Experience

Mac World Industries Sdn Bhd

• Malaysia
• International Trade and Development
• 1 - 100 Employee

• SALES MANAGER CIS Countries [PALM & OLEO]

  • Aug 2019 - Present

  Building company sales in CIS region from the scratch. Main responsibilities: Market analysis: sizing, main channels, competitive environment, main players, pricing etc. Creation of Market Penetration Plan based on obtained information and its transformation according to incoming market insights. Prospecting: permanent search for new potential customers, cold calling, negotiations with new prospects. Unified product lines development and specifications’ adaptation Pricing and financial deals development. Achievements: Creation of the first MPP in company’s history Adaptation of company specifications and creation of product portfolio according to the market requirements Reaching top consumers’ management in Ukraine, Russia and Kazakhstan with total consumption more than 100 000MT per month First sales were done within three months. Show less



BIKO COMPANY Ltd

• Ukraine
• Wholesale

• Head of strategic sourcing APAC

  • Jul 2017 - Aug 2019

  BIKO company, Ukraine (top-3 Personal Protection Equipment distributor in Ukraine) Reporting directly to the owner, I am responsible for new unit strategy shaping, ways of new unit integration to Company’s structure and further operational management. Running a team of two regional buyers in China and Taiwan. Main responsibilities include: • Strategy shaping: Evaluation of main focus segments Defining regions potential and ways of its utilization Action plan completion Budgeting • Demand forecasting and order placement control • Payments and shipment control • Permanent monitoring of market trends to insure best prices while maintaining sustainable quality standards • Main vendors annual agreements negotiations • Search for new suppliers and new product ranges • Onboarding of new vendors selected • Hiring and adaptation of new staff members • Covering main vendors in Malaysia on my own Achievements: • Unit had become 100% self-sufficient within first three months period • Head Count is 100% completed. I have local buyers in Shandong, China and in Tainan, Taiwan. • As a result of more than 500 contacts with new vendors, average price reduction is more than 15% for main product groups and about 35% for supportive segments • Zero Out Of Stock for Main product groups as a result of Company’s demand forecasting system change from statistics-based to sales forecast based. • Reduction of Lead Time from 68 to 46 days (40 days for main product groups) Show less



Veneto group

• Ukraine

• Head of finished products Export Department

  • Apr 2015 - May 2017

  The Head of Finished Goods Export Division Veneto Group, Ukraine In this position, I was in charge of building export sales of finished goods from the scratch. Main responsibilities include: • Analysis of current assortment, export markets and competitors activities on that markets • Defining target market segments and target export regions for Veneto Group finished goods Export Division • Creation of assortment for main target segments: dealers, Key Accounts and Hospitality • Negotiation with furniture market Key Accounts: Steinhoff, ADEO, IKEA, XXXLutz, Agata etc. • Revision of assortment for export markets vs current product range • Completion of logistics sequences for Middle East and European countries Achievements: • With the lack of company-wide strategy, I created a solid Division strategy including market segmentation, product portfolio and main focus region which resulted in overachieving of +60% of sales target for Year 2016 (from initial sales target of 2.2 million Euro) • Revision of company’s general strategy on local market resulted in assortment changes with strong focus on mass production. As a result more than 25% average self-cost decrease and reduction of raw materials stock for more than 40%. • Having no previous history with any Key Accounts I was winning tenders for Rutar, Agata, Gorgia, Alshaya Group, Kingfisher with total amount more than 2.5 million Euro. • Sales to European Key Accounts XXXLutz, BUT, Casino Group Show less



L'Oréal

• France
• Personal Care Product Manufacturing
• 700 & Above Employee

• Export Manager Active Cosmetics Division

  • Jun 2013 - Apr 2015

  Export Manager L’Oreal Active Cosmetics Division(TM Vichy, La ROCHE-POSAY) Zone of responsibility: Kazakhstan, Georgia, Azerbaijan, Armenia, Mongolia, Turkmenistan Fully responsible for P&L and all operations of L”Oreal Active Cosmetics Division in six countries Main responsibilities include: • Analysis:  Competitive environment and price positioning  Level of Pharmacy retail market development and key customers  Quality and level of Partners • Planning  Annual Action Plan including launches, promotional activities, animations, recruiting operations, openings of new POS, trainings etc.  Turnover Sell-In / Sell-Through / Sell-Out by SKU  Setting schedule of production and shipment of POS-materials, testers • Action Plan implementation control. Store-checks, joint field visits, sales team reporting • Trade marketing activities control • Key Accounts Management. Setting of annual Action Plan, including launches, animations, promotions, new openings and Sell-In • Budget spending control and updating • Managed a team of 7 sales managers • Development and implementation of special projects with Key Accounts Achievements: • 2014 turnover +35% vs budget, Net Margin Ration + 6.3% • Alignment of retail prices in key countries (average retail price decrease 20%) • Launching of three new partners and one distributor • Reforming the business structure in Georgia. As a result Sell Out 2014 + 60% vs 2013 • More than 15 special projects with Key Accounts Show less



Bostik

• France
• Chemical Manufacturing
• 700 & Above Employee

• Sales Manager for Ukraine and Moldova

  • Oct 2009 - Jun 2013

  Sales Manager for Ukraine and Moldova of Construction and DIY Bostik SA Fully responsible for company business on the territory of Ukraine and Moldova Main responsibilities include: • Planning:  Creation of strategic vision of area development for next 3-5 years period with revision on semiannual basis  Completion of annual business plan for Ukraine and Moldova, including situation analysis, assortment and pricing, action plan, promotional plan and P&L. • Implementation  Setting targets for distributors and permanent control of the plans’ completion  Optimization of Credit Limits and Payment Terms for each distributor  Control of promotional activities  Managing sales team up to 40 subordinates • Business development  Analysis of new segments and product lines potential  Negotiations with new prospects and key accounts on new and existing product groups  Negotiating conditions of entrance into national DIY chains with new product groups  Making changes in distribution system with focus of effectiveness and in supply scheme focusing on minimization of company risks Achievements: • Completion, adoption and implementation of solid business plan for Ukraine and Moldova • Changing of supply scheme aimed on company business securing. • Discontinuation of further relations with two ineffective distributors. Introduction of three new distributors • Launching of one new and revival of two shrinking segments • Sales growth +16% in 2010(instead of 5%), +32%(instead of +15% in 2011), 2012 +27% in line with forecast • Average sales margin growth +4.2% 2012vs2010. Show less



3M

• United States
• Industrial Machinery Manufacturing
• 700 & Above Employee

• Sales Repesentative Abrasive system division

  • Jun 2007 - Oct 2009

  Sales representative Abrasive Systems Division 3М Ukraine LLC The role carries full responsibility for Division sales in Ukraine Main responsibilities include: • Business planning: SWOT, market segmentation, product portfolio, division’s profitability, marketing activities schedule by segments, marketing budget split • Local stock management: assortment, stock amount, inventory terns • Sales volume forecast on annual, semiannual and quarterly basis • Continuous search for new market segments, sales channels, new distributors and end-users • End-users sales calls. Business trips more than 60% of all working time • Technical support. Development and implementation of tech processes on 3M materials basis • Carrying out field demonstrations, presentations, master classes, product trainings • Joint visits with distributor’s sales reps Additional responsibilities: • Carrying out Customer Focus Selling trainings for new 3M employees and Customer Focus Selling Workshops for all sales force. Achievements: • Business transition to local stock • Ukrainian sales grow more than 300% within one year • Overachieving of 2008 sales targets 36%, operational income targets 4% • In accordance with sales performance had been chosen and successfully completed 3M Customer Focus Selling coaching course Show less