Russia
Reversible operation and commercial experience + digital transformation + crossfunctional support + scientific foundation = a recipe for sustainability and flexibility in business
25M+ units/year, 5K+ SKU, 8 plants in Russia and Armenia. Managed a budget of RUB 1,0B+ for 170M+ units of packaging materials and a team of 4. In-depth knowledge of industry dynamics: printing houses, carton factories, and closures manufacturing. Extensive expertise in the glass industry. Key results: ✅ Reduced costs by 2% (~RUB 20M/y) through contract renegotiations and competitive sourcing ✅ Launched a new procurement channel by sourcing die sets from China ✅ Extended payment terms for 20% of suppliers, improving company Cash Flow ✅ Expanded supplier base by 30% (from 50 to 65), mitigating raw material shortage risks ✅ Optimized procurement tracking: reduced time spent on routine operations by 25% ✅ Implemented an autonomous reporting system (integrated Dashboard in QlikView via 1C) Main tasks: - Managing the full procurement cycle (packaging, ingredients, equipment) - Implementing procedures for onboarding new suppliers (RFQ + RFI) - Driving efficiency improvements through a performance management system (KPIs + bonus scheme) - Stabilizing pricing by converting 20% of key contracts into long-term agreements - Preventing supply disruptions by strengthening discipline and introducing SLA evaluation criteria (lead time, quantity, and quality) - Leading digital transformation of the procurement function: developing and implementing tools for cost calculation, planning, monitoring, control, and performance evaluation
Key results: ✅ Revenue growth by 8-16% per year due to the revision of pricing policy, customer segmentation and the introduction of motivational schemes for partners. ✅ Reduced accounts receivable by 25% by implementing a predictive analytics system and strict control of payment discipline. ✅ Reduced complaints by 20% through negotiations with key customers and adjustments to logistics processes. ✅ Expanded exports to the CIS: increased the share of regional sales by 12% through localized marketing campaigns and product adaptation. Main tasks: - Customer communication management (60+). Participation in key negotiations, coordination of individual conditions based on WIN-WIN principles, collection and evaluation of NPS, CSI cooperation - Control of prices and terms of cooperation. Compliance with the company's pricing policy, coordination of business processes, and analysis of the competitive environment. - Product lifecycle management. Work with marketing, production, and a counterparty. Start-up and subsequent performance monitoring through evaluation of internal indicators (P&L, EBITDA, YIELD, ITO) and customer indicators (cost of ownership TCO) - Measuring and evaluating the effectiveness of the team. Implementation of sales plans (rubles, units, tons), launch of new projects, team engagement (ESAT) and satisfaction with cooperation (NPS) - Accounts Receivable Management (DSO). Payment control and risk reduction through operational algorithms: calculation of the average payment period, flexibility of motivation (incentives/penalties), assessment of payment discipline and credit rating. - Production planning through joint planning with key customers (CPFR). Coordination of sales plans within the framework of S&OP. Insurance inventory accounting (SSC) - Online store management (e-commerce): functional and operational integration of B2C sales into the B2B structure through system integration, algorithm configuration, development of contracts and order forms.
Key results: ✅ Increased revenue from RUB 0.4B to RUB 1.0B (2015–2021) ✅ Achieved 100% of KPIs (units, tons, revenue) ✅ Launched 7 new ongoing projects Main tasks: - Actively managing a portfolio of 20+ clients - Working with both local and international counterparties - Driving glass packaging sales through market analysis - Handling claims in compliance with GOST 32131-2021 and contractual requirements - Participating in pricing and contract negotiations; preparing commercial offers - Managing projects (lifecycle analysis, development, coordination, and launch) - Designing client bonus and incentive programs - Facilitating cross-functional collaboration - Developing planning tools and processes - Monitoring and controlling accounts receivable - Strong knowledge of regulatory documentation
500 projects delivered, 20,000 tons of paints & coatings supplied, in-house R&D center and production facility in Dmitrov. Key results: ✅ Kuntsevo Plaza MFRCC, Moscow ✅ Technopark, Golden Niva Shopping Center, Football Arena, Novosibirsk ✅ Airport, Tomsk; Arena Shopping Mall, Barnaul; Volkswagen Dealership, Kemerovo ✅ Titan-Agro Feed Mill; POLIOM Polypropylene Processing Plant, Omsk Main tasks: - Building and leading project teams - Ensuring compliance with regulatory documentation - Monitoring project execution progress - Engaging with investors, clients, and general contractors - Coordinating phased approval of required documentation throughout project implementation - Organizing and supervising procurement of materials for evaluation of project solutions - Liaising with government supervisory and regulatory authorities (Department of Construction, VNIIPO EMERCOM of Russia, regional fire safety inspectorates) - Coordinating with the Ministry of Industry and Trade and the Federal Antimonopoly Service (FAS)
Key results: ✅ Increased sales by RUB 40M by building a system for new client acquisition and engagement ✅ Recognized as Best Sales Manager (2011–2012) based on KPIs: deal volume and profitability ✅ Automated processes, reducing proposal preparation time by 3x through implementation of new tools Main tasks: - Identifying client needs through in-depth analysis - Closing complex deals, including sales of anti-corrosion coatings and fire protection solutions - Building long-term client relationships and uncovering hidden growth opportunities - Leading multi-level negotiations with clients, general contractors, chief designers, and subcontractors