Drawing up and maintaining PnL b2c e-commerce marketplaces channels. Medium-term and long-term planning according to strategic goals. Drawing up the HR structure of the department and hiring the team. Operational trade management on marketplaces (WB, Ozon). Optimization and automation of existing and implementation of new business processes, including interaction with the IT-component and accounting. Writing category and commercial policies (ABC analysis; calculation of unit economics; analysis of niches, categories, other sellers; implementation of a price control mechanism, etc.). Management and control of b2c e-com marketplaces digital marketing metrics (SEO, organic promo, PPC-adv, influencers, etc.). GMV growth rate 24/23 exceeded 3000%. Control and management of b2c-retail.

1. Working with all top b2c e-com marketplaces / e-com channels in Russia (WB, Ozon, MYM, SBMM, MYM, MVM, VI, etc.). Heading b2b business direction. Sales volume reached 90+ million rubles per month in the off-season under my management. Setting up and monitoring the implementation of PnL 2023. Revenue growth 2023/2022 was 300+% till September 23. Plan/fact implementation growth 2023/2022 was 98+% till September 23. GM 23/22 total growth was 5%. Through cost optimization I brought the avg marginality to +15% 23/22. 2. SWOT analysis. Drawing up a commercial policy. Drawing up a credit policy. 3. Formation of a staffing schedule. Employee rotation together with HR. Writing scripts for HR-selection. Joint interviews. 4. Conducting regular meetings on financial indicators and metrics. 5. IT-digitization of sales results. Setting tasks for the IT-department. 6. Start-up of the b2b direction within the framework of the developed commercial policy. GMV growth b2b 23/22 x2.

Private practice of business consulting. Identifying bottle necks. Compiling PnLs. Business analytics. Searching for growth points. Setting up operational management systems. Successfully completed more than 10 different business cases in Russia and abroad (e-commerce, b2c e-com marketplaces, b2c retail). Different markets: electronics, sports nutrition, biohacking, etc. Setting up the digital part (front end, back end, optimal lead generation (CPL min), advertising activity analytics).

Analysis of existing business processes to develop worldwide strategy. Development of global b2c e-com strategy (Russia, EU, CNS, China etc.) including key clients list, PnLs, local parsers integration etc. Amazon business structure and processes building. B2c e-com marketing campaigns building and implementation. Key achievements: Highlighted and fixed the "bottle necks" in business processes for further private labels sales development both in b2b- and b2c- channels. Developed b2c e-com strategies for Russia, EU, CIS etc. Started and succefully conducted b2c e-com marketing campaigns for new private label AENO in Russia and CIS. Built and organized efficient Amazon business unit (processes, HR etc.). Provided GP growth up to 5 times 22/21. Built up b2c e-com promotion business processes for private labels (SERM, SEO, in-channel advertisement etc.).

Built and implemented b2c- price formation strategy. Built up long-term e-com development strategy. Developed b2c e-com business processes and connected to basic russian e-com channels (WB, Ozon, etc.) (>6000 SKU). Listed agreements with Marketplace YM, Litres, Sbermegamarket, Onlinetrade, etc. Built up the complete b2c- e-com connection cycle: internal business processes development and implementation; SEO; SERM; advertisement, etc.). Increased b2c e-com sales in 20 times to the 3rd working month. Executed sales plan every working month succesfully.

(2 years 2 months) Motor oils and lubricants - Sales Management of a company with an annual turnover of more than a billion of rubles - Development and implementation of Sales and Marketing Strategies for brands RAVENOL, Amsoil, Gulf, Aveno, Alco etc. - Development and implementation of E-commerce Strategy: internal and external e-shops, Marketplaces etc. - Sales Management for 5 regional Divisions located in Moscow, Rostov-on-Don, Saint Petersburg, Chelyabinsk, Volgograd - Operations Management (40 employees in Sales): recruitment, team building, adaptation of new employees, training in the field - Search and attraction of Key Customers including Marketplaces - Ensuring the implementation of the Sales Plan in b2b, b2c (e-commerce) channels - Development of Tools to increase sales and profit - Implementation of CRM (development of different techniques: analysis of sales funnel; key direct targets; sales scripts; formation, downloading and management of sales database) - Analysis of efficiency and development of Sales Channels - Development and implementation of Staff Motivation System including KPI and methods of non-material motivation - Market Analysis - Development of trainings arrangement with Key Customers - Control of contractual obligations and financial discipline (overdue accounts receivable) - Carrying of Sales Staff Trainings (Product Trainings, Sales Scripts, SPIN sales etc.). Key achievements: - Increased sales in online channels by 10 times in 2020 vs. 2018 - Attracted Key Customers and Marketplaces for Direct Sales: "KAMAZ", ``OZON'', "Wildberries", "Online trade", "Goods.ru", "Beru.ru", "Aliexpress.ru", ``Ebay'' etc. - Increased sales for Key Customers by 20 % despite of negative market trend - Developed and implemented an effective marketing strategy to promote products in the Premium segment which led to increased sales by 15 % - Increased active client base by 17% - Increased sales conversion by 30% due to working with Sales Funnel - Developed a strong Sales Team in Moscow Department. Built an effective Motivation System - Implemented a data exchange project with Dealers to exchange Sales Operational Data.

(8 years 8 months) Ceramic tiles and sanitary equipment - Startup. Team building. Business processes strategy development - Team Management (10 employees): recruitment, training, motivation programs (KPI etc.) - Sales Channels Development: e-commerce,b2b, b2c - Key Customers attraction. Building long-term relationships with Key Clients - Search of New Suppliers. Market analysis. Negotiations with New Suppliers - Assortment formation - Sales of italian (Bardelli, Petracers, FAP Ceramiche, Atlas Concorde), spanish (Porcelanosa, Ape, Pamesa, Ceramiche Brennero), russian (Kerama Marazzi), german (Agrob Buchtal) premium brands and ultra-thin ceramic tiles (Laminam) - Sanitary equipment (Villeroy and Boch, Hansgrohe, Grohe etc.) and premium decorative plaster (San Marco) sales arrangement development - Carrying of events to promote the products - Marketing budget management - Development of online store sales and marketing strategies - MODX Revolution integration - SEO promotion (reference aggregators, contextual advertising, copywriting etc.) - Market analysis - Participation in tenders, preparation of necessary documents Key achievements: - Profit acomlpishment to the value over the break-even point after 2 months - Сontracts conclusion with fitness clubs "World Class", The Government of Moscow, cafe chain "Mu-Mu", the hotel "Grumant", the airport "Kurumoch" etc. - The showroom opening (85% of A category SKUs) - Developed and implemented a strategy for online presence. The successful launch of an online store - Become one of the leaders in the segment after 2 years since startup

(2 years 10 months) Motor oils and lubricants - Departments managament: sales, logistics, technical support - Search of New Key Clients. Successful negotiations with the companies CEOs - Sales management and planning - Private solution of non-standard situations - Building long-term relationships with Key Clients - Search and attraction of Dealers. Conclusion of contracts - Organization of work on registration of necessary permits for export - Implementation of quality technical support to customers together with Sr Technical Specialists from Sweden - Work with foreign companies on recommendation letters for the oil usability - Participation in professional exhibitions and conferences - Management of workflow for the transactions (the formation of contracts, invoices, acts of performed works) - The reports development for CEO - Participation in tenders Key achievements: - Reached a cooperation agreement with Key Clients ("Mosgortrans"; "Omutninsky metallurgical plant" etc.) - Increased sales and profit of Department by 50% and 30 % respectively - Modified the process of exporting products and customs clearance - Career growth from the position of Sales Manager to the Head of the Direction