Professional business development manager with 18 years of experience and proven results of the development of the distribution business (both in multinational companies and huge Russian holdings), with a strong analytical skills and the systematic approach to solving managerial problems due to scientific degree. (Ph.D. in Technology)
Developing of sales and distribution and optimizing of commercial conditions of Ehrmann’s export and distribution contracts in such CIS countries as Ukraine, Belarus, Azerbaijan, Armenia, Georgia, Moldova, Transnistria and Abkhazia. Creating sales development strategy (for each country), conducting marketing researches of internal markets, introducing new categories of products, changing of price position for each category, developing and implementing of effective schemes of discounts and rebates, implementing trade marketing activities (BTL). Achievements: the increase of turnover in Belarus – 4 times, Georgia – 1.6, Armenia – 2 times, profitability of CIS sales channel overall had been increased dramatically from negative values to levels (32-37%) that exceed targets 25%.
The development of sales in Ukraine was interrupted by the putch (Maidan), and the post of director of the representative office in Ukraine was closed, like all sales activities of the company, as a result of which the position of the BD manager was transferred to St. Petersburg and the job duties were changed. At St. Petersburg main business activities were: managing of sales of 12 distributors in the territory of North-West Federal District, including Kaliningrad and Belarus; managing of performance of existing distribution contracts; searching and discovering of new distributors; managing of 180 subordinates (5 direct, other at outsource), negotiating with key local retail chains (LKAAchievements: turnover of regional distributors (w/o St. Petersburg) was doubled, profitability overall of the region was increased from unprofitable values (-4%) up to the target level and more (+34%), active client base was increased to 6200 POS (+32%), 5 new distribution companies were opened, the market share increment reached 7% (from 21% to 28%) according AC Nielson report.