-01.11.2023 - present day – LLC Tolsma Teknik • Built the optical sorting market from the ground up: Developed a market entry strategy for agricultural holdings and seed companies.• Implemented the Enterprise Sales strategy: Signed contracts with market leaders (Bayer Monsanto — $150K, KWS — $80K, Corteva — $50K, RENO — $190K).• Ensured the financial stability of deals: Implemented a procurement mechanism through grant programs, which allowed for closing deals despite liquidity shortages in the agricultural sector.• Strategic Partnerships: Established systematic cooperation with the top 8 corn processors in Ukraine (Bayer Monsanto, Corteva, Panda, KWS, Kernel, Remington, Mais, Frau Marta).

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Head of sales development• Profit Generation in the Chocolate Category: Acquired 18 strategic clients (Belcolade), generating an additional €1,150,000 in revenue over two years.• Growth Acceleration: Achieved a total sales growth of 35% in the categories under my responsibility through the “Triangle Approach” model.• Expansion of the client base: Expanded the active client base by 80 new locations in the HoReCa and Patisserie channels (mini-bakeries, restaurants).- Developed and structured the customer base of key players in the chocolate market in Ukraine

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Market Entry: Developed and implemented a go-to-market strategy for the DELTA brand in Ukraine’s energy market.• Segmentation: Established sales terms and a logistics model for key players in the energy sector.

• Cash Flow Optimization: Implemented the “Quick Cash” project, reducing the payment deferral period from 60 to 7 calendar days.• Direct Import: Launched projects to directly import new European products for the ATB, NOVUS, BILLA, and VARUS chains, which increased category margins.- Analyzed sales on a daily basis- Strategic approach to revenue management- coordinated development strategies, identified key drivers of sales growth, and conducted joint business planning with clients- Developed a product matrix consisting of TOP products for supermarket chains

Due to excellent communications with the Heads and representatives of European Companies, attracted new European confectionery brands (conclusion of distribution agreements with them) into the overall brand portfolio of the Company.

Result: the beginning of these brands products supply to the supermarket chains

Budgeting,forecasting,planning of sales volumes

Negotiating, developing and agreeing the terms of future sales in TOP 5 Ukrainian key accounts and concluding directly contracts with TOP 5 ukrainian accounts for new products, implemented a Marketing Plan for the new brands

C- Developed and implemented a brand development strategy in the networks of key customers: ATB, METRO CASH & CARRY, FOZZY GROUP, Auchan, NOVUS UKRAINE, Bella Ukraine, VARUS, ECO MARKET,- Developed and implemented terms and conditions for the sale of products in the networks of key customers (%, payments, marketing)- Negotiated with managers of large European manufacturing companies on the supply of products to Ukraine and supermarket chains on exclusive terms (Ritter Sport, Haribo, Trolli). Result: introduction of these brands to the Ukrainian market, supply to supermarket chains, development of marketing strategies for brand development in supermarket chains• Launch of global brands: Introduced Ritter Sport, Haribo, and Trolli to the Ukrainian market.• Scaling distribution: Secured listings in key retail chains: METRO (12 hypermarkets), Billa (30 stores), and NOVUS (20 large-format stores).• Management: Led a team of 5 Key Account Managers and 15+ functional subordinates.08.2014 - 06.2017 - Consulting services to retail companies

National Key Account Manager

Responsibility - development structure of Commercial Department,organization of Key Account Department, staff recruitment, development of KPI's employees and job descriptions for KAMs, matrix interaction between the departments of the enterprise and network building supermarkets, organization of negotiations with networks

National Sales Manager and National Key Account Manager

Responsibility - sales channel Mass Modern Market: a networks of food supermarkets - "ATB", "Silpo", "Metro", "Auchan", "Velyka Kyshenya" e.t.c. and the cosmetic networks - Cosmo, Watsons, Epicenter, Leroy Merlin, Pro Stor

People Management:

- Five managers (KAMs) to work with key customers

- Establish individual goals in line with the objectives of the company and sales policy

- Implement a system of evaluation of the results

- Organized weekly meetings with KAMs in the "face-to-face" format to evaluate the performance of managers, to develop action plans and development of technical skills and personal qualities of the team members.

- Analyzing work of the team a KAM in general and their individual results

- Develop an effective system of overdue receivables networks

Forecasting sales:

- Carry out a correct distribution networks between KAMs according to sales volumes of each network

- Take part in the prediction of production and logistics in the warehouse of the enterprise

- Implemented quarterly sales plans and marketing plans for key customers in the networks

- Helping to develop and implement an optimal combination of products in the stores network key customers (product mix)

- Develop an effective framework of KAM

- Developed commercial T&C for signing contracts with the networks (food and cosmetics) 2015

National Key Account Manager

Responsibilities: international and national retail networks - all portfolio of brands (CSD, JUCES, SNACKS, MILK PRODUCTS)

People management:

- coordinated and coached the local team of Key Account Managers and Local field Sales Team, ensure on accurate and close follow-up of their individual targets and objectives

- set up individual targets in line with the Company objectives and sales policy

- organized individual weekly, monthly and quarterly evaluation meetings in order to develop technical and personal skills of the team members

- analyzed team performances and individual results, indentify markets and customer needs and determine a challenging strategy for the Key Account sales teem together with clear action plans

- motivated and challenged the team of Key Account sales team and Field Sales Team to achieve their targets

Budgeting planning and reporting:

- Monitored customer budgets as Year End Rebate of all Key Accounts and coordinated the overall

Reporting to GM

- Developed and implements budgeting networks

- Prepared and conducted negotiations with Customers

- Prepared mid-year review with KA

- New Agreements (sales and marketing) - signed!

- Absence of Bad Debts with Networks. Results: Bad Debts in the Networks not more 10% vs. current Debts

Forecasting:

- Provided a forecast per customer, attended forecast meetings, enter forecast for promotions

- Prepared and implemented a new sales strategy in the Key Networks (all portfolio of the brands Sandora, Pepsi, Slovyanochka, Chudo, Sadochok, Lays)

- coordinated and implemented quarterly plans of marketing activities in the networks of key customers

- Conducted analysis conducted activities

- Developed and implemented the optimal product mix in stores networks of key customers

- Implemented of The Revenue Gross Management in the key networks

- Realized project of the Category management

- Conducted analysis of P&L Networks

National Key Account Manager. Responsibilities: International and national retail networks - milk products

- Developed marketing strategy of work with international KA

- Developed and implemented the structure of the Key Account Department

- Budgeting networks

- Developed and inculcated private label for METRO (ARO milk)

- Developed and inculcated innovative principles of work with international networks

- Developed and inculcated the new system of sales, control of account receivable of Key Clients, that gave the increase of efficiency of work of the Sales department on 75%

- To introduce of electronic document management Customer and Company (EDI)

- Developed and inculcated Commercial T&C model for work with the networks of KA, which put basis of the correct forming of budget of all networks of next year. RESULTS: concluded mutually beneficial Contracts 2010 - 2014 with networks for which carried responsibility

- Developed and inculcated the new standards of merchandizing, rules of letup of products in the shops of networks KA

Development and introduction of new model of structure of branch of sales BURN

- Preparated and calculated and set the plans of sales of energy drink BURN for-branch on the basis of analysis of sales of past years and prognoses of sales of next year

- Concluded contracts with the networks of KA

- Budgeting networks. Engaged in preparation and direct calculation of budget of development of networks of next year

- Initiated discoloration of power drink «Burn» (it is inculcated in Russia), prepared the process of going into the Ukrainian market

Jointly with key clients developed business plans for achievement of business goals of all brief-case of company brands («Coca-Cola», «Fanta», «Sprite», «Bonaqua», «Burn», «Rich», «Schweppes», «Nestea», «Illy»)

- Commercial knowledge. Accepted commercial decisions, based on understanding and interpretation of financial information in accordance with principles of management growth of profit yield

- Managed effectively, administered and developed key clients in accordance with practices and procedures of Company

- Budgeting networks. Engaged in preparation and direct calculation of budget of development of networks of next year.

- Correlated advantageous suggestions of Company with the necessities of clients (internal / external)

- Effective negotiations. Arrived at the mutually beneficial acceding to the clients taking into account market tendencies and interests of client and Company

- Activating of sale points. Supported competitive advantage of products of Company by means of leadthrough of activating of sale points

- Initiated and controlled introduction of changes of raw material for making of tomato juice of «Rich»

- Have organized work of team from the 2 basic managers of department on work with key customers and 22 directors of branches on Ukraine of FV «Coca-Cola Beverages Ukraine Limited»

- Have conducted trainings and teaching measures on the own programs

- Result: + 65% increases of sales of all brief-case of brands of FV «Coca-Cola Beverages Ukraine Limited» as compared to 2007

- Have initiated and inculcated the change of power drink «Burn» formula (+ 25% more energy)

- Result: + 132% increases of sales of TM "BURN" as compared to 2006

- Planning of sales BURN by branches, sales team,

- Contracts conclusions

- Developed an Agreements

- Develop of sales strategic in HoReCa

- Develop marketing strategy of HoReCa buissenes