Highlights:

Skills:Sales, Category management, Trade marketing, Negotiations, Management, FMCG

Goal:Country sales director

Category manager 10/2011 - 11/2014
Procter&Gamble, Moscow, Russia
Industry: FMCG
Over 10 years experience in Procter & Gamble. Over 8 years on managers positions.
Oct’11 – Nov’14. Position: Feminine Care category development unit manager Geography: Russia, Ukraine, Belorussia; Brands: Always, Naturella, Discreet, Tampax KPI’s: Feminine Care portfolio development, NOS, Volume/Value shares, Weighted distribution in channels, Shelf & SKU shares. Responsibilities: - Set and enable the company and distributors employees to reach sales targets (volume and shares of SKU, shelf, display, feature) via creating effective sales tools (concept sell, POSM), internal and external motivational programs and communications, setting sales targets by channels, distributors, key accounts; - Adapting global strategies and objectives, developing own to launch new brands/sub-brands/SKUs to the EE market realities through the analysis of current situation (competitors environment; size, development level, perspectives of the markets to growth; etc.), managing sales forecasts by brands/sub-lines/promo-SKU/new SKUs; - Developing strategy to leverage P&G Feminine Care growth in pharmacy channel; Results: - Delivered sustainable NOS/Volume growth (ex. NOS ix. 102% vs. target (FY’13/14 vs. FY’12/13) - Portfolio reached highest ever value share = 50.6 (+1.0 ppts vs. SPYA), volume share = 41.7 (+1.7) , WD = 99%. - Reached highest ever DPSM results via initiative launch: SKU sh. 40,4% (+2,2 ppts vs PP, ix 210 vs. target), Shelf sh. 41,6% (+1,9 ppts vs. PP, ix158 vs. target); - Successfully launched 12 initiatives (sub-brands, new SKU’s): Always Platinum, Always Sensitive, Discreet 3 new line-ups, Naturella 2 line-ups in pads and 2 in liners, Tampax 2 line-ups. - Developed new co-promotions concept with Groupon, shared across the company; - Pharmacy channel sales reached highest ever value share = 56,6%, volume share = 48,0; - Developed power SKU guideline for all channels (Modern trade, Traditional trade and Emerging) and reached 80% compliance in strategic and volume builder channels; - Developed and delivered Category Expertise to CBD, Consultancy and Regional distributors departments; - Developed and delivered special education program for Pharmacy channel managers, consultants and distributors; - Developed and launched traditional trade display program; - Reached fast ever (3 weeks after national start) on shelf price-decrease in traditional trade;--
Field unit manager 04/2010 - 10/2011
Procter&Gamble, Moscow, Russia
Industry: FMCG
Over 8 years of managerial experience
Apr’10–Sep’11: Position: Field unit manager; Geography: Russia, Central KPI’s: NOS, SKU/Shelf/Displays/Features shares Responsibilities: - Delivering company sales targets (volume, NOS, SKU/Shelf/Displays/Features shares, weighted and numerical distributions in local retailers, national retailers’ stores; wholesalers; - Driving sales via development and launch necessary local promo and staff-motivation activities; - Leading capabilities development for P&G and distributor sales staff; - Managing co-operation with BTL-agency; - Leading company programs execution: Increase # stores with recommended distribution, out of stock decreasing plan; - managed 4 direct reports; Results: - Annual sales results – 103% vs. target; - Best in Russia premium-tier shampoos launch (WellaPro) through local prepared promo and motivation activities, reached coverage # of stores ix. 155% vs. target with recommended distribution per store; - BTL-agency was evaluated by P&G with score – 9.8 (vs. 9.0 as target); - # stores with recommended distribution ix.123% vs. target, out of stock decreasing plan – 104% vs. target;--
Project manager 12/2008 - 04/2010
Procter&Gamble, Moscow, Russia
Industry: FMCG
Project management experience
Dec’08–Apr’10: Position: Company, distributors’ capability and staff development project manager; Geography: Russia, Ukraine, Belarus; Goal: Re-design the training system for new Go-to-market model Responsibilities: - Searching, developing, testing new sales force coverage models for P&G and distributors; - Preparing solutions for EE to keep expert level of categories’ knowledge and sales skills within new coverage model for P&G and distributors organizations; - Managing creation of new educational tools, deploying new educational model in EE; - Leading “Train the sales trainers” trainings for P&G in EE; Results: - Elaborated and deployed new «go to market» model for EE; - Prepared and launched «Basic Sales Skills», «Category expertise» packages for P&G/RD-people and safe >100$K/yearly 63 P&G Band-II working-days, 500 regional distributors sales managers working-days;--
Field unit manager 05/2007 - 11/2008
Procter&Gamble, Moscow, Russia
Industry: FMCG
Team-builder experience
May’07–Nov’08: Position: Field unit manager; Geography: Russia, Volga Brands: Laundry Responsibilities: - Delivering company sales targets (volume, NOS, SKU/Shelf/Displays/Features shares, weighted and numerical distributions) via close work with local retailers, wholesalers and regional distributor; - Leading signing of joint business plans with the key accounts on the territory; - Managing and development P&G account managers and distributor staff; Results: - Annual sales results – 104% vs. target (area of responsibility 6% of total RU); - Joint business plans signed with Top-10 regional customers; - Changed approach for merchandisers work procedure increased coverage on +20% vs. 2007;--
Key Account Manager 11/2004 - 05/2007
Procter&Gamble, Moscow, Russia
Industry: FMCG
Key account management experience
Nov’04 – May’07: Position: Key account manager; Responsibilities: - Delivering company targets in the 13 key customers of the branches; - Leading creation of joint business plans and executing them with key customers; Results: Section growth = 155% (+25% vs. regional distributor average), was granted as The Best Account Manager of 2005/2006 fiscal year;--

NN Goverment University 09/1995 - 06/2000
N.Novgorod, , Russia
Degree: Bachelor's Degree
Major:Economy
Red diploma. Specialization: Informational systems in economy

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