Sales Director (B2B Products)

Описание

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Dmitry Kondraty ev (Кондратьев Дмитрий Леонидович)

Address: Novopeschanaya str., 23/7 - 40, Moscow, 125252
Contacts: Mobile +7 (9 26 ) 206 -4499
kondratiev.dmitry@gmail.com

https://www.linkedin.com/in/dmitrykondratiev/





Experience

SM Trade
https://www.smtrade.ru/eng/

Moscow, Russia
02. 2020 -present time

Adviser of General Director
• Development of Sales Strategy and marketing Plan.
• Analytics of Sales and Market Trends.
• Development and Introduction of Account Planning Process.
• Development and Introduction of New Motivation Scheme.
• Development of Relations with key Accounts and Vendors .
• Development and Introduction of new solutions focused on market segments




Verint Systems Moscow, Russia
www.verint.com

12. 201 3-
04.2019
Head of the Branch of “Verint Systems Gmbh” Russia.& CIS Region

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• Manage d Verint Russia Branch organization .
• Sales, installation and support of the Enterprise Intelligence Solutions for Contact Center s, Back Offices and Front
Offices /Branches .
• Responsible for company’s P&L and cash flow.
• Development and execution of the business strategy and expansion plans and for territories of responsibility .
• Implementation of the regional sales strategy, customer engagements & relationships, identi fied and developed new revenue
generating opportunities.
• Develop close relationships with decision makers of the key customers and business partners .
• Develop and enhance Verint sales channel network , new partners recruited .
• Maintaining customer service according company standards throughout the region .
• Ensuring operational excellence: timely and accurate sales fun nel management, compliance , etc.
• Successful sales to top accounts like Sberbank, VTB, Pochta (Post) bank, Gazprom bank , Unicredit bank, Government of
Kazakhstan.
• Direct contract and support of the largest installation in Russia in several departments of Sberbank (Verint Enterprise
Workfor ce Management -20 000+ seats, Verint Performance Management – 20 000+ seats, Verint Strategic Desktop & Process
Analytics – 5000 seats).
• Verint got 1-st place (in # installations) in Speech Analytics on Russia/CIS market.
• Successful launch of Voce Biometri cs & Fraud Detection products on Russian/CIS market.
• Revenue growth 3 3% in 2016 (in USD) .
• Revenue growth 54% in 2017 (in USD). Significant overachieve ment of the Target . Awarded by President’s Club 2017
Membership.
• Revenue growth 11% in 2 018 (in USD).






ADT Security Solutions (Tyco International )
www.tyco.com , www.adtrussia.ru ,

Moscow, Russia
01. 2012 -
12. 2013
General Director




• Manage d ADT Russia organization
• Sales (Direct and Indirect), installation and support of the Anti -theft equipment for Retail, CCTV and Access Control systems.
• Statutory control of the ADT in Russia.
• Responsible for company’s P&L and cash flow budget achievements.
• Overall responsibility for the business growth, direct sales and sales channels development .
• Maintaining customer service according company standards throughout the region .
• Ensuring operational excellence: timely and accurate sales funnel ma nagement, compliance, Health & Safety company policy,
etc.
• Develop ed close relationships with the key customers and provided business growth (Inditex, Mango, Zelgross, Magnit,
Dixi,…) .
• Introduction of new PSIM products to the Russian Market.
• Managed the organization restructuring resulted in saving of $700 К per year.
• Introduction of the new stock replenishment procedures for the direct business, 3 times less.
• Revenue growth 15% per year.


Tops Business Integrator (Systematica Group of Companies)
www.systematic -group.ru , www.topsbi.ru
Moscow, Russia

2008 -2012

Vice -President, System Integration (SI)

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• Manage d Tops SI organization .
• Responsible for SI P&L, Manages commercial and production budgets for SI.
• Develop product and marketing strategy (market segments, products and solutions) for SGC.
• Develop the sales strategy, identify and develop new revenue generating opportunities.
• Deve lop close relationships with the key customers and decision makers.
• Created Department of Telecom Practices: consultancy, design, implementation .
• Go to Market/Delivery Strategy elaborated.
• SI reorganization executed to ensure business effectiveness, resul ted in 3% OI growth .
• New pay for performance Sales Motivation program implemented.
• Revenue Growth 40% in 2009 , 10% in 2010, 15% in 2011


Avaya , www.avaya.com , www.avaya.ru Moscow, Russia

2003 -2008 Managing Director for Russia and CIS
• Managed the Avaya Russia/CIS organization (4 offices: Moscow, St. Petersburg, Kiev, Almaty; 1 00+ people ).
• Development and execution of expansion plans and business strategy .
• P&L responsibility .
• Provided revenue YoY growth above annual targets in every market segment (IP -telephony, applications, services, SMB
market). i
• Managed high profitability: focused organization on solution sales tha t allowed maintaining and growing GM, built the
effective team that provided high CM, much higher than Avaya average. FY2007 CM was 13% higher than the plan.
• Ensured operational excellence: timely and accurate sales funnel management, SOX compliance, etc.
• Developed close personal relationships with key market players and decision makers (partners and customer).
• Acted as an executive sponsor of largest projects, i.e. Sberbank, Treasury of Russia, and Federal Tax Department of Russia.
• Deployed and supervised training programs for new recruits in the fastgrowing organization.
• Provided full external representation of Avaya in CIS region, including all media responsibilities.
• Overachieved targets every year/ FY2007 revenue growth 37%, 15% higher that the plan.


2000 -2002 Sales Director for Russia and CIS
• Managed the Avaya CIS sales organization .
• Provided revenue growth YoY, incl. strategic products within the financial model (GM level) .
• Developed the regional CIS sales strategy, customer engagements & relationships, identified and developed new revenue
generating opportunities.
• Developed and enhanced Avaya channel network that covers Russia, Ukraine and Kazakhstan
• Developed close relationships with the key players and decision makers with in the enterprise telecommunications market.
• Implemented sales model tranformation from “pure channel” to “direct touch” sales model that allowed to focus on solution
sales with rich applications and professional services content, increase GM and custom er satisfaction.
• Redesigned Sales Department by developing and introducing "Change to Focus" program that allowed to create measurable
business results and shaping a “pay for performance” culture.
• Deployed training programs for new recruits and existing sa les in order to develop an in -depth understanding of the customers’
business, end customer needs, structure, challenges and requirements within the context of the customer’s business sector.
• Introduced a procedure of customer safistaction feedback in 2002.

Compaq Computer , www.hp.com , www.hp.ru

Moscow, Russia

1998 -2000 Major Accounts Department Director, Russia, Asia & Caucuses
• Built and managed Compaq CIS Major Accounts sales and pre -sales organizations, 30+ people.
• Provided a smooth integration of Compaq and Digital sales teams after Digital acquisition in the second half of 1998.
• Overachieved Revenue Goals by all BU (desktops /laptops, servers, storage and services). GM levels were over the targets.
• Developed the regional CIS sales strategy of “new Compaq” (after Digital acquisition), customer engagements & relationships,
identified and developed new revenue generating opportunities
• Introduced an Account planning process within the organization to increase sales, customer satisfaction and to improve
intercompany cooperation.
• 1999 revenue USD 45 M

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1997 Major Accounts Sales, Banking Sector, Russia
• Managed sales of Compaq products, solutions and services to the largest banks in Russia.
• Reached revenue target of $ 10 M. Awarded by Compaq 1997 Quota Club Membership in recognition of sales achievements.
• Increased Compaq market share in the accounts.


IBM Eastern Europe/Asia , www.ibm.com , www.ibm.ru Moscow, Russia

1995 -1996 Large Accounts Group Team Leader, PSBU
• Managed Major Accounts sales team in PSBU.
• Managed sales of Intel -based hardware to major accounts in Russia with revenue more $500 K per year.
• Reached revenue goal of $ 24 M.
Sales Manager, Banking Accounts
1993 -1994 • Managed sales to the largest banks in CIS. Significant overachieved revenue goal. Revenue $ 22 M.
• Signed and executed the largest in Eastern Europe contract for UNIX RS/6000 242 servers.
• Reached outstanding results in sales of Intel based computers. Awarded by participation in IBM Worldwide PC Sales
Recognition event.



Sales representative
• Managed development of IBM sales channel. Enhanced the existing channel partners and hired new strong partners for IBM.
• Establish the highest level relationships with the partners to influence and move them to IBM products sales fro m the
competitors.
• Developed in cooperation with marketing and channel marketing actions and activities to improve partners’ sales orientation t o
IBM products.
• Overachieved 1994 revenue target. Revenue USD 10 M. Awarded by IBM 1994 Hundred Percent Club Mem bership in
recognition of sales achievements.


Ernst and Young , www.ey.com
Moscow, Russia

1993 Senior Consultant
• Organized marketing activities to promote E&Y in Russia (PR, Trade shows, “open door” days).
• Sales of Scala accounting software and related E&Y services.
• Developed marketing programs for Scala sales.


Dialogue, Russian -American Joint Venture Moscow, Russia

1990 -1991 Sales Manager
• Developed sales of licensed software from Microsoft, Symantec, Borland, etc.
• Introduced and developed sales of IBM servers, desktops and laptops as an IBM business partner


Computing Center of Russia Academy of Science , www.ccas.ru
Moscow, Russia

1989 -1993 Scientific Researcher
• Developed a new multi -criteria optimization mathematical approach and designed software tools for it’s implementation in
CAD/CAM works and economy forecasting.


Education
1983 -1989 Moscow Institute of Physics and Techn ologies, Department of Applied Mathematics and Control

1993 -2019 A lot of in -company management, financial, sales and technical trainings

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Languages Russian (native), English


Personal Married; 3 children, Russian citizen