Education
1995-1997 - South Carolina University, Darla Moore School of Business, Master of International Business Studies ( MBA )
1985 – 1990 Moscow State Linguistic University ( former Maurice Thorez Institute of Foreign Languages )
Professional Experience
05.2006 – «Planet Health – 2000”, Russian manufacturing company, Moscow
Managing Director
• Performed thorough business analysis and identified key problem areas;
• Developed long term business plan with KPIs and resource requirements, definition of sales volume, growth (relative to the market ) and market share, budgets at a given rate of profitability; made quarterly reviews;
• Determined optimal price based on demand elasticity analysis for specific product category which would result in high competitiveness and profitability, consistent with product positioning on the market
• Made customer analysis setting monthly and yearly targets for each client, pricing and bonus policy depending on volumes and discipline of payments; introduced consistent pricing policy resulting in return of several major customers;
• Reduced the risk of focusing on few national clients by increasing customer base through regional distributors; switched small cost-ineffective customers to secondary market;
• Found financial instruments to increase working capital and finance recurrent gaps in cash flows; identified additional income opportunities through external production orders in order to better utilize production capacity;
• Developed marketing strategy for current and pipeline products, key messages and ensured consistency of all advertising tools with this strategy;
• Found solution to communicate key messages within new challenging regulatory environment, significantly limiting promotion possibilities of the product ( by focusing on unique active substance and making it main competitive advantage of the company ). This enabled to achieve synergies in building up other company brands based on this active ingredient;
• Defined responsibilities for each department and key managers, criteria for their performance measurement and bonus, identified needs for additional training; set up procedures for interaction and communication between departments
• Identified most favorable markets for export in terms of the return on marketing investment, started joint promotional programs with company’s partners there
12.2003 - 11.2005 Bionorica AG, German manufacturing company, Moscow office
• Collected and analysed market data for relevant markets (Russia, Ukraine, Belarus, Uzbekistan, Kazakhstan, Georgia, Baltic Republics – Lithuania, Latvia, Estonia), determined portfolio composition and strategy for each country, including market share, sales growth and volume objectives, marketing contribution. The company in this regions showed record 30% growth vs previous period;
• Proposed effective sales force structure and its allocation according to economic potential and prospects of particular geographic regions; introduced quantifiable and objective criteria for sales representatives’ performance evaluation, mechanisms for their measurement;
• Personally conducted regular training sessions of sales representatives, marketing and sales managers on effective sales techniques; marketing tools available in their job, earning the reputation of the best „school for sales representatives“ in the industry; as well as among other subsidiaries of the company;
• Developed joint promotional programs with wholesalers, found solution to motivate small retailers in a cost efficient way
• Projects: successful launch of several products in CIS markets, double digit unmatched growth during this period of time, CRM system introduction, new visual identity for all product lines, unique promotional programs on retail level; introduction of customer focused selling techniques on sales calls, advertizing campaign effectiveness measurement methods
09.2002 – 11.2003 Rospak AG/Klinger Gmbh/ Austrian Packaging Equipment Manufacturer , Moscow office, Russia
Business Development Manager
• Built up customer base in Russia, developping client/service portfolio
• Managed and on-going development of Key Accounts for customer retention and loyalty and to provide a world class service function
• Full B2B marketing function: from positioning of the company among similar product suppliers to execution of selected marketing approaches in ATL and BTL strategies
08.1997 - 09.2001 Schering Plough Corp, Moscow, Kenilworth
Business Unit Manager
• Managed business unit with six major products total sales of 5 mln US dollars;
• Developed marketing and sales strategy fort he whole group of products within given budget;
• Supervised, hired and trained sales representatives
• Worked with key opinion leaders
• Launched and relaunched products, designed national media campaigns
• Reconciled conflicting products in the portfolio due to targeting different target audiences; launched premium class product ; developed new brand platforms for all products united by one „umbrella“ brand
• Worked on rotation in the US sales organization managing the territory of Brooklyn
07.1994 - 04.1996 PepsiCo Wines and Spirits International, Moscow
Operations Manager
• Coordinated production for export by six distilleries;
• worked with suppliers to ensure timely implementation of quality control program and adherence to packaging standards;
• facilitated ordering and installation of bottling line equipment from German, Austrian and Italian manufacturers working with teams of engineers
Additional Education and Other Information
1998 - Spanish Language Course Ñentro Linguistico Fransisco Maroquin, Guatemala
1999 - Intensive Course of German: MIGROS School of language training, Switzerland
2000 - Bauman Technical Institute, Microsoft Certified Technical Education Centre
Training course „Web Marketing“ Promotion and advertising campaigns on internet
2004 - IQ Centre, Moscow, Russia „Effective corporate model of pharmaceutical sales techniques“ Seminar
2004 - Management Training International, Moscow, Russia
Training course: „Professional customer focused selling“ Selling techniques, advanced level
2005 - Management Training International, Moscow, Russia
„Advanced Practical Thinking Training“, „Six thinking hats“ by Edward de Bono
Conflict avoidance and resolving techniques at corporate meetings, business negotiations
2005 - Management Training International, Moscow, Russia
„Effective Managerial Decisions in Marketing“
2005 - Akademie fur Fremdsprachen und Wirtschaft“, Moscow, Russia „Grundkurs Deutsch“
Basic course of German (132 hours )
English: fluent; French, German, Spanish: basic knowledge
Advanced PC user
Highly intelligent, aggressive and goal-oriented, good networking skills and ability to deliver high quality results; strong interpersonal and communication skills |
