Региональный менеджер по продажам

• To lead and manage a team of 9 direct subordinates + 1 coordinator. Main duties are: hunting of new clients, distribution, sell-in, coverage, signing of contracts and theirs conditions, P&L calculation, ect.
• To develop and implement On-Trade channel strategy.
• Responsible for Moscow & Moscow region On-Trade channel, totally about 600 outlets in both formats: prestige (Novikov, Ginza, WRF, 5* Hotels, ect.) and trendy (The Toy, Saint, Icon, Bessonnitsa, Glavclub, ect.)
• To estimate and control of budget.
• Increase Brand awareness and sell-out through: competitive offer to clients, new listings, special prices, promo-activities, building flagships and events.
• Strong cooperation and integration with Distributors’ On-Trade teams: set-up of KPIs, distribution targets, incentive programs.

Main achievements:
- In 4 years sales increase by 58% in volume and by 47% in value;
- Annual budget saving about 10%.
- Participation at negotiation process and signing of contracts with key clients: Ginza chain, Dellos chain, Novikov, Beluga, The Toy, Perelman people, Modus, Four Seasons hotel, Ritz-Carlton, Community, ect.
- Have been developed few motivation program for Distributor’s team to increase numeric distribution of MHDR portfolio in non-covered On- Trade outlets;
- Significantly increased distribution MHDR products, new listings: Hennessy VS - 525 outlets, Moet&Chandon - 327, Glenmorangie - 577; Belvedere - 146, Chandon - 289.
- Twice got «B» mark (exceed expectations) during PCR sessions (Performance Career Review).

• Building and effective management of Trade Marketing team (2 TM Managers and 1 TM Coordinator) for achievement business targets of the company.
• Development and implementation of different Trade Marketing activities:
- recruitment, training and coordination of promo personnel work;
- making reports of promo activities;
- POSM production;
- analysis of the marketing budget at the stage of planning and confirmation;
- retail prices monitoring;
- development, ensuring the timely and effective implementation of the Trade Marketing activities for all sales channels (Off-Trade & On-Trade);
- analysis of the results of trade-marketing activities.
• Leading Russian market in setting Trade Marketing guidelines and priorities, development and implementation of the trade, motivation and promo programs.
Main achievements:
- Creation of Cycle plan for both channels (Off & On trade) and implementation of it in Marketing and Sales departments;
- Development and integration into the companies the Internet-tender platform for production and purchase of POSM, that has allowed the company to save more than 1 million already on the first testing of the platform. Also this initiative has been awarded by the Moet-Hennessy European office.;
- First time into the companies non-standard mechanics of promo were developed and launched: Ruinart sleeves in Azbuka Vkusa, Hennessy collaboration with Yandex taxi, Moet&Chandon with Movenpick ice-cream;
- Development of staff motivation program through special mobile platform «MH Expert»

• Responsible for all direct off-trade clients in Moscow region (METRO C&C, Real, Auchan, X5, Globus Gourmet, Aromatny Mir, etc.)
• Off-trade sales plans submission, availability and visibility of product, promo activities, merchandising, control of product’s stocks.
• Delivering planned KPI results via managing of FF teams: 2 SPVs, 10 sales reps, 6 merchandisers (X5) and about 80 stationary merchandisers.
Main achievements:
- Since June’11 on the current position I’ve formed field sales department from scratch, have developed system of motivation for employees and created reporting system, initiated and have spent 4 local motivational programs for key clients, have established about 60 additional placements of product, that has allowed to execute the annual plan of sales.

• Responsible for 1/3 of Moscow and Moscow region (2 distributors)
• Area sales plans submission: sales-in & sales-out.
• Delivering planned KPI results via managing of FF teams: 4 SPVs, 2 team-leaders, 32 sales reps, 6 merchandisers.
• Management, motivation of FF team and implementation of Trade-Marketing activities.

• NKA sales plans submission.
• Delivering planned sales result via managing of two FF NKA teams.
• Management, motivation and planning of FF NKA teams.
• Management of outsourced merchandizing agencies.

• Planning, forecasting and delivering sales plans for the Region.
• Distribution development.
• New SKUs trade support and distribution development.
• Development of Support programs for wholesale.

• NKA management and clients development.
• Control over compliance with contract provisions for NKA chains.
• Listing and re-listing of the brands
• Document workflow support

• Maintenance of availability, visibility, advertising support in the entrusted territory.
• Management of the team of six merchandisers.
• The conclusion of contracts with local chains.

• Interaction maintenance between the manufacturer and distributors.
• Sales plans submission.
• Support development programs for distributors.
• Training of distributor’s sales representatives and supervisors.

• Merchandising in the entrusted territory (product availability, visibility, TPOSM and PPOSM placing)

• Merchandising in the entrusted territory (product availability, visibility, TPOSM and PPOSM placing)