Dmitry Rozanov Email & Phone Number

Moscow, Ru

Ташкент, Узбекистан

Key role: strategic and operational management of sales and marketing (heating radiators, windowsand doors, aluminum and plastic profiles) in Uzbekistan, CIS countries and Europe. Digital andOrganizational Transformation. Advise on new busineses. Preparing the company for an IPO.- Sales and Marketing approach analysis, development new ogranizatonal architecture and businessprocesses according to company transformation targets.- Development of work standards and design of the company's showrooms according to bestworldwide practisis with a touch of a local CJM.- Launch of CRM system and Customer Service Digital Tools, Set Data and Customer BehaiviorResearch Department- Launch of IMZO Premium Brand Franchise in UZ and CIS countries- Cost optimization to improve the financial performance of the company.- Advise on a new busineses of the company (Food, Delivery)KEY ACHIEVEMENTS:- Conducted Sales and Marketing audit and developed the company strategy and IPO transformationroad map.- Identified growth points and developed a strategy for promoting the company's brands, includingadvertising campaigns for Imzo, Akfa, Engelberg brands- Launched the IMZO Brand Franchise in Uzbekistan (12 TP with factories in 2022)- Implemented CRM system and CTA approach according to consumer behaiviour research- NPS Improved by 10% compared to November 2021

Russia / Cis

Key Role: strategic and operational management of sales and marketing (vaccines and antibiotics for pig breeding) in Russia and the CIS countries (14 direct reports). Full responsibility for the Business Unit P&L.Key Achievements:— Succeed net sales growth by 7% by applying price diversification of the product portfolio, customer’s technical support development and an innovative vaccination technology promotion (2020 vs. 2019); — Succeed net sales growth by 11% (Q4, 2019 vs. Q4, 2018)— Succeed MSD market share increase by 2% (from 27% to 29%) in the BU territory (2020 vs. 2019);— Provided an increase in the share of sales of MSD products: by 14% in the Miratorg, by 10% in Rusagro, due to the implementation of a new approach of key customer management (2020 vs. 2019);— Reduced the cost of laboratory research by 12% through negotiations with a service provider, while maintaining quality;— Reduced Business Unit costs by 10% by switching from a global to a local service center license and logistic optimization;— Provided an EI level (evaluation index of MSD growth dynamics relative to the market) of 5%.Responsibilities:— Strategic and operational planning and budgeting of the Business Unit (horizons 1 and 3 years);— Sales and marketing team’s management: setting goals, motivation, development, control;— Development and implementation of the commercial policy, pricing management;— KPI’s development and execution excellence control, cost optimization and margin management (P&L).— Strategic planning process development and implementation (S&OP);— High level customer service maintenance, including creation of the service package offers;— Development of strategic partnership with TOP customers: Miratorg, Rusagro, Cherkizovo— Marketing strategies development and implementation, including digial tools as well on-line educational programs in cooperation with the «Skolkovo» educational center.

Moscow, Russian Federation

Key Role: sales development and promotion of innovative products (IQOS - www.iqos.ru and SNUS). Functional teams of 25+ people and project teams of 400+ people managementKey Achievements:— Increased by 700 % (from 500 to 3700) the customer’s base of IQOS LOYAL COMPANIES, including such clients as Panasonic, Yandex, McKinsey, etc. in 2018 by developing product promotion through opinion leaders within firms / corporations);— Increased IQOS market share in the B2B and B2C channels from 1.7% to 7.3% due to the development of a unique promotion strategy (2018 vs. 2017);— Increased sales volume of SNUS by 210% in Retail and HoReCa channels (2016 vs. 2015);— Provided 10% increase in SNUS market share (2016 vs. 2015);— Reduced the cost of production and placement of advertising materials by 10% (1mio USD) due to the segmentation of communication channels and focus on strategic one’s (2013 vs. 2012).Responsibilities:— Market and competitor’s analysis;— Development, implementation, analysis of marketing strategies and tools effectiveness and product promotion;— New sales channels development, increase customer database, negotiation, development of long-term cooperation programs;— Team management: recruitment, adaptation, training, setting tasks and control;— Customer’s bonus systems / referral programs development and implementation;— Forecast budget and sales volumes as well return on investment (ROI);— Development of national segmentation of various communication / sales channels to increase the efficiency of work with consumers and customers; — Marketing tools set up: USP, commercial offers, promotional materials and activities toolbox— National CRM system and IOS applications development.Career growth: until January 2016 I was responsible for the SNUS project, then for a year I led the digital project of national CRM system and IOS application development (CE Tool), and after I led the IQOS project.

Europe / Moscow

Key Role: Management of the marketing department, new product launches and support (45 subordinates).Key Achievements:— Reverse the downward trend in Marlboro's market share in growth: from 2.6% to 2.9% in 2010;— Launch 4 new product lines: "Marlboro Touch", "Marlboro Clear Taste", "Marlboro Ice Boost", "Marlboro Tin Box", which led to growth of brand's market share from 2.9% to 3.2% in 2012.Responsibilities:— Marketing strategy and product launches development: "Marlboro Touch", "Marlboro Ice Boost", "Marlboro Clear Taste, Marlboro Limited Edition"; — Development and launch of the national advertising company "Marlboro Adventure Team";— Team management: recruitment, adaptation, training, setting tasks, motivation and control;— Deployment of marketing activities for consumers, management of promo personal (3 agencies - 400 people);— Planning and budgeting of commercial activities, contract management (260 HoReCa points, 800 Retail points);— Diversification of product portfolio, management of availability and price;— Development of trade marketing / marketing activities in Retail, HoReCa, KA, Wholesale channels in Russia;— Development of a marketing strategy and tools (including Digital) for working with legal age consumers in the Europe and Russia;— Point of sales branding development, consumer events development and organization;

Moscow

Career growth: from the position of Sales Specialist to the position of Senior Field Marketing Manager

Bachelor'S Degree

Managment, Road Development and Construction

Master Of Business Administration - Mba, Business, Management, Marketing, And Related Support Services

E-Commerce, Digital Transformation

People Managment

Manger as a Coach