Igor Frolikov Email & Phone Number

Moscow, Russia

HW design of industrial power electronics and controlling systems.Our customers get IP rights and design patent for the product.High quality development at a reasonably low priceFocus on product reliability and cost reduction - Full product design - Printed circuit board design - Software development - Improvement, optimization and redesign of existing product

Moscow, Russian Federation

Agent (Contractor) for Business Development in Russian Federation.Signed 2 new distributorsSigned 10 new sub-distributorsRecovered busibess with key federal retailersSigned local technical support and warranty repair partner

Moscow, Russian Federation

Sales Strategy: what markets to cover, what products/services to provideSales Tactics: sales team leadership, motivation, managementData/Document flow, Business analysis, Forecasting/PlanningBusiness processes: Marketing / Order taking / Sales / Purchase / Delivery / Installation / Maintenance / Service / Internal communicationAchievements:Basic business processes are defined and workingSimple CRM is implementedProactive sales is initiated: follow up old contacts, looking for tenders, direct sales by phone and e-mail.Started up a few new product/services linesRebuilt the company structureRevenue increased up to 5 times, profit level - up to 1,5 times (in percentage)

Moscow, Russian Federation

Focus on Enterprise customers, bring new business, follow-up existing customersChannel strategy and tactics – distributors and 2nd-tier partnersBusiness development – enterprise customers, vertical marketsTerritory business planning and execution, market analysisProject leading, co-ordination, assistance, follow-upMarketing events, and tech trainings through partners and directlyAchievements:Significant revenue increase in channel and short term projectsIdentified and started up a new set of long terms projects. Total volume is over 10 current annual revenue.

Moscow, Russian Federation

Country business developmentStrategic planning and executionBuild and maintain channelDevelop relations with key ISP customersEstablish Russian representative company, hire local peopleRMA Service, Hot-Line support, homologation, beta testing for new products, …Pricing strategy, marketing initiatives, public relationsAchievements:Built Channel partners network: distributors, subdistributors, resellers, selected retailersRaised several ISP projectsOrganized Hot-Line and RMA Service, hired PR agencyHired and trained local people

Moscow, Russian Federation

Strategic national customers, having distributed regional infrastructure – hundreds and thousands branches and subsidiaries per a customerManage business strategy per customer, develop vertical view on each customer business infrastructure, convert all the companies of the customer infrastructure into Beeline customers, issue business ideas for Beeline regional offices, initiate new products/services projectsscale the new services to other Beeline customers / business segmentsbuild and manage virtual teams for each projectcontrol activities of regional Key Account Managers and sales forces, involved into relations with the National AccountsAchievements:Built customer databaseBuilt and implemented new strategy for Strategic National AccountsBuilt right relations with Beeline regional sales forces and shift the business into a new levelInitiated several long-term projects for key strategic customers, used initial period for selling ready-to-use productsCouple of the most important customers have choose Beeline as a single mobile telephony provider, completely switched from competitors to Beeline.

Moscow, Russian Federation

HDD Product management – all brands: Seagate, Maxtor, Western Digital, Samsung, Hitachi, Fujitsu, Toshiba (personally responsible for Seagate/Maxtor)Team motivationBusiness planning and strategy, cash flow planningPricing policy, reporting, analysis, RMA issuesKeep relations with all HDD suppliers – direct and indirectControl all HDD marketing activitiesSome logistic issues and supplier cash balancesBusiness Development – new customers, development of existing customer database, contacts with regional branches for all HDD business issuesTune company infrastructure, improve internal database and reporting systemAchievements:Converted business model from “speculator” to “distributor”: implemented business planning and reporting, cash flow planning, individual targets for each purchase and sales manager etc.Increased business effectiveness and cash using effectivenessIncreased each HDD vendor product range on stockAs result increased a business revenue and profit of the companyAttracted/recovered several big customersImproved a lot relations with some HDD vendorsCreated good chance for getting new distribution contracts for HDDSwitched the company to a new employees motivation system

Moscow, Russian Federation

Distributors, sell-in, sell-out, channel policy, pricing, incentive programsDirect OEM partners, sell-in, pricing, OEM policyChannel and OEM strategy for Russia and ex-USSR countriesTop customers of WD distributorsBusiness developmentControl marketing and PR at the regionLocal office setup and keep running, hire new employeesControl local RMA service and manage RMA issues if appearMake direct customers paying for overdue invoices cover all bank transactions for the rep officeAchievements: 4 times business increase within 2 years, market share jumped from 5% to 25%, build solid base for success in futureBuilt strong local team at Moscow and regionsOpened and expanded local service center for RMASigned 2 direct OEM customers: Depo Computers [over 95% share], Excimer [over 60% share]Signed 2 new distributors: Merlion [good success at regions] and LogiCom at Kazakhstan [WD share at the country jumped from 2% to 35% within one month]Successfully gathered money from customers, which did not like to pay in time. Helped the customers to survive and kept WD business with themOpened local rep office, leased cost effective nice-looking office space Studied local PC components business specific, build big customer database, turned most of the customers from enemies to friends

Moscow, Russian Federation

Selling software and services to leading manufactures of telecommunication equipmentSoftware for Digital Signal Processing (DSP), Development, support and consultingPricing policy (together with colleagues)Project cost research and pricing negotiations with customersLegal issues while contract negotiationsManaging of big projects for software developmentManaging of virtual teams in the network of projects and marketing programs Development and evolution of Product Business Model (together with colleagues)Evolution of company’s organizational structure (together with colleagues)Personal achievements:100% repeat business with clients, which order software developmentManaged development of a product group, from idea till successful deploymentSuccessful startup of partner business in Israel and KoreaJoint achievements:Share of product sales has been increased from 1% to 30%Sales revenue increased 2.5 times as muchHas been set up Marketing unit, which has precise objectives and defined methods of working. Created complete set of marketing documents, plan of participating in fairs, exhibitions and conferences. Keeps statistic and market analysis information. Regular newsletters mailing.Signed more than 10 partner agreements around the world. Most of the partners bring valuable business. Improved internal reporting systemPlanning system is implementingHas been Project management procedureImplementing product management procedurePermanent improvement of organizational structure within the company

Moscow, Russian Federation

Enterprise Customer Unit (2000)Selling software and services to big corporate customers, which have 500 PC and moreBusiness development in Saint Petersburg regionOperating as Field Sales Representative in connection to Telesales located in main officeAchievements:During 8 months made several successful deals at volume of 8 million USDBrought to light big list of potential customers in St. Petersburg, Moscow and other regions. Has been set up private contacts, gathered purchasing plansOriginal Equipment Manufactures Unit (OEM) (1999)Selling software through OEM channels (OEM Distributors)Business development with OEM customers (PC manufactures), which have no direct contract with MicrosoftLooking for new partners and business development in regionsAchievements:$8 million revenue per 1 yearSigned contract with a new OEM distributor (ASBIS), which within 1 year brought additional business comparable with all existing OEM distributors (Airton, TopS, Formoza)Restructured and paid arrears of a big partner. Restarted active business with the partner.Initialized and realized marketing program, which promoted NT Server into OEM channel. As result revenue for NT Server in OEM channel increased 20 times as much.

Moscow, Russian Federation

Network Hardware Division (1997-1998)Selling equipment for networkingSetting up and development of dealer networkRealizing of marketing programs and big events (IBM Networking Days)Achievements:Has been set up dealer network led by distributors: North-West Group, Digital Machines Trading, Lanit, R-Style, AnixterSuccessfully organized IBM Networking Days in Moscow and St. Petersburg. Participated 200-250 customers. Organized meetings of IBM High management with key customers. As result revenue grown up 2.5 times as much in comparison to last year.Started up NetTeam community. Regular seminars and club symbolic.Successful contracts with ZIL and GAZ (personally sold a lot of networking equipment) Software Business Unit (1995-1997)Selling of “box” software for PC and PC based servers through dealer networkSelling OEM software to PC manufacturesSetting up and development of dealer networkContacting with independent communities of OS/2 fansOrganizing a new community managing by IBM (BestTeam) Achievements:Has been set up dealer network led by Dealine, CPS (Center of Personal Software), TopS, Lamport, Steepler, North-West Group, JSC KursSigned direct OEM agreements with biggest Russian PC manufactures: Formoza, Vist, R-Style Computers, Stins Coman, Inforcer, Lizard, Kraftway, Sunrise, Kami.Organized IBM software community BestTeam. Regular seminars, club symbolic.Revenue growth from $0.1 to $3.0 million USD (during 1 year of establishing software sales unit)PC Business Unit (1994-1995)Selling IBM PC through dealer networkLooking for new partners and partner network developmentBusiness development for IBM PCAchievements:Starting without a partner, in 1.5 years I had 2 distributors and about 10 dealersRevenue about $5 million a yearStarted active business in Nizhny Novgorod region. Other IBM business units have been led to the region.Organized a set of meetings with IBM top management and biggest Russian PC manufactures.

Moscow, Russian Federation

Starting up and managing of selling PC from Dell ComputersSetting up and development of dealer networkRetail salesSelling of system integration services

Moscow, Russian Federation

Automation of physics experiment Development, installation and maintenance of electronic devices

Master'S Degree, Electronics And Automation, Engineer Of Physics And Electronics

http://www.mephi.ru/

Bachelor'S Degree, Radio Equipment Construction Faculty, Radio/Electronics Specialist

Graduated with Honor diploma