Experience level:
Education level:
Languages:
Russian-mother tongue
English -C2
German-C2
February 2023 – present LLC “BVB-Alliance-Moscow” (metal supplier, metalworking)
Sales Manager in the B2B segment
• Conducting an active search and attracting potential clients (leads).
• Market monitoring, analysis and assessment of suppliers, logistics operations, tracking sales dynamics and optimization of delivery routes, informing management.
• Negotiating with leads, preparing presentations on the company’s products and services, agreeing on terms of sale, cost, discounts, volumes, delivery procedures, payment terms.
• Maintaining and developing long-term relationships with existing clients (partners).
• Consulting leads and partners on the company’s product range and services.
• Working out ways of lead generation, collecting contacts, establishing lead needs.
• After-sales service for transactions at every stage: from preparing and sending an individual commercial proposal to bringing the client to sign an agreement for the supply of products/provision of services and monitoring its implementation, issuing an invoice.
• Formation of orders in the information database (reception of all incoming applications from the website, calls to instant messengers, calling the internal customer database and entering them into the CRM system).
• Maintaining document flow in CRM (transaction cards, documents with clients and carriers), calculating the cost of delivery of orders, reports on sales and deliveries/shipments. Exceeding planned targets by 110% (6 large clients attracted).
• Managing the process of shipping products to the company, searching for the necessary transport, daily monitoring of transport with cargo on the way and informing customers. Shipment, closing a transaction, preparing and sending invoices, invoices or certificates of completed work to clients and carriers.
February 2021 – January 2023
LLC “Khimindustriya-Invest” (production and supply of chemical, petrochemical and paint and varnish products, more than 130 suppliers and 1200 clients – Sibur holding, Eurochem company (Russia), SHELL concern (Great Britain), MAUSER concern (Germany)
Leading Sales Development and Customer Support Manager
• Maintaining the current client base and attracting new partners in the B2B sphere (distributors, suppliers, large industrial companies) in the markets of Russia, the CIS, Europe (Serbia, Great Britain, Germany), Turkey. Communications with foreign partners in foreign languages. Creation of sales letters and commercial proposals for partners. 118 foreign partners attracted in a month.
• Conducting negotiations with clients, including top officials and decision makers, presentations on company products, consulting, concluding and supporting transactions, monitoring the execution of documents. Thanks to effective presentations, 125 Russian partners were attracted, including 3 particularly large ones (TsentrTransTekhMash plant, Spetsavtomatika plant, YugGorTekhMash company for the production of diesel generators and power plants).
• Calling to the “cold” database: up to 280 “cold” calls per day with a norm of 150. 6 personal meetings with clients were held per week. 20 commercial proposals were sent per week. More than 200 contracts were signed per month with Russian and foreign partners.
• Sales automation (Bitrix24, 1C): maintaining and updating the customer database in CRM; preparation of documents, coordination and signing of contracts, planning, generation of statistics and reports. The use of CRM helped to systematize information about clients and transactions, analyze and adjust the stages of the sales funnel by sales region, increase monthly sales by 70%, retain current clients by 10%, increase work efficiency by 3 times, which resulted in a 20% increase in profits .
• Control of payment of bills and receivables, reducing it by 30%.
• Full customer management, technical support – from order to shipment from warehouse.
June 2019 – February 2021
NISON Group of Companies (distributor of manufacturing companies: “OLI-LACKE” (Germany), “VERINPAINTS” (Italy), “IRIS” (Spain), “OVES” (Russia)
Sales Manager
• Searching for and attracting new clients in the B2B segment (factories, distributors, industrial companies) in the Russian Federation. 2 large clients were attracted (the enterprise for the production of trailers and semi-trailers “Istok”, the company for repairing special equipment “TrakService”).
• Carrying out wholesale sales in the B2C sphere (wholesalers, dealers).
• Collection, processing and registration of new needs of regular customers in the database.
• Conducting personal meetings, negotiations, mailings, correspondence with clients, discussing individual commercial proposals for cooperation with top officials of companies.
• Exceeding the sales and supply plan for the company’s products by 120%
• Handling customer objections, building trusting (partnership) relationships.
September 2017 – April 2019
LLC “Italver Rus” (distributor of the company “VERINLEGNO” (Italy)
Account Manager, Purchasing and Supply
• Promoting the company’s products in B2B through interaction with foreign partners (suppliers and furniture and door production companies), conducting commercial negotiations on purchases at all levels.
• Trade turnover analysis, forecasting product needs, supply and budget planning, market research, assessment and selection of suppliers, delivery conditions and prices.
• Concluding international contracts worth over €194 million and monitoring their execution.
• Expanding the base of decision makers for “warm” clients. Searching for and attracting new clients through all communication channels (calls, email, commercial offers, letters, appointments). Reception, processing, transfer to production and control of orders, conclusion of contracts. The existing customer base was retained without loss. 6 new clients were attracted, of which 1 was large (furniture manufacturing enterprise Rzhevmebel).
• Fulfillment of the sales and purchasing plan by 110%.
State University of Management, SUM (Moscow)
Faculty of International Business with a language profile.
Specialty “Organization Management” with knowledge of English (C2) and German (C2) languages.
• Perfect knowledge of Serbian, English and German – proficiency level С2
(free-form oral communications with native speakers, written translations of internal documents, marketing materials for business).
• Experience in negotiations and business correspondence with foreign clients, partners, suppliers, distributors at various levels.
• Experience in B2B/B2C sales in the Russian and European markets – more than 10 years.
• Knowledge of sales and supply chain stages.
• Planning of sales, shipments and logistics.
• Active sales, searching for clients, identifying their needs, consulting, training.
• Cold sales, calls, meetings, presentations, conducting and closing deals.
• Preparation of commercial proposals, accompanying contracts (price list, calculation, estimate) and closing (acts of completed work/services, invoices for payment, invoices, invoices, reconciliation acts) of documents, work with customs documentation.
• Supply and logistics management, procurement planning and coordination.
• Control of mutual settlements with counterparties, ability to work with objections.
• Automation and management of sales and shipments in the CRM system (Bitrix24), 1C:ERP, 1C:Enterprise
• Advanced user: MS Office (Word, Excel, Power Point), AutoCAD, Adobe Reader.