GM, Commercial / Sales Director

Experience in general management, establishing and developing cooperation with national and international key accounts (tobacco industry, electronics & small domestic appliances and telecommunications).
Almost 20 years experience in sales and distribution development; MKT & TSM expertise; brands promotion and people management. Key skills:
• Long- & short-term strategies and operational plans building and realization
• Budget planning, execution and control
• Establishment and development business relations with major national and international accounts (electro retail & FMCG)
• Development of sales / distribution systems; key account management
• Business and organizational development; people and project management
• Marketing expertise and Trade Shopper Marketing (incl CatMan) activities development and execution
• Experience in dealing with governmental institutions, GR and B2G
• Building and development of multifunctional teams in multicultural environment
Managing the country with responsibility for three businesses (HealthCare, Consumer Lifestyle, Lighting). Ensuring appropriate level of cooperation across all functions / businesses and geographies to secure & strengthen Philips positions in the country. Developing existent and searching for new business opportunities. Fully involved in all related areas: B2C, B2B, B2G & GR. Full P&L responsibility. Managing and developing multifunctional team in a multicultural environment. Ensured proper staffing and talent management.

• GR/B2G. Organized, conducted / participated in meetings with various state authorities to further promote Philips and secure company’s participation in government projects.
Strengthened cooperation with Nazarbayev University. Facilitated the process of MoU signing.
Initiated and completed introduction of Philips office based on the Nazarbayev University HighTech Campus. Apart from accommodating HC customer service and LI managers responsible for large projects, the office became a basis for Philips HC and energy efficiency competence center.

• LI. Led initial contacts establishment and first activities with EXPO-2017 management team

• HC. Initiated and assured localization of HC customer service to secure Philips participation in governmental tender process and further HC business development in Kaz.

• CL. Secured Philips positions in B2C segment (customer satisfaction, IHS, MS leadership) in conditions of overall economy downturn worsened by 20% local currency devaluation in Q1'14.

Built multifunctional team, which covers all Trade Shopper Marketing areas: category, channel and regional TSM; in-store excellence & POS; PromoArmy (outsourced promo-personnel); training; Category Management. Introduced Shopper Marketing function in the organisation. Ensured RU CL TSM team recognised as a leader in many TM areas inside and outside organisation (awards on exhibitions, best practices recognition, solutions export to other markets, copying by competition). Budget under supervision 2012 (P-part of A&P and COOP) Euro ~17 mio. Total team 37 employees on payroll, 200+ outsourced.

• Annual In-store / shopper activation strategies & plans development and execution for each BMC in key retail channels
• Drive conversion through identification / creation of shopper targets, needs, purchase barriers, decision trees and insights
• Ensure in-store excellence presentation of Philips products & activities (ISE score)
• Ensure development of Category Management projects
• Ensure proper budget management and control
• Introduction of LSAP approach as a basis for all key promo activations