2008, август — продолжаю работать, 8 лет
Period: August 2009 till present time
Company: Micromine Rus, Moscow, Russia
Position: Country Manager Russia&CIS
• Sales and Marketing strategy development and implementation:
1. Customer Assessement and Prioritazing
2. Competitors estimation
3. Market segmentation
4. Nieshe localazation
5. Existing Product Portfolio and Pricing reconsideration
6. New Products Launch (Coal Measure, POISK)
7. New Services Launch (Pay as you Use, Software As Service, Outsourcing)
8. Measures to superior competitors
9. Marketing Activities Annual Plan (Events, Advertising, Sales and Product campaigns, New Marketing Researches, Better Brand Awareness Actions)
10. New Incentive scheme (Sales and Presales Staff)
11. Action plans system (for Megadeals only)
• Sales Improvement Programme:
1. Sales CRM and Customer database
2. KAM interaction system (Regional and Moscow KAMs)
3. Weekly Sales Meeting and Forcasts system development and implementation
4. New KAMs recruitement
5. Up Sales and Cross Sales
6. KAMs territory plans
7. Sales Trainings
8. Presentation Trainings
9. Negotiation Trainings
10. Making MICROMINE INDUSTRY standard (through GKZ)
• Coordinating all the sales activities along with business unit administration (Russia&CIS) operations in accordance with Corporate policies, strategic goals and objectives.
• Profit&Losses control and improvement
• Internal Budgeting
• Development of and adherence to business plans and initiatives which are consistent with short-and-long-range objectives of the Company.
• Coordinating immediate subordinates in the management of projects and their assigned areas to ensure that the objectives and satisfactory operation and performance are met in a way that is consistent with established policies and programs.
• Team playing, supporting project orders into regions, providing market information & intelligence where applicable.
• Reporting directly to the owner of the company
• Interfacing with agent, customers and industry organizations to acquire, develop, and implement profitable business and product line opportunities.
• High level sales
• Responsibilities for interface & contract management.
• Preparing regular analytical, statistical & narrative reports of quotations, imminent project awards, results & activities. Conducting performance reviews according to schedule, providing fair and accurate assessment of employee performance, training needs, areas for improvement and possibility of future growth with the organization.
• Promoting and developement new regional strategic directions
• Interviewing new employees (final stage)
• Implementing, planning and programming to ensure market intelligence and customer knowledge are sufficient to meet company targets and forecasts.
• Taking full responsibility for gaining market share
Achievements: While working for Micromine managed existing company business and developed a lot of new opportunities in Russia and in CIS. Established new offices in Chita and Krasnoyarsk. Employed people. Two times multiplied existing business in signings and revenue. Carried several product sales campaigns which resulted in new products launch and existing offerings popularisation. Active Up sales. Implementation of many effective business and sales procedures such as weekly sales forecasts, Sales CRM. Organized and managed efficient chain of report.
Spheres: Geological, Mining and Exploration companies
1 MICROMINE Licenses (Modelling Software)
2 GBIS Licenses (Sofrtware dealing with databases)
3 PITRAM (Complex solution for dispatching and improving efficiency of mine sites)
ARMZ, SeverStal, RussDragMet, RusAl, Millhouse, Elkonsky GMK, GiproRuda, InterGeo, NaftaMetall, Severnoe Olovo, Semenovskiy Mine, Mnogovershinnoe, Zoloto Kamchatki, Arlan, Bazoviy Element, EVRAZ Holding, SUEK, Pokrovskiy Mine, NorNikel, RusBurMash, Zolotie Proekty, ZABNTGeo, IridMet and many others.
2008, май — 2009, август, 1 год 3 мес
Integrated Solutions Sales Manager
Company: IBM, Moscow, Russia
Position: Integrated Technology Services Sales Leader
• Sales and Marketing
1. Customer Study & Prioritazing (6 customer teams)
2. Valueable Products Presentations for Customers (1-2 daily)
3. Products Focusing (Long-term and Short-term revenue projects)
4. Product Sales Campaigns
5. Telemarketing Sales Campaigns
6. Market segmentation & estimation
7. Existing Product Portfolio reconsideration
8. New Services Launch (Software As Service)
9. New Products Launch (Softek, Novus)
10. Measures to superior competitors
11. Marketing Activities Annual Plan (Events, Advertising, Sales and Product campaigns, New Marketing Researches, Brand Awareness Actions for GTS)
Functional duties: Identifier, business developer & owner, project manager & coordinator, expert, investment estimator, product manager, sales channels manager, sales manager (team of 5 sales representatives to report)
Achievements: While working for IBM developed integrated solution business within most controlled accounts both in Russia and in CIS. Enlarged business in signings and revenue. Active cross sales and Up sales. Initialized a number of successful marketing campaigns which resulted in many opportunities in Energy, Retail, Banking industries. Initiated and successfully developed integrated solutions business in CIS.
Spheres: General Business
6 Consulting (IT Strategy & Architecture, audit, assessment and improvement)
7 Software implementation, administration & support
8 End User Services
9 Integrated Communication (Network strategy & architecture, Mobile & Wireless solutions, MPLS, RFID, networks integration, networks management)
10 Business Continuity and Resiliency Solutions, Hosting
11 Security & Privacy Solutions
12 Site & Facility Solutions (IT infrastructure, Data Centres)
13 Server Services
14 Storage Services
Customers (6 teams):
1 Energy & Utilities
2 Air & Ship Building & Defense
4 Healthcare & Pharmacy
5 Banking Team
6 Russia regions & CIS
Key projects (more than $0,5M):
Hosting for applications for OMK (United Metallurgical Company)
Hosting for applications for 36, 6 Pharmacy
RosEnergoAtom IT audit
ITSM BELARUSBANK (Belarus)
Service Desk KCELL (Kazakhstan)
Data center building for STRABAG AG
Business process transformation for TAIF INVEST
Data centre migration for ODU
ITSM for ER-Telecom
IT infrastructure for SOVCOMFLOT
2004, ноябрь — 2008, май, 3 года 6 мес
Business Developement Director
Company: Microtest, Moscow, Russia
Positions: Sales Manager / Key Account Manager /Deputy Business Development Director/Business Development Director, Sales & Business Development Dept.
1. Customer Assessement and Development (over 70 new customers for 2,5 years)
2. Dealing with Competitors (Setting & Maintaining contacts with Key Competiors in order to better control business )
3. Market segmentation
4. Existing Product Portfolio reconsideration
5. New Products Launch (Diesel Power Plant System, Electronic Seals)
6. Measures to superior competitors
Functional duties: business developer, project coordinator, expert, investment estimator, product manager, sales manager (team of 2 sales representatives to report)
Achievements: Started career as sales representative and within a year was promoted to Business Development Director Deputy. After another 8 months was promoted to Business Development Director. While working for the company multiplied existing business three times and developed a lot of new opportunities for the company in energy and public industries.
Spheres: Enterprise, Public (Government) Sector, Banking
Products: Hardware & Software solutions, Consulting Solutions, Services, Facility & Assets solutions
State Sector: Pension Fund of Russia (20 regions), Central Bank of The Russian Federation, Customs Service of Russia, Federal Tax Service, VneshTorgBank, EMERCOM of Russia, RosEnergoAtom, RosFlot.
Enterprise: MAKS insurance company, PIK real estate, IRKOL, RAZAN OIL REFINERY, Nidan-Soki, Zurab Ceritelli Art Gallery, LIEBHER-RUSLAND, CATTERPILLAR AG, Vineberger etc.
Key projects (more than $500k):
Implementation Global Video Conference System in Pension Fund of Russia (20 regional sets and 2 cores)
Network deployment and Facility & Assets for the new building in Central Bank of The Russian Federation (Irkutsk branch)
Data Centre design, architecture and building (Logoplaste, MIAC, Liebher-Rusland, AtomStroyService)
IT audit & strategy in United Shipbuilding Corporation
IT security solutions for RosFlot
Electronic seals for Central Bank of The Russian Federation
Business Recovery Services & Data Storages for IRKOL
Foundation and implementation Diesel Power Plant System in 6 PF regions – absolutely unusual but successful project
Corporate Network Technical support implementation in Pension Fund of Russia (12 regional networks)
Corporate Network Technical support implementation in Liebherr-Rusland, Nidan-Soki, RT-Soft, Zurab Ceritelly Art Gallery
2002, февраль — 2004, октябрь, 2 года 8 мес
Company: Data RC, Moscow, Russia
Positions: Sales Manager, Key Account Manager Sales & Business Development Dept.
Functional duties: business developer, existing customers supporter, project coordinator, expert.
Achievements: Started career as sales representative and within six months was promoted to Key Account Manager. Working for the company resulted in maintaining existing business and development of many new opportunities for the company in both traditional areas of SMB and absolutely new market sectors such as Public and Banking.
Spheres: SMB, Public (Government) Sector, Banking
Products: Data Recovery Solutions, Hardware & Software solutions, Consulting Solutions, Services, Technical Maintenance.
SMB: a great number of mid-market customers from different market sectors
State Sector: State Treasury, Ministry of Atomic Energy, Federal Statistic Agency, Ministry of Natural Resources.
Banking: Central Bank of Russia, RosBusinessBank, VneshEkonomBank, AlfaBank, GazPromBank and others.
Key projects (more than $100k):
Network deployment for the new building in Federal Statistic Agency
Data Centre design, architecture and building (SMB)
IT security solutions for RosBusinessBank
Business Recovery Services & Data Storages (SMB)
Corporate Network Technical support implementation in Liebherr-Rusland, Nidan-Soki, RT-Soft, Zurab Ceritelly Art Gallery and other SMB accounts
Высшее образование (магистр)
Military Academy of Foreign Languages (Ministry of Defense), Western Languages Department (Honors Degree)
Grenoble Business School
, Master degree in “Art of Presentation” and “Conflict Negotiations”
Grenoble Business School
, Master degree in “Sales Techniques - SPIN”
IBM Global Sales School
, Master's degree
Английский - свободное владение
Французский - свободное владение
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