Andrey Melnikov Email & Phone Number

Shanghai, China

Job Summary:Active sales and business development of China – Russia trade lane for logistics, customs clearance, and warehousing services. Key responsibilities:● Established a business relationship between RU and CN HQ.● Controlled operational, financial, and commercial matters, assisted in setting up communication between colleagues● Together with local sales, operational, financial managers meeting potential clients by growing, maintaining, and enhancing current businesses;● Prepared sales materials and presentations related to the trade lane;● Developed narrow focused sales pipelines for RU and CN sales managers● Organized online and offline various sales and operational training for CN colleagues to promote the trade lane;● Gained new agents and subcontractors for the CN offices● Conducted the intercultural experience exchange between offices to motivate the strong bond of two teams

Moscow, Moscow City, Russia

Job summary:Active sales and business development of logistics, customs clearance, and warehousing services. Focus: Multi-modal shipment.Key responsibilities:● Prospected for potential new clients and turned them into increased avenues of business;● Meeting potential clients by growing, maintaining, and leveraging the network to ensure a robust pipeline of opportunities;● Collaborated with operational and marketing departments on the making of competitive proposals;● Developed new service offerings based on detailed and documented insights of market and client needs;● Managed and maintained accurate data of target industries and customers in the CRM system;● Control and monitoring of operational indicators for key customers;● Cultivated relationships with key contacts at potential clients and partners to get access to new opportunities.

Moscow, Moscow City, Russia

Job summary:Leading and development of Air & Sea Freight Forwarding business: key clients, receiving regular feedback, discussion, and development of new services.Key responsibilities:● Account development, cold calling, assessing client needs and desires, providing tailor-made solutions● Managed relationships with key accounts, contract negotiations, pricing, billing, and logistics issues● Cooperated in teams with operational and financial departments to raise the customer’s experience● Leaded planning, strategy, and bid preparations.● Performed marked researches on competitive landscape and target industries● Conducted marketing and brand awareness activities on a marketKey achievements:• Created the company’s sales presentation from the scratch • Enhanced the pool of subcontractors by arranging deals with ocean carriers and truck owners• Participated in a project of new company’s website development, acted as website content editor and creator

Moscow, Moscow City, Russia

Job summary:Head of the department responsible for the management of all commercial contracts of airline's customers, freight forwarders and interline-partners as well as treatment of all commercial contractual issues Key responsibilities:● Management of 3-employee contract department.● Participation in regional meetings and quarterly/annual contract negotiations with freight forwarders.● Analysis and reporting of contract performance to the airline’s top management. Preparation of monthly/quarter/annual reports with airline's KPIs – tonnage, revenue, CM0, CM1. ● Handling, preparation, and management of all Block Space Agreements, Interline Agreements, General Sales Agency Agreements, Incentive Agreements, ACMI agreements, and other types related to commercial and sales. ● Negotiations with airlines in terms of interline business.● Leading negotiation of incentive agreements with freight forwarders' senior management. Performance analysis of top customers. Review of incentive program participants. Development and preparation of airline's incentive policy. Calculation and forecast of incentives.● Facilitating the re-negotiation of existing contracts.● Ensuring that all contracts have gone through approval with all internal stakeholders and are duly signed.● Commercial contract templates development and renewal.● Preparation of short and long-term business scenarios for senior management consideration and approval. Supporting senior managers in the development of risk and policy documentation. ● Conducting investigations into any technical changes or contractual disputes.● Providing expert advice to colleagues on any issues that may arise.● Finding a proper decision in a risk situation.Achievements: Conducted 2020's anti-crisis incentive program – a transformation from pure cash incentives to the non-monetary bonus scheme

Moscow, Moscow City, Russia

Key responsibilities:● B2B Contractual arrangement of air cargo transportation (Block Space Agreements, Sales Agreements)● Preparation of monthly and annual interline reports● Maintenance of the contract database –pivot table with contract terms and key performance indicators● Managing invoices from date of issue to date of payment.● Internal communication with Finance, Legal and Marketing departments. Daily cooperation with regional sales team as part of centralization policy.Achievements: Developed contract template of the Block Space Agreement, which was adopted for worldwide sales of the airline and allowed to speed up the internal approval procedures and increased the loyalty of the global freight forwarders in terms of arranging large-scale deals.

Moscow

Job summary:Performed various functions starting from ramp cargo delivery and acceptance to customer service responsibilities. I had an experience as a warehouse shift-leader. Key responsibilities:● Handling booking inquiries, B2B, B2C● Customer service functions● Cargo acceptance, warehouse control● Preparation of cargo documentation● Supervision of cargo warehouse● Control of cargo transportation from warehouse to the airport terminal