Achievements

• launched on the market the partnership network pick-up service (500 points) for E-commerce packages: picking up packages from convenience stores and petroleum stations

Responsibilities

• Identify new potential segments, regional niches and prospects by conducting research, data analysis to generate new business opportunities
• establish and set up the partnership network pick-up service: business - model, formats, operational structure, processes and KPI metrics
• contract negotiations with prospective customers

Achievements

• reached sales targets during the pandemic period (COVID-19): turnover +12% (vs market +10%), the margin in alignment with the company target
• formed strategy and scheme of work with regional customers: turnover grew up by 35%
• developed and implemented commercial strategy for e-commerce (part of e-com grew up from 2% to 15% of total turnover 2020)
• launched new product category «Small domestic appliances»: price formation and marketing aligned with brand strategies, the long-term goals and priorities
• built and managed the team to drive the delivery of high-quality products, services and processes (expansion from 3 to 10 persons (hiring, motivation, measuring results)

Responsibilities

• define and develop sales strategies aimed to drive the growth of the business aligned with brand strategies, the long-term goals and priorities
• lead the team, drive team development and strive for each individual to reach their full potential
• market analysis, benchmarks and product assortment development to adapt commercial strategy and actions to capture new opportunities
• monitor the execution of commercial and promo plans
• manage and control trade/discount budget and ensure efficient investment

Achievements

• reached market share 26%, Philips Ukraine 2018 - No.1 in the market SDA
• reached sales targets of Indirect Sales Channel: turnover +42% (vs market +33%) and margin + 10% (in comparison with company target)
• created and implemented a new distribution commercial strategy: turnover grew up by 53% (2- level customers) and + 39% (distributors)
• built-up Alternative Sales Channels with different external B2B customers (5% of TO 2018)
• launched new product category «OneBlade» in sales channels FMCG and E-commerce
• people management: expansion from 2 to 10+ people (hiring, motivation, measuring performance). Built a working culture where transparency and collaboration are the norms

Responsibilities

• develop turnover, distribution and profitability targets by leading the implementation of sales strategy with main distributors and partners
• team leader of 7+ direct reports and 50+ cross-function cooperation: set up targets, analyze individual performances and results, coordination and motivation the local team of KAMs and FSMs
• look for opportunities to grow brand presence and accessibility within the trade by optimizing promo investments, merchandising programs and business development opportunities
• initiate, develop and maintain executive-level relationships and drive sales activities with key customers
• P&L responsibility, forecasting and analysing sales data, keeping to targets and managing KPI's

Achievements

• increased export business by 300% (from 3% to 25% of turnover 2015 Philips Ukraine)
• created and implemented a commercial strategy for CIS region (9 countries, 20+ customers) aligned with brand strategies, the long-term goals and priorities
• built up from scratch all business processes: sales, finance, marketing, logistic
• managed and controlled trade/discount budget to ensure efficient investments
• built strong and productive partnerships with distributors' teams
• took part in opening the local office in Georgia (Tbilisi) and legal entity: obtaining permits, bank accounts, etc.

Responsibilities

• execute the business expansion and a strategic market development plan (CIS region) in line with the global strategic direction, in partnership with key internal stakeholders (product teams, marketing, finance team, legal, support, etc.)
• partner with the local distributors in building annual plans ensuring integration of the Philips brand strategies into all trade channels and including quantitative and qualitative targets such as distribution, listing, merchandising standards, shelf share target, picture of success, strategic pricing positioning, temporary price reduction, trade education and motivation programs, etc.
• support and guide local commercial teams in building a partner portfolio, creating new business opportunities and initiating partnership collaborations
• acts as the key point of contact for all communications and business matters
• complete accountability for the P&L of the entire CIS region

• led the team of KAMs and sales representatives (50+ people)
  
• boosted sales by more than 10 times by the business expansion in new sales channels, attracting new customers and implementing best practices in the emerging coffee market