Ilya Gurkov Email & Phone Number

Vilnius, Vilniaus, Lithuania

Responsibility areas:Business growth in the USA and DACH region.Development and execution of the company's marketing strategy.Building high-performing growth teams.Increasing market share in the target markets.Market entry and marketing support for IT outsourcing and other digital products.

San Francisco, California, United States

Responsible for Global startup Strategy, Global business development* Americas (North America, South America, Central America, Caribbean)* Asia Pacific (Central & South Asia, Northeastern Asia, Southeastern Asia)* Europe (Northern Europe, Southern Europe, Eastern Europe, Western Europe)* Middle East/Africa (Middle East, Northern Africa, Southern Africa)Global startup team formingRaising investment rounds and investor relationsExecution of the global strategy

Минск, Республика Беларусь

Performing while transforming...Double and a half increase in the share of sales through digital channels relative to offline sales channels every year of performance.Annual business planning, investment planning, digital transformation of retail, implementation of the OMS system, implementation and optimization of processes "AS IS" and "TO BE", customer journey map, implementation of the product approach, continuous A/B testing and improvement of the online store, formulation of an digital marketing strategy, online retail procurement and flexible pricing strategyBuilding a customer centralized culture in omnichannel sales (not extremely cetralized yet, but we are on our way).* Refining operating model to enable customer centricity * Aligning technologies and processes to support and drive customer engagement * Incorporating customer feedback into processes and behaviorIntroducing culture: Customer is the kingPersonalization is our everything:* Dynamic Yield - Personalized banners, personalization blocks on all pages, personalized promo codes, personalized messages, and triggers at all stages of the sales funnel* Algolia - Personalized search, personalized listing and virtual merchandisingBehavioral analytics the basis of personalization:* Google Analytics Enhanced Ecommerce* End-to-end analytics based on Qlik sense applicationIntroducing сulture: Fail fast, Fail cheapTesting Everything is our key to success:* A/B testing culture (1 A/B test a week - 50 A/B tests a year) via Dynamic Yield as major A/B testing tool* One new customer acquisition channel in a quarter* Experimenting with thousands of new selling goods in half a yearWe provide centralized decentralization of e-commerce sales:* 16 stores (XXL,XL,L,S), 18 franchise stores as pick-up points, 5 regional warehouses, 2 central distribution centers, own last mile logistics, external delivery service - Unified logistics system (TMS)

Minsk, Belarus

I joined Electroservice (SILA.BY) Home Appliances Market №2 Player whith 37 chain shops as Head of Ecommerce. At that moment Ecommerce business was seperated between different departments. My main business goal was to assemble e-commerce functions into a single business unit and launch new online advertising channels, establish processes and ensure annual business growth of more than 30%. All the tasks were completed except for combining all the e-commerce functions under one roof, as I was intercepted by the OMA company with a more ambitious project.Responsibilities:* Digital Marketing architecture: strategy, tactics, value* Omnichanel strategy development and execution* CRM / Loyalty development* Ecommerce market analytics: research of insights, new product categories, points of growth* Customer Lifecycle Stage and Value Management* Sales funnel development* Transparency between business and IT teams* Pain points identification; * Cross-functional process flow developmentTrack record:* Market analytics was automatized and real market share verified. Data sources: GFK, Marketplaces data, similarweb. * More than 10 new Digital channels launched: Google ADS, Remarketing, Retargeting, Social media (CPC,CPA,CPM), Display advertising, E-mail marketing, 2 CPA-networks, Push Notifications, Marketplaces* End to End analytics implemented and automatized (qlick sense base and Power BI, Data Studio visualization)* Financial services for Digital Retail were relaunched* Revenue growth 120%* Orders growth 126%* SEO traffic growth 36%* Enhanced Google analytics implemented (E commerce module relaunched), various useful for business custom reports created* 4 QBR (Quarter Business Review) for Shareholders presented

Minsk, Belarus

Intro:As the Head of Ecommerce I started my partnership with Domotehnika company (major Home Appliances b2b distributor) with clear aim to launch new b2c ecommerce business. I took full responsibility for everything, as a result Ecommerce business reached 13%-15% share in revenue of the company in 3 years.Responsibilities:* Setting digital strategy* Search for an software outsourcing development partner, negotiations, building a long-term partnership* Digital sales launching from the very beginning* Annual budgeting and financial planning of the ecommerce department* Digital marketing budget management* Digital Analytics (Google Analytics)* Responsible for CRM (SalesForce, Bitrix24, AmoCRM)* Development of omnichannel sales offline - online, online-offlineTrack record:* Launched an e-commerce project (FrontEnd, BackEnd) from a standing start in 3 months* Technical specification for the development and launch of an e-commerce project has been written UX/UI - best practices of baymard implemented*Developed and executed SEO promotion strategy including best practices (2017-2019 annual growth of Seo traffic on average 110%) (ahrefs, semrush)* Paid channels for customers acquisition were launched (Google ads, Facebook, Instagram, CPA networks, Marketplaces) - Digital Marketing budget - 3.3% * Contact center has been launched (Service level 80%+, Call responses 99.5%, order processing time 3 minutes)* Dynamic pricing has been launched (dealavo.com, quadqgent + quadCRM). Margin increased by 2 p.p.* Direct partnership with international Home Appliances Brands: Bosch, Electrolux, Siemens, Beko, Dyson, Samsung, LG, AEG. * Launched 2 partnership projects "digital-distributor <-> vendor" : Bosch-home and Electrolux-home* Logistics mix launched: own delivery and courier services DHL, Mail, local operators (logistics "last mile and middle mile" costs 1.94% of revenue)

Минск, Республика Беларусь

Intro:As The Chief Digital and Ecommerce Officer I was responsible for Strategic Planning, Digital Initiatives, and Ecommerce Operations. I managed all aspects of the Zeta.by Business strategy & annual planning functions for a multi-million businessResponsibilities:* Revenue planning (Full P&L Responsibility)* 3-Year growth strategies formulating and presenting to all stakeholders* Organizational design & optimization* Strategic investments planning and digital initiatives bringing to life* Competitive insights searching and implementing* Improving governance mechanisms* Responsible for creating scale frameworks and mechanisms that accelerate landing and execution of key Zeta.by strategic initiativesTrack record:* Smart OMS (Order Management System) was implemented.* ERP system based on OMS (Management reporting, warehouse reporting, accounting system and logistics system managing the supply chain and couriers) was implemented* All existing processes "AS IS" were digitalized and integrated into a single system* Implemented end-to-end Analytics evaluating the effectiveness of each advertising channel and advertisement campaign with high level of detalization* Digital Logisticians' BackOffice (couriers, money, routes, shipments): 99 Country coverage% geography

Minsk, Belarus

Responsibilities:* Formulating the product vision* Communicating with all stakeholders: Managing Partners, Investors, Clients, Creditors, Developers (internal and external), Internet marketing team, etc.* Formulating clear goals of the product developing* Searching the value of a product and increasing its attractiveness to customers 24/7/365Results:* Collected feedback from teams, digitizing processes "AS IS"* Prepared the Terms of Reference for the development of large scalable business management systems for contractors and the internal team* Worked on direct contracts with vendors and their representative offices: Achieved zeta.by positioning as a key player in the e-commerce market.* Developed the existing Frontend systems and existing processes in Backend, to full readiness for the implementation of more advanced systems (OMS, ERP)Track record::* User growth of 18.5% per year (in that period ozon.ru - 18.5 %, utinet.ru - 18.6%)* Growth in the number of orders was 39.5% per year.* Market share growth from 1% to 2.4% and later to 3.8%* Revenue growth annual 38%* Acquisition cost of a new visitor was reduced by 2 times ($ 0.369)* Customer Acquisition Cost (CAC) has been reduced by 3 times ($ 9,225)* Conversion from traffic to order was 3.9% (Ozon.ru 2013-2014 - 3.9%, Citilink.ru - 1.7%, Holodilnik.ru - 1.5%, Ulmart.ru - 4.5%)* Bounce rate has been one of the lowest on the market 39%

Belarus, Minsk

Responsibilities:*Driving business growth* Researching new market opportunities* Launching new verticals (categories)* Implementation of partner financial products that stimulate customer purchasing power* Writing and implementating the business plan, forecasting demand and salesResults:* Frontend on a new technological engine has been launched* An Internet marketing team has been formed* The expansion of office and warehouse space has been organized* Delivery across the country has been launched (this was a project that has greatly expanded the geography of sales)* Online installment payment products (similar to Klarna.com) and online customer lending have been launched* The loyalty system has been launched* The first Pick-up Points have been openedKey metrics:* From 2012 to 2013 the project's revenue increased from 1.76 $m to 8.06 $m* From 2012 to 2013 EBITDA doubled from 0.2 $m to 0.42 $m * The number of orders increased by 61%* The average check increased by 81 %

Belarus, Minsk

Responsibilities:* Managing a company's sourcing and supply chain* Negotiating with suppliers and vendors* Development of a procurement and supply strategyResults:* The assortment matrix of the e-commerce project completely developed* Significantly improved delivery conditions and input prices* Implemented an e-system for dynamic selection of suppliers based on KPIs (Delivery dates, payment terms, price, quality, legality of purchases)* Expanded the product range of E-Commerce project from 1000 to 100,000 SKU* Formed a purchasing department and optimized its performance* Integrated the Procurement System, Accounting System, CRM system and dynamic pricing system into a single circuit

Global Mba Degree In Digital Business, Digital Business

Global Mba, Digital Business (Mdt1121)

Econometrics And Quantitative Economics

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