Previous jobs

• OAO Svetogorsk (International Paper Company), European Papers Division - Country Sales Manager (Head of Moscow Sales Office) (2007-12-01 00:00:00.0 - 2008-05-01 00:00:00.0, Москва)

  • Management of the sales activities and all related resources for wholesale distribution of office paper products, sales responsibility of over 200MM USD:
  o Consolidating and implementing area sales plans that incorporates the relevant directions of European Papers;
  o Liaison with regional marketing team on development and implementation of marketing plans;
  o Development of strategic customer business plans with appropriate customers per company’s business framework;
  o Development and maintenance of knowledge of the country market with particular reference to channel dynamics, end user needs, competitor strategy, product and price ranges and political influencing factors, macro-economic issues, on business activity within the country;
  o Managing and developing local sales team, acting as a key decision maker and resource to the local sales team on complex matters;
  o Maximizing net revenue for the area by managing product mix, channels, price and sales & marketing costs;
  o Identifying areas of improvement relating to supply chain/customer service and driving appropriate changes within the organization and initiation of relevant process changes.

• DuPont Russian Coatings LLC (E.I. du Pont de Nemours and Company, Inc.) - DuPont Performance Coatings Group, DuPont Automotive Systems - Deputy Sales and Marketing Director (2007-06-01 00:00:00.0 - 2007-12-01 00:00:00.0)

  • Management of sales of automotive OEM coatings to foreign car manufacturers in Russia and CIS – Toyota, GM, Renault and others:
  o Negotiations with global and local purchasing organizations of automotive OEMs, preparations of commercial propositions and technical service offers per manufacturers RFQ product specification and service concept, ensuring achievement of desired profit objectives;
  o Liaison with global account management teams to leverage on the company’s global relationships with OEMs;
  o Liaison with competitors and chemical pretreatment manufacturers as 1st or 2nd tier suppliers in projects requiring common approach to meeting OEM’s RFQ requirements;
  o Supervision of sales and OEM line service technical teams, line product trials;
  o Optimization of supply chain set-ups to ensure proper service of the OEMs and company’s cost effectiveness.

• DuPont Russia LLC (E.I. du Pont de Nemours and Company, Inc.) - DuPont Performance Coatings Group, Refinish Systems - Sales and Marketing Supervisor – Eastern Europe (Former Soviet Union) (2004-09-01 00:00:00.0 - 2007-05-01 00:00:00.0)

  • Management of sales and marketing activities for automotive refinish coatings through importers in Eastern Europe, 80% growth in the region in 2006. OEM after sales organizations key account management with sales over 40MM EUR:
  o Supervision and development of distribution network across the region, search for new distributors, development of contingency plans to secure business in existing distributors;
  o Setting and delivery of sales targets, both internal and for distributors, in line with expected profit objectives;
  o Allocation and implementation of sales support and marketing budgets, incentives and bonus strategies for distributors;
  o Reassessment of the product offer through comparative price positioning analysis vs. competition, subsequent repositioning of existing products and introduction of new products with aim of sustaining sales growth levels in the region and increase of market share;
  o Coordination of customer service and technical support departments’ activities, ensuring that supplies and all due support and services to distributors are rendered timely and properly;
  o Support of distributors in establishing contacts and maintaining relationships with key accounts – motor manufacturer’s local sales / after sales organizations and their authorized dealerships.

• PPG Industries Poland Sp. z o.o. (PPG Industries, Inc.) - Coatings and Resins Group, Automotive Refinish - Sales Manager – Eastern Europe (Russia, Ukraine, Belarus and Kazakhstan) (2003-01-01 00:00:00.0 - 2004-09-01 00:00:00.0)

  • Management of sales and business development through wholesale distribution for automotive refinish coatings in Eastern Europe:
  o Restructuring of distribution network through conversion of competitive distributors, assessment of the value chain in current distribution system and by search and appointment of new distributors, development and implementation of business plans with distributors, justifying growth objectives with distributors through shared investment planning;
  o Minimization of parallel importing from third countries through analysis and adjustment of pricing of selected products in relation to neighboring markets, resulting in over 100% growth across the region in 2003;
  o Coordination of activities with marketing and technical training departments;
  o Liaison with supply chain/customer service, identifying areas of necessary improvement that would contribute to sales growth, cost effectiveness and increased customer satisfaction;
  o Liaison and support to other SBU’s within the PPG Coatings group – Automotive OEM, General Industrial and Aerospace in Eastern European countries.

• PPG (Austria) Handels GmbH (PPG Industries, Inc.) - Coatings and Resins Group, Automotive Refinish - Sales Representative – Eastern Europe (2002-06-01 00:00:00.0 - 2002-12-01 00:00:00.0)

  • Support of distributors’ sales of automotive refinish and light industrial coatings to end users in the region:
  o Assisting Sales and Marketing Managers in: market intelligence, preparation and agreement of business plans and sales targets, assessment of existing distributors’ performance and search for new distributors;
  o Supporting distributors in their search for new end users and sub dealers, support of existing end users with delivery of commercial and technical product trainings.

• Omrania Trading LTD. (ITERA Oil and Gas Company) - Corporate Property, Facilities Services Division - Contracts Administrator (2001-07-01 00:00:00.0 - 2002-06-01 00:00:00.0)

  • Negotiation of contracts with vendors/suppliers and service providers:
  o Drafting of contracts and monitoring their proper and timely execution;
  o Dispute resolution and litigation avoidance.

• PPG (Austria) Handels GmbH (PPG Industries, Inc.) - Coatings and Resins Group, Automotive Refinish - Sales Assistant / Interpreter (part time) (1998-08-01 00:00:00.0 - 2001-07-01 00:00:00.0)

  • Assisting the Sales Manager during exhibitions and customer visits:
  o Preparation of visit plans and agendas for meetings with existing and potential customers;
  o Russian/English translation during meetings;
  o Participation in exhibitions attended by PPG staff in search for new customers;
  o Translation of technical and sales literature from English into Russian.

University education

• International University (Moscow, Russia)Law, LL.B., 2000
  

Training courses

• Negotiation Skills, International Paper, 2008
  
• DuPont Sales & Marketing Effectiveness Program, DuPont, 2005
  
• Distribution Management, PPG Industries, 2004