Sales Director

“Omya Rus” LLC

Swiss producer and worldwide leader of calcium carbonate fillars for plastics, paper and paint industries
Responsibilities and achievements:
• Suggested and started to implement the plan to cover 10% gap in sales plan in order to achieve 40 M Euro business in 2007
• Prepared the budget for 2008 to deliver sales growth targets of 50M and considerable improvement in company profitability
• Re-considered sales department structure assuming focus on direct sales development while maintaining optimal number of distributors
• Proposed the programme for dramatic customer service improvement: A/R control, better forecasting, coordination with supply chain to insure product availability

General Manager

Alcan Packaging Moscow, Western producer of flexible packaging

Worldwide flexible packaging materials company
Responsibilities and achievements:
• Reported into Vice President Business Development Central and Eastern Europe
• Run 50 Mio Euro business in Russia/Ukraine with 140 employees under report. Planning and budget management, delivery of financial commitments on both top and bottom line
• Supervised Greenfield production site construction in Moscow area. Successful pilot start up in June 07.
• Developed and introduced business process management systems, incl procedures and regulations on day to day operations
• Secured operations of purchased business and led its integration into existing business model. Successfully completed by May 2007.
• Run senior management team of 10: coaching, motivation, appraisals, compensations
• Insured orders transfer from European plants into Russia to secure smooth and on-time local production start up
• Supervised SAP implementation project - successful start up in April 07.
• Negotiated directly with consecutive contract conclusion with key customers (Mars, Kraft, P&G, Nestle, United Confectionaries, Unilever etc.), suppliers(Ziegwerk, Sun Chemical, W&H, F&K), contractors(Cogac, Gipropischeprom), authorities

Commercial Director

ALCOA CSI, US producer of plastic closures and equipment for closures application

Responsibilities and achievements:
• Managed closure/capping machine business in Russia and CIS region with 40M Euro revenue. Over 6 years time horizon grew company revenue from 10M in 2000 to 40M in 2006. Sustain 35% company share on highly competitive market
• Led long term strategic business planning, developed business cases for European headquarters. Was fully accountable for operational planning: budget planning and management, sales forecast, coordination with supply chain and production to insure uninterrupted supply
• Set and delivered challenging target on company profitability improvement: close monitoring and price revision to drive prices up. Implemented “value added” pull-system programme with key clients to justify premium pricing.
• Developed and implemented ”seasonal buffer” plan to secure uninterrupted supply in hot season as well as max annual production capacity utilisation.
• Managed, led and developed the Company Sales and Technical Support Department.
7 direct reports.
• Grew direct customer base from 3 to 30 large customers as well as brought in 5 new distributors covering remote regions in Russia and CIS(Siberia, Far East, Kazakhstan, Uzbekistan, Kirgizia)
• Developed and implemented of marketing strategy to support the business growth in the region, preparation to and active participation in industry exhibitions (3-5 per year)
• Directly negotiated and concluded long-term deals with key customers to secure and develop the regional market share (Coca Cola, Pepsi Cola, Heineken, Ochakovo, BBH group, SuninBev, Visma, Mercury, Master, Karachinskaya, etc.)
• Reported into European Commercial Director
Account Manager,
ALCOA CSI, Russia and CIS region
Responsibilities and achievements:
• Managed long-term development of Alcoa B2B business by continuously developing and increasing sales to major direct key clients (Coca-Cola, Pepsi-Cola, Suninbev, etc) across Russia and CIS countries.
• Developed the relations with Alcoa national distributors in order to increase the Alcoa’s sales volume and market share in CIS.
• Co-ordinated Alcoa’s operational issues, monitored payment system, insured orders are met and carried out in appropriate way. Planned, agreed and executed any promotional activities for clients.
• Searched for and developed new business opportunities in Russian and CIS plastic closures market. Searched for new direct clients to insure Company growth objectives and required ROI are met. Travelled intensively across Russia and CIS countries in order to meet potential and existing clients, negotiated business terms, prepared offers and signed business contracts.
• Carried out Marketing activities, market and competitors analysis, planning and participation in specialised exhibitions. Liased with agencies, specialised magazines and publications; prepared and placed Alcoa advertising.
• Managed the team of 3 CSR’s who perform daily customer relation activities and ensure production orders received and shipments of the goods to the clients made.

Sales Manager

Unilever SNG, Moscow (Worldwide Home & Personal Care and Food products producer)

Responsibilities:
• Managed 2 distributors in Moscow (Gradient and Raut), continually working on improvement of their performance in line with Unilever requirements (growth of UL % in distributors’ assortment and TO). Delivered 25% sales growth over years.
• Prepared and agreed Business development plans for the distributors, set and fulfilled sales/distribution targets
• Ensured the presence of all Unilever products in distributors’ depots. Forecast sales and managed stock holding in distributors depots
• Monitored and controlled distributors payments, taking actions to ensure payments within credit limits
• Piloted and implemented UL exclusive sales force department at Gradient. Trained distributors’ sales personnel (selling skills, negotiations skills, brands update, etc.)
• Planned and organised promotional activities. Carried out post-promotion evaluations

Sales representative

Wrigley, St.Petersburg

Responsibilities:
• Delivered Wrigley brands distribution targets, developed and maintained direct sales network. Achieved 80% numeric distribution target in dedicated city district with full assortment
• Worked out customer list from 0 to 450 and efficiently managed it
• Provided sales outlets with advertising and promotional materials, installed sales outfits
• Supervised and worked on professional skills improvement of 3 sales agents