Andrey Stefanenko Email and Phone Number

• Company commercial\business unit management: sales, active clients base (Key accounts and SME), sales motivation plans, planning and budget issues, marketing cases, key partners’ relationships. • SME sales team (25 employees): formation and development sales representatives and supervisors team, sales plans, coverage plans, KPIs, marketing activities, SR routing, portfolio development. • Key accounts team (18 employees): hiring and development key account representatives, sales plans,… Show more • Company commercial\business unit management: sales, active clients base (Key accounts and SME), sales motivation plans, planning and budget issues, marketing cases, key partners’ relationships. • SME sales team (25 employees): formation and development sales representatives and supervisors team, sales plans, coverage plans, KPIs, marketing activities, SR routing, portfolio development. • Key accounts team (18 employees): hiring and development key account representatives, sales plans, working-out and implementation activity plans for key retail chain stores, negotiations campaigns, listing and e.t. • Hiring staff for key sales positions, training and development of newcomers. • Distribution portfolio management: support for current partners and launches new distribution contracts (Russia) in KZ area. • Company’s business processes optimization: sales representatives’ efficiency, client relationships, cross-functional interaction with the divisions influencing the efficiency of sales: Production, Accounting, Logistics.Key achievements: - Sales revenue increase by 80% 2019vs2018;- Changing business unit efficiency: stable positive financial result according to the operations of 2019 y.- Creation and introduction of the position levels system (PL) and motivation programs for sales teams;- Launch a new distribution contract with Russian supplier («Russian fish world»): + 20% to monthly revenue stream for company;- EBITDA growth according to the results of 2019 y. Show less

• Launch and development my own start up project on internet retail sales area in Kazakhstan (kids’ furniture, www.happyhome-mebel.kz). • Design, filling content and promotion of company’s corporate web site (main sales tool), supplier products customization for internal country sales. • Creation and introduction of sales and marketing strategy for company (site usability, users’ convenience, content and product management, rollout plan of activities with partners, media, IT… Show more • Launch and development my own start up project on internet retail sales area in Kazakhstan (kids’ furniture, www.happyhome-mebel.kz). • Design, filling content and promotion of company’s corporate web site (main sales tool), supplier products customization for internal country sales. • Creation and introduction of sales and marketing strategy for company (site usability, users’ convenience, content and product management, rollout plan of activities with partners, media, IT, advertising and e.t.) • Hiring staff for key sales positions, training and development of newcomers. • Work with administrative and legal issues. • Working-out the cooperation form with main supplier (Russia) and country distribution agreement signing (financial, logistic and client support issues, payments and debts control, others). • Country sales plans estimation and monitoring their implementation.Result: commercial launch of a previously case planned timing of 3 month, formation of effective organization team (20 employee) in sales, logistic, customer support. Sales increase by 200% (revenue) for the first year of activities. Show less

• Working out and introduction of strategy of B2B sales in Kazakhstan , work with plans of sales-initiatives (sales, marketing activities, key staff development, network rollout for B2B clients ) ;• Client relationship mangement with Kcell B2B clients, organizational development for structure of country B2B divisions, definition of the purposes and problems, key procedures of work with B2B clients;• Management of system of sales and service support for Kcell B2B clients;• Special… Show more • Working out and introduction of strategy of B2B sales in Kazakhstan , work with plans of sales-initiatives (sales, marketing activities, key staff development, network rollout for B2B clients ) ;• Client relationship mangement with Kcell B2B clients, organizational development for structure of country B2B divisions, definition of the purposes and problems, key procedures of work with B2B clients;• Management of system of sales and service support for Kcell B2B clients;• Special investment project for Kcell B2B clients technical network development (capex/opex management);• Establishing and maintaining the country performance of KPIs (key figures for B2B sales: revenue, sales, active base, churn, etc.); Result: B2B ARPU and average B2B client charge were retained, in spite of trend of dramatical decrease mobile operators prices (more than 30%), sales growth of VAS services and mobile phones of 25%. • Introduction of new segmentation approach for Kcell B2B client base; Result: decline of B2B subs churn by 12%, increase of utilisation work time for sales persons, B2B clients satisfaction rate growth (>94%).• Regional Sales teams management and development (all Kazakhstan regions);• Working out and introduction The new motivation system of employees of B2B sales department. Result: change of "focus" of sales representatives from mass and short life cycle subscriptions to real revenue generated B2B clients, decline "death" suscriptions more than 50%, active subscribers base growth by 6%.• Working out and introduction The antifraud program for B2B sales department. Result: a significant reduction low quality ana fraud subcription by 70% in 2012-2013• The organization of cross-functional interaction with the divisions influencing the efficiency of sales: Marketing, Technical department, OD&HR, Financial department;• Meetings and negotiations with key B2B clients (customer attraction and retention); Show less

• Working out and introduction of strategy of sales in the business market, working out of plans of sales-initiatives;• Organization of work with corporate clients of the country, working out of organizational structure of division, definition of the purposes and problems, procedures of work with corporate clients;• Establishing and maintaining the performance of key figures SCC (participation in working out of the market-plan regarding business sales: income, sales, active base… Show more • Working out and introduction of strategy of sales in the business market, working out of plans of sales-initiatives;• Organization of work with corporate clients of the country, working out of organizational structure of division, definition of the purposes and problems, procedures of work with corporate clients;• Establishing and maintaining the performance of key figures SCC (participation in working out of the market-plan regarding business sales: income, sales, active base, outflow of subscribers, etc.);• Forming the scheme of work with regional divisions of LLP”Kar-Tel” in sphere of corporate sales, formation of divisions of a building of sales in structure of regional divisions of LLP “Kar-Tel”• Establishing segmentation of client base, in accordance with principles of group of companies "Vimpelcom";• Working out and introduction of system of motivation of employees of SCC• The analysis of the market of corporate mobile and a fixed-line telephony in RK;• Development of employees: definition and working out of programs of development of employees (a Beeline University, Kazakhstan), the organization of assessment for heads of regional sales divisions; introduction of system of joint field- visits.• Working out of marketing (national and local) initiatives on В2В;• Audit of procedures and processes of the fixed business (Sa-Telkom, 2Day Telecom), participation in working out of the plan of initiatives on integration sales: definition of cross-country-clients, training of the personnel, cross-country-sales to corporate clients;• Advancement of projects on connection of international clients within the limits of group of companies BK.Achievements:• Increase in sales volume for corporate clients on 220 % ( accession rate 4) 2009vs2006;• Growth of a share of the market of LLP”Kar-Tel" with gain in segment В2В from 16 % in 2006 to 29 % in 2010• Increase in incomes of LLP”Kar-Tel" in segment В2В to 26 % 2010vs2006; Show less

• Formation of structure and definition of principles of work of division;• Calculation of the plan of sales, distribution of individual plans of sales on employees;• Coordination of work of healthcare management organization (International SOS): quality control of service of the insured;• The control of process of insurance compensation on insured events;• The project «Insurance of leaving abroad»;• The organization of work with the international insurance brokers (AON… Show more • Formation of structure and definition of principles of work of division;• Calculation of the plan of sales, distribution of individual plans of sales on employees;• Coordination of work of healthcare management organization (International SOS): quality control of service of the insured;• The control of process of insurance compensation on insured events;• The project «Insurance of leaving abroad»;• The organization of work with the international insurance brokers (AON, Marsh) in a profile direction of insurance, double increase in sales by means of broker channels;• The market analysis on services of voluntary medical insurance. Show less