Dmitry Rykov Email & Phone Number

Frankfurt, He, De

Frankfurt Am Main, Hesse, Germany

Area: 31 countries with a network of 105 retailers across Europe. The biggest business region in Europe and the 5th biggest sub-market globally. Responsibility: Leading the development and delivery of the fleet sales and mobility strategy for Jaguar Land Rover through the engagement of European Importer network and business customer.● Work closely with internal stakeholders, importers and strategic partners in order to design and implement a future-facing JLR mobility strategy including SUBCRIBE and RENT offers, delivering Modern Luxury mobility propositions and business models.● Grow up new mobility services performance and scaling up the business. Local and importer teams’ expertise growth.● Leading of corporate, special category, public administration and diplomatic sales.● Fleet & Business sales planning and delivery. Performance growth. VM program budgeting and governance.● Steering residual value through Approved pre-owned vehicles program and set of analytical tools. ● Approved sales volume planning and delivery. Ensure Program standards implementation and compliance.● Client loyalty growth through Approved pre-owned vehicles NPS implementation and steering.● Team development. Growth plans. People training and hard skills growth. Mentoring. Agile mindset. Empowerment. Soft skills.● Project leader for several European level projects connected to new JLR “Reimagine” strategy. Major achievements:● JLR Subscribe successfully launched in 23 countries, JLR Rent in 24. EIR JLR Subscribe program is now benchmark for bigger European countries.● New mobility strategy has been set and approved with the 5 years forward vision.● Profit per unit grew up on 43,88% for F&B sales channels.● Strengthen JLR and importers Mobility and Business teams expertise and performance.● Wide network of trustful and professional relationships established across JLR organization.● Significant development in European headquarters transformation to Agile organization.

Frankfurt Am Main, Hessen, Germany

Responsibility: Steering sales across the region of 14 countries with 31 retailer networks in the South-East Europe● Lead Jaguar Land Rover profit and sales performance in highly volatile and emerging markets.● Importer sales management excellence and sales performance growth through recurrent importer meetings and visits. Growth and development plans according to visit/meeting discussions. JLR standards fulfillment control. ● Qualitive KPIs growth. Mystery shopping and NPS. Client loyalty and retention.● Accessories and branded goods sales process improvement and per unit growth.● Profit per unit steering. VM planning and spending efficiency governance. VM reduction strategy development and implementation across the region. Action plan for fiscal year.● Project leader for couple of sales development related projects as well new JLR “Reimagine” strategy business transformation related ones. Close cooperation with European Operations and UK central teams such a:o JLR Europe agile transformation.o JLR worldwide retailer performance improvement system “RPTK” – project leader from European Importers region.o JLR EIR internal sales process management improvement. Sales process surroundings such a reports, related systems etc development and/or improvement.Major achievements:● Above 1,5 times net profit per unit improvement.● Employee of the year for FY21/22● Number 1 according to FY20/21 sales and NPS results within EIR Sales Development Managers.● Has been considered for promotion after already 3 quarters in the role.*This role was a significant step back for me in terms of professional experience, however it gave me the chance to move to another country and extend my experience on an international level.

Moscow, Russia

Responsibility: 360 degrees of steering Aston Martin business in the only importer and retailer in Russia. Managing team of 14 direct reports.● Go-to market strategy development for Russian market.● Annual budget planning and delivery. Daily control of P&L against the budget delivery. Net profit growth. Selling costs efficiency management.● Team management, development and growth. Individual competency growth plans for every employee.● Russian luxury market data-driven advertisement, sales and aftersales activities. Business and client-facing processes digitalization development. Ambassador of change to growth culture.● Sales process improvement in order to match Ultra High Net Worth individual clients expectations. Client loyalty and sales retention growth.● Stock, order bank and pipeline management. ● Aftersales business growth through retention and average bill growth. ● Brand building and awareness creation activities to raise the number of Ultra High Net Worth Individuals placing an Aston Martin in the purchase basket. Joint marketing activities with the AML, global and local bran partners. Brand PR.● AML new standards as well as brand projects adaptation and implementation in Russian market.● Assistance of Aston Martin Lagonda homologation team. Whole range homologation for Russian market.● New products commercial launch: Vantage, DB11 AMR, DBX. Hypercar sales and supply process.Major achievements:● Business plan for 2019-2023 developed and approved.● Budgets for the 2nd half of 2018 and 1st half 2019 exceeded.● Wholesale conditions for new cars successfully changed from 100% prepayment to 180 days of financing.● Band development and promotion plan for 2019 developed and confirmed with the headquarters. ● Successful certification and marketing launch of new models (Vantage, DB11 AMR, DBX). Russia became the biggest European market opportunity for DBX.

Москва, Россия

Responsibility: UAZ and Ssang-Young whole marketing strategy, governance and delivery for the current and next year in Russia and CIS countries. Managing team of 18 direct reports.● Function development from scratch. Organizational structure justification and implementation. People hiring, landing and growth.● Markets analyze function. Reports and analytics tools set up and improvement. Competitive segment definition and analysis for each model and derivative.● New models and limited editions commercial launch. Current and future lineup development plan participation.● Each model optimal versions range implementation. Price and specifications adjustments. ● Annual VM planning, performance steering and usage optimization.● Sales volume planning per channel. Channel's performance analysis and growth activities.● Retailer margin structure governance.● Development and implementation of the «UAZ Finance» and pre-owned certified vehicles program «UAZ Sure». ● Online reservation and subscription model development.● Marketing plan and budget development, approval with the board members and delivery. ● Marketing companies and actions efficiency growth. Marketing fund usage efficiency. Retailer marketing governance steering.Major achievements:● Distribution marketing function developed from scratch. All processes were set and aligned with the other functions.● 2018-year Sales budget, marketing plan and VM budget developed and approved by Board.● A new UAZ brand image strategy was developed and introduced. UAZ lineup has been repositioned including pricing and changes in specifications.● Brand new commercial vehicle UAZ “Profi” successful commercial launch. Expedition-oriented limited editions developed and launched for each non-commercial model across the lineup.● Certified used vehicles program was developed and started with 15 pilot dealers. «UAZ Finance» brand successfully launched for the entire network.

Москва, Москва, Россия

Area: 9-12 retailers across different regions. Russia, Belarus, Kazakhstan.Responsibility: Managing sales across the region of 9-12 retailers. Responsible for new vehicles sales budget delivery within the region.● Participation in annual of sales budgets development for each retailer in responsible region. Daily work in close collaboration with dealers to achieve budgets.● Retailer performance management through daily calls and quarterly visits. Market share, sales funnel, mystery shopping and NPS, stock and pipeline including aged stock. ● Support retailers in the responsible area with the sales management hiring process. Make individual development plans to improve the sales director, managers and each sales specialist’s efficiency.● New JLR sales department employee introduction trainings regarding JLR sales and client principles and strategies in Russia. Teaching of JLR procedures and standards. Train skills to work with dealers and achieve agreed budgets and goals.● Assist of marketing team with retailer marketing processes improvement. Participation in media plan preparation. ● Accessories and branded goods sales growth. New standards implementation and best-practice sharing. ● Dealer used car business (including certified – “Approved”) and financial products (including “JLR Finance”) sales targets delivery and process improvement.● New retailer opening process participation. Including architectural albums check regarding the sales standards and requirements compliance.Major achievements:● Each KPI results were continuously growth within 5 years. ● The global retailer management system "InSite" were implemented and launched in the Russian market. In this project, I worked closely with the JLR headquarters in UK as well as with global InSite development team.● CRM-system was developed and implemented as well as a set of sales management reports.● Active participation in new vehicle online reservation platform development.

Area: 12 retailers across central and north Russian regions.Responsibility: Delivering spare parts, accessories and branded goods wholesale and retail sales plans within the region of 12 retailers.● Developing action plans and strategies per sales basket to increase sales of spare parts, accessories and boutique goods. ● New projects related to spare parts, accessories and branded goods implementation for the entire region.● Renault standards retailer compliance audits. E.g., accessories exposition in the showrooms, static exhibition and demo cars. Collecting and distribution of the best-practices.● During my absence I was covering the functions of regional service manager.Major achievements:● Within the operating period, performance of spare parts wholesales plan achievement by responsible dealers were growth on 5-15 %.● All timing and quality indicators for the new projects implementation were successfully passed.● Sales of accessories grew up from 3500 to 6000 rubles per new vehicle.

Responsibility: Delivery of individual new and pre-owned vehicles sales plan.● New and pre-owned vehicle sales according to Audi standards and sales process. ● Additional products/services up-sale.● Follow up calls and enlargement with the customer base. ● Support customers with aftersales topics.● Participation in dealership as well as Audi centrally organized events.Major achievements:● About 80 vehicles were sold during the first year.● All quality tasks were achieved. Several mystery shopper surveys were successfully passed. ● Certification according to Audi's sales standards. 7th place from 58 for Russian market.