* B2B sales of NL Flowers to RU Retailers * Searching and discussing commercial terms with Distributors in Russia * Taking a part in Negotiations between Distributors and Retailers Results: * Logistic process from door to door created from zero with RU logistic company BPF * Stable deliveries to AUCHAN * Good 8th of March sales

* Annual planning of operational activity (profit/costs, sales, purchase, stocks, promo, marketing and purchase planning) * Operational management, motivation and control the staff by KPI's (KAM's, Supervisors, Constant and Seasonal Merchandisers) * Key client sales and commercial terms complete management (Castorama, OBI, Leroy Merlin, METRO, Maxidom, other 12 local) * Year Budget and Forecast (weekly and monthly updates) ; * Negotiations with key-clients on contracts, payment terms, bonuses, promotions, returns, penalties, service, etc. * Decrease the costs to get more profit Result: New clients. Sales-in Growth from 750 to 910 mln.RUB. Costs/Bonuses % reduced from -10.5% to -9.7%.

* Key client's co-operation (Castorama (Kingfisher), Maxidom, Auchan, other) ; * Main KAM's job: sales, daily dialogue with stores and buyers, warranty issues, merchandising control, stocks control ; * Forecast of sales-out/stock/purchase update (monthly) ; * Negotiations with key-clients on contracts, payment terms etc. Result: Sales-in growth from 120 to 145 mln.Rub

* Commercial strategy update due to the financial crisis situation in RUS * Commercial Budget, Range, Stock and Personnel management * Participation in P&L and Cash Flow budget updates; * Merchandising - crisis layout update and Seasonal update * Control and weekly check-up of gross margin and sales by key indexes. * Re-build of range structure adapted to crisis and local customer demand. * Relationship development with key suppliers Result: Two Stores opened in the peak of crisis in Russia; Costs reduced; Range and Merchandising totaly re-done.

* STARTUP: Category tree and a matrix built up from zero. Range, sales and purchasing management. ; * Seasonal stock management * Gross margin and sales management ; * Working out of the concept of private label (I was responsible for the first steps of Castorama private label for Seasonal products in Russia) * Agreements and development of partnership with more than 100 suppliers Result: Perfect startup of Castorama in Russian regions. My category sales become more than 20% of total amount of 6 product departments.

* Purchases of the «seasonal flower» range (bulbs, pot plants, lawn grass) - bulbs were started from zero * Negotiating with suppliers (Holland, Denmark, Germany, France, USA, Italy and Poland), customs and carriers. * Pricing for key clients from DDP and EXW prices ; * Conducting balances with suppliers, the control of fulfillment of contract terms and obligations. ; * Sales support. Control of gross margin and sales. ; * Took a part in service of key clients. Result: New categories from zero good startup

* Development of Key-account department from zero stage. ; * Service of the key clients (OBI, RAMSTOR, AUCHAN, MARKT KAUF). ; * Working out of projects: cost-saving, fixation of the prices for key clients, creation of complex offers for new clients. ; * Search, motivation, professional adaptation of KAM's. ; * Planning of sales and promotion. ; * Negotiating and contracts signing with retail chains (Food&Nonfood; DIY) and other key clients Result: New dept positive profitable start-up

• STARTUP: Development of client base from zero, an active search of clients • Remote service development, providing clients with the information, feedback analysis • Staff management Result: 200 Moscow + 400 Region b2b Clients active sales in first year

Faculty of Management and Marketing, Diploma