Currently leading a sales team of 23 members (4 KAM,16 RSM/TM + 3 people support functions.

Developing and implementing motivational systems

Developing and implementing quality distribution strategies.

Managing projects aimed at increasing sales volumes and market share.

Key Achievements:

• Achieved year-over-year growth of 7% in 2023 and 9% in 2024, despite a declining confectionery market (-20%).
• Maintained and increased monthly sales volumes to 800-900 tons while expanding market share.
• Consistently met EBITDA targets, maintaining margins at 40%+.
• Successfully built and motivated a fully effective sales team.
• Launched additional export projects, including expansion into Moldova.

• Analysis and evaluation of management system and economic and financial indicators
• Evaluation of opportunities to increase turnover and profitability
• Development of strategic and action plans for one-three-five-year periodsLaunch of a new business model and implementation support
• Supervision of the management team

Major Achievements:

• Identified potential for turnover growth (+250m)Identified additional areas of profit growth (service militance +20 m; e-commerce +10m)
• Created a roadmap for brand development (marketing)
• Developed new organizational structure outlining new or modified roles and responsibilities of staff with detailed job descriptions (60 employees)
• Found areas to increase profitability (pricing, monitoring of target costs)

Area of responsibility:

CIS countries & Ukraine strategy management (Essential care & Self-care business)

• Meeting targets for sales and coverage
• Building and individual development strategy for the three levels of countries LEAD/SUSTAIN/SUPPORT
• Adjustment of roles and functionality of employees
• Creation of additional efficiency classifiers Management of local teams (more than 150 employees and 15 managers)
• Creation of a model for increasing market share and brand developmentLaunch and implementation of an updated business model
• Allocation of investments and control of efficiency

Major Achievements:

• Timely launch of the updated modelIncreased economic efficiency (+ 7%)
• Targets met 100+%

Area of responsibility: NATIONAL SALES

Design and support of the implementation of the strategy of the sales department.

Direct and indirect management of the sales team. (RSM (4) TSS (20))

Ensuring implementation of the sales plan, growth performance and share of the territories

Fulfillment of distribution targets (N\W)

Analysis and assessment of the resource state of the field structure, generating motivation.

Realization of company's goals in projects and standards

Allocation of investments aimed at development, control and implementation.

Engagement in training programs, providing trainings and consultations.

Strengthening the cross-functional interaction within the field structure

Standardization of approaches to the evaluation of regional teams (growth chart)

Major Achievements:

• The strategy was finalized, based on the results of road map 97%.
• The sell-out plans were overfulfilled following the every year results
• More than 30% growth compared
• The team performs KPI more than 100%
• Launch of two waves of self-expansion of the team Self-care (800 k USD add turnover plan)
• Ensuring extra growth of 2 main categories in Mass business
• Launch of the project of interregional cooperation (TSS Academy)
• Launch of the project of field implementation of regional growth charts

Area of responsibility: NATIONAL PROJECT.

Design and launch of an alternative business model

Development and implementation of sales team activity design

Development and launch of necessary structure of the sales department

Structuring processes inside the company, diagnostics and adjustments

Ensuring and configuring cross-functional interaction

Strategic planning of sales and profitability

Increase the level of efficiency and profitability

Increase the level of specialized training of sales staff

Automation and improvement of activity tools

Major Achievements:

• A new structure has been created, staff roles have been updated (adapted by 25%)
• Processes and tools have been improved (measurements have shown an acceleration of 10%)
• Focus on category AB customers structured the operation of FF (clear DB)
• Creation of up-to-date metrics and KPI for the sales department
• Design frequency and visit duration identified demonstrated time savings (15%)
• The new model (RTM) had an impact on sales turnover from 5 to 10% per year.
• Changes allowed to expand the sales team (+50)
• Establishment of the University (a structured system of education)
• Project regional development groups have been formed
• The maps of the regions with areas for development have been created
• A new approach to field work (using a tablet PC) has been implemented
• Reporting is highly automated (WEB interface BI)
• A steady growth of secondary sales is ensured + 25% annually (2014-2018)

Area of responsibility: National

(18 chains indirect contract)

Managing the team of KAEs (6), interaction with the field service

Implementation of sales and distribution plans

Negotiating with customers and signing contractual terms

Managing the development of product categories and assortment in chains

Budget and profitability management

Professional development and training of employees

Implementation of company standards in customer work

Major Achievements:

• Revised, signed and implemented contracts with all KA clients
• Sales growth made up 27%
• Monthly implementation of plans more than 100%
• Establishment of the system of management of promo activities
• Launch of the project for the transformation of KA department
• The format for assessing the capabilities of KA customer's (GFR) was created
• The national design of sales analysis and possible level of investments was developed and implemented (cross-functional project)

Area of responsibility: Ukraine

(Chains: Novus, Auchan, Billa, Metro, Fozzy, Regional chains)

Development of sales and company standards in KA chains

Managing the team of KAMs

Implementation of sales and distribution plans

Negotiating with customers and signing contractual terms

Managing the development of product categories in chains

Budget and profitability management

Major Achievements:

• Contracts were signed and implemented with all KA clients
• Sales growth made up 19%
• Monthly implementation of plans was more than 100%
• Costs of non-profitable promotional activities reduced
• Project with Auchan to support the availability of assortment on the shelf
• Category management in Billa chain + 17% growth in sales of the social group.

The national design of planning and conducting trade promotion activities was developed and implemented. (cross-functional project)

Area of responsibility: Ukraine

(Chains: Watsons, Epitsentr, Novaya Linia, Cosmo, Billa, Megamarket, Regional chains)

Development of sales and company standards in KA chains

Implementation of sales and distribution plans

Negotiating with customers and signing contractual terms

Managing the development of product categories in chains

Budget and profitability management

Major Achievements:

• Contracts were signed with all KA customers (before planned dates)
• Sales growth made up 31%
• Costs of non-profitable promotional activities reduced
• The assortment has been expanded and the matrices specified + 11SKU (growth + 21%)
• Project with Watsons, creating a new category (UWH) + 800k UAH
• Category management in perfumeries + 7% sales growth WH & Baby
• The design of planning and conducting trade promotion activities has been developed.

MTM

Area of responsibility: Ukraine. Location: Kyiv.

(Chains: Epitsentr, Cosmo, Novus, EVA, Silpo, Ekspansiya)

Expanded the company's business in Ukraine.

Executed operational sales planning for the retailors on the territory.

Carried out primary and secondary sales according the company's plan.

Decided and oversaw correct execution of trade terms and conditions in the KA.

Planned and controlled the distributor's work in the chains according to KPI of the company (primary, secondary sales; bill receivable; assortment distribution).

Implemented business planning of the distributor's and company activities in the chains.

Handled the assortment.

Managed the company's sales department personnel (recruitment, training, assessment).

Major Achievements:

• Achieved 52% secondary sales growth in national and local networks 2010.
• Fulfilled primary and secondary sales according to the plan by more than 100%.
• Signed contracts 2011 with all key network clients, 100% execution.
• Achieved agreement on shelf share and availability
• Ensured the realization of the national plan of promo activities and budget.

MTE

Area of responsibility: South region (Odessa, Mykolaiv, Kherson, the Crimea).

Location: Odessa

Expanded the company's business in the South region.

Executed operational planning for the KA retailors on the southern territory.

Carried out primary and secondary sales according the company's plan.

Made agreements and oversee correct execution of their terms and conditions.

Planned and controlled the distributor's work in the chains according to KPI of the company (primary, secondary sales; budget control; N and W distribution).

Implemented business planning of the distributor's activity in the national and local chains.

Handled the assortment.

Managed the company's sales department personnel (recruitment, training, assessment).

Major Achievements:

• Achieved 22% secondary sales growth in national and local KA.
• According sales plan by more than 100%.
• Signed contracts 2010 with all KA clients, 100% execution.
• Achieved agreement on shelf share and availability in all networks
• Implemented the system of mutual settlement. Chains with bad debt reduced to 3%.
• Ensured the realization of the national plan of promo activities.
• Developed and signed an optimal trade marketing activity plan with 100%.
• Implemented the system of budget management (P&L)

Area of responsibility: Mykolaiv, Kherson

Expanded the company's business on the territories of Kherson and Mykolaiv.

Structured the work of the distributor.

Controlled and analyzed the tasks and goals set to the distributor.

Implemented business planning of the distributor's activity.

Generated motivation to achieve key indices: N&W distribution, dominance over competitors.

Major Achievements:

• Grew secondary sales by 60% up to 4000000 per month.
• Fulfilled the yearly plan (IOP), by more than 100%(every year).
• Increased the distributor coverage by 45% working with untraditional sales outlets.
• Implemented the plan of development by channels and categories on the territory
• Implemented ESF standards for the sales department
• Developed and implemented the efficiency system of visits to the sales outlets

Ensured the presence Must SKU List in sales channels and outlets