Sales Director (B2B Products)

Описание

Alexander Usov
aloussov@yandex.ru
Tel.: +7-916-928-58-01

Born 26 September 1981 (39 years)
Professional experience: 21 whereof 14 years at SKF Russia
Citizenship: Russia

Education:
2005 Moscow State Technical University n.a. Bauman
the Faculty of Optics and Mechanics, engineer, diploma

Professional experience:

Industrial Sales Russia (SKF LLC)
Deputy Director General for Strategic Projects (July 2019 – March 2020)
• Development of new business models
• Develop strategy for implementation of new business models
• Pricing of new type of contracts (REP)
• Support sales organization to deliver results
• Develop respective tools for REP contracts
• Set-up partnership with digitalization and Machine Learning companies
• Two projects done for Fully Automatic Vibration Diagnostic systems for cone crushers
• Represent Russia/CIS in global REP community
• Nordic & Russia/CIS regional project for coordination of ML activities in the Region
• Member of Management Committee (ManCom) Russia/CIS

Industrial Sales Russia (SKF CJSC)
Deputy Director General for Strategic Development and Distribution, Channel manager Russia& CIS (2015 – June 2019)
• Ensure profitable distributor growth
• Distributor network development, sales channels management
• Pricing development
• Services and solutions marketing and sales (except application engineering)
• Active participation in the development of SKF Russia/CIS strategy
• Support of other sales units (lubrication) within CIS
• Develop strategic roadmap for IDD network development

Additional role – IDD and Services coordination for CIS
• Support other CIS markets in terms of IDD development
• Initiates cross unit collaboration
• Deploy global initiatives locally
• Run negotiations with customers
• Support team competence development

IM RSS Russia (SKF CJSC)
Sales Unit Manager, Deputy Director General (2013-2015)
• Overall responsibility for development and implementation of strategy for SKF Russia RSS
• Industrial and Automotive Spares responsibility
• Budgeting and delivery of sales and performance targets
• Ensures deploy of efficient organization
• Run negotiations with top executives of customers
• Lead and develop people
• Prepare and implement marketing research

IM RSS Russia (SKF CJSC)
Solution Factory Manager (2010 – 2013)
• Overall responsibility for achieving the Solution Factory strategy and business targets
• Ensure effective teamwork and working in a seamless process within the platform function and with the key account management and sales management functions
• Implement new capabilities for new products and services


Additional role - Platform Sales & Solutions coordination for CIS
• Actively participate in strategic planning
• Set up business processes for successful replication of related services between countries
• Support development of local competencies
• Support local sales units in visiting customers
• Drive knowledge sharing between countries, running workshops

SD Russia (SKF CJSC)
Platforms Delivery Manager (2007 – 2010)
• Help to increase knowledge within sales organization
• Plans special activities/events to increase sales in platforms
• Development and implementation of optimized business processes to ensure efficient utilization of resources for sales increase of non-bearing platforms

SD Russia (SKF CJSC)
Application Engineer (2005 – 2007)
• Ensure professional engineering support of external and internal customers
• Seek for leads while doing engineering and technical support of customers
• Active contribution to new targets and activities
• Run engineering projects
• Build up good and long-term relationships with customers
• Handling of performance and conformance complaints
• Support internal and external trainings, act as trainer, develop material etc

September 1998 — 2005 (7 years)
JSC “Krasnogorsky Zavod” (KMZ “ZENIT”)
Design engineer (2000-2005)
• Participates in design of Earth remote sensing systems (aerial civil and military cameras for satellites)
• Drawing of related components and systems
• Runs specific calculations of optical systems
• Runs tests of samples
• Prepares full documentation of a subsystem

JSC “Krasnogorsky Zavod” (KMZ “ZENIT”)
Glass polisher trainee (1999 – 2000)
• Polishing of optical glass
• Setting up equipment

JSC “Krasnogorsky Zavod” (KMZ “ZENIT”)
Universal machine tool operator trainee (1998 – 1999)
• Milling, turning, mechanical works
• Setting up equipment

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Personal strengths
• Act strategically
• Experiment and innovate, open for new ideas and drive change
• Insight selling technics
• Lead and develop people
• Emotionally mature
• Execute with speed
• Coach, lead and inspire others

Languages
• Russian — native
• English — fluent