Dmitry Kozlov Email & Phone Number

Coimbra, Portugal

Elfuturis is a tech start-up focusing on energy efficiency and implementation of innovative PCB stator winding topology.

Saint Petersburg, Russian Federation

Managing project (investment) sales business model, relevant resources and processes by:• ensuring saturation of the project pipeline by new diversified opportunities,• securing targeted hit-rate and project sales turnover,• redesigning project’s CRM including integration of wide scope of digitized measures and KPIs,• building and developing corresponding motivation system,• widening design capabilities by new product and solution applications, new tools and technics like BIM.As the result, the project sales have started to deliver growth rate of more than +20% (+24% in 2020), which is significantly surpassing average company's growth and exceeding €500 mln. The headcount of dedicated project sales managers is risen up to 140 in addition to more than 2000 shared general salespersons. Project sales are also supported by own designing team and managers dealing with external planning organizations.ETM is the biggest multichannel distributor of products primarily intended for electrical and some other engineering and IT systems in Russia.

Saint Petersburg, Russian Federation

Trade House Thermex is the sales company of Thermex Group, the recognized manufacturer and supplier of electrical water heaters, and focuses its operations in Russia where obtained major part of the market.Total company's sales 85M€ includes also export to CIS, EU, Middle East and Africa. 420 employees at more than 60 regional sales branches. Two manufacturing entities in Russia and one in China.RUB sales revenue was managed to retain while market was shrinking on 13%. And company gained extra 8-10% MS, up to 3p.p. SG&A saving were obtained due to sales organization restructuring.

Saint Petersburg, Russian Federation

Managing Sales operations valued 40M€ and dedicated teams in Contractors and Retail segments in Russia (in total 120 pers.) based in HQ in St. Petersburg and regional branches in Moscow, Krasnodar, Novosibirsk. Maintaining offer development including own brand, launching new product ranges and brands. Deployed new digital marcom means and tools, fully redesigned e-shop, stock clearance and project sales web-sites, launched numerous actions to stimulate a demand. Elaborated substantial development projects:- organizational structure optimisation aiming increase of revenue per salesperson,- renewal of personnel motivation system,- release of own-made CRM with integrated sales funnel and range of specific performance measures,- penetration to new sales channels incl. acquisition and further regional expansion plan,- strategic growth initiatives like recovery plan for electrical products, installers program.Onninen is an engineering equipment wholesaler, keeping in particular substantial positions on Scandinavian markets. Due to coming acquisition by Kesko Group by end of 2015 the branch in Russia was terminated.

The core mission was to define and implement appropriate strategy and business models to enlarge and diversify sales channels for Schneider Electric branches in 17 countries of Central Eastern Europe and Israel. And translating it into operational plans with further enabling its execution by coordinating all stakeholders:- launched great number of (series of) products and ensuring its availability, adaptation to local demands, differentiation and positioning, phase-out actions,- maximizing cross-selling synergies between Power and LifeSpace teams, merging them further,- driving and challenging Sales and Marketing teams, coordinating its activities, interacting with corporate resources,- contributed to countries’ organizational design to achieve higher efficiency,- deployed new approaches and shared best practices in POS coverage/penetration, CRM, digital marcom, e-sales, loyalty program, electricians, DIY, merchandising,- controlling product lines P&L.70M€ sales, 140 indirect subordinates in matrix organizational structure.Schneider Electric is the global specialist in Energy management and automation.

Moscow, Saint Petersburg, Russian Federation

Start-up project from integration of agent business till Merten running robust and sustainable entity in Russia. Full scope of activities and responsibilities relevant for small/medium size sales company. Launching and maturing sales operations in Russia. Developing building automation market and recognition of KNX technology. Supervising Merten branch in Ukraine and agent businesses in other CIS countries - Kazakhstan, Georgia and Azerbaijan.5M€ sales, 20 employees, two sales offices in Moscow and St. Petersburg. Gained 18% MS in steady competitive situation, gotten 2nd position in the segment after 3 years of operations, breakeven in 2 years.Merten - top-ranked German manufacturer of innovative solutions for intelligent buildings including variety of stylish switch ranges. Merten had merged with Schneider Electric in 2006 and it was fully accomplished in Russia by mid of 2008.

Moscow, Saint Petersburg, Russian Federation

Deployed Lexel business of wiring devices in Russia from scratch. Having started in 1994 from small office (under Ahlstrom name at that time) Lexel become one of most acknowledged brand in Russia within the industry.Managed two companies in Moscow and St. Petersburg with particular focus on expanding both distribution and project sales of entire portfolio of Lexel.15M€ local and export sales, 30 sales-related employees.Mature positions in medium-high segments of wiring devices, dominating MS in North-West of Russia, seasoned distribution and project sales of security systems.Launched in 1997 and then accomplishing in two years the full-scale wiring devices manufacturing unit with up to 120 employees.Lexel was the second biggest European group in the segment of wiring devices, cable management, data communication and control systems for the residential and commercial building applications. Schneider Electric acquired Lexel Group in 1999, but business in Russia ran autonomously until the integration had finally taken place in 2003.

Mba

M.Sc.(Eng.)