Country manager по СНГ (изделия медицинского назначения)

Описание


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Resume
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Personal information
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Name: Yudanov Dmitriy Sergeevich
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Date of birth: 16.11.74
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Place of birth: Russia, Samara
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Family: married, 2 children
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Place of location: Samara
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Mobile Phone: 89179519530
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E-mail: yudanovds@mail.ru
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Education
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Till 1992 School #11, specialized in English. Marketing course, technical translation
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09/92-06/1998 Samara Medical University
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с 09/98-09/01 intern, dissertation
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Professional experience
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Sales experience FMCG - 16 years, 2 years - pharmacy, 2 years - building materials, 3 years - marketing.
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05.2017 - till present day - Dalimo, business development director
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Rezults
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Foundation of project office, 50 projects. 16 projects succeeded in 2019.
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Launch the brand Biactive
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Online projects, retail projects.
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02.2013-04.2017 - Fabrika Kachestva, meat-packing plant.
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Commercial director of the biggest trade house.
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Results - 80% market share on local market.
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40 tonns daily sales,
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11/2011- 11/2012 German milk company Ehrmann Regional sales manager
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Responsibilities
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1.1/5 of Russia (Kirov, Nizhniy Novgorod, Chuvashia, Mariy El, Udmurtia, Tatarstan, Mordovia, Saratov, Penza, Ulianovsk, Samara, Orenburg ) Control of regional distributors structure. Primary & secondary sales.
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2. Managing of regional exclusive sales force - 7 TSMs, 1 RKAM, 120 SRs & merchandizers.
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3. Budget management - sales force, trade channels development.
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4. Organization of field work of sales structure - active coverage.
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5. Trade terms implementation for all trade channels.
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Rezults
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1. Optimizing of distributor structure.
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2. Market share is one of the biggest in Russia in Volga region.
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5/2010 - 10/2011 Sales & marketing director - regional meat-packing plant (Volga).
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Responsibilities
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1. Control of regional distributors structure. Primary & secondary sales.
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Direct sales development.
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2. Managing of regional exclusive sales force - 3 RSMs, 85 SR&merchandizers.
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3. Budget management - sales force, trade channels development.
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4. Organization of field work of sales structure - active coverage.
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5. Trade terms implementation for all trade channels.
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6. SF motivation.
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Rezults
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1. Successful restyling of trademark.
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2.40% sales increase in KA, start of sales to Tander.
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11/2008 - 5/2010 Sales director Russia (one of the biggest factories in Europe) - carpets.
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Responsibilities
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1. Control of Russia distributors structure. Primary sales 1,8 bln rubles in 2009.
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2. Managing of regional exclusive sales force - 8 RSM.
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3. Budget management - sales force, trade channels development.
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4. Organization of field work of sales structure.
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5. Supply chain - factory-Moscow (filial) - distributors.
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6. Marketing.
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8/2006 - 11/2008 Territory sales manager (TSM Volga) HPC - Home & Personal Care. Unilever Rus.
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Responsibilities
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1. Control of regional distributors structure - 10 distributors. Primary & secondary sales.
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Optimizing of distributors structure. Anchor distributors' development.
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2. Managing of regional exclusive sales force - 6 supervisors, MTAE, CDAE, 150 SRs&merch-s.
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3. Budget management - sales force, trade channels development.
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4. Organization of field work of sales structure - active coverage.
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5. Trade terms implementation for all trade channels.
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6. SF motivation.
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7. Promo initiating & conducting.
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Rezults
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2007-2008organization of profitable sales HPC structure. Business value 450 mln. Rubles a year.
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2007 Volga territory is on the 3 place in sales growth in Russia
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11/2004 - 8/2006 Channel Activation Development Executive (CDAE) Unilever SNG(Food),
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Samara Sales area - Samara, Togliatti, Orenburg, Ulyanovsk, Saransk, Orsk
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Responsibilities
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1. Control of regional distributors structure - 7 distributors. Primary & secondary sales.
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2. Managing of regional exclusive sales force - Sales reps & merchandisers
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3. Budget management
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4. Organization of field work of sales structure - active coverage.
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5. Trade terms implementation for modern trade
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6. SF motivation
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7. Managing of the Unilever monitoring distribution system(Project )
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8. Promo initiating & conducting/
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9. Green Team project - Knorr development - ESF coverage.
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Rezults
3. --------------------------------------------------------------------------------
2003-2005 organization of profitable sales FOOD structure. Business value 260 mln. Rubles a year.
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2005 the biggest RAMA sales increase in 3 quarter. In KNORR 120% - the biggest in Russia.
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2005 - Samara is the region with the highest effectiveness of local and national promotions in Russia
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2005 - Successful conducting of CALVE festival in Samara. Budget - 100 000 USD.
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01/2004 - 11/2004 Senior Customer Sales Supervisor Unilever SNG (Food)
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Responsibilities
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1. Control of distributors structure - 2 Food distributors in Samara. Primary & secondary sales.
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2. Managing of exclusive sales force - Sales reps & merchandisers
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3. Budget management
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4. Organization of field work of sales structure - active coverage
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5. Trade terms implementation for modern trade
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Rezults
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2003-2005 organization of profitable sales FOOD structure. Business value 260 mln. Rubles a year.
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2005 the biggest RAMA sales increase in 3 quarter. In KNORR 120% - the biggest in Russia.
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2005 - Samara is the region with the highest effectiveness of local and national promotions in Russia
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2005 - successful conducting of CALVE festival in Samara
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02/2003 - 01/2004 Customer Sales Supervisor Unilever SNG (HPC)
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Responsibilities
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1. Control of distributors structure - 3 distributors in Samara. Primary & secondary sales.
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2. Managing of exclusive sales force - Sales reps & merchandisers
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3. Budget management
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4. Organization of field work of sales structure - active coverage
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5. Trade terms implementation for modern trade
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Rezults
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02 - 03.2003 - the biggest increase of Rexona sales in Russia - corporate medal.
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2. 2003-2004 implementation of trade terms for the biggest Samara chain - Samara Product.
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05/2002 -02/2003 Junior Customer Sales Supervisor Unilever SNG (HPC)
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Responsibilities
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1. Control of distributors structure - 3 distributors in Samara. Primary & secondary sales.
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2. Managing of exclusive sales force - Sales reps & merchandisers
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3. Projects implementation - wholesales channel, modern trade, open markets, regional sales.
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Rezults
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Achieve of AP in 2002 in category of Home and Personal Care (HPC) 144%.
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Implementations of corporate projects. I was the winner in Russian contest for Visibility - prize trip to Finland
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07/2000-05/2002 ICN Pharmaceuticals - KA sales rep.
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Rezults
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Work with Samara regional clients.
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Start of sales to the biggest regional hospitals and chain drugstores.
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Professional knowledge:
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Management/Administration:
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Strategy of sales development
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Management of sales territory
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Management of Food and HPC business simultaneously
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Distributors' management
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Managing with 200 people of SF
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Budget management - salaries, activations, etc
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P&L
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Sales: KA& DIY management
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Regional expansion
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Initiation and implementation of trade terms for chain clients
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Negotiation skills
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Organization of field work of common and exclusive SF
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Conducting of promotions and activations
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Training for SF
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Personal sales
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Marketing: marketing investigations - focus groups,
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Successful project - Repositioning of trademark .
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Work with advertizing agencies.
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Creating of various types of promo.
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Trainings, business education
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07-2001 ICN - merchandizing, effective sales
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03-2003 Unilever, Moscow
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Work with trade channels
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10-2003 Unilever, Moscow
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Effective management, motivation
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03-2004 Unilever, Moscow
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Strategic planning
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09-2004 Unilever, Moscow
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Training Negotiation skills
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04-2005 Unilever, Moscow, Business Training,
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Situational leadership, DISC theory
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10-2005 Unilever, Moscow, Business Training, г. Москва
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Marketing for Sales
2-2006 --------------------------------------------------------------------------------
Unilever, Moscow, Advance Group
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Business simulation
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03-2006 Unilever, Moscow, Business Training
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Advanced Negotiations
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2006-2008 finances for non-finance managers, coaching.
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2010 Strategic marketing, Kachalov
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2012 Effective presentation, Algorithm
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Radmilo Lukich
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M.Batyrev
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Garret Dghonston
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S.Makshanov
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Fedor Afanasev 3 courses of "Project Specnaz"
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Language:
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English up-intermediate
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Computer: MS Office
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(MS PowerPoint)
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Car: Driving license В
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Experience 26 years
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