Hypermarket Materik - chain which selling cloth, footwear, underwear, textile, tablewear, toys , seasonal goods.

40 stores ( 600-1500 m2), located in district cities of central Ukraine, Lviv and Ivano-Frankivsk regions.

Commercial Director - Hypermarket "Materik"

- Restructuring of the procurement department.

- Creation of category management department

- Assortment diagnostics of the chain (quick category management)

- Formation a new category tree, adapted to customer needs.

- Adding new categories relevant to the chain format.

- Systematization of store formats.

- Control assortment matrix for various store formats (about 50,000 sku).

- Planning and budgeting by categories and stores. (on an annual and monthly basis).

- Control of target commercial indicators. (Sales, markup/ margin, gross profit, turnover of goods, number of customers, conversion, average check, Promo)

- Analyzing results and making decisions to improve results

- Development and implementation motivation for category managers (Sales, margin, turnover of goods) and stores (sales, average check, conversion)

- Management of the purchasing department - local and international suppliers.

- Conducting negotiations with suppliers, agreeing conditions and terms of cooperation, signing contracts.

- Foundation Import department. Start purchasing with Suppliers from China (official contracts and Cargo). Development of buying from Turkey, Poland, Uzbekistan.

- Commercial department under my control - 4 category managers and 4 buyers (by categories), 2 analytics, administrative assistants, merchandising and trade marketing Department, Import department and OB department (18 persons).

- Promo planning and budgeting, Annual Promo Calendar.

- Coordination of marketing strategy and trade marketing activities

- Development of a customer loyalty program.

- Participation in the preparation and launching thematic catalogs (New Year, School Season)

- Planning, management and control of the price policy of the chain.

- Indirect control over the operational department. Regular meetings with regional directors (5 regions). Control of target execusion, discussions situation in the regions, analysis of competitors.

- Participation in the opening new stores of the chain, cooperation with operational department . (planing lay-out of categories and building planograms).

- 8 new stores were opened during my work at the chain.

- Forecasting store's economic model before opening.

- Creation of the OB department and adding new brands into the assortment.

- Cooperation with other departments of the company. (Logistics, Financial Department, Operations Department)

- Took part in the transition to a new accounting system from 1C 7 to 1C 8 ERP.

- Implementation of the analytics program – Qlic Sense, Power BI.

- Development and training of the commercial department team.

- Conducting trainings of category management.

- Current Results 2024 – Sales growth in LFL stores +11%, markup growth +15% ( better conditions with local Supplier and enlarge volume of Own Import goods)

- Planning, management and control of the network's commercial policy

- Diagnostics and restructuring of the network (fast category management)

- Implementation of assortment policy, controlling implementation.

- Category management. Category roles indification

- Development and control the assortment matrix within the product lines/categories.

- Budgeting. Analysis of results.

- Planning and control of target commercial indicators. (Maintenance, markup, gross profit, turnover, number of customers, conversion, average check, Promo)

- Management of the purchasing department - local and international suppliers.

- Finding New Suppliers? conducting negotiations with suppliers, agreeing conditions nad terms of cooperation , signing contracts.

- Coordination of the marketing strategy – planning Promo and trade-marketing activities.

- Development online-shop - dimposudu.ua

- Participation in the opening of new stores of the network, cooperation with the operational department.

- Cooperation with other divisions of the company. (Logistics, Financial department, OB department)

- Development and training of the commercial department team.

CEO at Wine Point. Start up project with opening wine stores in Kiev.

From idea to realizing project.

Budgeting.

25 stores currently operating in KIev.

Responasibility - Buying ( more than 30 direct contracts with wine and spirit producers in Europe) and local contracts with Ukrainian Suppliers.

Marketing strategy - Yearly marketing plan, Promo activities, Digital support, monthly promo magazine, etc.

Operational - controll of operations at the stores.

More than 70 employee in the company.

Results - Organized stat-up project of Wine Point from very beginnig, within two years brought the company to the planned development indicators.

• Full company management - accounting and optimization of P&L indicators, cash flow management.
• Full control of Buing and Sales processes
• Reducing the cost of opening new stores by 16%.
• More than 30 contracts for direct import of wine and alcohol from Europe and other countries have been signed. (More than 350 SKU own Imports)

www.wine-point.com.ua

Category Manager Dry Department t - Beverages, Beer, Alcohol,

Wine and Tobacco

• -From February also responsible for Alcohol and Wine in addition to
• Beverages, Beer and Tobacco categories.
• - Range and space optimization in Alcohol and Wine. ( Fast CLCM,
• cut the tail, new layout and plannograms, new strategy in pricing)
• - Wine category development, increase share of own import.
• - Participation in ProWein, WMW, Vinisud 2015 -2017 , search new
• producers and suppliers.
• - Development and opening a new wine concept "Wine and Metro"
• (June 2015)
• - Negotiations with A Brand suppliers (Bayadera, Perno Ricard,
• Bacardi-Martini, UDC, Megalopolis).
• - Strong leadership skills, create new team, managing and developing
• Employees.
• Buying Process Transformation :
• -Total Income transparency
• - Profitability by commercial actions (Base and Promo Management)
• - Convert LI conditions to front margin ( COGS)
• - Productive usage of Suppliers funding
• - Simplification of contract and conditions.
• - Adapt pricing strategy with new lows - excise tax and Negative VAT
• - Shift logistic cost to COGS. (From PAXD to BBXD)
• -Promo strategy and profitability ( on invoice and off invoice
• discounts)
• Results LFL at Department 2015 vs 2016
• Increase in sales + 37% and in volume + 14% (Wine Category sales + 62% and volume + 35%)
• Increase margin + 2.1% (front + back margin) (Wine category + 4.7%)
• Growth of own Import at Wine category from 27% to 46%
• Signing 17 new direct Import Contracts in the Wine Category
• Increase sales - End customers + 47%, HoReCa - 23%, Traders - 28%
• Increase the turnover of goods by 6 days
• Reduction of Old stock (poorly selling goods) by 5% (from 12% to 7%)
• Development and opening of a new concept of the wine department Wine & Metro (project implementation in 4 months). Increase in sales at the pilot store by 54% within six months and roll out to other stores of the chain.

- Responsible for Garden Power and Tools, Garden Decoration and Equipment, Garden Furniture, Camping, Horticultural, Seasonal and Christmas goods.
• Management of categories for the purpose of the most effective achievement of the planned KPI's
• Building an Assortment and Pricing structure in different categories
• Coordination and launching of the best Merchandizing principles
• Development and control of implementation of the marketing actions for sales stimulation ( Promo actions, leaflets , Catalogues)
• Monitoring of the range, prices and marketing activities regarding the market and competitors situation
• Sourcing Trips to Far East (China, Hong Kong ), negotiation with Suppliers and creation of new assortment of Own Brands ( Verve and Mac Allister) and new Christmas range
• Analysis of sales and profitability in each category
• Participation in budget formation of planned indicators of the network
• Category Management process in Seasonal and Garden assortment
• Management and coordination of work of employees

- Strategic planning and range review assortment changes towards customer and market needs

- Category Led Management

- Took part in opening of the Office World - new stationary selling concept in Kiev stores of Metro.

- Leader and coordinator of CIS stationery team in launching of the

Office World Concept.

- Took part in International Writing Instrument Own Brand Project

(Sourcing and assortment building).

- Sourcing trips to Far East ( China, Honk Kong)

- Building new Own Brand assortment in stationary and school

supply ( Sigma and ARO brands)

- regular visits of Stationary Fairs (Paper World, Skrepka,

Svit Kanzelyarii)

- Assortment building, market and customer analysis.

- Supplier negotiation,

- Far East Sourcing trips, launching Local own Brand project.