцев
Sales representative
Reckitt Benckiser (household and healthcare), г. Москва, полная занятость.
- Visit retail outlets, taking order, informing the retailers, signing contracts, merchandising in outlets.
- Build relationship in the retail stores.
- Help the distributor by convincing the retailer to pay in time.
- Fulfill sales targets.
- Fill all necessary documentation according to the company requirements.
Высшее (магистр)
1999
Дипломатическая академия Министерства иностранных дел Российской федерации
Факультет: Международного права
Дневная/Очная форма обучения
Специальность: Специалист в области международных отношений
Высшее
1997
Московский технологический университет
Факультет: Радиоаппаратостроение
Очно-заочная форма обучения
Специальность: Иженер-технолог
Курсы и тренинги
2010
Ernst & Young Academy
MBA and financial program
Moscow
Навыки и умения
Профессиональные навыки
- Strong knowledge of FMCG/SDA markets, National Key Accounts and mass market
- Knowledge and understanding of trade channels, distributor/importer organization and structure
- Strong consumer marketing knowledge
- Extensive experience in developing projects from zero base and restructuring
- Strong experience in business planning and management, project analysis and implementation.
- Excellent analytical & market research skills, strong financial background
- Full understanding of the local consumer market
- Strong team leadership - people management and development skills
- Strong organizational and project management skills
- Influencing & negotiation and strong communication skills
- Good interpersonal relationship skills
- Fluent English
- Good command of Spanish
- Able to take intelligent risk