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7 лет 10 месяцев
октябрь 2017 —
наст. время
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Strategic consulting projects portfolio manager, concurrently CSO (Director of Sales) at INVITRO Group (2017-2018)
INVITRO Group (№1 Russian and CIS medicine market leader); FOODROBOT.RU (e-commerce / digital / IT startup - marketplace for agricultural manufacturers); OBED BUFET / Ginza Project (restaurant chain & e-commerce delivery); Timepad (№1 Russian and CIS e-co (Medicine), Moscow
Managed inhouse and external consulting projects:
- Customer service optimization, Franchise product range development, Insurers centralization, Box products launch (Invitro);
- Digital transformationв in e-commerce environment: online sales and lead management on CRM base, autofunnels, digital marketing (principally Inbound or Performance one, including direct-marketing (SRM-/ e-mail-/ inside), affiliate-, content-, SMM-, event- and web analytics tools (Appsflyer, Yandex Metrika, Google Analytics, etc.)); optimization of strategy, model and roadmap (in all companies mentioned above).
Concurrently managed Sales, Customer Service, Business Development functions as CSO (Director of Sales) at INVITRO Group (2017-2018):
- Managed a stuff of 7000 FTE (in all countries of presence);
- Provided the Group's sales of all product range groups: SaaS Software (MEDsenger - messenger for patient-clinic communication), Examinations, Medical, Franchise.
- Was responsible for the Group's sales plan $300 million in all sales channels: B2B (more than 4000 active corp. customers), B2C (own and franchisee retail network ~ 1200 cabinets and clinics), B2G, B2B2C, B2D2C (through field medicine representatives), E-com including digital marketing activities (direct/ SRM-/ e-mail-/inside, internet-, affiliate-, content-, SMM-, event-, auto funnels);
- Managed operational optimization and transformation projects.
- Managed own transnational retail network development (~ 1200 cabinets and clinics).
- Managed Customer service (NPS, SCI).
- Managed changes process according Adizes approach.
- Delivered deployment of Lean 6 Sigma Inc according certification by Westgard QC.
- Provided personal curatorship and direct sales to Key accounts.
Achievements:
In 2018 INVITRO started at last to meet cumulative and discrete sales quota exceeding 100%, growing as +46% to 2017.
In 2018 INVITRO starts at last to exceed cumulative retail network development plan as 100%+ growing as +300 cabinets to 2017.
For all projects in all consulted companies: delivered all expected goals, objectives and business inpact achievement.
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1 год 1 месяц
июнь 2016 —
июль 2017
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Sales director of Branch network – CIS
Synergy University (CIS education & business education market №1 leader) (Education), Moscow
Prospected, pursued and secured new client relationships in consulting & business education products through Digital marketing instruments, and all distribution channels development efforts, including digitally developed online auto funnels, Corporate, Agent, Partner, Direct Telesales on CRM base in E-commerce environment.
Developed info-partner cooperation and sponsor packages sales with public (Government, nonprofit) and business communities (associations, conferences), advertising agencies, Social Media groups, broadcasters, proper IT and B2C companies, publishers, opinion leaders, online integrators and aggregators.
Performed branch network control and development in CIS area, launched and managed dispersed call center managing a stuff of 150 FTE in B2B, B2C, B2G Sales (both consultative and transactional), Operations and Marketing in 13 branches.
Provided all web-analysis based Inbound digital marketing activities including direct (SRM-/e-mail-/inside) and internet-marketing (affiliate-, content-, SMM-, event-); product strategy; customer value proposition; market planning; pricing; new products development & launch; PR & media.
Provided data-driven and process-driven approach of selling value instead of transactional approach of selling features/units.
Delivered Customer Journey mapping way of customer service improvements.
Developed my personal curatorship of Large & SMB Key Accounts.
Achievements:
Launched 10 new branches in CIS area according the strategy of regional development.
Implemented Omni-channel CRM communications process.
Provided Customer base growth from 8000 to 45000 customers and NPS level 83%.
Achieved building revenue-generating partnerships and info partner base growth from 21 to 96.
Provided launch of main social media groups (more than 15 000 subscribers due to regular online publishing and attractive content), own site, YouTube channel https: //www.youtube.com/channel/UCHqhY_4ANfxE8TuMo4vjukg/videos, dozens of landing pages and ad campaigns.
Provided corporate business education / consulting projects for Aushan, Rostelecom, Fosagro, Kaliningrad Business Club, State Employment Service, etc.
Achieved sales and financial targets (sales people performance per FTE, target products share, EBITDA (Margin) benchmark conversion level) providing all types of funneling business from CTR to CR/sales and CLTV generally due to Performance marketing approach.
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6 лет 1 месяц
январь 2010 —
январь 2016
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Acting Chief Sales Officer - Russia (Branch network Sales director)
Zurich Insurance Group (Forbes Global 2000 rank 75, S&P 500 rank 118) (Financial services), Moscow
Region of responsibility: Russia, 28 branches from Kaliningrad to Vladivostok (entire National sales network except Moscow & few branches around).
Managed staff of 650 - 800 people in B2B & B2C Sales (both consultative and transactional), Operations, Marketing, Finance, HR; more than 2500 agents.
Provided P&L and expense control; Combined Ratio, Net profit and BOP plan delivery (was responsible for annual turnover more than $100 million).
Defined and implemented business Strategy in cooperation with other functions.
Managed all sales activities, including meeting sales quota, business development, contract/price negotiations, sales personnel training / facilitation / development / motivation.
Managed all marketing activities, including product strategy, customer value proposition, market planning, affiliate digital marketing, CRM direct marketing, lead generation, auto funnels, pricing, new products creation & launch, loyalty programs for partners and customers.
Involved all insurance distribution channels, including E-commerce Telesales, Corporate (incl. tender documentation preparation, participation in tenders), Retail, Partner, Direct.
Developed my personal curatorship of Large & SMB Key Accounts including track record of closing deals with financial institutions and industrial companies.
Developed Customer satisfaction management (through NPS, CSI), automated customer support workflow with modern tools.
Provided cross functional standardization.
Achievements:
Managed Ural Unit to gain №1 scorecard rating position by performing financial KPI (as 101% and 107% in 2012-2013 years), got promotion to the post of Sales Director for branch network as a result.
Performed Key Accounts personal curatorship increasing their penetration rate from 23% up to 80%.
Developed Customer satisfaction management, achieved NPS (Net promoter score) 81%.
Performed financial result KPI plan (Combined Ratio, Net Profit and BOP) overfulfillment, e.g. both as 126% in 2015.
Managed Project portfolio of “B2B e-commerce platform deployment & rollout”, “Disintegrating insurers resources takeover, 2014-2015”, “Foreign manpower VMI insurance”.
Provided becoming the unique insurance company on Russian Insurance market upgraded own financial strength rating in 2015 as measured by Expert RA.
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Высшее
Дневная(очная) форма обучения
1997 г.
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Uralskiy Gosudarstvenniy Lesotechnicheskiy University, г. Yekaterinburg
Факультет: Economics
Специальность: Management
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Высшее
Дневная(очная) форма обучения
2020 г.
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MFTI+MGIMO, г. Moscow
Факультет: MBA
Специальность: Digital Economy
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Дата окончания: декабрь 2011 г.
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Zurich Senior Leadership program
Zurich Insurance Group Institute, Switzerland, г. Zurich
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Дата окончания: март 2019 г.
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Finalist of National Management Contest "LEADERS OF RUSSIA"
ANO Rossia-Strana Vozmoznostei, г. Moscow
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