Managing Hypermarket channel (Lenta, Auchan, Metro, Globus)

Responsibilities: o Negotiate contracts according to Froneri strategy with local chains (Azbuka Vkusa, Miratorg, Dobrotsen, DA!, HyperGlobus, Avoska, Vinlab, Aromatny Mir, Chesnok, Zelgross, Mayak) o Negotiate with potential new chains o Forecasting NNS, NPS and TTS for each contract o Managing the best execution daily in the outlets o Continuously identify opportunities for contract improvement Achievements: o Achieved double-digit percentage growth in key local chains o Launched partnerships with 3 new chains (Vinlab, Aromatny Mir, Chesnok) o Maintained an average OSA (On-Shelf Availability) of 95%+ across all chains in the area of responsibility

Responsibilities: o Negotiate contracts according to CCHBC strategy o Network with key accounts to identify and address specific needs o Develop and maintain relationships with key accounts to ensure long-term success o Monitor and achieve sales targets (NSR, Uc, transaction, mix and ect.) o Collect and analyze sales data and trends o Maintain high customers satisfaction ratings, according to CCHBC standard o Stay up-to-date with internal and external developments and suggest new ways to increase sales Achievements: o Achieved volume growth (UC) of +17% in Q1’22 vs Q1’21 o Increased NSR/UC (rubles) (March’22 vs March’21): Core brands +25%, Juice category +16% o Enhanced single-serve mix by +3.7pp in Q1’22 vs Q1’21 (up to 80.7%) o Increased cold drink equipment coverage from 89% to 100% (July’21 to Feb’22)

Responsibilities: o Lead listing and volume negotiations with key clients (Svetofor/Mere, Maria-Ra, Monetka, local alcoholic retailers) o Conduct turnover, revenue, and forward stock planning; provide required commentary to the Category Sales Director o Manage sales for basic categories: baby food and canned food Achievements: o Executed listing of canned food at Svetofor South and Monetka. o Secured listing and initiated shipments of baby water to Yarche, and water/juice to Maria-Ra. o Launched baby water and puree sales at Norman, Gradusy, and Rusalka. o Expanded canned food listing to MERE across 3 countries. o Listed baby water and meat puree at Svetofor.

Responsibilities: Ensured compliance with NKA contract agreements and managed daily in-store execution via OSA, SoA, and SoS monitoring o Identified and implemented opportunities to drive store execution excellence o Drove in-store execution and sell-out growth, with a focus on high-margin product categories o Developed an effective communication system between the NKA Department and the field sales force o Provided recommendations for SalesWorks and Intelligence Retail system enhancements based on NKA and regional sales force requirements. Achievements: o As part of NKA contract compliance: o Launched an Image Recognition System: Improved OSA from 70% to 87% (March vs. June) and increased SoS vs. SoA by an average of 2pp. o Implemented a monitoring system for secondary placements: Increased outlet placement availability from 60% to 90% o Improved SKU matrix accuracy from 80% to 98%

Responsibilities: o Managed the Distribution Center (DC) Department to achieve state assignment targets (overseeing warehouse & transport logistics and 245 Baby Food Distribute points) with a staff of 640+) o Developed department strategy, focusing on internal process optimization and talent management. o Led operational processes, including: - Creating and aligning department development plans and operating budgets with the MPHD (Moscow Public Health Dept). - Collaborating with the Procurement Department on purchasing (warehouse services, transport, consumables, software, etc.). - Developing and implementing cross-functional KPIs in partnership with the HR Department. - Development and implementation of KPIs in cross-function with HR dept. o Orchestrated cross-functional integration of accounting and logistics systems (1C, WMS, EMIAS, Baby Food Portal, and Mercury) with the IT Department o Managed full-cycle supply chain planning. o Development and implementation of the internal regulatory rules (commodity accounting, job descriptions, product quality control, etc.) Achievements: o Reduced warehouse rent costs by 7.2M RUB annually o Improved Service Level (SL) from 85% in 2018 to 98.5% in 2019 (order fulfillment rate for FDMC) o Reduced the number of citizen appeals by 30% (2018 vs. 2019) o Implemented a set of measures to enhance inventory/commodity accounting o Successfully launched a new Warehouse Management System (WMS) o Launched the Portal FDMC accounting software

Responsibilities: o Developed and implemented merchandising and sales force strategies o Drove distributor channel strategy development and execution o Standardized merchandising and sales force processes o Defined key task requirements for a unified SFA (Sales Force Automation) system o Developed and launched a communication feedback loop from the field sales force to the Key Account (KA) Department o Managed projects involving 1,700+ staff o Forecasted and controlled Merchandising and Sales Force budgets (₽580M annually) o Oversaw special projects to improve execution in hypermarkets and baby stores Achievements: o Developed the unified Merchandising & SF policy in cross-function with Sales Dept. (rules, route standards, SFA reporting, finance control, responsibility, etc.) o Reduced a merchandising cost by 8,2% o Developed and implemented a finance effective system (cost to revenue in the range 2,5-3,2%) in Finance Dept cross-function o Implemented a reporting system (SFA) via Android (cost and outlet visiting control, indoor timing, SKU shelf layout BEFOR&AFTER control, promo execution and OOS reporting) o Developed the technical tasks for united SFA system

o Developed merchandising strategy during the Annual Operating Plan (AOP) stage. o Developed and aligned merchandising policies and standards with stakeholders. o Drove increased efficiency of merchandising investments/finance. o Managed the annual merchandising budget. o Developed and implemented Standard Operating Procedures (SOPs) for interaction between the KA (Key Account) Department and the field merchandising force. o Led the joint merchandising integration project between WBD and PepsiCo (Dairy, Beverages, Snacks, and Juices)

o Managed Trade Marketing activities across all Russia (17 branches). o Conducted market analysis to support promotional launches. o Developed Local Key Account (LKA) Trade Marketing strategy during the Business Planning (BP) stage. o Created quarterly promotional calendars for LKAs. o Forecasted LKA promotional volume and additional budgets. o Established effective collaboration between regional Trade Marketing and Sales departments. o Implemented national Trade Marketing programs for new product support. o Developed and executed non-price promotions. o Oversaw the implementation of MML within LKAs. o Developed financially effective promotional strategies (including discount policies, budget management, and financial results tracking). o Led cross-promotional projects with Tetra Pak and the Federal Purchasing Alliance

o Managed Trade Marketing activities across the Golden Ring region (10 areas surrounding the Moscow region). o Developed and implemented customer and consumer promotions. o Enhanced retail execution, including the development of merchandising standards and POSM placement control. o Designed and launched sales force motivation programs. o Supported new product launches through tailored trade marketing activities. o Managed budgets, overseeing promotional expenses and distributor compensation. o Controlled cooler equipment placement and efficiency. o Negotiated contract terms and promotional conditions with distributors.

.

.

.