Experience

H. von Gimborn GmbH

• Germany
• Manufacturing
• 1 - 100 Employee

• Area Manager (East Europe, Central Asia, Caucasus)

  • Feb 2019 - Present

  - business development strategy definition (route to market, sales channels, regions, customers, product portfolio, logistics, distribution, marketing strategy, definition of key-value drivers, investments, key risks, organization structure, pricing architecture development);- building long-term and mutually beneficial relationships with distributors and key customers;- management of country P&L, budget, business plan, pool of distributors.

• Country Manager (Russia, Belarus)

  • Jan 2015 - Feb 2019

  - route-to-market strategy development;- distributors management, targeted national accounts management (Metro C&C, O’key, Hyperglobus);- business plan Russia development and sales plan Russia fulfillment.



Mars

• United States
• Manufacturing
• 700 & Above Employee

• National Accounts Territory Development Manager

  • Nov 2010 - Dec 2015

  - manage the NA Executive team of the region to achieve defined Pet Care & Food display, distribution and sales volume objectives;- work out and implement regional NA development plan based on Mars strategy and sales strategy;- ensure sales key result areas achievement and progressive growth of distribution and category presence in NA channel across the region;- develop and implement of action plans to provide contract conditions and improvement at the level of every account and outlet, including necessary recourses and to create prerequisites of contract conditions; - provide effective implementation of trade marketing and sales operations programs including new product launches; - gain and analyze of information for signing annual contract according to sales, logistics and finance objectives;- effective planning, splitting of marketing and merchandising budget and control expenditures;- develop and implement actions to keep and grow personal and team engagement of direct reports.

• Regional Key Account Manager (South&Central regions of Russia)

  • Jan 2009 - Nov 2010

  - manage regional key accounts and modern trade team to achieve defined Pet Care & Food display, distribution and sales volume objectives;- work out and implement regional modern trade development plan based on Mars strategy and sales strategy;- ensure sales key result areas achievement and progressive growth of distribution and category presence in NA channel across the region;- provide effective implementation of trade marketing and sales operations programs including new product launches;- provide availability of representation conditions in regional and national key accounts according to key result areas and actual trading terms;- provide an implementation of agreed marketing plan;- effective planning, splitting of marketing and merchandising budget and control expenditures;- create sales forecast by a customer on regular basis;- provide effective communication with regional sales force.

• Area Sales Manager

  • Jan 2008 - Jan 2009

  Main responsibilities:- develop and execute territory development, distributors’ sales and development plans based on Mars strategy and sales strategy; - management of area budget, sales/distribution/instore presence plan fulfilment by distributors;- manage and couch team of executives to achieve targeted KPI;- provide effective implementation of trade marketing and sales operations programs including new product launches.

• Regional Account Executive

  • Apr 2007 - Jan 2008

  - manage regional key accounts of modern trade and specialists’ channel;- recruiting and training sales task forces;- managing regional accounts supervisor’s team;- control over regional promo and merchandising budget;- agree and implement marketing activities in regional key accounts;- negotiate with client’s offices about current changes in contracted assortment, display, orders, promo-budget and logistic/finance operations.



BAT

• United Kingdom
• Tobacco Manufacturing
• 700 & Above Employee

• Business Development Executive

  • Jul 2005 - Apr 2007

  - coordination of distribution, brand, trade marketing activities in implementation of project “BAT trade representatives – Delivery exclusive trade representatives”;- business processes formalization;- preparation of training materials for trade marketing sales representatives and city-managers;- evaluation of trade marketing activities effectiveness;- create cycle instructions for territory representatives and city-managers;- control over reflection of existing business-processes in reporting and develop new ones in trade marketing area.Main achievements:Successful launch of the V3 project (targeted KPI’s monitoring).

• Trade Marketing & Distribution Representative

  • Apr 2003 - Jul 2005



SUN Interbrew

• Territory Sales Supervisor

  • Sep 2002 - Apr 2003