Sales Director (B2B Products)

Описание

Leonid Kobrin
Nationality: Russian [pic]
Address: Unnatov str., 16-2, Moscow, 127083, Russia
Contacts: +7 985 924 41 50 (mob); kobrinl.kobrin@gmail.com
LinkedIn: https://www.linkedin.com/in/leonidkobrin179aa6175/
Date of birth: 31/12/1971
Marital status: Married, 2 daughters




Personal statement
I have dedicated 20+ years of my career to, and hence have profound expertise in, the areas of consumer-facing business within lubricants, general management, strategy development and execution, relationship management and business development on the territory of Russia, Belarus and Kazakhstan. My technical mindset and ability to see the whole picture, analysing a situation from the top down to greater detail always allowed me to deliver and exceed the results of my team even in a challenging environment. My strong technical background and fundamental business education (MBA) mean I adapt fast and get up to speed in a wide spectrum of subjects in a short period of time. The areas of my particular interest are digitalization, business development in the IoT area, combined Business Development, Sales Management/Account Management and Customer Relationship Management responsibilities, complicated b2b sales. I am a mature business leader always keen to deliver a company’s strategy.

Key competencies
Business acumen
B2B2C marketing experience
General management

Courageous leadership
Business development (incl. new markets)
Cognitive flexibility

Customer relationship management
Strategy development and implementation
Emotional intelligence


Work experience
Bp/Castrol Russia July 2000 – Dec 2020
a global oil&gas major with particular experience in world leading lubricants brand (Castrol)


2019 – 2020 – VP Downstream, bp Russia
• Business development projects across Downstream segments (lubricants, refining, petrochemical)
• Relationship management with Rosneft counterparts in each Downstream segment (lubricants, refining, petrochemical, retail, aviation fuels)
• Management of Continuous Improvement Programme seminars for Rosneft refining department
• Part of the Country Leadership Team.
• Key achievement: the launch of several new commercial projects


2015 – 2019 - Russia and Belarus Sales Director, General Manager of the local legal entity
Full P&L accountability (~$30-40M RCOP, $160-180M TO, ~150 people) managed via 4 Sales Channel Managers, Customer Service Manager, Marketing Manager
Part of the Regional Leadership Team (E&A)
In 2017 regular 5-year Cluster Strategy review completed and signed off by Regional VP and, ss a result of new strategy, a big transformation (~20%
sales force were exchanged) has been completed which resulted in business stabilization and in 2018 showed volume growth (6%) even in spite of
market stagnation, lack of investments and adverse environment
Under my leadership in 2018 the cluster team demonstrated the best Employee Satisfaction Index across the whole region
Various marketing b2b and b2b2c activities arranged and implemented, aiming to increase sales volumes
Preparation and launch of local production of several commercial products

2010 – 2015 - Russia and Belarus Country Sales manager, General Manager of the local legal entity


Led team of ~60 across 3 different sales departments
In 2012 regular 5-year Cluster Strategy review completed and signed off by Regional VP
As part of the Strategy, a Route-to-Market project was completed and implemented
In 2014 new business (CVO and Industrial – 4th sales department) was launched, since that time ~ 20% YoY growth to this day still
In 2015 extreme (+35%) price increase was implemented in order to address Ruble devaluation which allowed to keep all-year profitability at the 2014
level
Unique for the market (also first time ever in the company) anti-counterfeit protective measure (IT solution) was developed and implemented





2007 – 2009 - Business Development manager, CIS
Set up new legal entities in Belarus and Kazakhstan
Business Processes review, implementation of new ways of working in Belarus and Kazakhstan
Development and implementation of a new supply scheme for Belarus
As a result, dynamic business growth (~10% YoY until 2013) in Kazakhstan; supply scheme for Belarus still in place and proven to be effective
Acting Quality Manager and internal auditor (certified internal auditor on ISO 9001, ISO 18001)
Developed and implemented business development plans for each region of Russia (included market mapping, FWS and Distributors businesses
co-ordination, BTL activities)






2006 – 2007 - Executive Assistant to Regional Vice-President Lubricants Europe (based in Swindon, UK)
• Business support of the day-to-day agenda of RVP
• This role was part of development programme “Future Leaders”


2004 – 2006 - Distributor Sales Manager, CIS
• Development of Distributor Channel Strategy as part of the CIS Strategy
• Led team of 13 territory sales managers
• Double-digit growth in 2004-2006 years above company plans


2000 – 2004 - Distributor Area Sales Manager, Distributor Sales Representative
• Responsible for lubs business in Moscow region, then South added, then Moscow
• As Area Sales Manager was responsible for European part of Russia, team of 5 territory sales managers


Technoservice Group Moscow 1995 – 2000
Product manager, Sales representative

Education
2004 – 2006 Moscow International Higher Business School MIRBIS
MBA diploma – Strategic Management
1989 – 1995 MOSCOW STATE TECHNICAL UNIVERSITY n.a. Bauman
Systems Engineer – Development and Maintenance of CAD/CAM systems

Additional trainings
2005-2015: Internal Trainings by bp/Castrol:
-Various sales trainings
-Marketing academy
-ISO audit
-Influential skills
2015-2020:
-Mentoring and coaching Workshops
-Leadership programmes

Additional Information
Languages English - fluent, Russian – native
Relocation Fully mobile
Interests Skiing, Reading, History