New Category Manager / Business Development Manager (Infinix brand)

Описание

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Employment History
3M Russia (multinational conglomerate, S&P500 component, present in 200 countries, 30 years presence in Russia www.3m.com)
Sr. Channel Development Specialist Managed and developed AAD distributors across Russia through building strong relationships with partners, leveraging
3M Automotive Aftermarket division (AAD) growth potential (with the scope of all partners in 2020-2022)
February 2016 – up to date Defined the sales strategy. Established and fulfilled individual and regional business plans (based on VOD, market data
analysis, POS, trends, etc.).
Conducted negotiations at all levels.
Analyzed customers, channel and competitor’s trends.
Explored new opportunities, took new distributors onboard (1-2 per year), while broke the contract with those not striving
for results.
Identified the need for development trainings (HR, sales, product) and fulfilling the gaps engaging team members.
Achievements:
Achieved and exceeded sales KPIs – e.g. in 2021 the double-digit growth plan was exceeded by 25%.
Elaborated and upgraded the Distribution policy on a yearly basis that helped to motivate partners to reach sales targets
(considering scale of business, presence in the regions, structural specifics).
Implemented projects:
Retail – increased 3M products presence in shops and showed up to 30% yearly growth;
Inside sales – designed, launched, elaborated scripts, hired 2 reps, trained;
Rent-a-Rep (run for 2 years) – adapted, launched, hired 3 reps, managed their development and progress – results
contributed to regional growth up to 25%.
Channel Development Specialist Leveraged working relationships with key people of distributors at all levels, influenced them to exceed sales objectives.
3M Medical Set value-added strategic partnership with selected distributors, established individual distributors’ business plans
August 2013 – February 2016 (80/20) (incl. prioritization, defining business models, establishing monitoring&tracking process, and execution).
Explored new potential partnerships.
Organized distributors development trainings (FCPA, Sales, Product).
Investigated and designed the alternative business model of rent-a-rep.
Achievements:
6Sigma Green Belt projects finalized:
on metrics to assess and prioritize current IPD/C3SD distributors – helped to prioritize and choose one to approach with
strategic partnership;
on the sales approach to the private market – answered the question which types of clinics to focus on.
Business Development Specialist Established infrastructure for conducting business (contracts, promotional materials)
Food Safety Department Managed current distributors and key accounts (POS data, forecasts, KA development plans).
March 2012 – August 2013 Explored new potential partnerships.
Increased customers’ product awareness through marketing activities (publications, promo, web).
Achievements:
Developed both 3 distributors and 13 key accounts through building relationships and expanding 3M offering which set the
ground for aggressive growth.
Representative office of BD (Becton, Dickinson and Company) (multinational medical technology company, S&P500 component www.bd.com)
Key Account Manager BD Medical, Moscow Developed sales and marketing plan for the assigned territory.
and Moscow region Optimized distribution coverage, developed distribution network.
July 2010 – March 2012 Developed clients’ database (accounts/hospitals, KOLs).
Carried out qualitative visits to targeted accounts.
Organized seminars/ conferences in hospitals.
Conducted trainings for distributors’ sales force.
Monitored forecasts, stock, sales in/out to the end-users; budgeting, actual spending; profit and prices.
Organized and coordinated local marketing communication activities, made presentations.
Hospital Sales Specialist BD Medical, CISMonitored products presence, competitors’ activities and end-users’ feedback.
Developed marketing plan in cooperation with the European team.
September 2009 – July 2010 Developed direct contacts with the end-users.
Promoted products, designed and carried out product trainings.
Developed and distributed promotional materials.
Supported planning activities for production, shipment and sales (distributors’ forecasts, orders, supplies).
Achievements:
Organized a trip of HC KOLs to the US for cooperation with INS and developed IT standards in Russia.
Marketing Coordinator BD Medical, CIS Interacted with and supported the customers (Distribution Agreements, Authorization letters, tender specifications).
May 2008 – September 2009 Monitored sales forecasts, order-sheets, pricing; processed orders.
Analyzed prices, GP; customs data.
Achievements:
Conducted market research of the hospital segment, analyzed the results – which helped making the decision for future
growth strategy.
Regulatory Affairs Coordinator Monitored and initiated timely registration activities for all divisions (collected documents, ordered samples, cooperated
BD Medical, CIS with CIS registration agencies).
September 2006 – May 2008 Controlled registration costs.
Achievements:
The process (for requesting documents, making apostille, applying, following up) was set up and all registrations were
handled in time.
Arranged and supported auditing process (managed trips to production facilities in Spain and Ireland for registration
authorities).
Administrative Assistant BDX Conducted business correspondence, managed phone calls.
March 2006 – September 2006 Assisted in preparations for presentations, conferences, trainings; translated documents.
Arranged hotel reservations, taxis, tickets bookings, visas.
SBS (Strategy of Business and Service)
Event (MICE) Manager December 2002 – Organized and supported conferences, seminars, trainings, incentives in Russia and abroad (Cyprus, Tunisia, Scotland)
March 2006 Selected venues, estimated costs; made reservations, booked tickets, arranged transfers and required equipment.
Developed clients’ database. Administered business correspondence.
Worked as an interpreter at negotiations with foreign partners.
Participated in exhibitions, worked out presentations.
Health and educational camp “Vyatichi”
Sales and Marketing Manager Carried out market research of travel services; analyzed supply and demand of advertising domain.
April 2000 – December 2002 Cooperated with travel companies, delt with customers; developed clients’ database.
Participated in exhibitions.
Worked out programs for vacations.
Education
2013 - 2019 MBA. Strategy, Finance, Customer Operations, Marketing modules.
1995 – 2000 Moscow State Pedagogical University, Department of foreign languages (English, French). Language expert and intercultural
communications specialist.
Additional Education Key Players Program participation 3M, 2021-2022, 2015-2016
Certified Lean Six Sigma Green Belt 3M, 2016
Presentation Skills / ‘Presenters’ Club’ 3M, 2016-2017
‘Refresher Customer Focus Selling (CFS)’ 3M, 2016
‘D-KAM’ 3M, 2015
‘Communication & EQ’ 3M, 2015
‘Basic Statistics’ 3M, 2014
‘Marketing Plan In Action’ BD, 2009
‘Finance for Non-finance” BD, 2008
Additional Information Russian – native, English – fluent, French – basic
Experienced PC user
Driving license – “B” category
Personal Characteristics Goal-oriented.
Strong in sales with a win-win approach.
Resistant to stress.
Possessing both “helicopter view” and attentive to details.
Very strong analytical skills.
Excellent interpersonal and communicative skills.
Fast in acquiring new knowledge
Personal Data DOB: 06.05.1978. Moscow based.
Not married, have 2 children (9 and 18 y.o.)



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Evgenia Guys

+7 985 410 71 86
evgenia.guys@outlook.com

Aimed at: Business Development manager position that would let make use of 10+ years of experience in sales and channel management.