CBDO Operations Strategy Leader

Описание

Andrei Rychkov

CBDO | Operations & Strategy Leader | B2B & B2C Growth | International Expansion | $20M+ Revenue Delivered

+995591064615 | mr.richkoff@gmail.com | linkedin.com/in/mr-richkoff

SUMMARY

Strategic Business Development Leader with 9+ years of experience in launching, scaling, and managing B2B/B2C products across EMEA. Proven track record of 5–6x revenue growth, P&L ownership, team leadership, and market expansion in 2000+ cities in 9 countries, managing 51+ million USD

(25% of Yandex Go) revenue. Expert in digital product commercialization, GTM strategy, strategic partnerships, and operational turnaround. Comfortable in fast-paced, high-growth, or crisis scenarios. I led cross-functional projects and managed teams of up to 10 people — and as a trained navigator, I know how to steer your business out of a storm and set a steady course for growth!

SKILLS

Business Development & Sales:


● B2B sales, GTM Strategy, Partnership Development, Key Account Management

● Negotiations, CRM (Salesforce), Customer Acquisition, Revenue Growth, Pilot Sales & Monetization, AI‑assisted sales outreach (ChatGPT, Perplexity)

Strategy & Operations:


● P&L Management, Market Analysis, KPI/OKR, Unit Economics

● Forecasting, Business Modeling, Process Optimization, Revenue Diversification, Strategic scenario planning with AI (Claude, ChatGPT)

Data & Analytics:


● Excel Modeling, SQL, A/B Testing, Dashboarding, Hypothesis Testing

● Data-Driven Decisions, Product & Cohort Analytics, AI‑enhanced research & synthesis (Perplexity, Claude), note-driven analytics with Obsidian

Leadership & Collaboration:


● Team Management (hiring, mentoring, goal setting), Cross-functional Teams

● Agile/Scrum/Kanban, Remote Collaboration, OKR Coaching, knowledge management & async collaboration using Obsidian + AI assistants (ChatGPT, Claude)

WORK EXPERIENCE

Garnet / GGSEL (digital goods marketplace -  top 3 in the Russian market; digital advertising & commerce, multi‑vertical monetization, 50–500 employees)

Chief Strategy & Business Development Officer | 08.2025 – Present time
Owned group-wide strategy, the project office, business development team, and the internal startup pipeline for the holding.


● Built an R&D function and pitching flow from scratch and launched internal investment committees; the team generated 100+ business ideas, tested ~30 MVPs and advanced 3 products to Seed, delivering ~$30K incremental GMV to the core business through side projects.

Tools: internal pitch frameworks, MVP metrics, investment committee playbook, hypothesis testing.


● Established project and research teams: centralized research delivery for group businesses, developed internal analytics tools, and integrated with the dev team for project delivery (CRT 90%, OTD 90%, eNPS 4.5).

Tools: research pipeline, internal SLA framework.


● Built a business development team and launched 3 new GMV/revenue streams from 0 to 1; rolled out an in-house ad product (GGSEL), signed initial customers and reached ~$5K weekly revenue at pilot stage.

Tools: GTM frameworks, commercial packages, pilot sales playbooks.


● Led two full strategic-planning cycles: implemented an end-to-end OKR system, established 1-/3-/5-year planning and a unified 5-year vision; supported cross-departmental strategy development and approval.

Tools: strategic templates, workshop facilitation.


● Drove revenue diversification: designed the approach, assessed risks, launched cross-functional execution and increased “safe” revenue from 29% to 45% while maintaining overall company growth.

Tools: portfolio risk assessment, diversification canvas, KPI matrices.


● Supported China-market initiatives: launched supplier/vendor sourcing streams, ran a large-scale market study, refocused the team on high-potential vendors and began onboarding +10–20 new sellers per week.

Tools:  market research playbook, supplier onboarding flow.


● Supported HR and culture initiatives: helped design a new performance review system, corporate events, and transitioned the team to a hybrid office model in Tbilisi.

Yandex Taxi / Yandex GO / Yango (ride-hailing & mobility SuperApp, #1 in CIS, 40+ countries, 1000-5000 employees)

Head of International Business Projects | 03.2024 – 08.2025

Leading cross-regional go-to-market, branding, and monetization initiatives across 8+ countries within Yango/Yandex GO ecosystem.

● Achieved 7B+ monthly brand impressions at $0.2 CPT by launching and scaling a car branding business stream across all SuperApp verticals, resulting in 80% cost savings on brand exposure.
Tools: out-of-home analytics, in-app attribution tracking, cost modeling, creative production loop.

● Strengthened B2B partner engagement across 8 countries by rebranding offices, hosting partner & driver events, and consulting local stakeholders — improving retention and loyalty metrics in mature markets.
Tools: regional partner calendar, stakeholder comms toolkit, event activation playbook.

● Delivered +70M RUB in net profit from DOOH/OOH campaigns in Kazakhstan by building local media partnerships and optimizing campaign operations — cutting the marketing budget by 15%.
Tools: hyperlocal media planning, barter negotiation templates, local agency management guides.

Head of BD in Europe / Crisis Manager for Mature Markets | 07.2022 – 03.2024

Led BD, recovery, and operations across high-risk markets in Eastern Europe and CIS during the crisis period, with full KPI ownership and cross-functional team leadership.

● Delivered +30% YoY GMV growth in Serbia and Moldova by building high-retention partner networks, improving Defect Rate by 5 p.p., and sustaining 95%+ PSAT.
Tools: partner lifecycle tracking, NPS/PSAT analytics, local onboarding optimization, SLA enforcement dashboards.

● Maintained market share during 2022–23 crisis by launching zero-cost driver support hubs, retaining 98% of active fleet, and cutting hub costs by 30%, which doubled partner efficiency and increased revenue per partner by 63%.
Tools: partner segmentation, zero-CAPEX infrastructure model, retention funnels, field ops playbooks.

● Executed 10+ local initiatives (5 ad campaigns, 3 infra pilots, 2 GR projects) across CIS, growing brand awareness by 25% and ensuring 100% legal compliance through localized GTM and horizontal team management.
Tools: localized GTM strategy templates, compliance checklists, GR engagement trackers, event activation toolkits.

Head of Business Development Group | 09.2019 – 11.2022

Led BD and operations across 160+ cities with full P&L ownership, managing 25% of company revenue and driving growth through structural and crisis transformations.

● Achieved 5x GMV and 6x net income growth in 2.5 years by restructuring regional cost model, cutting fixed expenses by 40%, and standardizing operational playbooks across 6 countries.
Tools: multi-region P&L control, BI dashboards, partner scoring models.

● Restored full KPI stack (GMV, retention, churn) to pre-COVID levels in 6 months by launching essential delivery services in 14 cities, supporting 3,000+ volunteers and medical staff, and reducing operational costs by 30%via remote infrastructure optimization.
Tools: zero-cost volunteer integration, city-specific logistics, rapid market relaunch protocols.

● Captured revenue from high-traffic airport zones (3 international terminals) by deploying taxi-order counters, and preserved the pipeline during closures via mothballing strategy, enabling <5>Tools: airport GTM planning, phased shutdown/restart checklist, infrastructure preservation SOPs.

Senior Business Development Manager | 08.2017 – 11.2019

Built and scaled regional ride-hailing operations from the ground up, managing full-cycle partner expansion, performance, and unit economics

● Launched Taxi Hub operations in Russia’s Far East, onboarding 1,500+ drivers and 25 partners, achieving 7% churn and rapid fleet growth.
Tools: onboarding funnels, driver training, CRM-based retention.

● Reduced Defect Rate by 83 p.p. and trip cancellations by 61 p.p. through quality control systems and incentives — boosting ride completion and partner NPS.
Tools: SLA dashboards, incident trackers, bonus/penalty matrix.

● Opened 24 cities (10 direct, 14 franchise), launched 4 new verticals, and delivered 150–200% market share growth. Led Uber brand rollout to 15% share in 3 months via zero-cost ads and GR outreach.
Tools: GTM playbooks, launch kits, franchise manuals, barter media strategy.

START-UPS, PET-PROJECTS  & LEADERSHIP EXPERIENCE

● VeloClinic - Founder 

o I brought the idea of a micro-business bicycle workshop from concept to execution, tested the MVP, created the P&L, and achieved operational break even within 6 months.

● VeloTour - Founder 

o I developed, calculated unit economics, and pitched the idea of bicycle tours of historical sites to the owner of a local bike rental company. I secured about $3,000 in initial investments, achieved profitability, and expanded the business to three geographies with an ROI of 6 months.

● VeloDom - Founder and Head of the largest cycling club in the Far East 

o Developed, organized, and hosted over 50 sports and entertainment events for beginner cyclists (300+ participants per event).

o As an instructor, personally developed, organized, and delivered over 80 road safety master classes in schools, reaching more than 1,000 children.

EDUCATION

Maritime State University (One of the leading universities in the Asia-Pacific region) - Engineer-navigator, team leader of the navigation crew.

Courses:

● Professional Development Course, Marketing and Management - Higher School of Economics (#48 in QS World University Ranking in Social Studies and Management)

● Leadership Competencies, Volunteering, and NGO Management - Series of Trainings within the All-Russian Competition “Leader of the 21st Century” (winner)

LANGUAGES

English - B2 | Romanian - A1 | Russian - native