Manager Regional / Business Development / Sales / Procurement

Описание

1971-1976
Moscow Physical Engineering Institute
Faculty of Experimental and Theoretical Nuclear Physics

Degree: Engineer-Physicist, MSC in Applied Nuclear Physics
Scope of interests and activities:
Researches and Development Math Methods, Technologies and Equipment for Fast on-line Dataflow Processing, Analysis, Images Recognition, Data Interpretation,Etc.

1979-1979
Moscow Physical Engineering Institute
Faculty of the Base Qualification Upgrade and Extra Degree Certification
Graduated in Computers and Multi Processors Systems Development and Programming

1985 =1986
Kurchatov Nuclear Energy Institute
Russian Academy of Sciences Post Graduate Study for Ph.D. degree defense
Development Modern Applied Math Methods, Technologies, Special Computer Systems and Equipment for Fast On-line Data Processing, System Analysis and Control.

1990-1991
English Language Courses
English Language for Business Management
and Foreign Trade
English for International Business Management, Communications, Negotiations, Trading Laws, Documents, Contracts, Accounting,

1998-1998
Courses of Applied Psychology for Business
Modern Applied NLP Technologies for Negotiations, Communications, Management
Applied Modern Communicative Technologies for Negotiations Conducting and Management, Cases Study and Practice

2006-2012
CATERPILLAR Courses of the Business Management and Trainings
Effective Marketing and Win Selling, Modern Mining Technologies, Machines & Equipment Design& Applications;
Attendances of the International Training Centers, Business Schools, Conferences, Exhibitions,
Access to Advanced Knowledge Bases, Consulting, Webinars

JOB TRACE & EXPERIENCES:

March 2013- Present
Independent Marketing Expert Practice, Freelance, Outsourcing Consulting in Business Development and Business Projects Management,
the new brands and hi-tech products promotion and sales in Russian and CIS markets;
B2B service for marketing analysis, business conception development, business projects planning, sales opportunities exploration, prospects assessment and forecast, business contacts development, assistance and mediation in negotiations, support for participation in tenders, business appraisal, business development and processes engineering, sales efficiency increasing, networking, GR;
- International sales contracts management ;
- Business solutions development, engineering, systems integration;
- Service Support and Spare Parts supply chains development;
- Global Logistics, Forwarders, Shipments, Customs Clearance services coordination.

March 2006- March 2013
«MANTRAC VOSTOK»,
Authorized International Dealer of CATERPILLAR,

Position: Business Development Manager, Mining Major Accounts Sales Representative in Russia.
Scope of Responsibilities and Competencies:
- Effective start up marketing strategies creation, development and implementation;
- Full range of business activities conducting from the stage of the business project fast launch up to management large scale B2B and B2C sales processes for full product line of CATERPILLAR machines and business solutions for open pit and underground mining projects;
-Complete territory business plans creation, marketing strategies development and driving forward, pipe line sales opportunities reliable forecast, identification and qualification, sales processes management to drive effective sales coverage for whole the dealer’s marketing territory and to secure sustainable income and KPI growth ;
- Creating, nurturing, and support all levels of the business contacts to provide development executive relationships with all customers, to secure reliable CRM and friendly communications with the most top managers of Key Accounts belonging to Russian and Global Major Mining and Metallurgical Companies
- Conducting full circle sales management for the most significant mining projects on the large part of Russian Federation territory extends from the northern polar areas up to the border with Kazakhstan, including the territories of Volga, Ural, Komi Republic, Yamalo-Nenetsky, Khanty-Mancy Federal Districts, etc
- Conducting participations in all Mega tenders held by the Key Accounts;
- Development and implementation effective pricing policies, commercial offers delivery, engineering, technical documents, letters, to secure success on the tenders ;
- Provide full circle of negotiations to win the tenders, sales contracts agreeing and signings, control for the contracts terms duly fulfillment;
- Marketing researches, analysis, forecasts, intelligence of competitors activities;
- Coordination of mining machines shipments in interaction with international forwarders and logistics companies, control for oversized heavy machines duly across oceans shipment, customs clearance and delivery to the customers’ mine sites;
- Control for mining machines delivery assembling, commissioning, putting into operations;
-Coordination for development and duy activities of regional service support centers’, parts supply chains and regional parts stock warehouse net;
- Complaints and issues adjustments with the customers;
- Providing full range of communications, interactions and cooperation with managers from CAT Russian and CAT Global Mining offices and other CAT Dealers;

The Main Results and Achievements:
- The business project fast launch in one year have been achieved, a number of Mega USD tenders have been won, Dozen Mega USD sales contracts have signed with the key accounts.
- Caterpillar mining machines sales and service support have been putted into practice.
- Established and supported reliable business contacts and direct communications with key top level managers and decision makers of the main Russian and Global mining and metallurgical companies based on the area of Russia covered by the dealer;
- Achieved the Total Personal Sales Score Result about of M 100 USD.
- Developed and implemented into practice high effective marketing strategies provided robust high rates for the sales growth significantly exceeded KPI targets;
- Strong negotiations skills in face to face meetings with customers’ top level managers ;
- Proficient in global and local mining and metallurgical markets monitoring and analysis. Deep insight for the market trends forecast, the new sales opportunities detection and effective sales management;
- Mining projects feasibility and production studies and performance evaluation.
- Employing special modern technologies and software simulation for development high effective business solutions for the mining business projects;
- Proved professional skills and successful experience in all level negotiations conducting;
- Sales contract management from the contracts signing up to right fulfillment control;
- Experienced in the modern logistics coordination for heavy mining machines and industrial equipment transoceanic shipment according to international sales contracts
in interaction with the International Global Forwarders and Logistics companies;
-Mining machines and equipment commissioning and putting into operation;
- Coordination for Product Support Service
- Regional spare parts stocks development and parts supply chains control;

Dec 2004- March 2006
Independent Expert Practice, Business Project Management and Consulting Service, on Russian and CIS markets.
- Independent marketing analyst, expert in business projects planning, assistance for business contacts development, negotiations conducting and the projects management;
- International sales contracts management for hi-tech products and equipment;
- Mediation for dealer agreements signing, adjustment contracts issues, support in communication with customers suppliers, logistics companies;

June 2002-Dec 2004
Authorized Distributor of «FMC Airport Systems» /USA/,
(Sales, Service Support for Leading Brand Airport Ground Support Systems and business Solutions for aircraft services, Power Systems,Complex Solutions for Airports, Infrastructures, Systems for Control and Management Passengers and Cargo traffic, Engineering Service.)
Position: Leading Sales Manager for Russian Federation and CIS.
Competencies and Responsibilities: Management and Direct Sales of GSE Equipment;

Feb 2000-April 2002
«SINGULUS Technologies AG» ,
Vise General Director of Representation in Russia and CIS ;
Promotion to Russia and CIS Market wide range of Industrial Equipment, Solutions and Technologies for DVD, Digital Optical Media products production and manufacturing plants installation, commissioning, maintenance, putting into operation, pre and after service support, spare parts , components, consumables supply,
Engineering, scientific, business project development consulting service support .