Працював в 8 компаніях   13 років 9 місяців

FMCG, IT - консалтинг / Послуги / Виробництво устаткування, Торгівля роздрібна / Retail, Торгівля оптова / Дистрибуція / Імпорт-експорт

Channel Deployment Strategy Lead

Philip Morris International – Slovakia, Bratislava

FMCG

1 рік 6 місяців

02.2023 - 08.2024

  • Achieved P&L efficiency grow on 30% in 2023 vs 2022 by leading the audit and evaluation process of staff efficiency in Direct Retail (IQOS stores). Proposed interaction model significantly streamlined OPEX.
  • +10p.p. in H1’24 vs H2’23 in IQOS KIT to LAS sales in indirect retailer partners stores thanks to effective management of Proximity Model (Performance analysis, potential for activation, alignments with key stakeholders. B2B programs activations, consumer engagement programs)
  • NPS rate - 9 (from 10) for KPI national tool (90+ employees) by building and orchestrating the process in innovative way with minimum resources, high level of ownership and independency.
  • +230 (+15% active rate) active Digital Trade Activation POS in H2’23 vs H1’23 via close cooperation with central HQ (Swiss/Prague), marketing and field sales managers (regular visits).
  • +2.1p.p. PMI Brands share of market in H1’24 vs H2’23 via creation and leading Brand Focus Portfolio Management Tool (in excel) – fundamental base for marketing strategy and KA teams (to plan, decision making regarding launches, delisting and KA contract management).
  • Set up from scratch the process of market observation and data collection for P4 disposable vapes/closed system (P4) and nicotine pouches (P5) brands.

Commercial Planning Activity Lead

Philip Morris International – Ukraine, Odesa

FMCG

1 рік 4 місяці

09.2021 - 01.2023

  • Rank 1 in KPI/OPI fulfillment in 2022 ranking (vs rank 3 in 2021) among from 4 BU in Ukraine thanks to integrating, adapting and successful leading the innovative Agile Project Management into the PMI business processes. Creation the system of KPI setting, priority settings, alignment with local sales managers, analysts team management, monitor and control execution of field period activities, identify and highlight opportunities and areas for improvement.
  • 99% (+3% improvement vs 2021) of budget (>6 Mio USD) utilization in 2022 by effective building, maintaining and synchronizing commercial processes among regional teams (Commercial and deployment Plan creations and support in implementation, quarterly Rolling of Forecast, Efficiency and ROI activities calculations)
  • Achieved 84% (+3p.p.) company NPS (120+ employees) thanks to creation, development, integration and effective management of Gamification (on SalesForce platform) based on 3 main streams: Goals Enhancements, Business Optimizers, Self-Developments.
  • +18% ROI increase in Key Accounts contracts by cause of integrating variable part into – pay for performance condition.
  • Led the regional sales teams in contingency plan preparation in case of potential main distributor disruption, handling, OOS correction, volume generating programs creations for different levels of retailers. Responsible for business processes re-start after full-scale invasion in April 2022.

COMMERCIAL PLANNING Executive

Philip Morris International – Ukraine, Kyiv Headquarters (HQ)

FMCG

1 рік 5 місяців

03.2020 - 08.2021

  • Significant contribution in 595 settlements (2.1K POS) activation with IQOS and lil Solid sales and Service owing to the effective cross-functional collaboration within PMU teams (KA, IT, Digital, Trade activation, Trade Marketing, Procurement, Finance, Distribution, Business Intelligence, Legal, Regional FF). Indirect retail blueprint preparation, activation tools set up (Virtual Guided Trial on DTE platform, Viber Bot, Integration to customers CRM), regular management updates and alignments.
  • Reached 40% of total heated tobacco devices sales thanks to lil Solid successful market launch. Effective project management orchestrating and teams activation (budgeting, briefings, commercial project reviews, alignments, approvals, POS marketing materials ordering, logistic and delivery management)
  • -22% LODG (loss on goods destroyed) by initiating, agreeing and developing blueprint with optimal selling principals for retailers via delivering by FF teams.
  • 10+ successfully finished projects (IQOS price changes activities, brands promo supports, new product launches in the market, leads generation, device lending expansions, product visibility solutions, pay for performance and volume generated activities, etc.) thanks to ensured commercial process synchronization among 200+ colleagues from different departments and territories.

Digital Trade Activation and Engagement Executive

Philip Morris International – Ukraine, Kyiv Headquarter

IT - консалтинг / Послуги / Виробництво устаткування

2 роки 3 місяці

11.2017 - 02.2020

  • Achieved significant improvement of field force efficiency (5K of hours monthly saved and allocated to other business priorities) thanks to scaling of digital way of B2B collaboration – led the transition from TaskApp to SalesForce system (15K POS -> 27K POS).
  • Reached +17 p.p. in DTE business task execution by retailers owing to educational program for PMU Supervisors (DTE Academy & workshops preparation and leading), motivational programs creation for FF, online reporting development, aligning with management focus on this KPI.
  • Gained 95% of retailers NPS thanks to E-catalogue integration in remuneration process, blueprint preparation and updates for all teams, participation in loyalty program development, program interface upgrades.
  • +70% ROI increased thanks to the remuneration matrix development, smartphones/internet cost optimization, streamlined amount of field force visits to POS.
  • 3.8K retailers were activated with innovative tool (Video Retailer Advocacy program) for brand awareness building owing to my leading the process and orchestrating the teams and departments.
  • 130 hostess activated on newly created approach (Video Hostess0 – led the process of transfer from standard approach,

Commercial Activity Planning Supervisor

Philip Morris International – Ukraine, Center (Vinnitska, Cherkasska, Kirovogradska obl)

FMCG

11 місяців

11.2016 - 10.2017

  • Build the team for newly created region
  • Achieved KPI rank 1 (among 3 regions) in Business Unit South thanks to qualitatively organized and effective leading of 3 Supervisor’s teams in newly created region (30+ employee) by setting up KPI system, reporting, audits, motivational programs, budget management.
  • Saved leading PMU positions on the distributor sales points owing to timely defined territory business problems & opportunities (BPWATS) and developed Territory Business Development Plan – for 3 Ukrainian oblasts.
  • Significantly improved Visibility Platform quality of the region by planning, budgeting for replacement and expansion of permanent materials (WalkIn backwalls and kiosk lightboxes), orchestrating involved teams.

Territory Supervisor

Philip Morris International – Ukraine, Dnipro

Торгівля роздрібна / Retail

10 місяців

12.2015 - 10.2016

  • Achieved KPI rank 2 (among 5 SPV sales teams) in region Dnipro thanks to timely hiring, educating, successful coaching and productive supervising of 10 direct reports.
  • 2 of direct reports were promoted to the highest positions 2 successfully passed probation period due to my contribution on their development.
  • +2 p.p. PMU share of market growth in local key accounts via effective chains’ management and close relationship building with main responsible persons.

Distribution Channel Executive

Philip Morris International – Ukraine, Donetsk, Lugansk

Торгівля оптова / Дистрибуція / Імпорт-експорт

2 роки 1 місяць

10.2013 - 11.2015

  • Reached +7 p.p. PMU share of market in 2014 during military actions in Donbass thanks to fruitful contingency plan development, effective local key distributors management and close relationship building with main responsible persons.
  • Achieved leading positions on 3 national distributor vending points (Megapolis warehouse) due to effective collaboration with distributor agents, safety stock management, creation motivational and volume generated programs.

Field representative

Philip Morris International – Ukraine, Donetsk, Odesa

FMCG

2 роки 9 місяців

12.2010 - 09.2013

  • Achieved rank 1 in KPI scoring system on assigned territory in 2011-2012 among 50 field representatives by make regular visits to retail points of sale to ensure proper distribution of PMU’s brands, execute merchandising, program realizations.
  • Was successfully selected as TOP 10 UA representatives (from 250) for development and deployment innovative Territory Management approach in Odesa region with further deployment and expansion as ambassador in home region in 2013.

Ключова інформація

Sales management,
Project management
People management
Business management
Business analysis

Навчався в 1 закладі

Donetsk National University of Economics and Trade, Ukraine

Finance

Донецьк, 2010

Володіє мовами

Англійська

поглиблений

Російська

рідна

Словацька

нижче середнього

Українська

рідна

Курси, тренінги, сертифікати

Brand Accelerator learning program

Global Online led by XEIM, 2024

  • Global Brand Development
  • Commercial Engine
  • Portfolio Management
  • Brand Management
  • Customer ServiceCustomer 
  • Communication 
  • Project Management
  • Fast-Moving Consumer Goods (FMCG)
  • Customer Experience
  • Marketing Strategy
  • Customer Acquisition
  • Retention Strategies
  • Pricing Strategy
  • Digital Strategy
  • Sales Strategy

Додаткова інформація

Відстрочка

Наразі проживаю в Словаччині і відкритий до гідних пропозицій. Можливість дистанційної роботи. У разі необхідності можу роглядати повернення в Україну, бо маю право на оформлення відстрочки від мобілізаціі. Багатодітний батько (дітям 10, 6 і 0 років).

Водійське посвідчення

Категорія В. Активний досвід керування авто на мехінічній та автоматичній трансмісії: 15 років і понад 400 тис пробігу

Комп'ютерні навички

Досвідчений користувач MS Office (especially Excel). Tableua, PowerBI Salesforce

Захоплення та інтереси

Подорожі (відвідав понад 30 країн світу). Знаймства з цікавими особистостями. Спорт (футбол, баскетбол, workout)

Mykhailo

CEO, COO, Manager business development

Київ

36 років

повна зайнятість

Характер роботи: віддалена робота, гібридна, в офісі/на місці

Оновлено 1 місяць тому