Sales/Retail/Trade Marketing

Main goals: - Achieve growth and hit sales targets by successfully coordinating the sales team (6 Regional managers, 7 flying team managers and 60 beauty consultants working in the main retailers in Russian market: L’Etoile, Rive Gauche, Ile de Beaute, Sephora, Golden Apple) - To create and realize retail and TM strategy for Moscow region - Present sales, revenue and expenses reports and realistic forecasts to the management team - Create and realize action plans aimed at fulfilling sales and KPI targets - Create and implement procedures aimed at fulfilling SO targets - Prepare and present to the management the reports based on competitors’ analysis, product segmentation etc. - Constant communication with other departments inside the company (trainings, marketing, TM and KAMs department) - Planning and execution of trade-marketing activities for base assortment and new launches in the key stores for KA and distributors according to the guidelines - Coordination of promo actions in POS with retail team - Sell Out and promo campaigns efficiency analysis (communication with TM department, ROI control) - Creation of the merchandising guidelines according to type of network/retailer - Monitoring brand representation in the points of sales in accordance with guidelines - Creating reports, working with documents and internal databases

- Developing and agreeing of yearly, quarterly and monthly sales plans and investments into the channel to reach the maximum sales growth with most economy and rational investments; - Budget planning and control in accordance with Brand’s strategy (P&L control) - Assure the following KPIs: distribution, prices, merchandising guidelines, promo efficiency in managed account in alignment with accounts’ commercial policy; - Meeting with account’s representatives, business meetings, presentations to the clients; - Participation in regular meetings with clients: launches and support presentation, alignment on trade marketing & e-retail support plan - Managing the timely phase-in of new products to clients’ matrix; - Assure the timely invoice payments for sell-out products; - Secure of all requirements to paper-work regarding supplying of products to clients; - Constant communication with other departments inside of company (Trainings, PR, Marketing, Logistic) to provide the properly sell-out figures, logistic and supply documents, etc.; - Planning the promo activities in managed accounts, agreeing the promo-plan with line-manager and achieving the targets by promo-activities; - Setting the KPIs and coordinating the actions of juniors, implementation control; - Developing the professional skills of junior team members, based on possibilities provided by company; - Permanent communication with other KAMs to agreed joint account activities; - Tracing of new competitors’ initiatives (prices, promo-activities, new launches, etc.) and timely informing of manager; Main achievements: - Sell-out/Sell-in growth in 4 years 2013 – 2017 is almost doubled - Increase of client’s weight inside total Brand sales in Russia on 10% in 4 years 2013 – 2017 - Premium partnership in additional permanent merchandising - Personalized lighted equipment on all authorized Brand’s shelves - Personalized logo on all authorized Brand’s bays - Make-up studios with service area - Negotiation & agreement of new personalized corners’ installation – more than 50 projects from 2013 to 2017 - Increase of personalized corner’s distribution x3 times - Special partnership in Eventing: exclusive regional tours management