Customers: Maintaining key customers, projects (Jacobs, Nestle, Yandex, Ria news) Partnership development Expansion of the range of ordered products and services (inclusion of the company in the list of reliable suppliers) Resolving disputes (Leveling penalties by negotiation and presentation of our actions) Building a good company image (prompt processing of incoming requests, demonstration of expertise in client issues) Attracting new customers (now I conduct direct negotiations with Coca Colla, Pepsi, Mars, Unilever) Team: Motivation Distribution of duties Control including intermediate recruitment and recruitment Business: Search for new sample delivery channels (1-2 days versus old channel 5-6 days) The opening of a new product category: POSm. Cost optimization, logistics, taxes. Organization and participation in the IPSA exhibition booth

• Development of sales in KA clients (Auchan group Metro CC) • Leading negotiations process with buyers • Discussion of commercial and marketing terms • Optimization and control of client profitability inline with business strategy • Management of assortment in KA (listing of novelties and core range, rotation, product mix) • Set up and implement promo plan based on national marketing plans and business priorities • Control and optimization of receivables (payments, debts)

• Development of sales in KA clients (sales planning and analysis, budget control) • Leading negotiations process with local buyers of KA • Discussion of commercial and marketing terms • Optimization and control of client profitability inline with business strategy • Management of assortment in KA (listing of novelties and core range, rotation, product mix) • Set up and implement promo plan based on national marketing plans and business priorities • Control and optimization of receivables (payments, debts) • Building long-term relations with KA (TAG) Achievements -Yearly sales growth 28% - Investments reduction (- 2,7pp vs plan) -Leadership in cross clients project (TAG #1 from #9 in 2015)

• Participation in preparation and carrying out annual negotiations. • Tactical negotiations leadership. • Intime listings/rotation of KA matrix • Set priorities for field team (according to promo calendar), • Optimization of field employees daily routes, I gave field and classroom trainings. • Carry out the profitability and client efficiency analysis, including range optimization • Promo plan with ROI calculations development (including IN/OUT promo) • Work on quality of delivery enhancement (growth of DPA up to 87%) • Logistic expenses optimization (min. order value, quantity Logistic Center on delivery)

• In submission: 10 Sales representatives, 2 Supervisors, 2 merchandisers, 1 installer of the equipment. Sales development in the entrusted territory. • Yearly sales growth 8,7% ( 2,2% average for the region in same period). • 94% of Outlets with organized displays (highest result among all territories). • Development of new investments control system (as a result it helped to reduce investments by 20,8% with same presence). • Creation and leadership of new B2B project (additional sales about 2 mln rub in season). • Development and leadership of loyalty program with clients (sales volume increased by 14%). • Creation of distributors sales force development program, incl. trainings and bonus scheme. • Leading processes of logistics, storages and utilization of the equipment & products.