Area of responsibility: the Republics of Armenia, Georgia, Azerbaijan, Belarus.

Key regional accounts development. Direct shipments to 4 clients: RBT (343 stores №4 player on the market), Kirgu, OLDI-Asbis, Global Trade -B&O. • Achieve quarter/ annual sell-in volume targets and sell-through sales share (amount, units), COI, profitability. • Commercial conditions negotiation with partners. • Communication with partner’s key decision makers and stakeholders. • TV category assortment and stock management. Timely lineup change. • Promo action plan development: promotions, staff motivation programs, promoter & POSM placement. • Promo budget management. ROI and promo efficiency control. • Close work with logistics department in order to fulfill customer’s orders. • Providing regular and accurate sales forecast and sales review to Senior Managers. • Pricing and competitors activities monitoring. Achievements: • LG TV sales share improvement in RBT from 3% to 15% (historic maximum). • LG promoters placed in RBT for the first time ever. • ASP growth +30% Vs PP.

Key responsibilities: 1) Key regional accounts development. Direct shipments to 2 clients: Eldorado Krasnodar (64 stores, sell-in volume up to 2mln.$/ year) during 2016-2019. Tehnosklad (13 stores, sell-in volume up to 1mln.$/ year) during 2016-2020. • Achieve quarter/ annual sell-in volume targets and sell-through sales share (amount, units). • All categories assortment management (TV, Audio, photo/video, memory cards, Play station etc.). Timely lineup change. • Promo action plan development: promotions, staff motivation programs, promoter & POSM placement. • Promo budget management. ROI and promo efficiency control. • Close work with logistics department in order to fulfill customer’s orders (>90%). • Providing regular and accurate sales forecast (PSI) and sales review to Senior Managers. • Pricing and competitors activities monitoring. • Receivables and accounts financial discipline control. 2) Sales development in territory of responsibility. Cities in charge (at various time): Stavropol, Pyatigorsk, Sochi/ Adler, Novorossiysk, Anapa, Gelendjik, Grozniy. • Sales share target achievement in key categories in cities of responsibility. • Regular business trips & point of sales audit. • HQ agreements compliance control in national accounts stores: M Video, Eldorado, DNS, RBT, Poisk. • Negotiating presence improvements in stores (merchandising, stock presence, POP materials etc.) • Field team management (supervisors, merchandisers, promoters- up to 12 people). • Regular distribution, stock & sales analysis of each key store; feedbacks and requests to colleagues responsible for each account. • Organize field and team trainings via training department. 3) Second tier regional partners search & development (indirect shipments). Responsible for: 1 partner in Pyatigorsk, 4 in Groznyi, 1 in Sochi. • Achieve quarter/ annual sell-in volume targets and sell-through sales share (amount, units). • All categories assortment management (TV, Audio, photo/video, memory cards, Play station ect.). Timely lineup change. • Promo action plan development: promotions, staff motivation programs, promoter & POSM placement. • Promo budget management. ROI and promo efficiency control. • Search and sign contracts with new clients. • Client potential assessment and commercial conditions negotiation. Achievements: • Sony amount sell-out share improved in key categories: Eldorado KRD: TV from 2,5% to 13% (in first year of work). Music centers from 30% to 86%(in 2 years). Tehnosklad: TV from 5% to 14,5% (in first year). Music centers from 50% to 83% (in first year). • Play Station category creation and development in Eldorado KRD, as a result incremental volume 250 K $/ year. • TV category active distribution and assortment development (>+15%) according to corporate targets. • Contracts signed with 3 new partners. Additional sell-in volume 2mln.Rub/Quarter. • More than 10 times volume growth with 2tier partner (SOBAR Groznyi) since the client transition to my coverage. Shipments from 300K Rub to 4mln./ quarter. • “Best project of the 2018 year” award winning as a member of South branch team for Soundbars category development in South Russia (best sell-through increase in country +45% Vs PP).

Being responsible for development of long and effective partnership relations with 2 key regional partners: TABRIS (10 stores), ECONOM (33 stores). Key responsibilities: • To achieve sales targets (sell-in, sell-out) and budget targets at quarterly and year base. • Accounts sales/SKU/shelf share target achievement and development. • Strategic partnership activation. Presentations and commercial conditions negotiation. • All categories assortment and pricing management (Detergents, Baby care, Gillette, Fem care, Oral care etc.). • Massive promo support of new product launches and initiative categories from the day one. • Annual negotiations & joint business planning with the clients: advertising, promo plan, assortment, shelving, pricing, merchandising. • Marketing budget planning & investing in promo activities. Spending effectiveness control. • Close work with distributor to maximize orders fulfilment (stock forecasts, reservations). Achievements: • P&G corporate sell-out share increase by 7p.p. in first year in Tabris. • Overachievement of shelf shares targets in all key categories by 5-15 p.p. • Complex Gillette project development and execution in Tabris: 1) 2 meters open access Shave care category creation in 4key stores (>60% of business). 2) Gillette equipment placed in checkout zone in 10 stores. Result: category sell-out growth +40% Vs PY. • Complex Pampers project development and execution in Tabris: shelf share increase by 17%; planograms according to P&G recommendations; permanent consultants placement; buy-get promo; additional displays. Result: Pampers sell-out growth and brand share increase by 8p.p in 3 months. • Listing of previously unpresented P&G categories, (female deodorants, shower gels, liquid soap etc.) • Agreed with clients regular store-wise sales data sharing for strategic partnership.

Worked with national retailers stores (Hypermarkets, Cash & Carry, Supermarkets) located in Krasnodar and Krasnodar region: Metro C&C, Lenta, Magnit, Okey, X5, Auchan. Up to 15 POS in coverage. Key responsibilities: • HQ agreements compliance (displays >=96%, shelf shares, promo). • Local agreements in stores (additional displays, shelf share growth, local promo activities, POSM placement). • Massive initiative categories support in stores. • Field team management (supervisors, merchandisers, promoters- up to 40 people). Staff hiring, training, task setting, performance control etc. • Store visits, regular fieldwork. Achievements: • HQ agreements compliance target achievement (100% compliance in last 1,5years); Local displays placement +30% and above (to HQ agreed qty.) • Local agreements is stores w/o booking: consultants placement, buy-get promo conduction, POSM (stands, dispensers, decoration etc.) placement. • Local agreement for Gillette equipment placement in Perekrestok stores. Category sales growth by 25%. • Motivation program for merchandisers developed and successfully implemented. Result: Key KPI overachievement, additional displays growth +30%.