Experience

Iron Mountain CIS

• Russian Federation
• IT Services and IT Consulting
• 1 - 100 Employee

• Sales and Marketing Director

  • Nov 2016 - Present

  KEY RESPONSIBILITIES • Develop and execute Sales and Marketing strategy. • Head Commercial department, set up action plan to achieve financial targets. • Lead negotiations and tenders with major customers to ensure win the business on favorable conditions. • Manage the pipeline development to acquire new businesses and reduce timing for deals closure. • Coach and develop Sales team, implementation a performance management system. • Control over market research and other marketing activities. • Engage with new clients and expand network in different industries. Accomplishments: - Overachieved revenue target by 16% by signing a large contract. - Systematized and improved the work of Sales team, set objectives and priorities per each manager. - Achieved revenue increase by 7% for the next year due to successfully implemented price indexation campaign. - Worked out market analysis and development plan per industry. Show less



Walgreens Boots Alliance

• United States
• Pharmaceutical Manufacturing
• 700 & Above Employee

• Business Development Director

  • Feb 2014 - May 2016

  KEY RESPONSIBILITIES • Establish strategy of services for manufacturers (Telemarketing, Pre-wholesale, informational services and Software for the pharmacy network). • Work out action plans per stream and manage execution to meet financial targets. • Manage pipeline development to achieve revenue businesses growth. • Lead negotiations with manufacturers on services and contract terms. • Source for best practices with industry and the Group and implementing on the local market. • Encourage effective communications with Head Quarter to strengthen relationships with key manufacturers. Accomplishments: - Increased profit of services for manufacturers department by 59%. - Enhanced number of customers by 15%, as for pipeline in Telesales by 20%. - Improved quality of informational services by developing data base and introducing new KPIs and dash boards. - Launched new service of webinars for pharmacists to demonstrate great potential. Show less



ROLF

• Russian Federation
• Motor Vehicle Manufacturing
• 500 - 600 Employee

• Corporate Sourcing Director

  • Aug 2009 - Aug 2013

  KEY RESPONSIBILITIES• Manage and conduct cost reduction of the Group.• Work out and execute the sourcing strategy for purchasing services across the Group.• Carry out tenders / annual negotiations for centrally purchased categories of the services and goods.• Establish and implement the corporate sourcing guidelines.• Conduct comprehensive analysis of the Group’s costs per category of services.Accomplishments:- Reduced company’s costs on main purchasing services by 30% in ‘09, by 22% in ‘10, by ‘15% in ‘11, by 11% in ‘12.- Worked out and implemented the corporate sourcing policy. Show less

• Strategic Purchasing Director

  • Jun 2007 - Aug 2009

  KEY RESPONSIBILITIES• Create strategy and purchasing plans to increase the company revenue and profit.• Manage assortment and pricing policy per category, control fulfillment of the department plans.• Head purchasing department, develop and mentor purchasing managers. • Manage development of new products and private labels.Accomplishments:- Increased company margin and provided competitive wholesale prices;- Enlarged payment terms from 14 to 45 days;- Implemented category management in the company, trained purchasing managers to provide category analysis and strategy. Show less

• Head of sales and dealers network development department

  • Sep 2006 - Jun 2007

  KEY RESPONSIBILITIES• Manage sales of parts and accessories to the Rolf Retail, Mitsubishi and Hyundai dealer networks in Russia.• Carry out negotiations with key dealers to agree sales plans, terms and promotions.• Manage debts and outstanding payments.Accomplishments:- Increased average monthly sales, achieved annual sales plan.- Decreased level of bad debts and outstanding payments.



Mondelēz International

• United States
• Food and Beverage Manufacturing
• 700 & Above Employee

• Key Account Manager

  • Feb 2000 - Sep 2006

  KEY RESPONSIBILITIES • Lead negotiations and develop business with international chains - Metro Group, Auchan, Billa, and Spar. • Coordinate business with Metro Group, Auchan and REWE Group and report to HQ in Europe. • Manage and implement price and discounts policy to ensure mutual profitability and avoid price damping on the market. • Develop and execute annual sales and promo plans per each customer. • Coordinate contract payments and deductions. • Carry out sales and stock forecasting. • Lead category management project. • Coordinate Supply Chain to achieve contractual KPI’s. Accomplishments: - Resulted with company growth: Metro Group (by 500%), Auchan (by 300%). - Successfully negotiated contracts with Metro C&C and Auchan, agreed on wide KF assortment by avoiding listing fees. - Negotiated new category, such as soft cheese, listed with Metro C&C and Real without listing fees. - Worked out and implemented cross product and co-packing promotions. - Prepared category performance analysis and promotional plan for chocolate category for modern trade channel. Show less



Coca-Cola HBC

• Switzerland
• Food & Beverages
• 700 & Above Employee

• Sales Representative, Channel development representative

  • Dec 1996 - Feb 2000

  KEY RESPONSIBILITIES • Head direct sales in traditional channel in groceries department in Moscow. • Develop comprehensive customer database. • Negotiate prices, logistics and promotions with the customers. • Supervise team of van sellers, measured and optimized routs to achieve target KPI’s (strike rate, product returns). Accomplishments: - Obtained the biggest monthly sale volume, highest percentage of target performance and strike rate (>85%) in sales department. - Increased van sales efficiency – two trips per day, 85% strike rate and minimum product returns. Show less