Андрей Фефелов Email & Phone Number

Moscow, Russia

Lead the sales team to ensure profitable B2B sales growth

Russian Federation

Russian Federation

Russia

Commercial strategy defined to ensure profitable sales growth in FoodService (HoReCa) channel. Sales activity plan and sales team motivation scheme implemented. Annual operations planning by categories/sub-channels is done. Focus SKUs matrices for 17 FoodService sub-channels and 10 sub-categories (of 3 categories) created and implemented. Cooler Planograms, Model Stores and Channel standards updated accordingly. PostMix and cooling equipment Capital Expenditure Appropriation Requests, POSM… Show more Commercial strategy defined to ensure profitable sales growth in FoodService (HoReCa) channel. Sales activity plan and sales team motivation scheme implemented. Annual operations planning by categories/sub-channels is done. Focus SKUs matrices for 17 FoodService sub-channels and 10 sub-categories (of 3 categories) created and implemented. Cooler Planograms, Model Stores and Channel standards updated accordingly. PostMix and cooling equipment Capital Expenditure Appropriation Requests, POSM planning and OPEX budgeting process leadership. Sales team and Customer incentives, consumer promo creation and running. Channel customization of National Promo ideas. Assortment optimization channel inputs. NPD channel plans.Marketing equipment (coolers, postmix, racks, holders, etc.), promo, incentive and Sales Target Objective setting - efficiency management.Trade Marketing activities run across Russia including outlets branding, product trials, "Black sea win" project support, Metro Expo & PIR expo participation, Bartender association contests sponsorship, UEFA Champion league sponsorship support during matches.Successful Channel activation and Trade marketing team recruitment, training and coaching, to become a "one window" between Category marketing and FoodService Sales team. Show less

Russia

NKA&LKA team Leader, International and Local HoReCa Chains in Russia.Created and led Channel business team of sales representatives and marketeers. Joint sales and marketing activities to collect insights, channel basket definition, Selling stories and AVPs creation, new product deployment, brand awareness improvement. BSP4 - detailed schedule for sales and marketing actions built and implemented.Successful motivation scheme created, channels growth ensured and targets achieved.KAEs… Show more NKA&LKA team Leader, International and Local HoReCa Chains in Russia.Created and led Channel business team of sales representatives and marketeers. Joint sales and marketing activities to collect insights, channel basket definition, Selling stories and AVPs creation, new product deployment, brand awareness improvement. BSP4 - detailed schedule for sales and marketing actions built and implemented.Successful motivation scheme created, channels growth ensured and targets achieved.KAEs daily assessment and coaching.Joint business planning process for large accounts (Miller Heiman approach) started. Marketing contracts with major accounts signed to support brand awareness growth and improve sales results. Show less

Russia

Leader for Pull sales team of 16 people in HoRe and B&I Ca channels in Moscow.Channel focused sales team created and implemented to ensure successful Channel business team project start.Joint sales and marketing activities to collect insights, channel baskets definition, Selling stories and AVPs creation.Successful motivation scheme created to ensure channels growth and target achievement.Sales Reps and supervisors assessment and coaching.Outstanding sales result achieved… Show more Leader for Pull sales team of 16 people in HoRe and B&I Ca channels in Moscow.Channel focused sales team created and implemented to ensure successful Channel business team project start.Joint sales and marketing activities to collect insights, channel baskets definition, Selling stories and AVPs creation.Successful motivation scheme created to ensure channels growth and target achievement.Sales Reps and supervisors assessment and coaching.Outstanding sales result achieved +35% sales value growth in 2011 with +43% Top SKUs growth.Managed to keep customer base and sales volumes while the main distributor (30% of the turnover) contract discontinued. Show less

Moscow

Business idea creation and implementation. Responsible for all general activities of a company (administrative, economy, technology, HR). Photographic products retail and wholesale, photo printing. Retail chain in Moscow, Moscow region, Tula (50 shops and service order pick-up points). Government relations (tax authorities, police, local governors). Shop's and printing equipment supply. Consumption materials, photo paper and chemicals, photo products supply. Deal with design and construction… Show more Business idea creation and implementation. Responsible for all general activities of a company (administrative, economy, technology, HR). Photographic products retail and wholesale, photo printing. Retail chain in Moscow, Moscow region, Tula (50 shops and service order pick-up points). Government relations (tax authorities, police, local governors). Shop's and printing equipment supply. Consumption materials, photo paper and chemicals, photo products supply. Deal with design and construction companies. Signed shops and office rental contracts. Deal with banks, leasing and insurance companies. Registered company's trade mark. Purchased, registered and used company's transport. Direct sales delivery service. Organized the accounting system. Implemented on-line order system. Organized technical service for photo printing equipment. Opened the first professional digital medium format printing lab in Moscow. Conducted joint advertising and marketing activities with Top photo brands (AGFA, Kodak, Fujifim, Samsung Camera). Deal with "sophisticated" customers from art and design businesses. Photo art exhibitions - organized and participated as a photographer. Show less