Dmitry Ustimenko Email & Phone Number

Нови Сад, Воеводина, Сербия

• Conducting an active search and attracting potential clients (leads).• Market monitoring and analysis of competitors’ prices, logistics operations, tracking sales dynamics and optimizing delivery routes, informing management. • Conducting negotiations with leads, presentations on the company’s products and services, agreeing on terms of sale, cost, discounts, volumes, delivery procedures, payment terms.• Maintaining and developing long-term relationships with existing clients (partners).• Consulting leads and partners on the company’s product range and services.• Working out ways of lead generation, collecting contacts, establishing lead needs.• Service support of transactions at every stage: from preparing and sending an individual commercial proposal to bringing the client to sign a contract for the supply of products/provision of services and monitoring its implementation.• Formation of orders in the information database (reception of all incoming applications from the website, calls to instant messengers, calling the internal customer database and entering them into the CRM system).• Ведение в CRM документооборота (карточек сделок, документов с клиентами и перевозчиками), расчета стоимости поставки заказов, отчетности по продажам и поставкам/отгрузкам. Перевыполнение плановых показателей на 110% (привлечено 6 крупных клиентов).• Managing the process of shipping products to the company, searching for the necessary transport, daily monitoring of transport with cargo on the way and informing customers.• Preparation and sending of invoices to clients and carriers, control of the return of documents for completed transportations.• Training of employees, distributors, partners on company products and services.

• Maintaining the current client base and attracting new partners in the B2B sphere (distributors, suppliers, large industrial enterprises, companies) throughout Russia and abroad (Turkey, Serbia, Great Britain, Germany). Communications with foreign partners in foreign languages. Creation of sales letters and commercial proposals for partners. 118 foreign partners attracted in a month. • Conducting negotiations with clients, including top officials and decision makers, presentations on company products, consulting, concluding and supporting transactions, monitoring the execution of documents. Thanks to effective presentations, 125 Russian partners were attracted, including 3 particularly large ones (TsentrTransTekhMash plant, Spetsavtomatika plant, YugGorTekhMash company for the production of diesel generators and power plants).• Reception and processing of up to 60 “cold” calls per day with a norm of 30. 6 personal meetings with clients were held per week. 20 commercial proposals were sent per week. More than 200 contracts were signed per month with Russian and foreign partners.• Sales automation (Bitrix24, 1C): maintaining and updating the customer database in CRM; preparation of documents, coordination and signing of contracts, planning, generation of statistics and reports. Using CRM, it was possible to systematize information about customers and transactions, increase monthly sales volume by 70%, customer retention by 10%, increase the speed of customer service by 3 times, which resulted in a 20% increase in profits, it became possible to analyze and adjust the stages of the sales funnel , reports.• Control of payment of bills and receivables, reducing it by 30%.• Full customer support - from order to shipment from warehouse.

• Searching for and attracting new clients in the B2B segment (factories, distributors, industrial companies) in the Russian Federation. 2 large clients were attracted (the enterprise for the production of trailers and semi-trailers “Istok”, the company for repairing special equipment “TrakService”).• Carrying out wholesale sales in the B2C sphere (wholesalers, dealers).• Collection, processing and registration of new needs of regular customers in the database.• Conducting personal meetings, negotiations, mailings, correspondence with clients, discussing individual commercial proposals for cooperation with top officials of companies.• Exceeding the sales and supply plan for the company's products by 120%.• Handling customer objections, building trusting (partnership) relationships.

• Promoting the company's products in B2B through interaction with foreign partners (suppliers and furniture and door production companies), conducting commercial negotiations on purchases at all levels.• Trade turnover analysis, forecasting product needs, supply and budget planning, market research, selection and evaluation of suppliers, delivery conditions and prices.• Concluding foreign trade contracts worth over €194 million and monitoring their execution.• Working with the current client base, searching for and attracting new clients through all communication channels (cold calls, commercial offers, letters, making appointments, receiving, processing, transferring to production and monitoring the fulfillment of orders, concluding contracts). The existing customer base was retained without loss. 6 new clients were attracted, of which 1 was large (furniture manufacturing enterprise Rzhevmebel).• Fulfillment of the sales and purchasing plan by 110%.

• Maintaining and developing a customer base, accepting applications from existing customers, searching for leads. Conducting business meetings, presentations of company products and services in the B2B field. 2 large clients were attracted (a plant for the production of foreign-made trucks "Daimler Kamaz Rus/Mercedes-Benz", a machine-building plant producing trailers and semi-trailers "Tonar"), which allowed to increase the number of sales by 50%.• Conducting a full cycle of transaction support (preparing and sending commercial proposals, agreeing and concluding contracts, receiving and processing incoming orders, invoicing, customer information support, control of payments and shipments).• Exceeding the established plan for sales and deliveries of products by 130%.• Generating document templates at all stages of sales to customers, analytics and reporting in 1C and CRM information systems. As a result, the telephone sales cycle was reduced from 60 to 25 days, the period for concluding transactions (contracts) - from 2 weeks to 1-2 working days.• Participation in specialized exhibitions and advertising and marketing activities aimed at attracting new clients and expanding the client base.• Translation of technical documentation, catalogs, information materials.

• Working with the existing customer base on expired, current and planned customer contacts, generating applications, searching and attracting new customers in B2C (wholesalers, dealers, suppliers). Conducting “cold” calls - 40 per day, registering postal and email letters, requests, service visits with entering the information received into the company’s client database. Creating a register of negotiations with a client.• Communications with foreign partners (IP telephony, instant messengers, email, meetings), participation in marketing and advertising events (industrial exhibitions).• Development of offers for regular customers under loyalty programs (promotions, special discounts), the number of regular – loyal customers has increased.

• Market monitoring and analysis, study of the competitive environment, price changes; systematization of received data in order to optimize sales work.• Working with “cold” and “warm” client bases, searching for and attracting new clients (maintaining contacts and making appointments, placing new orders, supporting current transactions).