Ivan Lapin Email & Phone Number

Moscow, Russia

• Coordination role group of sales (KAM, Field Force).• Responsible for managing a portfolio of KA,• Conducting Annual Negotiations with KA and distributor, operational planning (Auchan, Tander, Wildberries, Beru, etc.).• Interaction with the global team and responsible for execution international Trade Terms with KA.• Ensuring the effective work of the unit through the implementation of sales plans and solutions of other programs of the company.• Deep cross functional collaboration with departments (marketing, sales force, C&F) from implementation strategy BRITA Group.• Сontrol over financial transactions with clients during the absence of CEO and Head of Sales.• Сontrol and optimization for expenses of field force project, marketing budget with KA.Reporting to Head of Sales Russia and International KAM.

Moscow, Russia

Seach new clients and negotiation annual trade terms with KA: Tander, Auchan, M-Video, Selgros, Hyperglobus, Dixy, OBI, Castorama, Crocus, distributors ( direct contracts, In-out).• Development and implementation of the Customer Business Plan, Promo Plan.• Category management of key clients.• Calculation P&L, ROI of actions with every KA.• Control and analysis: sell in/sell out/ stock of KA, share shelf, the brand share (reports, GFK, Nielsen), product split.• Demand planning in CRM for 18 months.• Promotion new products in alternative markets: petrol station (Lukoil), fitness clubs.• Build, lead and develop the field team (directly reporting to 3 SR in Moscow and regional staff), audit stores.• Cooperation with employees of other departments –CS, marketing, logistic and financial departments.The main KPIs: NSV, GM %/rub, stock accuracy, market share.

Development sales in different channels: Electronic (M-Video, Media Markt, Eldorado), DIY (Leroy Merlin, OBI, Castorama), distributors.• Execution of monthly sales plan with partners. • Annual negotiation for trade terms, assortment, annual agreements, discrepancy report, pricing, fines, marketing budget• Looking for new clients and discussion all the conditions of collaboration, signing contracts.• Weekly shipments monitoring of each client, regular meetings with buyers.• Control display, special prices, rotation and listing of new products, promotions, seasonal SKU.• Monthly analysis: sell in /sell out/ stock, the share in clients, monitoring and control sales of private label.• 6-monthly product plan for each client, control and optimization shipments, fines and return of goods.• Development, budgeting, implementation of trade marketing activities.• Manage and set up goals to consultants, SR in regions.

• Conducting trainings for sales and technical staff of partners in the classroom, webinars;• Planning training activities for all partners with regional teams;• Collect feedback from partners to identify the training needs and suggest improvements in training tools.• Market analysis, marketing activities of competitors, new products.• Responsible for training budget and reporting.Reporting to Head of Marketing Department.