Regional Sales Director

Описание

1997
International Management Institute
Master of Business Administration
1991 - 1995
Economics University, Kiev, Ukraine
Management Department

December 2013 - current time - Tetra Pak, Regional Director Siberia and Far East
* Regional office management for strengthening the position of Tetra Pak in the region - 28 subordinates.
+ Sales department;
+ Supply Chain department;
+ Trade Marketing department;
+ Technical Service department;
+ Processing equipment sales & support department;
* Developing long term partnership with existing Customers and finding new ones.
* Working out and implementation of Business development strategy in the region.
* Market analysis and reports generation.
20014/2015 Achievements
+ PM sales growth: 2014 - 17%; 2015 - 26%;
+ Launch of the plants' modernization projects;
+ The Best Region 2014 - Business process management Award.

December 2011 - December 2013 - Tetra Pak, Cluster PepsiCo KA Manager
* Achieving sales target in the packaging material and target sales for capital equipment.
* Assisting and encourage PepsiCo in implementing and developing Tetra Pak market strategy.
* Sourcing business opportunities in line with company strategy and Commercial policy.
* Build solid relationship with key PepsiCo persons.
* Update sales and account forecasting on monthly basis with the targeted percentage of accuracy.
* Managing and planning new projects, monitoring all PepsiCo activities, coordinating between participated departments to run it smoothly and within the deadline.

December 2009 - November 2011 - Bacardi, District Distribution Manager, Moscow and Central Russia
* Managing of commercial activities of the Distributors in Moscow and Central Russia and developing all Sales channels within territory (18 regions of the Russian Federation)
* Planning of the Distributor's business development (16 Distributors)
* Developing and managing Trade Marketing Budget to achieve Distribution and Sales targets
* Sales Team direction (2 Distribution Accounts Managers, 3 Regional Area Managers, 12 Regional Territory Managers, Regional Key Accounts Manager, 2 Regional Trade Marketing Executives, Regional Sales Trainer, 14 KA Merchandisers)
Achievements 2010/2009
* Growth of the Active Client base - 32%
* Increase of Sales Out - 24%
* Opened 6 new Distributors

December 2007 - May 2009 - DANONE Nutricia, Regional Sales Director, Moscow To support profitable market share growth of all companies' brands in Moscow/MO by development and implementation of best practices in sales through all Sales channels.
* Develop a clear sales strategy for the Field Force team and implement sales plans
* To build and maintain strong relations with Key Accounts in order to achieve aggressive sales targets and to increase share of company brands.
* To identify and prioritize the needs for development of Distributors best practices jointly with NKA team and Russian regions
* Timely implementation of projects launched by European HQ
* Regional Sales team management, setting objectives, targets and guidelines, assessing performance
* Leadership and coaching to RKAMs, Distribution Managers, Trade Marketing Executive, Distribution & Reporting Executive
* Ensure timely and accurate preparation of Sales Reporting for the Company's management

2007/2008 Achievements
+ Market Share growth: 2007 - 9,2%; 2008 - 10,4%
+ Increase of Sales In - 77%
+ Share of sales growth within Company: 2007 - 11%; 2008 - 14%
+ Increase of the average SKU within coverage Retail from 29 to 46

September 2006 - December 2007 - BARILLA Harry's, Regional Sales Director, Moscow
Ensure progressive growth of sales, increase of distribution and improvement of display of all products in the assigned region by planning, directing, co-ordinating and controlling all trade strategy activities in the region, managing personally the development of direct ambient accounts and ensuring effective management of the regional field sales force.
* Develop strategic sales plan and ensure execution of sales, distribution, display and outlet coverage objectives in the region
* Provide timely and accurate reporting of regional performance to a line manager
* Develop the strategy for major distributors in the region and ensure its implementation
* Regional budget management
* Regional sales force management and performance control
* Conduct regular field audits in the region and report results according to the set procedures
* Establish and maintain efficient interface with other functional departments within the company

2006/2007 Achievements
+ Increase of Sales In - 22%
+ Increase of Sales out - 25%
+ Growth of the Active Client base - 42%
+ The best Region Cup 2007

January 2006 - September 2006 - Philips, Business Development Manager Lighting Luminaries
* To contribute to the development and execution of business plan and its strategic objectives regarding targeted Key Accounts;
* To implement yearly sales plan, reaching the sales targets as defined per year and per quarter regarding targeted Key Accounts;
* To explore and identify market opportunities to enable further business development;
* Implement promotional activities in co-ordination with Marketing Specialists of Philips Lighting Russia and ensure co-ordination on national level with other Business Units;
* Maintain and optimize business relations with targeted Key Accounts and manage regional expansion of BU Luminaries;
2005/2006 Achievements
+ Increase of Sales In - 39%
+ New POS opened - 77
+ Trainings for the Distributor's staff conducted - 54 (28 myself)

February 2003 - January 2006 - Gillette
Develop Gillette and Braun\Duracell business in Moscow and Central Russia Region
* KA Manager Moscow
* Area Sales Manager Central Russia

November 1999 - January 2003 - Philip Morris
* Trade Marketing and Key Accounts Department - KA Merchandiser, Trade Marketing Executive
* Internal Control Department - Internal Auditor

February 1998 - October 1999 - KPMG Ukraine - Auditor of Bank sphere

Additional Information
Foreign languages: English (upper intermediate)
Driving license: Category A, В since 1990