Purpose of my role: Manage product portfolio distribution in Ukraine

Main responsibility areas:

Building effective off-line distribution - sales strategy, national Key Account management, Field team management, trade marketing (POSM, Trade programs).

On-line sales - own e-com (SEO), Marketplaces (Rozetka, Allo, Prom), Instagram (SMM, influencers), Call-center.

Brand marketing - marketing campaign development & deployment, Price positioning

Sales forecast, company P&L

Purpose of my role:

Develop and implement marketing strategy aimed on building awareness of company products and further consumers acquisition.

Develop and ensure the implementation of general and regional strategies and initiatives for innovative activation of consumers and perception of IQOS as premium product with best in class service across all trade & communication channels.

Main responsibility areas:

• Manage chain of IQOS brand retail stores (7 stores in Kyiv located at biggest shopping malls). Retail team (about 100 sales experts in 2-layer organizational structure) governance, performance management, customer care activities. Analysis of retail real estate, negotiations with developers to ensure the most favorable rental conditions
• Direct sales team management. Full sales cycle from generating leads to sales and post-purchase support
• B2B collaboration with Horeca & Events channel - negotiations, joint projects, creating innovative toolbox for B2C activities
• Establish performance management process in the region so that it has tangible results and ensures the implementation of key performance indicators.
• Plan and control investments necessary for the implementation of plans and regional development strategies. Ensure regular assessment of the quality and quantity of used resources in order to ensure their maximum effectiveness, allocate the tasks and work load taking into account their scope and complexity.
• Business partnership - building and maintenance of strong relations with involved external clients: owners of the trade institutions, HoReCa and Events, barbershops and beauty salons, heads of lease departments in shopping centers, managers, agents and contractors, suppliers of the third parties, opinion leaders and brand ambassadors.

Main achievements:

• IQOS & Heets launch in Lviv. From 0 consumers base up to 20% Medium+ share of the market in 2 years
• Doubled the market share in Kyiv in less than 2 years.
• Successfully implemented NPS across all channels which helped to engage all frontliners and direct teams to ensure best possible service for consumers
  

Developing and deploying brand & consumer activation in line with Territories business development plans:

• Leaded development of P2P communication channel (brand ambassadors/opinion leaders). 2 full-fledged campaigns implemented with
• Created 5 event toolboxes for 3 core brand families in Premium & Medium segments.

Developed HoReCa channel strategy on the National level, established excellent execution of promotional programs/events in HoReCa by regional teams aimed at consumer acquisition:

• B2b relationship building program re-launched. Top-20 HoReCa owners participated in the program. Organized & conducted hospitality industry experiential trip to Hong-Kong, 2011
• New cooperation model with BTL agency launched, which reduced activation cost by 17%

Achieved leadership positions of Premium portfolio products through HoReCa channel in Area North (Kyiv, Kharkiv, Lviv). Communication strategy in the HoReCa channel on assigned territory developed & implemented.

Achieved exclusive presence in 82% HoReCa among Top-100 on respective territory.

Direct reports - 5

Indirect reports - around 70