• Development and implementation operational strategies tho achieve companies objectives and improve efficiency

• Collaboration with the executive team to develop and implement the organization’s strategic plan

• Financial and marketing strategies development and further control of their implementation

• New business partners and blood centers attraction

• Donor days organisation

• Leading distributor business in Ukraine: market evaluation, distributor selection, and appointment

• Full P&L and strategic responsibility for the market

• Commercial, distribution, and go-to-market strategies planning & development

• Key Account strategy definition and development: assortment definition per channel and account, listing priorities, Key Account relationship management, annual negotiations, JBP development and implementation

Achievements:

• Ten times revenues and profitability growth since the year 2016 by creating a reliable and well-motivated distributor team, proactively working and coaching of the distributor sales team ( ~ more than 20 people throughout the Regions of Ukraine), developing and rolling out country sales & marketing strategy to transform Lindt vision into tangible results

• Profitable business as of day one for five consecutive years

• Lindt value share achievement:

- Tablets: 1.2% market share in Ukraine in 2021 compared to 0.06% in 2016

- Pralines: 0.4% market share in Ukraine in 2021 compared to 0.03% in 2016

• Management & development of partners’ franchised stores

• New stores opening according to company policy requirements (5P implementation)

• Trade marketing activities development and implementation

• Field force trainings

• Management and development of National and International Key Customers (Fozzy Group, Metro, Auchan, Billa, VK)

• Achieving companies targets in terms of Net Sales, Margin, Gross-to-Net, SOS

• Annual negotiations, T&C, direct contracts signing with Key Customers

• Promo activities development, implementation and further ROI analysis

• People management and development: 3 Key Customer Specialists

• Achieving the distribution targets through efficient management of distributor, Key Accounts and regional development of business (increasing number of POS)

• Management and control of distributor’s activities - sales and distribution objectives, retail coverage targets and expansion plans with supporting programs from L’oreal side

• Negotiations of the major contracts with Key Accounts – selling terms, retail pricing, sales volumes

• National and Local Key Accounts management through development and implementation of Key Account standards according to L’oreal’s policies

• Developing, implementation and control of exclusive activities for Key Accounts

• People management: supervising, training and developing the regional commercial teams (3 Supervisors + 13 Trade Agents)

• Developing and implementation of motivation incentives for commercial teams

• BTL budget planning and implementation

• Supervising the execution of marketing activities, controlling and supporting promo activities and launches

• Management and control of merchandisers activities, increasing the number of outlets and quality of merchandising

• Sales and stocks control and analysis on regional level

• Development and implementation of category sales strategy

• Preparation of long and short-term sales plans

• Cooperation with Distributors and Key Accounts to reach volume and value targets

• Development and management of “TOP 20 Project” (selection of most eligible retail laptop shops)

• Control of clients' credit status, timely payments and shipments

• Search of new clients and business opportunities development• Creation the clients' database

• Investigation and analysis of competitors activities and price policy

• Cooperation with marketing team in order to develop and implement customer and partner marketing campaigns

• Merchandising activities control.

• Market analysis: market size, market share, retail price, margin, competitors

• Model range definition based on market situation/competitors’ activity

• Category value chain creation and management for import and local made products

• Product positioning according to competitors/market/margin observance

• Coordination of promotion activities in Key Accounts

• Product catalogues & POS materials design and production

As a member of project “Belarus MDA market penetration”:

• Creation the map of Belorussian Key MDA Market Players through field investigation

• Data collection of retail prices of the competitive products

• Preparation of the competitive benchmark analyses and presentation

• Creation the Price List for dedicated product group

• Search and cooperation with the Approbation Institute in order to certificate the model range

• Coordination of promotion activities in retail stores

• Preparation and implementation of field product trainings to the sales personnel

• Responsible for conducting of marketing researches:

o Tailor – made research activities in retail for the selected productso Price and distribution survey in retail

o Competitive positioning and price analyses

• Development of POS materials & trade and consumer catalogues concept, design and production

• Local corporate web site development

• Delivery of instructions for use, charts and certificates to the trade partners

• Manual data collection of product specifications and retail prices for the competitive products

• Preparation of the competitive benchmark analyses and presentation

• Assistance to Marketing Manager in day-to-day work