Business Unit Director

Описание

Daniil Osipov



Mob: +79231105230
e-mail: osipovdnl@gmail .com

PROFESSIONAL EXPERIENCE

201 7 -
current

Philip Morris Int ernational , Sales Development and Commercial Planning Manager , Novosibirsk;
East Region (Siberia and Fa r East) , Russia
 Responsible for regional strategy and commercial activities development, alignment and
execution via in -house field force and via Distributor and Wholesale partners
 Manage 3 departments : Distribution; Commercial Planning ; Commercial Intel ligence
 Sales volume performance management via setting and alignment of monthly/annual
volume targets with Distributor and local Wholesalers. Boost Direct Delivery and
Wholesalers performance by implementing local incentive programs
 Development, coordinat ion and alignment with H ead Quarter (HQ) of regional commercial
activities plan, KPIs, headcount of the Region and targets re: volume, revenue, share of
market, cost.
 Track Region’s performance against set KPIs, develop, propose and deploy data driven new
initiatives, corrective actions and budget reallocations to improve performance, provide
Regional Director and HQ with business and volume performance updates
 360 o info -support of front line activities: monthly activities planning, KPIs preparation,
regula r perfo rmance follow up and assessment . Ensure front line organization clear on
monthly priorities, targets and equipped with required tools.
 Preparation, regular revision and alignment of monthly /annual volume demand with
Distributor ’s and HQ Supply chai n and HQ planning department s
201 5 - 201 7

Philip Morris Int ernational , Commercial Intelligence Manager, Moscow HQ, Russia
 Supported strategic decisions of Russian Senior Management Team by providing data driven
market assessment s and insights , competitio n assessment, PMI performance analysis
including forward looking estimates and proposals.
 Coordinated development of pan -Russia market strategy incl cross -departmental alignment,
developing set of proposals re: in-market set of activities and required res ources (incl
headcount ) for upcoming short/long term periods
 Establish ed brand new centralized Commercial Intelligence and Planning function in HQ and
Regions (including processes, reporting landscape, data collection and analysis, org
structure , job des criptions) which provide s all levels of organization with unified across
Russia KPIs, real -tim e target vs performance reports
2013 - 2015

Philip Morris International, Country Manager, Tallinn, Estonia
 360 o responsibilities of company ’s sales and financi al performance in Estonia. Managed
Sales, Marketing, Distribution, Sales Information, KA and Finance teams directly ; additionally
Corporate Affairs and Legal indirectly
 Full responsibility for market P&L including revenue, in-market pricing proposal s and
implementation, cost items management
 Achieved 2 -digits operational income growth vs prior period in 2014 and in 2013
 Led organization through the process of business model transformation including
commercial organization re-designing , distribut ion and me rchandizing setup modification
 Revised and streamlined promo activities in the biggest sales channel – KA (65% of sales),
which resulted into share and volume performance improvement
 Optimized NKA contracts’ cost through P4P components implementation
 Managed to grow 2014 Share of Market of company ’s flagship brand - Marlboro – up to
highest since 2007 level of 8.5%

2010 - 2012

Philip Morris International , Regional Sale s Manager, Moscow Area, Russia
 Responsible for volume, share of market performance and commercial initiatives
deployment
 Managed in-house sales and merchandising team of 70+ people and 120+ Distributor ’s sales
agents indirectly
 Achieved share of market gro wth in Moscow city by +0.3pp and +0.2pp in 2011 and 2012
respectively
 Reached 10%+ sales volume increase in direct delivery and KA channel s via DD coverage
optimization, trade incentive programs enhancement , KA promo activation and contracts
optimization and sales targets alignment between Distributor, KAs and PMI field forces
2009 -2010

Philip Morris International , Project Manager, PMI HQ Lausanne, Switzerland
Working Capital Optimization Project.
 Developed the r oadmap of Working Capital optimization i ncluding markets’ and central
functions ’ guidelines which have been accepted and approved by company’s Senior
Management Team (PMI HQ Lausanne)
 Identified opportunities for USD 1 Bio PMI worldwide working capital optimization , which
were lately used for PMI cost optimization initiative
2007 -2009

Philip Morris International , Planning and Business Development Manager, Moscow, Russia
 Philip Morris Russia short and long term strategy development and alignment , budget, sa les
volume, pricing strategy developm ent, respective P&L estimates.
 Developed P&L estimation for various volume/pricing/currency scenarios to advise Senior
Management Team during budgeting cycles and in -market pricing revision
 Developed a model for various excise tax scenarios evaluation . Co mpany ’s position on
excise tax rates for 2010 -13 period was buil t based on proposed model ’s outcomes
2006 -2007

Philip Morris International , Distribution Development Supervisor, Moscow Area, Russia
 Responsible for Area Moscow sales performance via sales plans and monthly in-field
activities alignment with Distributor
 Developed and implemented volume and handling incentive programs for Distributor’s
Direct Sales Delivery and Wholesaler s

2003 -2006

Philip Morris International , Distribution Executive, Mosc ow, Russia
 Proposed, supported and processed various pan -Russia distribution related initiatives
2000 -200 3

Philip Morris International, Merchandising Supervisor , Moscow, Russia
 Ensured sales , Trade marketing and distribution activities at retail level via managing team
of sales and merchand ising representatives
19 97 - 2000

Philip Morris International, Merchandiser , Moscow, Russia
 Full range of sales and mer chandising activities at retail
1995 -1997 "Translit Ltd" , Sales Manager, Moscow, Russia
 Sales of equipment and spare parts for railway cars
EDUCATION

2012 -2013

1989 –1995


Stockholm School of Economics
MBA Executive Education Program (tailored for PMI)
Bauman Moscow State Technical University, Moscow, Russia
Master of Science in Electronic Technologies

LANGUAGES
Russian – native ; English – fluent