EXPERIENCE SUMMARY:• 18+ years of business development, new directions and products in large companies in the field of energy, energy services and engineering, B2B.• 16+ years of managerial experience in the positions of General Director, Deputy General Director for Business Development, Strategy.• 12+ years in project management. Experience in implementing projects in the field of energy and renewable energy sources for key clients: ROSATOM, JSC NEVZ, TATENERGO, TAGMET, InterRAO, DANONE, KAMAZ, Stoilensky GOK, JSC IZHAVTO, JSC IDGC of Center, JSC Moscow United Electric Grid Company, JSC MOSENERGOSBYT, JSC Cherepovets Nitrogen (PhosAgro), LLC Coca-Cola HBC, etc.• Implemented projects together with international partners: SIEMENS VAI Metals Technology, FARMATIC GmbH, LEKHABO GmbH, DEULA Nienburg GmbH.• Experience in implementing projects of more than 1 billion rubles.• Manage teams of up to 150 people.• Participation in the development of new technical and commercial solutions according to the Customer's requirements.• Experience in managing the sales and development structure with responsibility for the main financial, economic and strategic indicators of capital expenditures.• Opening and developing offices from scratch, including production and construction bases.• Successful experience in contract negotiations, tenders, sales and transaction support at all stages.CORE SKILLS AND COMPETENCIES:• Strategic, commercial and operational management.• Deep knowledge and understanding of the fields of energy, energy services and engineering.• Expansion of the company's presence in the market.• Search for new segments for business and customers’ requirements.• Creation and development of new areas of development, promotion for new products and services.• Sales management.• Understanding of Customer's needs.• Development and implementation of new marketing strategies, products and services of the company.• Ability to communicate and present confidently, clearly and expressively.• An experienced negotiator with proven experience in the commercial environment.• Multi-level negotiations and meetings with strategic, potential partners and key clients, top officials, top executives and managers of corporations.• The ability to think creatively and outside the box to create variability in solutions.• English-fluent (C1); German-fluent (C1).
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Директор Департамента Продаж | Развитие Бизнеса И Продуктов В РфОоо «Тмх-Энергетические Решения» (Группа «Трансмашхолдинг») Oct 2023 - Aug 2024КЛЮЧЕВЫЕ ЗАДАЧИ:— Формирование стратегии развития бизнеса компании в России.— СТРАТЕГИЯ РАЗВИТИЯ: Моделирование, регламентация и оптимизация бизнес-процессов работы коммерческих подразделений с дальнейшей их автоматизацией.— Увеличение портфеля заказов в коммерческом сегменте рынка ДГУ. Заказчики в секторах - энергетика, добывающие отрасли, промышленные предприятия, транспорт. Поиск и привлечение потенциальных клиентов и партнеров.— Активные проектные продажи решений и оборудования, производимых предприятиями Группы ТМХ- ЭР.— Поиск новых перспективных рынков, сегментов и возможностей для развития продаж.— Развитие каналов продаж, в том числе через дилерскую сеть, партнеров, маркетплейсы.— Вывод новых продуктов на российский рынок.ДОСТИЖЕНИЯ и РЕЗУЛЬТАТЫ:— Провел оценку/ассесмент коммерческой функции в группе компаний, а также оценку персонала, задействованного в ее исполнении.— Подготовил и защитил новую политику продаж, включая матрицу продуктов, матрицу разграниченияответственности и полномочий, новую стратегию, новую организационную структуру.— Увеличив в 2+ раза портфель заказов компании по коммерческому сектору до 14.3 млрд рублей.— Реализовал внутренний референс-проект с использованием энергоустановок для покрытия нужд энергоснабжения АО «Коломенский завод» и наработки часов, проект с господдержкой.— Сформировал пул партнерств с совокупным бюджетом 4+ млрд рублей для использования альтернативных каналов продаж и реализации расширенной линейки экономических моделей под потребности Заказчика.— Разработал систему поощрения и вознаграждения с оценкой исполнения KPI по проектам для сотрудников компании и руководителей среднего звена.— Провел подготовку проекта внедрения CRM под коммерческую функцию в компании.
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Deputy General Director For StrategyDalkia Rus (Edf Group, Électricité De France) \ Ао «Атомсбыт» Nov 2014 - Dec 2022KEY ACHIEVEMENTS:- Initiated and introduced into the companies’ package of products (services) "Energy management based on digital technologies": application of digital solutions, AI, Internet of Things IoT;- Expanded the company's range of services in terms of working with renewable energy sources (using biomass);- Introduced new marketing strategies: the transition from an exclusively industrial market to services for budget institutions, infrastructure facilities;- Provided savings of 40 million rubles a year due to the implementation of the Sludge Disposal Project (a project for DANONE);- Reduced CAPEX by 30% in the 1.5 MW local generation construction project for Malteurop Belgorod in partnership with ROLT;- Prepared a technical and commercial solution based on import substitution of equipment without loss of quality for Vazinterservice (OAT Group, Togliatti): modernization of the compressed air production and supply system;- At the level of the Government of Georgia, the concept of energy efficiency and energy services for industry and infrastructure was adopted as part of the program of restructuring the electricity market, transition to the commercial and wholesale market for optimizing and improving energy efficiency at large enterprises (transport, railway); - Developed a system of incentives and rewards for the development department, implemented a KPI system; - Participated in the implementation of CRM in the company (Bitrix24).KEY FUNCTIONS:- Sales and development management (operational leasing);- Management of the full sales cycle: market research and search for potential customers, initiating contact, determining the needs and tasks of the client, technical and commercial proposal, managing objections, closing sales, repeat sales and collecting references;- Project design;- Project performance management: return, profitability level, CAPEX;- Development of new areas of energy efficiency services and products in the company.
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CeoEngineering Center «Progress». Scope: Energy And Renewable Energy Sources Jan 2006 - Oct 2014KEY RESULTS:- Annual revenue for engineering services achieved 30 million Euros over 6 years;- The company has 150 employees, including its own project team (that prepared projects that underwent examination);- Opened offices in Moscow, Belgorod, Stary Oskol;- International partners: SIEMENS VAI Metals Technology, FARMATIC GmbH, LEKHABO GmbH;- Key clients: ROSATOM, Stoilensky GOK, JSC "IZHAVTO", JSC "IDGC of Center", JSC "Moscow United Electric Grid Company", JSC "MOSENERGOSBYT", JSC "Cherepovets Nitrogen" ("PhosAgro"), LLC " Coca-Cola HBC";- Implemented a project for the construction of Russia's first industrial biogas plant in the Belgorod region.KEY ACHIEVEMENTS:In April 2012, the construction project of Russia's first industrial biogas plant was successfully completed:- The project was implemented in partnership with German companies-FARMATIC GmbH, LEKHABO GmbH, DEULA Nienburg GmbH;- For the first time in Russia, the procedures for certification and qualification of a generation facility operating on a renewable energy source (based on biomass) have been passed;- Own group of engineers was created for the engineering design;- For the first time, professional technologists, as well as specialists in the operation of biogas plants were trained by German partners;- A special electricity tariff was received;- The biogas plant is included in the regional program for the development of renewable energy in the Belgorod region;- 2014-Gratitude from the Minister of Energy of Russia Novak A.V. for services in the development of the fuel and energy complex.KEY FUNCTIONS:- Opening of the company's offices from scratch;- Formation of the company's staff (hiring and training);- Market and customer research;- Conducting contractual negotiations; - Development and implementation of engineering services projects.
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Deputy General Director For DevelopmentPower Supply Company "Sok". Power Supply Of Industrial Enterprises (Wholesale Energy Market) Jun 2005 - Jan 2006KEY ACHIEVEMENTS:- Created divisions for the organization of electricity supply from the wholesale market at the industrial enterprises of JSC "IZHAVTO", LLC "Dimitrovgrad plant of automobile aggregates", JSC "Plant" Avtosvet";- Prepared and concluded contracts of companies in the wholesale market: JSC "IZHAVTO", LLC "Dimitrovgrad plant of automobile aggregates", JSC "Plant " Avtosvet".KEY FUNCTIONS:- Work with large companies in the energy and industrial sector;- Development of positive direct relationships with key business contacts;- Settlement of contractual and commercial issues and disputes;- Consultations on the restructuring and optimization of energy production of industrial companies;- Engineering services in the field of energy supply (development of commercial and technical accounting systems);- Hiring, training and mentoring of new employees;- Achievement of all development-related targets.
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Business Development ManagerBaker Tilly Russaudit. Consulting Company Jul 2003 - May 2005KEY TASKS:- Work with large companies in the energy and industrial sector;- Consultations on the issues of restructuring and optimization of energy production and auxiliary divisions of companies;- Manage and work on all strategic and operational marketing activities with clients. Building and developing relationships with them; - Providing feedback from the market for the company's management regarding competitive offers, the needs of potential customers and ideas for the development of services and products;- Participation and responsibility in the process of implementing the sales and marketing functions for business;- Planning and coordination of actions and plans for entering new markets (regions, countries).
Frequently Asked Questions about Mikhail Matyushin
What is Mikhail Matyushin's role at the current company?
Mikhail Matyushin's current role is Executive Manager. Strategy Manager. Business Development Manager | B2B, B2G, Distribution | Dalkia, Rosatom | Ambitious goals realisation.
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