Country Manager

Area of responsibility: Managing company sales and marketing operation in Russia and CIS.
Personal objectives: for first 2 years: Company Start up in Russia and CIS. Year 2 - 5 - Drive profitable growth. Starting year 5 – creating platform for building facility in Russia.
Main responsibilities:
• 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 trustful approach, conduct direct negotiations and maintain cooperation with supply chain, marketing and management at TOP Retail and Food service end users by using consultative selling approach with localized tailor-made value-added proposition based on company international best practices experience.
• Conducting innovative marketing activities with the goal to achieve immediate changes consumer purchasing consumers behaviours, generating consumers demand and long-term loyalty based 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 Academy 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 into main Russian regions by strategic alignment with regional third parties’ partners via professionalised sharing and coaching programs oriented on profitable volume growth
• Under company matrix organization structure leading branch personnel: coaching, developing, involving in projects, setting development direction and clear objectives & targets for a team with utilizing support from different Head Office departments.
• Under EMEA Company multi-cultural environment with multiple stakeholders leading few European company projects with passion in addressing challenges based on practical applications. Examples: RTM implementation for Poland, CRM implementation for EMEA.
Main achievements
• Succeed to create from scratch profitable network across Russia and CIS countries.
• By 2016 in Russian frozen potato market succeed to get from Zero to number 3 position in volume and to number 2 in value.
• Despite economic and political environment, succeed to sign JV agreement with Russian partner for building Company production facility in 2018.
• In 2020 succeeded to became market leader with ~ 50% market share.

Area of responsibility: Managing Sales and Marketing consultancy projects for other companies.
Personal objective: Setting customers sales and marketing business processes. Assisting companies in creating strategy and RTM.
Main responsibilities:
• Conduct strategic coaching sessions with customer management team with setting sales and profit targets.
• Conducting for customers competitive environment analysis.
• Proposition of integrated approach from market forecasting to positioning based on market potential analysis and segmentation.
• Recommendation for customers portfolio positioning with pricing segmentation.
• Development Customers job descriptions and KBI with focused on sales and profits results.
• Creative solutions for customer development and contracting - Practical sales and marketing tools, worksheets, business processes description, sales tool kit: presenters, catalogues, commercial offers, price list and ext.
• Assisting customer in creating Marketing strategy with implementation plan.
• Drafting distribution model and road map.
• Analyzing customer sales and marketing team capabilities and identifying development guidelines.
Main achievements:
• Successful projects implementation that helps companies to achieve their ambitious sales growth targets.

Sales and marketing director, East West Service.
Area of responsibility: Managing sales and marketing departments in total franchise area
Personal objective: Getting Company leadership in supplying B2B service to HORECA outlets and Confectionary facilities in Moscow and in Russia via third partners/distributors.
Main responsibilities:
• Company marketing strategy development and implementation via B2B service.
• Developing product segments portfolio oriented on marketing trends.
• Company price policy development and implementation.
• Company development in new customer’s segments with existing portfolio.
• Product and service promotion via conducting personal (direct) sales to key accounts.
• Setting priorities and people’s management in line with company targets and budgets.
• Setting business and communication processes with other departments (Supply chain and Finance)
• Conducting sales in accordance with Company sales and profit targets.
• Building Company commercial and marketing capabilities.
Main achievements:
• Launching marketing department: market research, new product introduction, telemarketing, technological support, public relations.
• Setting Customer Relationship Management: database, service centre, product and service offer focused on customer needs.
• Setting sales operational cycle: market research, sales forecast, product launch and follow up.
• Sales tool kit development and implementation sales presenter, catalogue, sales tracks.

Area of responsibility: Managing marketing & Training departments in total franchise.
Personal objective: Drive Dirol Cadbury to getting leadership position in confectionary market.
Main responsibilities:
• Setting the base for Customer Relationship Management: database, service centre, product and service offer focused on customer needs
• Setting the base for sales and operational cycle: market research, sales forecast, product introduction
• Sales tool kit development and implementation sales presenter, catalogue, sales tracks.
• Creating and driving Company marketing & development strategy in collaboration with other departments
• Building Company commercial and marketing capabilities thought aliment of brand and sales agenda
• Creating and implementing brands commercial launch plans
• Conducting: consumer researches, sales tool kits, creation of innovative marketing equipment, BTL activities and promotions
• Effective marketing budget utilization within required return on investments leve
Main achievements:
• Launched and re-launched following brands to the market: Halls, Malabar, Dirol
• In 2004 gained significant market share vs 2003 in newly launched or re-launched brands
 Malabar: from 0% to 26% in Bubble gum segment
 Halls: from 11% to 16% in Pastille’s segment
 Dirol: from 18% to 23% in Adult gum segment
• Conducting Company development plans based on marketing research outcomes

From Sales representative to Marketing manager.
Marketing manager (Nov -01 - Jun-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 Coca-Cola market of excellence.
Main responsibilities:
• Marketing value chain management: product, placement, price, promotion.
• Driving channel marketing development process: consumer purchasing behaviour, channel segmentation, consumer focus solutions, consumption occasion offering.
• Conducting national promotions: planning, communication, implementation, redemption canters, POP materials development and placement.
• Conducting McDonalds sales and services.
• Managing Marketing budget.
• Managing Cold drink and Full-service vending departments (described below).
Main achievements:
• Gained market share.
 In carbonated soft drink segment from 39% to 43%
 In water segment from 9% to 14%
 Maintained carbonated soft drink market share ratio verses main competitor from 1,4 to 1,6
• 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)