Development and implementation of a strategy for a product IT company in the B2B and B2C segments in the markets of the Russian Federation and the Middle East (MENA-Region) - EdTech&PharmTech markets.Key Responsibilities1. Marketing:- Analytics and research, strategy + branding, planning and budgeting;- promotion of company portals and services in digital channels;- PR&Event management.2. Processes:- building an Agile project management system;- employee management (team formation, motivation system development, recruitment);3. Product:- organization and implementation of a culture of product research - CustDev, JTBD, CJM;- Management and development of the product portfolio.4. Revenue management and organization of B2B and B2C sales.Achievements:- increased revenue by 2.7 times (YoY) while reducing the annual budget for marketing and maintaining marginality;- the redesign and technical processing of the architecture of all portals (front + back) was carried out;- set a historical record for traffic on the pharmznanie.ru portal (an increase of 4.2 times (YoY));- the largest industry conference DigitalPharma was organized, participation in which has become an industry standard;- in international activities (MENA region), the company moved from the stage of testing to the stage of hypothesis confirmation and reached the payback;- The company reached the 1st place in the industry ratings of Ipsos, RNC Pharma.

I lead the direction of monetization and retention of users/customers in the two largest channels of the company. Cross-functional management includes a product, marketing and commercial team, as well as a remote call center. I also take part in the strategic development and launch of new products and directions on the market.Key responsibilities:1. Strategy:- market analysis, search for growth points and new directions;- development, protection and implementation of product, marketing and commercial strategies;- calculation of unit-economy, financial modeling and forecasting, P&L management.2. Product:- development, testing and scaling of hypotheses, backlog formation;- management of commercial, product and user metrics (Revenue, LTV, ROI, EBITDA, Retention, Churn, Cv, NPS, CSAT);3. Marketing, sales and service (B2B+B2C):- management of the budget and communications in controlled channels, control of efficiency;- construction and development of the account-direction, implementation of CRM&CDP-systems;4. Team management:- formation of the staffing table, hiring and motivation of personnel (OKR management);- Operational management of the department.Achievements:- the annual plan was exceeded by 2.57 times in 7 months;- a system model of the work of the direction was built and a team was formed to implement the plan;- the company's CRM strategy was developed and implemented, which doubled the Retention Rate and MAU;- a multi-stage technical project for the implementation of the CDP system was implemented;- streamlined and systematized work with data: analytics, interpretation, forecasting;- built from scratch a successful account-division in the B2B direction.

- organization of active B2B sales and management of the sales department (long transaction cycle with a high average check from 100 thousand euros);- search for personnel in two cities of the company's presence (managers for cold calling, field personnel, management);- training and mentoring of sales managers;- coordination of activity of managers of divisions;- planning and monitoring the implementation of the sales plan;- automation of the sales department using CRM (SugarCRM later 1c - Bitrix) and virtual PBX;- integration of CRM into the company's business processes;- development of selling scripts at all stages of the sales funnel (cold calls, processing of an incoming request, meeting script, etc.);- development of regulations, KPIs and instructions for sales departments;- development and setup of regular letters and a series of auto-mailings (direct email). Development of mailing calendar;- development of commercial offers and presentations of the company;- personal sales;- organization of participation in exhibitions;- organization of the flow of incoming requests for demonstrations of the capabilities of the IT platform;- negotiations at the level of the first persons of the largest companies.Professional achievements:- Closed deals with large Russian companies such as X5Retail Group, Audi, Tele2, Castorama;

1. Strategic management and analytics:- participation in the financial planning of the company (creation of annual and quarterly plans and budgets, control of management reporting, BDR and BDDS);- market analysis, competitive analysis (Russian and foreign), segmentation of the target audience, analysis of key indicators;- development of positioning, advertising strategy, sales model;- development of a brand and brand book (corporate style, positioning, USP, key values ​​and principles of work, communication message);- development of new products, study of promising areas of activity of companies.2. Tactical and operational management:- time management, event management, project management;- Delegation and goal setting tasks;- control of efficiency (KPI) and progress of project implementation by managers.3. Promotion and sale of company services:- development of the company's website (control of the contractor's work, joint prototyping, control of the work of copywriters on filling the site, work with UX / UI designers);- implementation of advertising campaigns (direct-mail mailings, email marketing, quarterly promotions of the company);- organization of events (presentations, business breakfasts, exhibitions);- personal sales at exhibitions and conferences;- participation in tenders and public procurement (preparation of documentation (cost estimates, presentations, contracts, acts, etc.)4. Development and implementation of advertising campaigns and promotions for customers

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