Sales Director

Описание

Nikolay Skly arov
C O N T A C T S

Address: Moscow Region , Russia
E-mail: nick76 @yandex.ru Phone : +7 903 -729 -62 -08
+7 985 -786 -85 -40


SUMMARY

15 + years’ sales experience in IT, TELCO, software, services and distrib ution, including generation and
management of opportunities and bids, deal closure and client relationship management , business
development.
8+ years’ people management experience


W O R K E X P E R I E N C E

March 2014 – present
SITA Information Technologie s and Services , a leading IT and TELCO provider for the
global air transportation industry, including airlines , airports, government, etc.

Director for Key Accounts (major Russian and CIS Airlines and Airports , Government Bodies )

Responsibilities:
 Led and orchestrated the team of service engineers, contract managers, solution sales
engineers involved in account management and development of key customers to ensure
customer satisfaction, sustainable and profitable growth , NPS.
 Develop ed, maintain ed and execut ed ongoing Account Development Plans reviews to ensure
full alignment focus and quality on prioriti es .
 Engage d with relevant stakeholders , C -level included, to identify develop and implement
growth stra tegies
 Manage d and buil t relationships with clients; bec ame a trusted advisor/consultant for them;
ensure d customer loyalty and highest level of customer satisfaction
 Worked with a virtual team of individuals from Business Development Solution Design
Commercial Management , Bid Management , Pricing Management function s etc. delegated
and allocated.

Achievements:
 Signed a 8 -year contract weighting >$110 mln with Transaero
 Participated in tenders and s igned a number of contracts >$1 mln
 Restored relationship with a key Custome r

October 2007 - December 2013
Amadeus IT Company LCC (Amadeus I T Group Madrid www.amadeus.com ), leading IT
Solutions provider for the glob al transportation industry, including airlines, hotels, rail operators,
car rental companie s.

Head of Sales and Marketing for Russia, Armenia and Belarus, reporting directly to GM
Responsibilities:
Summary:
 Responsible for Amadeus strategic customers in the corresponding markets
 Trusted Adviser and "Talk Business"
 Deal with LOB, Executive Level
 Establish powerful long term relationships
 Sell / Organize sales of the comp lete portfolio
 Manage and develop a team of 8 managers
 Planning and sales plan achievement together with account managers
 P/L responsibility for consulting projects in the relevant customers
 Customer Situation Knowledge
 Go To Market Sales Plans development
Strategic planning & execution
 Develop and execute the Sales, Marketing and Account Management strategies required for
the Company to meet its market share an d profitability objectives, directly leading the most
challenging, cross -functional Company initiatives.
 Commercial strategy development for markets of Russia, Armenia and Belarus
 Commercial concepts and pricing schemes development
Employee recruiting & retention
 Act as a final filter in the recruiting process of candidates.
 Monitor retention/promotion of top performers and rapid intervention in the case of
underperformers.

Achievements:
 Business growth: reached IT Solutions revenue growth from almos t 0 to more than €1,4 mln
annually
 Participated in successful renovation of a number of contracts and in signing new contracts
with leading Russian airlines
 Retention: in an extremely competitive environment provided stable Market share
 Coached and induct ed 4 new hires, all successfully passed probation period


October 2004 – July 2007
Microsoft Corporation
Russian Representative Office, Moscow
Small & Medium Solution & Partners Department

Sales Group Manager
Responsibilities:

Sales Group management (up to 12 people)
- Provide opportunity generation sales model

- Drive the use of the sales model and the structured sales cycle into the accounts to generate
revenue through appropriate licensing agreements
- Sales members and partners support in negotiation wi th key customers
- Sales staff hiring, coaching, development and retaining
Sales&Marketing support and Partner Engagement responsibilities
- Work in close cooperation with marketing department on GTM initiatives
- Work with partners on joint plans, projects and customers (with focus on Transactional partners,
System Integrators, Solution Providers)
- Win over competitors
Business Planning&Reporting
- Development of sales group selling strategy within corporate sales model
- Monthly reporting
- Team’s budget planning and goals setting
- Headcount and resources planning
- KPI metrics/reports

Achievements:
- Business growth: reached Sales group revenue growth of 165% YoY in the last fiscal
- Partner engagement: enrolled 3 new partners and built solid and mutually profitable r elations with
8 existing ones
- Coached and inducted 14 new hires, all successfully passed probation period


October 2003 – October 2004
Microsoft Corporation
Russian Representative Office, Moscow

Sales Representative
Responsibilities:
- Selling in differe nt vertical markets (Manufacturing, Banks)
Achievements:

- In FY05 got annual Best Annuity Penetrat ion Award in Inside Sales team
- In FY05 got OSL Promo Award for the largest number of OSL contracts sold

December 1999 – June 2003
Unicom (OOO Ukona)
System integration company, one of the oldest in the IT market of the Tula region.
Sales Department
Key acc ount manager

Trainings:
2017 Selling to CEO (SITA, Geneva)
2014 Consultative Selling to Airlines (SITA, Lisbon)
2011 Consultative Selling Advanced: IT Solutions (Amadeus, Kiev)
2010 Sales and Coaching of Sales Managers (Amadeus, Vilnius)
2006 Smart Hiring (MS, UK)
Team management (MS, Munich)
Solution Selling (MS, Moscow)
Leadership Coaching for Managers (MS, Paris)

2005 Finance for Non -financial Managers (Moscow)
Conflict Management ( MS, Moscow)
Coaching Sales Sta ff (MS, Warsaw)

2004 Advanced Sales Skills (MS, Moscow)
2003 MS Sales Specialist (MS, Moscow)
Selling over the phone (MS, Moscow)
Various trainings on MS products&technologies

E D U C A T I O N
1999 – 2002. Moscow State Institu te of Electronics and Mathematics (Technical University)
Department of Electronic Computers
Specialist in Computer Networking

1995 – 1999. Tula State Pedagogical University.
Department of Foreign Languages.
Major: philology (English, German).


L A N G U A G E S
- Russian (native)
- English (fluent)
- German (basic)
P E R S O N A L P R O F I L E
I am a dynamic individual and a proven high achiever who is able to meet and work with team’s
sales targets under extreme pressure. The skills that I have gained within a result s orientated
environment helped me exceed targets and revenue projections. My strong points as a manager are
leadership, goals setting and achievement, sales staff coaching.
I have the ability to drive t he approach that brings intensity, pace, sharpness to the working life. Th e
mindset to keep active & make things happen.
I treat customers and colleagues with resp ect, fairness and consideration