Mikhail Klimov Email & Phone Number

Moscow, Moscow City, Russia

- Managing a team of 15 (five - direct, ten - tier-2) to drive all categories' growth for both Kraft Heinz and retailer/distributor- Launching regular category review sessions for TOP retailers and distributors, strategic alignment of collaborative actions (assortment, promo management, on-/offline activations etc)- Leading commercial planning cycle (investments sign-off with leadership team)- Working close with marketing, consumer insights, finance and others to identify and deploy growth opportunities in each customer

Moscow, Russia

- Leading a team (20 total FTE, 3 direct reports) to provide revenue and margin growth of all sales channels for Russia & CIS business.- Directing sales teams via providing detailed growth opportnities per region/city/customer/assortment- Go-to-Market strategy development and execution driving +10$ mln effect on revenue- Distributor strategy and network optimization in all sales channels (HoReCa & Retail)- Provide data exchange, data storage and sales analytics tools for Sales teams- Merchandising governance and modelling - difining target compliance, frequency and duration for >250 merchandisers. Perfect Store successful launch (OSA, Share of Shelf, Pricing) via image recognition- Target setting and motivation programs governance for both office (80 FTEs) and field (>300 FTE) sales force- Provide channel trends and insights in both short- and long-term planning routines- Key stakeholder of IT team from sales function (lead BI projects, provide priorities)

Москва, Россия

- RU & CIS Go-to-Market project owner with local & international LT governance- Historical high coverage in Retail (+20% vs PY) and QSR/HoReCa (+10% vs PY)- Channel Strategy creation and deployment (direct retail, distributors, HoReCa, exports)- GTM target setting, coverage quality and quantity development through stakeholder management

Москва, Москва, Россия

- managing a Demand Planning team (8 FTE) to provide accurate demand forecast (historical record results of +70%), CFR & OTIF record (95%+) and Write-offs reduction by 20% despite COVID fluctuations and rapidly changing environment.- S&OP cycle owner, ensuring effective collaboration with cross-functions, monthly alignment with CEO, CFO, Category and Sales Directors- International Management Trainee program mentor, EAST region winner, TOP-5 International project.- Responsible for goods and material write-off cost center as a budget owner- Retail Big Data acquisition, processing, collaboration with TOP Retailers on OSA improvement- International corporate trainer on data analysis & visualization

Москва, Москва, Россия

- Managing demand of multi-billion clients in fast-paced environment with promo share up to 90% with forecast accuracy of 72% average- Challenging sales plans to keep them realistic, alerting risks, transferring the numbers to supply team for production and to category teams - for decision-making- Effectively using client sell-in/sell-out data, info from KAMs, marketing, supply chain to consult sales team on investments feasibility, novelty forecasting etc.- Using SAS, Power BI, Power Query, Power Pivot to create analytical tools, quickly analyze big data from customers and finding useful market insights

Москва, Москва, Россия

- Planning demand and supply for ~ 4 000 SKU matrix in 140 retail stores. Availability increased by 8%, forecast accuracy (product level) ~ 70%- Super user in project of deploying planning system (RELEX). Creating forecasting, replenishment algorithms and logic from scratch, along with new cross-functional business processes. System operational in 4 month.- Using negotiation, persuasion and leadership for effective change management - moving all operations, planning and reporting to a new system, pushing through integrated planning practices- Training and coaching two order specialists on both technical and soft skills for successfully interacting with ~ 130 suppliers.

Москва, Москва, Россия

- Production Planning of Lebedyan juice plant (400 SKU, 32 production lines, ~ 30% of Russian juice market sales volume) with low forecast accuracy, high demand fluctuation and lack of capacity, dozens of technical constraints.- Plant KPIs improved while under control: Days of Stock decreased by 3,5 days ; amount of capital in inventory down by ~ $ 0,8 mln ; customer service level increased by 1,2%.- SAP APO Key User (PP). Master Data management, preparing the team for working in APO.

Москва, Москва, Россия

- Inventory management for 7-10 distribution centers with ~400 SKU matrix. Customer service level in DCs under control increased by 3,2% total, by 4,8% for key accounts- Optimizing and creating new planning and reporting tools via MS Excel (and VBA) with savings of 400k RUR a year due to decreased time spent on each operation.- Ensuring high transport capacity utilization via effective ordering- SAP APO Key User (DRP).

Master'S Degree, Strategic Logistics Management

Bachelor'S Degree, Supply Chain Management