LVMH Perfumes&Cosmetics

Area Manager Republics CIS/CA/Commercial manager Ukraine

Reporting to LVMH Area Director Ukraine, Kazakhstan and CIS Republics based in Moscow, RF

Azerbaijan, Georgia, Armenia, Moldova, Belorussia, Central Asia (4 countries) => 9 countries

15 retailers

100 doors

Ukraine

4+ retailers

120 doors

Creating and working out retailers' strategies on brands development and consumers' approach based on local market peculiarities, business status and potential.

Investments split by brands and P&L organization.

SALES AND BUSINESS ANALYSIS

1/ Sales targets setting/yearly bonus system set up=> Sell-in/Sell-out/Stock equation per retailer

3/ Monthly SI/SO/Stock performance analysis and outlook=> by brand/by SKU/by retailer

4/ Stock analysis and action plan=> by retailer/by sku

5/ Data analysis monthly=> VMS dynamics, rankings, chains performance, category performance etc

6/ Distribution management and doors categorization and authorization

NEGOTIATION AND CLIENTS MANAGEMENT

1/ Annual business negotiations - yearly (Cannes travel retail exhibition, Summer Distribution conference, Kyiv)

2/ Quarterly business negotiations - all regional retailers involve

3/ Market visits and business status updates meetings - quarterly/monthly

LEGAL/CONTRACTS

1/ Renovation/re-issuing of all zone retailers'/distributor contracts in 2017-2018

2/ Managing zone contracts and addendums

TEAM MANAGEMENT

1/ Business analytics team management (2 analytics) -forecasting, data analysis, reporting, business analysis

2/ Sales team management: Ukraine (4 regional representatives)/Georgia (1 trade representative):

• re-organization of the team and it's re-targeting
• KPIs/targets setting and follow up
• strategic development

3/ CIS Republics marketing brand teams (3 marketing managers, 3 trainers, 18 BAs): marketing/trade marketing, distribution, retails specifics, local adaptations, assortment, PR events

TRADE MARKETING

1/ Trade Marketing support and activities calendar negotiation/set-up/follow-up/execution for the zone (all clients involved)

2/ Novelties Launch plan setting and execution

2/ Performance follow-up and analysis

LOGISTICS

In close cooperation on a daily basis following ordering/delivering process and creating a shipment calendar and new ordering follow-up system

L'OREAL Ukraine. Group Brand Manager L'Oreal Professionnel, Kerastase, Decleor

Reporting to General Manager DPP, Ukraine

Managing 3 brand teams including product marketing, trade-marketing, education.

• Marketing strategies development for BTC through BTB professional products business;
• Market research overview and clients insights analysis to experience new market possibilities, brand awareness, competitors analysis;
• Creation of local marketing content and projects for launches and basic assortment;
• Full 360 launch support: Digital contents and SMM, PR, events, promo's and BTL animations, merchandising tools, education facilities;
• Assortment strategy and category management;
• In-salon brand visualization, including all types of materials, providing full brand presentation and consumers' awareness;
• CRM program launch.
• Budget Plan/Marketing budget plan and half a year revision preparation and presentation;
• Sell-in/Sell-out/Stock target set-up and calculation, Returns, A&P, P&L - in cooperation with finance and controlling
• Pricing strategy;
• A&P expenses planning, calculation, tracking by brand/by client/by month according to Initiative/Launch year plan.
• Cooperation with sales teams, negotiation with KA clients, creating individual programs of investments and business development;
• preparing and organizing educational events and testing, presentation of marketing plans and sales tools;
• Distribution knowledge and optimization;
• Sales teams KPIs improvement and follow-up.
• Education team management, hairdressers/cosmetologists learning programs development;
• Cooperation with hairdressers schools and academies, creation of special event in POS;
• Creation of education materials and content for sales team, applying special approach to be consistent with the strategy of the brands;
• Education team KPIs improvement and follow-up.
• Logistic forecast accuracy management and improvement;
• Novelties forecasting and supporting materials planning;
• Monthly analysis of the stock situation and by-franchise prognosis.

LVMH Perfumes&Cosmetics, CIS Export Department

Marketing Manager Dior and Guerlain in Azerbaijan, Armenia, Georgia, Moldova, Belarus;

Turkmenistan, Uzbekistan, Tadjikistan, Kirgizstan starting from June 2015

Reporting to LVMH General Manager Ukraine, Kazakhstan and CIS Republics

1. Marketing/Sales budget management

- Budget Plan/Marketing budget plan and half a year revision preparation and presentation for Dior and Guerlain (by-country) - Sell-in/Sell-out target set-up and calculation, Returns, A&P, P&L - in cooperation with finance and controlling

- A&P expenses planning, calculation, tracking by brand/by client/by month according to Initiative/Launch year plan

• Promotion specific to the trade events and activities - strategy and budget planning, preparation, follow-up, profitability analysis and research
• Sales forecast and targets set up and completion - sell-in/sell-out/stock equation management by client - in cooperation with Commercial and Business Development team
• P&L analysis on a monthly basis by brand/by client/by country - reporting and presenting to head-offices and teams (Dior and Guerlain, France, Paris)
• Budget spending and profitability analysis and control of full-line authorized shops on monthly basis
• Pricing strategy and RRP set up and analysis in 6 countries - local specifics, competitors analysis, market estimation

1. Brand Marketing Plan, Initiatives, Visibility management

• Adaptation of Global Initiatives Launch plan considering local peculiarities, depending on the country, culture, traditions, consumer needs, but with strong brand DNA, brand positioning, requirements and guidelines following for 6 markets
• 360° launch/initiative support: decoration and support with different kinds of equipment and brand furniture production (local in cooperation with production agencies and central in France)
• Promotion specific to the trade events and activities - strategy, direction, preparation, follow-up, execution profitability analysis
• External agencies cooperation: animation activities, BTL, sprayings - organization and grooming
• Marketing communication: CRM, Digital, Media, PR, Events and presentations - local magazines and international publishing and agencies, participation in Digital brand trainings
• Market research overview to experience new market possibilities, brand awareness, competitors analysis
• Dior and Guerlain novelties forecasting and follow-up with clients, forecasts checking and revisions, orders control and logistic (close cooperation with logistic department) - on the monthly basis
• In-store Support Follow-up - visualization project , merchandising by shops, stock tracking, Power Assortment management by SKU/by POS

1. Negotiation management

• Negotiations with 11 clients - Brand Strategic and Marketing/Trade-Marketing plan presentation and implementation (Local presentations, TFWA World Exhibition & Conference, Cannes participation http://www.tfwa.com/)
• Brand presentations preparation and sharing with both head-offices in Paris (2 times per year) and all clients in 6 countries
• Cooperation with brand head-offices in France. Presentation of best practices and projects to Marketing European teams
• Brand positioning and brand image set up in the region considering local peculiarities and needs

1. People/project management

• Managing the team of 6 people: Dior/Guerlain trainer, 3 trade reps/BC in Azerbaijan, Belorussia, Georgia, 2 logistic coordinators
• Trainer's/BC activity - Trainings/VIP clients clubs/ Make-up classes and workshop for BC/Clients days/BCs attestation and categori

EIDOS International Charity Foundation for Contemporary Art

Director

1. Gallery/Foundation management (3 subordinates).
2. August - September 2010 - MAGNET group international art project management (Carpathians - Kiev) - 18 artists from 13 countries. Budget handling, project PR organization - press/post releases, communication with press/TV, exposition preparation, opening ceremony, post-project support.
3. November 2010 - Art Point Donetsk-SCM, group international art project management - 13 artists from 10 countries. Contracts preparation and handling, budget assessments, tracking and control, project coordination and support - exposition preparation handling, catalogue preparation, post-project support.
4. Preparation and organization of 3 exhibition (STVOL - group exposition of video installations - October 2010, Autumn Salon - September 2010, Mamsikov Vladislav - Shower cabin retrospective exhibition - January 2011). Management, PR, administration, catalogue preparation.
5. December 2010 - Auction (Carton&Paper) organization and execution.

In-store Innovations department

Consultancy, Merchandising, Promo programs manager in Ukraine

Double-Reporting to District Managers, Marketing strategies and planning dep., Kyiv, Ukraine and Group Leader Manager, Moscow, RF

1. Promo project , Ukraine- launch of the program on the territory of Ukraine, program support - budget assessments, documents flow, promo executions at the local level;
2. Consultancy project - project leading and tracking; budget control and distribution, work with executing agency on the project developing and innovating;
3. Merchandising project coordination - project tracking, budget control, and work with executing agency on the project developing and innovating.

Sector Coordinator in Marketing Strategies and Planning dep., Laundry, Paper, Baby Sector

Reported to Sector leader, MS&P dep..

1. Organization of BTL sector promotions, work with BTL agencies during promo activities and its preparation, including negotiation with Purchasing and Accounting Departments, documents flow, logistics of the incentives;
2. Work with free product issuing and negotiation with the distributors in order to create and implement an appropriate standard system of free product issue process development;
3. In-store ads materials design, ordering, delivery and production follow-up;
4. Laundry Distributors Contest leader - organization, rules, control. Development/adaptation of all the necessary template form of P&G internal policy controlled documents for orders and organizing the winners rewarding vouchers of different types;
5. Participation in DPSM Corporate Project implementation.

During my first assignment with P&G, I was acting as Functional/Administrative/HR Assistance to Customer Business Development dep., National Accounts District.

1. Preparation and organization the CBD Initiative meeting for 150 participants from Ukrainian CBD team and distributors representatives, JFM, December'05
2. Preparation and organizatio the NA Initiative/District meeting for 30 participants from Ukrainian CBD NA team
3. Followed-up the Bundling programs - orders/Buying Requisitions issue, designs, production and logistics of the manipulation materials
4. Tracking the NA team by customer reports, Shelf Share and Value Share monthly basis reports and created the NA by brands report, updated on the monthly basis.
5. Created an enlarged Organizational chart which includes the distributors, multifunctional team and people outside Ukraine information

I was responsible for foreign trainees' selection, reception and welcome. Ukrainian culture and tradition knowledge, educational and Kyiv sightseeing preparation and execution for the trainees