Current job

• "Royal Philips Electronics" - Customer Marketing Manager (Accessories). (from april 2008-04-01 00:00:00.0, Москва)

  Main responsibilities:
  Responsible for sales value, market share (Vol/Val) increase, iGM%. Long/short-term planning (300 SKU). Stock level, pricing policy. Promo calendar, POSM, A&P budgets, HQ MCI / Marketing guides implementation (DDB). Cooperation with PR team. Creative/Media agencies cooperation (product /category briefing based on tenders).
  Main achievements:
  ► Increased iGM% above target on certain categories by optimizing portfolio (dedication for each channel);
  ► Increased MS value from 26.2% to 30.7% (GFK data) by listings / optimizing portfolio / MCI focus;
  ► Supported Sales team / Customers with product presentations, budgets for promo, samples, displays;
  ► Number of publications in media increased by 40% during 5 months. NPC re/launches support;
  ► Supervised team of 3 people: 2 trainees + training manager. Synergy with TM & Sales team;
  ► Managed to get from HQ additional A&P budgets for accessories for 2008 (1,5 Mio Euro);
  ► Worked with agencies: created / printed / designed / distributed POSM / Trade equipment;
  ► Analyzed MS developments and took immediate actions per category / channel / region;
  ► Increased list price / RRP for retail (based on benchmarks) to keep agreed iGM% level;
  ► Keep stock on required level to provide enough volume for all KA’s (keep balance).

• "Royal Philips Electronics" (www.philips.com) - Business Development Manager (accessories) (from june 2007-06-01 00:00:00.0, Москва)

  Main responsibilities
  ► To know and understand the local market, translate this into proposals for a business plan, optimize and deliver based on changing environments;
  ► To investigate and improve current distribution, sales, price policy for direct and indirect customers;
  ► To collect orders from direct customers (Eldorado, M-Video) and ship the goods based on on-shore and off-shore schemes timing;
  ► To support distributors in selling the Philips goods to indirect customers in Moscow and regions;
  ► To train sales force of distributors and involve to the trainings dedicated colleagues;
  Main achievments
  ► Developed effective relations with existing accounts: Direct (CE National chains) and indirect customers (2 distributors): planning, promo campaigns implementation, market information exchange, general communication and ways of working;
  ► Effectively communicated with HQ on daily basis: planning, pricing, products, promotions, special deals, reports, goods availability etc. Effectively used opportunity list as a tool to increase monthly sales;
  ► Supported key retailers by elaborating and implementing sell-out programs/campaigns;
  ► Increased sales value of Philips Accessoried CE products in product portfolios of key accounts (became in 2007 #1 (volume/value) in M-Video, Technosila; #2 in 2008 in Eldorado (volume/value) for accessories;
  ► Optimized products flow for on-shore shipments scheme (products flow on weekly basis);
  ► Improved Local Gross Margin. Received better pricing for some categories and increased turnover of this categories;
  ► Managed to receive from HQ additional budget for stock compensation to distributor (decreased stock from 5 Mio Euro to 1 Mio (healthy stock level) for 165K).

Previous jobs

• "British American Tobacco", Russian Representative Office - Territory Trade Marketing Manager (Moscow region). (2006-09-01 00:00:00.0 - 2007-04-01 00:00:00.0, Москва)

  Main responsibilities
  Visiting accounts on daily basis: Perekrestok, Pyaterochka, Kopeyka, Azbuka Vkusa, Aromatny Mir, SPAR Retail, British Petroleum, Daily Foods & local retailers (160 on assigned territory). Signing contracts for BAT trade equipment and brands placement (Kent, Vogue, Dunhill, Pall Mall, Lucky Strike, Rothmans) on the priority positions. Worked closely with exclusive distributor "SNS" Company (www.sns.ru) to achieve sale in with assigned accounts.
  Main achievments
  ► Visited clients (160 PoP) daily to control brand coverage plan execution, pricing, facing & availability;
  ► Kept responsibility for the brand’s merchandising standards implementation & control (POSM, PPO);
  ► Successfully provided new SKU listing to planograms of existing & new accounts;
  ► Concluded 8 new contracts during 2 months. Provided sell out of BAT brands;
  ► Successfully established and supported good relationships with accounts;
  ► Controlled execution the terms of new & existing contracts.
  Work with exclusive distributor ("SNS")
  ► Managed a team of 4 Delivery Sales Representatives preventing "Out of Stock" situation;
  ► Regularly conducted for Delivery Representative trainings on new products and events;
  ► Developed 2 incentive programs & conducted 1 training (new SKU listing (Dunhill TL) to retailers) for distributors' staff which increased sale in to outlets.

• "Nike", Russian Representative Office - Area Sales Executive (Nike Footwear & Equipment / Accessories) (2005-01-01 00:00:00.0 - 2006-06-01 00:00:00.0, Москва)

  Main responsibilities
  Was responsible for the achievement of revenues, units, share, specific Selling Key Unit (SKU) in store presence and selling cost objectives within assigned business units and customers. Kept personal responsibility for sales management for each type of accounts and for understanding & influencing personally the customer strategies by improving customer knowledge, penetration & relationships.
  Basic responsibilities
  ► Controlled execution of signed contracts, carrying responsibility for revenue;
  ► Collected and communicated customer and competitor information for management;
  ► Visited accounts on weekly basis in order to control current Brand SKU in store presence, sales, merchandising, stock and finance situation and to offer new possibilities for growth;
  ► Provided selective distribution to Retailers of product available through Brand warehouse and provided support and assistance to Finance & CS Depts. on issues such as credit and distribution;
  Main achievements in Sales
  ► Managed to sell out Nike product warehouse stock for 85% during 4 months (850K USD);
  ► Successfully negotiated terms of cooperation with accounts to maximize current sales;
  ► 3 new multibrand doors were opened in Moscow region during a year (2 accounts);
  ► Was ahead of seasonal schedule for Nike sales (10-15% growth in 2 of 4 seasons);
  ► Provided Account management, utilizing sales tools such as Assortment Plans;
  ► Presented and promoted new products to the retailers on assigned territory;
  ► Controlled of invoices to the clients, clients’ payments & shipments;
  ► Monitoring of retail prices policy and price agreement;
  ► Kept good relationships with stores employees;
  Supplying part & stock management
  ► Responsibility for delivery schedules fulfillment (products, accessories, POS materials);
  ► Coordination of product deliveries with Logistic department and "Schenker" Company;
  ► Stock level & product mix analysis corresponding to the level of sales;
  Merchandising
  ► Retailers’ sales staff training & coaching (developed training presentations);
  ► Responsibility for visual merchandising standards implementation;
  ► Sales equipment and POS materials provision to the shops;
  ► Monitoring of the Brand proper presentation in the outlets;
  Trade marketing activities
  ► Responsibility for development, coordination, timing & fulfillment of trade marketing activities: presentations, promo events, seasonal trainings, new collection recommendations, incentive programs for the accounts' sales staff;
  ► Communicate and inform retail partners of forthcoming marketing strategies, to ensure effective product sell-ins and coordination of product release at retail.

University education

• Российский Университет Дружбы Народов (РУДН)Гуманитарных и Социальных наук, Магистр, 2000-2005
  

Training courses

• "F.A.M.E.", Philips (Training centre, Russia, Moscow)Certificate, 2008
  
• "Accounts Profitability", Philips (Training centre, Russia, Moscow)Certificate, 2008
  
• "Effective visit to Retailers", BAT Russia (Training centre, Russia, Moscow)Certificates, 2007
  
• "Effective work with distributor", BAT & LIMS, Certificates, 2007