Location: Moscow, Russia Market: Automotive & Industrial market of Russia and FSU (former Soviet Union countries) Products: Lubricants & greases Customers: car manufacturers (Peugeot-Citroen-Mitsubishi Alliance, AvtoVAZ-Renault-Nissan, Alliance, Belgee), car importers (Subaru Motor, Suzuki Motor Rus, Mitsubishi Motor Corp. Rus, Honda Motor Rus, Geely Motor, Lifan Automobiles, Chery Motor, Denso. Responsibilities: • Business development o Monitoring market evolution: consumers’ purchasing model, competition evolution o Communicating to senior leadership about business trends, market patterns, consumer and trade attitudes, competitive practices and product performance o Collecting market data (automotive lubes market size, import/export volume, oil demand) o Discovering new sales opportunities, setting new sales channels using company’s strengths • Project development o Planning, developing, managing and implementing Business Development plans, including strategies, programs, goals, tactics o initiating, planning, executing, controlling, and closing the work of a team to achieve specific goals and meet specific success criteria • Managing the OEM business in Russia and CIS o Preparing quotations, commercial offers o Sales and marketing operations’ planning & reporting o Implementing marketing activities to support sales through OEM channel o Keeping trust-worthy relations with OEMs top management by means of running professional negotiations o Managing the OEM team through coaching, performance evaluations, regular cadence of 1-1 meetings, in market work and continuous feedback loop o Supervising supply chain, keeping close contacts with suppliers of components (base oils, additives, packaging) o Facilitate an accurate sales and product safety stock forecast for all key products per customer within the region monthly and providing meaningful insights on customer and market performance o Activating sales and marketing activities in all the target market segments, leveraging channel influencers/decision makers, working collaboratively with internal and external stakeholders and counterparts to drive share growth o Developing business plans with automotive OEMs in Russia and CIS to support sales plans, securing GP o Strengthening business relations with OEMs through marketing activities, seminars and trainings • Thinking outside the box: o Active participation in automotive industry events: conferences, company meetings o Arranging seminars for clients to support sales and introduce new products o Keeping steady contacts with colleagues around the globe to keep updated information about company’s latest progress in terms of product development, customer relations. • KPI: Sales volume, GP, net profit, cash flow, sales forecast accuracy. Sales volume: 2,5mln L/$1,95 mln Accomplishments: • Signed contracts with new OEM customers as Hino Motor Sales, Geely Motors, Lifan Motor Sales, Renault Moscow.

Territory: Kazakhstan, Belarus, Kyrghyzstan, Uzbekistan, Armenia, Tajikistan Market segment: tyres for passenger cars and light commercial vehicles Sales channels: wholesalers, retailers (DIY), workshops (DIFM), internet sales Sales volume under responsibility: 16mln USD Responsibility area: • Business processes optimization o From Cold call to actual sales process smoothening o Competition analysis, price strategy analysis, product strategy analysis, sales channels evaluation; o Key accounts development with focus on strategic projects; o Marketing information collection and analysis of customers, competition, market trends. • Strategic development o Growth strategy development for CIS markets o Competition analysis and own strategy adaptation; o Marketing researches initialization; o Setting goals for sales & marketing activities; o Разработка стратегии продаж по реализации комплексного продукта и привлечение новых клиентов. • Sales development o 4P analysis o Marketing campaigns planning and implementation o Sales planning, sales process organization and improvement o New sales channels and sales opportunities identification and development Accomplishments: • 90% sales volume growth In Belarus & Kazakhstan markets in 2014 vs 2013, 250% volume growth in Bel & Kaz in 2013 vs 2012 • CIS markets o Developed Market analysis of Kazakhstan, Belarus, Kyrgyzstan, Uzbekistan markets o Outlined & implemented complex growth strategy for Belarus and Kazakhstan including financial, logistics, marketing activities o Has built 2 level distribution network in Belarus & Kazakhstan • OEMs o Signed contract with Nissan Manufacturing Rus • E-commerce o Signed up contracts: Exist.ru. o Evaluated sales opportunity with Biglion.ru, Ulmart.ru • New sales channels: o Spare parts wholesalers

Territory: Russia, Kazakhstan, Kyrgyzstan, Uzbekistan, Armenia, Tajikistan Market segment: lubricants and chemicals for Automotive and Industrial segments Sales channels: wholesalers, retailers (DIY), workshops (DIFM) Sales volume under responsibility: 11mln EUR Responsibility area: Accountabilities & achievements: • Developing sales, marketing activities and brand awareness along independent distributors channel • Developing sales models per each market segment • Product launches, sales initiatives developing and implementation • Sales, marketing and technical support of distribution channels • Building sales & distribution strategy, developing distribution system, development new sales and distribution channels • Sales& marketing planning, forecasting, budgeting & implementation • Implementation of marketing activities, market research & monitoring • Organization of seminars, trainings for sales staff of distributors and key accounts • Resolving logistics issues (transportation, customs, product registration) • Control of distributors in terms of keeping safety stock, meeting payment terms, keeping and increasing distribution within assigned territory • Development of Cummins distribution project • Target customer segments: o Passenger car aftermarket service stations and garages o Commercial vehicles o Industrial accounts Achievements: • Developed and implemented 3D distribution scheme • Reconstructed sales strategy and distribution network for Russia • Increased sales volume from 1,9 mln ltr to 3,5mln ltr within 5 years in Russia • Appointed 3 new distribution partners • Developed sales to new C&I channel (Cummins)

Sales and distribution food products to HORECA segment in North-Western region of Russian Federation Accountabilities: • Developing sales and distribution • Product stock monitoring, ordering Accomplishments: • Increased sales from $3.2mln to $5.5mln • Rebuilt sales& distribution structure • Built Sales Rep motivation system • Build planning, reporting system of SRs • Managed sales team of 11 people

Direct trade marketing activities within assigned territory Dealing with retail chains Merchandising Sales promotions implementation

Direct sales within assigned territory Merchandising Sales promotions implementation

MBA, Management

Management, Management

Radioelectronics, Radioelectronic systems and complexes