••Develop business plans and sales strategy for Distributors, KAs so as to ensure fulfillment of Company sales goals and profitability •Development and implementation of the sales strategy •Initiate and coordinate of development of action plans to optimize the distribution channels/penetrate new channels •Responsible for performance and development of Sales team •Participate in the development and implementation of marketing plans •Provide timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profitability •Lead and refresh sales team so as to ensure all objectives are fulfilled •Recruit and select sales force based on performance criteria •Work with Marketing Department to develop and implement Strategic actions that enhance business performance •Lead the regulatory and access strategies to develop new business opportunities as well as ensure full compliance with local and internal rules •Monitor macroeconomic and market environment, identify business opportunities and threats •Manage TM&Sales Analysis team to ensure excellent cooperations between Sales/Marketing/Finance and SC dept. •Manage CS to insure proper Sales&Logistic cooperation

••Develop the business plan and sales strategy for the markets so as to ensure fulfillment of Company sales goals and profitability •Coordinate development and implementation of the sales strategy •Initiate and coordinate the development of action plans to optimize the distribution channels/penetrate new channels •Responsible for the performance and development of Sales team •Participate in the development and implementation of marketing plans •Provide timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profitability •Ensure accurate records of all sales and activity reports submitted by responsible managers •Control expenses to meet budget guidelines •Recruit and select the sales force based on performance criteria •Develop, implement and upgrade the Commercial strategy •Work with Marketing Department to develop and implement Strategic and tactical actions that enhance the affiliate business performance •Lead the regulatory and access strategies to develop new business opportunities as well as ensure full compliance with local and internal rules •Monitor macroeconomic and market environment, identify business opportunities and threats •Secure market share growth •Improve certain critical areas of the business, including distribution, customer development •Implement a sales function focused on sustainable revenue generation opportunities and relentless effort to minimize cost

Leading Commercial strategy in Commercial retail channel (Modern Trade, Distributors, Independent) Development, implementation, control of commercial policy for distributors, retail Defining and implementing commercial strategy for retail channel (distributors and retail) Development, implementation customer focused incentives to ensureCompany leadership Coordination monthly sales processes in close relationship with B-Units Ensure that strategic plans are allocated by brands, by account and agreed with all stakeholders in due time Ensure execution of sales initiatives for commercial retail with all stakeholders Identify risks and opportunities in executing of all sales initiatives Structure and provide full support to Leadedrship Team in order to efficiently manage performance by brand and by account (Distributors and Retail) Development, implementation of analytical tools, provide analysis to HQ Benchmark category position with competitors within categories, channels Provide commercial solutions to leverage sanofi position in each category

• Translation of the Brand Marketing strategy into clear objectives in terms of targets and range by channel • Review market and analysis it to determine opportunities for development • Planning and management of the trade-promo budget, A&P (POSM) budget and other extra project budgets to ensure excellent sales performance by channel, by geography • Development and management of trade incentives/loyalty programs and in-store promotions for customers NA/MT/TT, distributors, wholesales, incentives for SF etc • Market dynamics monitoring to identify external competitive threats to company business to lead the projects on the Company level, where sales input is required • Development of the national TM strategies, merchandizing incl. plan-o-grams, Core-Range by trade channel, category development solutions •Develop distributors evaluation criteria and gain understanding of distribution landscape by geography/channel/product category • Review and refine development targets - sales volume, coverage, revenue by area/city • Develop route-to-market models by channels/ geography and provide functional advice to Commercial Director on strategy changes, required in the business • Ensuring of appropriate product availability and forecast accuracy by providing feedback to Marketing/Finance/Supply Chain (MSP, SOP processes) • Working with Marketing, Supply Chain, Finance on the implementation of new product launches, co-ordination of events activities launches, promotions, period activities etc - KPIs development, integration, implementation, control, evaluation - Ensure appropriate target setting/achievement/control/evaluation - Preparation, participation in negotiations with core customers - Double check of core initiatives effectiveness with customers (field visits) - Develop, manage key strategy projects with key customers (NA/RKA/RDs)

1. Distributors development Based on strategic priorities in market management, develop system of trade support distributors (commerce policy for distributors) to ensure Nutricia's competitive advantage at the Distributors level. In liaison with Sales colleagues, update, launch and execute effective incentives for Distributors across the country; ensure that on-going effectiveness analysis is conducted to maximize effect versus invested funds. 2. Trade Marketing Distribution Development Programs Based on strategic priorities in Supply Chain management, develop trade marketing programs to ensure Nutricia's competitive advantage at the level of Distributors and Retail (both Specialized and Regular) In liaison with Sales colleagues, launch and execute the trade marketing programs across the country; ensure that on-going effectiveness analysis is conducted to maximize business added value of the programs as well as manage the costs effectively 3. Merchandising Develop and launch merchandising guidelines to ensure the best possible Nutricia's portfolio positioning at Retail; monitor execution and provide regular feedback to Sales colleagues to reach expected results within agreed timeframe In liaison with Sales, define strategic priorities and objectives of Field Force / coverage principles and targets; develop call mission structure Identify the need for POSM to improve portfolio’s distribution and visibility; define coverage targets and POSM placement guidelines. Ensure development of optimal and cost effective POSM solutions. Identify best suppliers; ensure qualitative production of the agreed POSM quantities. 4. Training and Development Analyze Field Force skills and knowledge vis-à-vis strategic priorities and objectives; identify gaps and training needs; in liaison with HR, ensure necessary training programs are delivered; measure improvements 5. Budget Establish, control over centralized and regional TM budgets; provide guidance to the organization on ROI principles to effective support agreed sales strategy; ensure consistency of investments across Russia; provide management with transparent and comprehensive analysis of investment dynamics

•Translation of the Brand Marketing strategy into clear objectives in terms of targets and range by channel •Review market and analysis it to determine opportunities for development •Planning and management of the trade-marketing budget •Development and management of trade incentives/loyalty programs and in-store promotions for retailers, distributors, wholesales, motivation incentives for SF etc •Monitoring market dynamics in terms of competitor’s strengths and weaknesses; •Development of the national merchandising strategy, incl. plan-o-gram , MSL project •Providing support to NA team in determining category strategy for account and it’s implementation of Category Management process. Negotiations witn key chains •Ensuring of appropriate product availability and forecast accuracy via leading sales forecasts and cooperation with Marketing and Logistics (S&OP). •Working with Marketing and Logistic on the implementation of new product launches, launch package and co-ordination of events activities launches, promotions, period activities etc •business trips to market, negotiations with key customers

Responsible for development, management and control of the Company business (Gillette, Oral-B, Duracell brands in mass channel of distribution); Sales force management (6 area sales managers, 64 exclusive sales representatives, 22 merchandisers) via direct and indirect customers in the Central Region to achieve and exceed sales objectives, distribution and display target. • Deliver value targets through Regional Distributors’ (RDs) and local Key Accounts business expansion in respective geography, growing RD direct coverage via ESF, FSF Teams development in key regional cities. • Provide Gillette products in-store excellence in strategic channels&customers via BIC company trade activities launches. Trade funds management for tailor made programs with Regional Modern Trade and Top Wholesalers.

Responsible for the Company business through mass&special distributors at all level of distribution. Run distributors and key retail&WHS customers Management&development of direct reports (Area Sales Managers, KAMs) to fulfill targets, to ensure performance of ESF, Merchendisers Run trade activities, leading of special projects (Van Selling, Wholesale, Local key chains, Pharmacy channel development etc).

Development, management and control of the Company business (Gillette, Oral-B, Duracell brands) in mass channel of distribution and sales activities, Management of sales reps (both ESRs, GSRs), merchandisers, Detailer, work with direct and indirect customers in Rostov-on-Don, Krasnodar area to achieve and exceed sales objectives, distribution and display targets. - Key retail project leader - Caucasus area project leader

Development of retail, WHS channel, implementation of all Company's marketing&sales activities at all distributiom levels, Training&control of distributors staff, search&activation of new customers, reporting,planning