Dmitry Zudin Email & Phone Number

Moscow, Ru

Москва, Москва, Россия

- Managing and developing E-commerce strategy TM Gauss - Opening and developing new sales channels: WB, Ozone, Yandex, Sber, Citilink, MVideo, Onlinetrade, DNS, Leroy Merlin, MTS, Beeline, Megafone, Svyznoy etc- Ensure OCI & Share of Market growth through all channels: E-comm, DIY, Food, CE, Federal and Regional distributers - Managing and developing “go-to-market” strategy for new company product IoT Gauss Smart Light (Wizz by Gauss) from scratch (product line, SW&HW, product positioning, marketing, content, trade marketing, distribution model and sales strategy); integration with IoT ecosystems (Yandex, Mail.ru, MTS, Sber) - Distribution strategy, coverage model development and implementation in Russia and CIS - Developing and implementing digital strategy: E-commerce, PR, ATL, BTL (channels: b2b.gauss.ru, gauss.ru, SMM, Bloggers, Richcontent, etc.; promotion methods/tools, targets, customer journey, priorities)- Lead and ensure execution of multiple brand initiatives across the marketing mix: product, packaging, ecosystem, positioning- Ensure consistency in brand communication among all channels, brand performanceanalysis- Managing and coordinating 3 teams: E-commerce, Marketing, Product development IoT - Lunching and developing B2B portal (b2b.gauss.ru)- Implementing price standards for all sales divisions throw IQ Technology - Implementation new organizational structure, job standards, on-line educational portal Academia Gauss

- Developing and implementing Sales and Marketing strategy (set up and control over the targets, KPIs, BD, Sales, Pipeline, CRM alignment, etc.)- Leading the assigned team in generating business and revenue growth in line with P&L targets - Establishing and maintaining effective relationships at multiple levels with Group of key clients - Driving increase of client flow and transaction conversion rate as well as exclusive/co-exclusive portfolio growth - Leading deals/projects confirmation with cross management and cross functions; Boosting cross-functional collaboration - Applying new approaches to business development and client relationship management- Guiding marketing and PR activities with marketing and PR teams: websites, social networks, mass media, international exhibitions- Leading digital transformation of company’s solutions to accelerate business growth: digital leadgeneration, CRM and database development, BI implementation- Developing and implementing a company's digital strategy: SEO, context, promotion methods/tools, targets, customer journey, priorities, call center and incoming leads efficiency- Guiding advisers in preparation and conduction of negotiation campaigns of contracts, promotions and key pitches - Regular joint visits to the key clients with advisers- Sales analysis including monitoring and transferring of the competitor’s activities - Teaching and developing team competencies; assessment, training, promotion, hiring- Implementing and exchanging best international practices within CBRE

- Ensure OCI & Share of Market growth through all channels of trade: KA, Retail, Wholesales, NTP- Distribution Strategy development and implementation on Area Level - IQOS (Reduce Risk Product) distribution strategy development and deployment - Coverage model development and volume planning processes - Management Wholesale channel: KPI, budget, programs - Develop tools and initiatives for distributor and sub-distributors - Sales information and data analysis to support decision making process - Project Lead for IQOS distribution in non-tobacco retail: Svyaznoy, Media Markt, M-Video -Commercial plan development and execution MAIN ACHIEVEMENTS:- Key distribution projects implemented successfully resulted in growth Area Market Share by 1.2% in 2017 vs. 2016; - Top 30 SKUs distribution in general trade 3% growth average waited in collaboration with distributor and sub-distributors; - OOS in general trade decreased from 15% to 5% on top SKU’s; Share of premium Sales increased by 1.5%; - IQOS distribution in 5000 outlets or 70% sales weighted; IQOS share of market from 2% to 5% in Moscow; - Test of «shop in shop» concept agreed and implemented in Svyaznoy and Media Markt.

Москва, Россия

- Launch and development an innovative business model of Community Activation (CA) from scratch - Build and manage new business unit CA: field organization of 15 & 200+ third party personnel of 3 BTL agencies- Agency selection and management, KPI structure set up, investment strategy- Implementation new organizational structure, job standards development and on-line educational portal - Organize corporate Sales B2B, effective negotiations with Companies 500+ head count, establishment of tools for sales expansion- Project Lead for IQOS presentation in small businesses («one to many» concept) - Deployment of full scope of business unit consumer engagement activities: CA Software; Referral program; Test Period approach; Lead generation from KA, Retail, Wholesales, NTP, eCommerce MAIN ACHIEVEMENTS:- Successfully built new and efficient business unit: 3 BTL agencies, hired 200 employees as Community Activators, 15 PMI Supervisors - Effectively developed CA Teams by special directions: corporate, auto, beauty, horeca, financial, music, etc - Organized cross function cooperation between traditional PMI business and special project IOQS stream; - IQOS lead generation from conventional business up to 80%

Moscow

- Designing and building a Smoke-Free Future- Managing and developing new retail infrastructure for new company direction IQOS from scratch: Flagship stores, Pop ups, Premium POS - Establishing strategic partnerships with B2C distributors (fulfillment, logistic, dedicated services) such as Postulat and Price Media - Setting up 3D sales Organization: definition of the approach, employee profile, motivation grid, training processes and content, execution and verification of the business model effectiveness, consumer journey design- Opening and developing new sales channels for RRP products: airports, exhibitions, park’s, business forums, art places - Managing and supervising development of integration digital infrastructure and platforms (CS Cart, 1C, Sales Force)- Guiding marketing and sales activities in Shopping Malls for product awareness building: Promo, Light Boxes, Video Screens, etc - Building the omni-channel customer service to gain a competitive advantage and support dynamic growth of the Company- Responsible for P&L, quality standards, and innovative consumer offersMAIN ACHIEVEMENTS:- Built new Retail infrastructure for IQOS from scratch: Flagship stores (Afimall, Atrium, Metropolis), Pop ups and Premium POS (Europeysky, Ohotnuy Ryad, RIO, Europark, etc) - Opened IQOS training center in Artplay, hired 20 IQOS Sales Experts, developed and implemented operational processes and promo mechanics - Successfully developed the Customer Service Center, Logistics and After Sales functions from scratch- Pioneered in launching IQOS POS in new channels: Airport Sheremetyevo, Moscow City infrastructure, VDNH park

- Establishing strategic partnerships with B2C distributors, Mobile Carriers, Internet Providers, Retails (fulfillment, logistic, dedicated services)- Leading digital transformation of company’s solutions to accelerate business growth- Developing an innovative ESET solutions, joint products and bundles- Driving B2B and B2C sales and marketing both online and offline- Establishing and developing a partner IT ecosystem. Focus on customer value and customer excellence strategy - Developing joint marketing strategy and various sales channels including partner and retailMAIN ACHIEVEMENTS:- Established strong relationships with major Russian federal and regional retails, carries, integrators, corporate end customers, partners and distributors; - Opened and developed new sales channels for company: MTS, MTS Retail, Rostelecom, Yota, Osnova Telecom, etc - Implemented «mobile security» solution for Beeline, «electronic keys» in MTS Retail

Russia And Cis

- Head of Yota Devices sales Russia and CIS BU with P&L responsibility, reporting to CEO - Defining pricing and channel strategy for B2C, B2B, B2G, On-line and set up distribution model for the region- Build and maintain effective relationships at multiple levels with retailers, carries, distributors, integrators, corporate and government companies- Leadership for goto-market strategy in all aspects of New Products and Services Introduction- Implementing and Developing business processes in Marketing, PR, legal, finance and international logistics to achieve sales strategy - Leading the team of sales, trade-marketing and customer care managers- Managing ODM and supply chain in China- Guiding marketing and PR activities with marketing and PR teams: website, social networks, mass media, international exhibitions- Promotion and supporting demand for complex services: applications implementation, VAS, SW&HW complex solutions, advanced support, partners program, MDM, BYOD- Defining and implementing Trade Marketing and Customer Care& AMS Strategy - Components suppliers and ODMs negotiations, production costs optimizationMAIN ACHIEVEMENTS:- Sold > 2 million devices- Number of customers grow from 1 to 6 in Connectivity Devices and 0 – 30 in Yotaphone- Launched the first Russian Smartphone - Yotaphone: covered more than 80% of mobile retail market (Euroset, Svayznoy, M Video, DNS, ION, Media Markt etc), launched in CIS (Kazakhstan, Belorussia, Ukraine, Azerbaijan, etc) and East Europe-Successfully built partnership and sold Connectivity Devices (LTE Modem, LTE Wi-fi modem, LTE Router, CPE) to major Russian and international mobile carriers: Yota, Megafone, Vimpelcom, Osnova, Nur Telecom, Saima, etc - Sold SW&HW complex solutions in B2B and B2G (Rostech, Rosatom, RAO EES, etc)- Implemented «mobile security» solution: Infotecs, S-terra, Safe phone - Built efficient business unit (people, processes, budget), opened «Yotaphone Academy»

Russia And Cis

- Implementing and promoting full range of ZTE innovative terminals and services (from RFP to commercial launch): UMTS/LTE Modems, Mobile phones, Tablets, UMTS/LTE Modules, Fix Terminals, VAS, Applications; M2M, NFC, IPTV terminals- Building ZTE brand in Russian market (ZTE branded devices)- Developing marketing activities and sales strategies for B2C, B2B, B2G- Managing and coordinating sales activities (manage 3 sales managers and 4 customization managers)- Creating and developing a long-term relations with customers- Executing high level negotiations with mobile carriers, retailers, content providers and other partners at all stages of the project life cycle- Implementing and developing operator handset portfolio - price, exclusivity, bonuses- Project’s managing and coordinating main activities between company and customer- Promoting demand for ZTE complex services: applications, VAS, SW&HW complex solutions- Components suppliers and ODMs negotiations (China, Taiwan), production costs (BOM) optimization- Responsible for P&L, quality standards, and innovative consumer offers- Visiting HQ with main VIP customersMAIN ACHIEVEMENTS:- Overachieved sales targets > 6 million devices- Successfully launched several projects like: MTS branded handsets (7 models mobile phones) and MTS Connect (6 models - USB 3G/LTE modems), MTS Glonass handset, MTS Tablet, MTS FMC convergence (3G-Wifi router) - Pioneered in launching ZTE Brand in Russia, sold 10 models smartphones (brand ZTE ) in Mobile Retail, etc. - Established good relationship with key partners: MTS, RTC, ION, M-video, Citilink, etc, with 100 mln. $ turnover- Built an effective and highly motivated sales team.

- Implementing and promoting new products (from RFP to commercial launch): handsets, data cards, Wi-Max modems, modules, fixed modems, convergence devises - Developing relationship and currying out negotiations with mobile telephony operators, retailers, content providers and other partners at all stages of the project life cycle - Assessing, analyzing and customizing company products- Promotion services: applications, VAS, SW&HW complex solutions, USSD- Preparing specifications/service manuals and carrying out presentations and trainings- Managing development of software and hardware for customization- Organizing and carrying out marketing activities and pricing policy- Carrying out trainings on company products- Controlling production cycle in a foreign manufacturing company and optimizing logistical processes- Participating in tenders for the supply of equipment and preparing of commercial documentation and requirements for integrators - Representing the company at Russia and international exhibitions and conferences MAIN ACHIEVEMENTS:- Established good relationship with mobile telephony operators and retailers. - Launched several successful sales projects like: MTS Connect (6 models of broadband data card), MTS Connect Armenia, Uzbekistan, Belorussia, MTS Stationary (fixed wireless phones), MTS FMC convergence (3G-Wifi router), etc.

- Organizing, developing and managing team of regional attaches in Moscow - Planning and implementing Marketing/Trade Marketing strategy for new and existing products- Developing and implementation of KPIs and motivation programs for regional attaches- Brand management and planning of marketing activities - Carrying out trainings on SE product for mobile retailers - Preparing and carrying out presentations and specifications adaptation - Organizing and carrying out advertising actions- Analyzing competitive environment and consumer trends, segmentation- Monitoring and analyzing handsets and accessories market - Working closely with the product management team to define marketing materials, POSM and motivation programs- Cooperation with sales and marketing team in order to provide appropriate tools, materials and presentations - Representing the company at Russian exhibitions and conferencesMAIN ACHIEVEMENTS:- Built up an effective, energetic and highly motivated team - Implemented several management innovations that helped to increase sales (by 10%) in Russia and brand awareness (30%) in Moscow retail and shop assistant loyalty (70%) - Key projects implemented successfully resulted in growth Moscow Market Share by 4.2% in 2007 vs. 2006; Top 7 SKUs distribution increased by 15% in collaboration with distributor and sub-distributors;

Moscow

Speсialist, Economics/Company’S Management, Economist-Manager

Specialist, Radio Electronics/Means Of Radio-Electronic Struggle, Engineer

Activities and Societies: Баскетбол

Sales And Marketing Management