Директор по развитию

Описание

PERSONAL DETAILS
Nationality: Russian

SUMMARY:
Over 20 years of experience in international B2B sales, business development and marketing in different
industries. Successful track record in driving growth, opportunity management, new applications, areas
and sales channels development, value-based selling, business unit turnarounds and profitability
improvement. Strong leadership, interpersonal and communication skills. Strategic mindset with
analytical approach to challenges.

EXPERIENCE

April 11 – Present LLC Chemetall, Russia (a subsidiary of Chemetall GmbH), General Director

- General Manager and Sales Director of LLC Chemetall . Total team: 35 people, out of which more than
20 in selling
- Leading the sales organisation with total sales of about 550 MRUB and EBITDA of about 100 MRUB
- Direct contacts with key customers and projects, managing distribution channels
- Responsible for operational results of the entity (Sales, EBITDA, Capex, OWC, Cash Flow)
- Supervising compliance issues, both local and corporate
- Managing local infrastructure projects (office premises, stocks, distribution channels, local toll
manufacturing)

Achievements: New segments development, area expansion, distribution network setup and development.
Profitable sales growth (mio RUR): 2011 - 250, 2012 - 330, 2013 - 460, 2014 – 550, 2015 – 430, 2016 – 550.
Industries served: Automotive, General Industry, Metal Processing, Aluminium, Aerospace

Dec 04 – May 10 Novozymes A/S, Denmark, Moscow Representative Office. Director, Industry Sales
Manager

- Industry Sales Manager responsibilities: managing an industry team, distributors, planning, resource
allocation, goals setting, opportunities management, coaching, running regular industry sales
meetings
- Close co-operation with other departments: Marketing, Customer Solutions, Supply Chain,
Promotion
- EEMEA Management team member responsibilities: overall business development, people
development and motivation, sales and cost budgeting, optimal resource allocation
- Administrative duties as a Director of the Rep. office: people management, representation, office
administration, financial control

Achievements: Recovery of entity’s business operation, securing sales growth (7-10% annually), contribution
to EEMEA management team activities.
Industries served: Beverage Alcohol, Brewing, Baking, Oil&Fat, Detergent

Feb 02 – Nov 04 LLC Bio-Khim, Russia (specialty chemicals distribution). Marketing&Development
Director

- Market research within existing and potentially interesting business segments, identifying new
customers, negotiating and establishing new business
- Co-ordination of business activities with existing partners (vendors), establishing business with new
ones.
- Broadening product range and service within existing segments, developing new business areas
- Managing Sales Department: coaching, setting up goals, planning, follow-up
- Co-ordination of promotion activities: exhibitions, seminars, literature, web-site

Achievements: Developing small “family” business to the size of important player in the segment. Sales
growth over 20% annually. Drastic expansion of products/vendors portfolio and customer base.
Implementing professional business operation.
Industries served: Household and I&I Detergents, Textile, Body Care and Cosmetics

Jun 97 - Jun 01 Novo Nordisk A/S, Denmark (later – Novozymes A/S), Moscow Representative Office.
Sales Manager, Director of Rep. Office

- Sales responsibilities: direct business with key accounts and prospects, distribution management,
promotion, marketing, budgeting, planning and reporting
- Administrative duties as a Director of the Rep. office: people management, office administration,
financial control

Achievements: Annual double-digit growth in sales. Establishing and running local Rep. office of
Novozymes.
Industries served: Household and I&I Detergents, Pulp&Paper, Textile, Leather.

Oct 95 - May 97 Haldor Topsoe A/S, Denmark, Moscow Representative Office. Technical Sales
Manager

- Technical service (catalysts start-ups, pre- and after-sales service, catalysts performance calculations)
- Promotion, marketing, preliminary business negotiations

Achievements: Professional technical business support, industrial, b2b experience.
Industries served: Nitrogen, Refinery

Sep 87 - Sep 95 Lomonosov Moscow State University, Chemistry Department. Scientific researcher,
Assistant professor

- Scientific research (catalysis)
- Teaching, administrative work

EDUCATION:
Moscow State University (1982-1987), Chemistry
Ph.D. (Chemistry) – 1994
Additional trainings: Business English, Catalyst Performance Calculation, Enzyme Basic Course, B2B
Sales&Marketing, “Coach-the-Coach”, “Sales Cycle/Six Critical Skills”, “Voice of Customer”, “Time
Management”, “Communications”, Surface Treatment Technologies, “Leadership Curriculum”

OTHER:
- Languages: Russian (native), English (fluent), Ukrainian (advanced), German (basic)
- Driving license (B) since 1997
- Leisure: travelling, gardening