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Виталий Дулиенко

00000
О себе

PROFESSIONAL SKILLS, COMPETENCE AND SPECIALTIESo Strategic (SWOT-analysis, short and long term sales strategy, route-to-market optimizing, benchmarking, vol val market shares or numeric and weight distribution, value chain and pricing) and operational business planning (volume building block, budgeting, head counting) o New business launches – building of effective sales system «from zero», start-up projects (opening regional branches, start of VAN PRE direct selling, creating of sales management system, new brand launches on regional markets) o Distributor and Key Account Management (annual strategic negotiations and contract session, Joint Business Planning (JBP), WIN-technology, account profit analysis, listingrotations, stock and overdue management, quarter plans and bonus system)o In-store execution (category management, merchandising system, price monitoring, model stores and promo events, facings and shelf share, brand block, golden shelves and hot zones, stock pressure, secondary location, end shelves, displaypresenter and advertising equity, POS materials)o Sales technologies (calls of visit, presentation format, strategic negotiations and concept sales, objection handlings, database management system incl. CIC, order cycle, strike rate, daily report etc.)o Trade Marketing campaigns and Loyalty programs (pushpull programs for wholesalerretailer, in-store promotions incl. branding events)o Product portfolio management (market survey and segmentation, brand positioning, product matrix, price monitoring, focus groups and testing, brand fact book, annual activity calendar, in-store presence standards (visibility), key business drivers, ABCxyz analysis, special seasonal promo package)o Financial management (Receivables and Payables, Cash flow planning, Credit policy, Profit and Loss, Working Capital Cycle, Inventory management)o People management (hiring, trainings and coaching, tasks setting and assessment, career review and bonus system, development and efficiency increasing, field force management system incl. hand held sales system, sales book and toolbox for negotiations)o Supplier Contract Management (contractual terms, channelarea specifications, assortment, price mapping, Profit analysis, value chain, stock order lead time, business development fund)o Projects Management (timetable and budget, workload and critical path, team building and leadership, priority settings, time management, delegation, meetings management)o Designing business procedures and corporate policies with its introductiono Analytics and forecastingo Communication skills (reporting, business review with HQ, presentation, cross-functional cooperation)o Work experience in Russian and International companies what helps to understand and manage them

Опыт работы
Melfoods
Head of NKA, Moscow and North-west regions departments
Должностные обязанности:

08.2006 - Sales Director of Moscow office (such channels as NKA, Moscow and North-West regions)- Strategic analysis and planning (SWOT analysis, Objective-Goals-Strategies-Measures (OGSM) planning, Organizational structure, Annual Business Plan incl. revenue and cost projection, Business Development Funds, investment development projects) - Operational management of several sales channels: 1) NKA incl. HO 2) Distributors and direct sales to open markets, 3) Retail (LKA and traditional stores) and HoReCa, 4) SPB and NW region - Setting of trading terms (price model, discount system, credit terms) and brand standards for in-store presence in part of Distribution, Pricing, Shelving and Merchandising (DPSM) in each brand channel - Financial management (Profit & Loss, Budgeting & rolling forecasting, credit limits, debtors overdue, cash collection planning) - Ensuring the effective team work over tailoring of international Trade-Marketing initiatives and local programs to meet regional and channel needs and executing these according to designated timeline and budget - Overseeing over designing and executing of the annual joint business plans for key customers (X5, Metro, Auchan, 7 cont, Distributors) incl. annual negotiations, listing rotation plans and promo activities- Local suppliers contract management (full cycle) - Sales team management (max 150 employees) - Participation in international fairs and exhibitions (ProdExpo-05060809, WorldFood-040508, ISM Fair Cologne-09) - Ensuring that the corporative policies and procedures are implemented - Administration activity (monthly management letters, quarterly business review with suppliers key customers, annual board meetings) Key data & facts: 1) responsible for 70% of total RussianCIS operations incl. P&L; 2) cost efficiency improved on 35% for 2009 with keeping sales value; 3) sales plan 2007 achieved with cost reducing on 22% incl. sales growth on 15% faster than market; 4) effective organizational structure built (re-structured and extended at 5 times for 2008); 5) grown distribution indexes on 7% as numerical and 10% weight and volume share on 3% of Pringles for 2008

Описание деятельности компании: MELFOODS (International company being producer and exclusive distributor in Russia of Pringles and Carambas chips, Twinings tea, Ambassador coffee, Hersheys chocolate, Burtons crisps, Lorenz bread-snacks, Bahlsen cookies and others, www.melsons.ru), Moscow, Food &Beverage industry, 1000 employees
Общая информация
Отрасль: Потребительские товары повседневного спроса
Специализация: Продажи
Должность: Директор по продажам
Москва
Языки
Английский (Разговорный)
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