Генеральный директор (пищевое производство, замороженные готовые продукты)

Описание

Kholodilin Nickolai, Moscow, Russia
Mobil +7 985 998 -89 -71, Home +7 495 232 -73 -63,
E-mail: milash 137 @ yandex .ru


Curriculum Vitae
More then 25 years of Sales and Marketing experience in international
Companies such as Coca -Cola , Cadbury Schweppe s and Lamb Weston . Proactive,
highly self -driven , motivated and ambitious results oriented. Extraordinary experience
in entrepreneur Retail, Food service and B2B end users profitable development . Ability
to act with strategically focus . Able to manage , ne got iate and communicate efficiently,
with good team -building skills.

Objective: To join International Company as Branch Director for Russia and CIS .

CARE ER SUMMARY


From
Jun -06
Dec -20
Country manager for Russia and CIS , La mb Weston , Mo sc ow, Russia
Area of responsibility : Managing company sales and marketing in Russia and CIS
Personal objectives : for first 3 years: Company Start up in Russia and CIS, Year 4 - 6 - Drive profitable
growth, starting year 7 – creating platform for building facili ty in Russia.
Main Re spo nsibilities
 In accordance with company vision and strategy, conduct profitable sales via building long -term
partnership with Retail and Foodservice end -users (such as : Auchan, Metro C&C, X -5 Group,
McDonalds, Burger King and KFC ).
 Based on trustfull approach , conduct d irect negotiations and maintain cooperation with supply chain ,
marketing and management at top 50 Retail and Food service Key Account end users by using
consultative selling approach with localized tailor ma de value added proposition based on company
international best practices experience.
 Conducting innovative marketing activities with the goal to achieve immediate changes consumer
purchasing behaviours , generating consumers demand and long term loyalty ba sed on value added
benefits
 Adapting Company value added proposition to local environment based on market requirements and
trends. Being company ambassador at assigned territory. Implementing company policies and
procedures.
 Implementing Russian Aca demy with top national Retail and Foodservice key accounts : consumer
and trade knowledge coaching and sharing programs, training and round table discussions, customer
service excellence , customer intimacy .
 Value added regional expansion in to main Russian regi on s by strategic alignment with regional third
parties partners via professionali sed sharing and coaching programs oriented on profitable volume
growth
 Under company matrix organization structure leading branch personnel : coaching, developing,
involvi ng i n proje cts, setting development direction and clear objectives & targets for a team with
utilizing support from different Head Office departments
 Under EMEA Company mul lticultural environment with multiple stakeholders leading few Europein
company proje cts with passion in addressing challenges based on pr actical applications ( Example
RTM implementation for Poland, CRM implementation for EMEA)

Main Achievements
 Succeed to create from scratch profitable network across Russia and CIS countries
 in Russ ian frozen potato market s ucceed to get from Zero to number 3 position in volume and to
number 2 in value.
 In spite of economic and political environment, succeed to sign JV agreement with Russian partner
for building Company production facility in 20 18.
From
Jun -03
Till
Dec -05
Marketing Manager, Dirol Cadbury, Russia, CIS and Baltic’s
Area of responsibility: Managing ma rketing & Tr ainin g departments in total franchise
Personal Objective: Drive Dirol Cadbury to getting leadership position in confectio nary market
Main Responsibilities:
 Creating and driving Company marketing & development strategy in collaboration with oth er
depa rtmen ts
 Building Company commercial and marketing capabilities thought aliment of brand and sales agenda
 Creating and implem enting brands commercial launch plans
 Conducting: consumer researches, sales tool kits, creation of innovative marketing equipme nt, B TL
ac tivities and promotions
 Effective marketing budget utilization within required return on investments level
Main Ach ievements:
 Launched and re -launched following brands to the market: Halls, Malabar, Dirol
 Gained significant market share in new ly la unche d or re -launched brands
o Malabar: from 0% (April -04) to 26% (August -05) in Bubble gum segment

o Halls: from 11% (Ja nuary -04) to 16% (August -05) in Pastilles segment
o Dirol: from 18,5% (April -05) to 22,5% (August - 05) in Adult gum segmen t
 Condu cting Comp an y development plans based on marketing researches outcome
From
Sep -93
Till
Jun -03
From Sales representative to Marketing manager, The Coca -Cola Company and The Coca -
Cola Bottling operations in Moscow and St. Petersburg
Marketing m anager (from Nove mb er -01 till June -03 )
Area of responsibility: Managing marketing department in Moscow. Following sub departments were in
the org. chart: Marketing & Channel development, Full service vending, Cold drink
Personal objective: Drive Moscow into C oca -Cola m arket of excellence.
Main responsibilities:
 Marketing value chain management (product, placement, price, promotion)
 Driving Channel marketing development process (consumer purchasing behaviour, channel
segmentation, consumer focus solutio ns, con sumpt ion o cc asion offering)
 Conducting national promotions (planning, communication, implementation, redemption canters,
POP m aterials development and placement)
 Conducting McDonalds technical service across Russia
 Managing Marketing budget
 Managing Cold d rink and F ull service vending departments (described below)
Main achievements:
 Gained market share
o In carbonated soft drink segment from 39,5% (Mar -02) to 43,2% (May -02)
o In water segment from 9,6 % (Mar -02) to 13,5% (May -02)
o Maintained carbonated soft d rink marke t share ratio verses main competitor from 1,36 (Mar -
02) to 1,57 (May –02)
 As part of World class sales organization overachieved sales volume targets in 2002 verses 2001
(on 3% verses business plan and on 24% verses prior year)
Cold Drin k / Con venti onal De partment Manager (from Jan -99 till Nov -01)
Area of responsibility: Managing Cold drink & Conventional sales de partments in Moscow. Following sub
departments were included into the organizational chart: Market development, Conventiona l sales , Ful l
ser vice vending and Technical service.
Personal objective: Drive Company sales & market share and lead Company standar ds implementation for
achieving return on investments targets.
Main responsibilities:
 Managing conventional sales routs i n Mosco w (va n sel ling)
 Establishing Cold drink market coverage in order to be in the arm of consumer desire
 Managing Full service sen ding operation (opportunity assessment, sighing agreements, product
delivery, cash collecting, technical service)
 Launchin g Frukt ime b rand and 0,2 Coke glass bottles
 Appropriate marketing equipment utilization in accordance with ROI benchmarks
 Maintain ing technical service standards in accordance with Company KBI
Main achievements:
 Gained market share in carbonated drink s egment
o In o pen m arket channel from 38,4% (Apr -01) to 58.6% in (Dec -01)
o In kiosk channel from 31,5% (Apr -01) to 36.3% (Dec -01)
o Frukti me in total Moscow from 0% (Apr -00) to 5% (Dec -01)
 Company benchmarks in Cold drink coverage
 Turned Full service vendin g into profi t ope ration, doubled sales volume in 2001 verses 1999.
 Signing couple of profitable exclusivity deals with such customers as Gorky park
Immediate Consumption Manager (from October 96 till December - 98)
Area of responsibility: Managing immedi ate con sumpt ion m arket development across Russia
Personal objective: Taking the lead in setting up immediate consumption approach sta ndards through
occasion based marketing across Russia.
Main responsibilities:
 Conducting consumer behaviour researches
 Creating and facil itating Company Immediate consumption channel plans
 Developing best practice immediate consumption training program s
 Creating Sales tools kits for immediate consumption channel
 Conducting Bottlers best practice meetings in conjunction with Ch annel plan ning and execution
Main achievements:
 Implemented channel marketing approach based on consumer occasions behaviour
 Delivered National sales tool kits
 Developed training courses and launching them at Bottles by train the trainers session s
Sale s rep resen ta tive/ Sales supervisor/ Channel Development Manager/Cold Drink
Department Manager (from September -93 till October - 96)
Area of responsibility : Managing Channel development and Cold drink business in North -W est region
Personal object ive : Dr ive C old d rink and channel development in accordance with Company standards
Main Responsibilities:

 Establishing deals with i mmediate consumption outlets
 Channel developing programs and conducting local promotions.
 Establishing Cold drink process es that prov ide a pp ropriate equipment placement and ROI.
 Establishing and maintaining Company Key business indicators for technical service
Main achievements:
 Setting up Cold drink operation in North west region
 Refreshment canters concept implementation at key depa rtmen t stores (such as Gostiny dvor) and
summer activation programs (on Nevsky prospect)
 Signing contracts and managing business with such key customers as Carols, Grill Master, St.
Petersburg Metropolitan, October railroad Education & Publi c relat ions
St.-Petersburg Technical University , Engineer, Mechanical engineering , 1991
St. -Petersburg Technical University, PhD, Theoreti cal mechanics , 1993
Conducted presentation: “Dirol Brand Re Launch” at World forum, Moscow, September 2005
Special
Skills
Russ ian ( na tive), English (fluent), PC User (Microsoft Office)
Driving License “B”, 20 + years of driving experience
Special
training
 Consultative selling C.Novak (Canada) 2012 -13
 MBA Course in management Ash ridge Business School (UK ), 2012
 Build ing S trategic Capabilities, CS Group Head Q uarters (UK) ,2004
 Ma rketing and Merchandising, I . Kachalov (Russia), 2004
 Foundation of marketing excellence, S. Farley (US) , 2002
 Operatio nal marketing excellence, R. Cully (Ireland), 1998
 Professional Selling Skills / Restaurants Analysis Profit Strategy, M. Claud (US), 1997
 Financial studies, B . Lamb (US) 1996

Personal

Date of birth & Nationality: O ctober 10th , 196 8, Russian