Viktor Eratov Email and Phone Number
Award-winning Account Management, Sales, and Trade Marketing professional with 15+ years of progressive experience leading strategic relationships and lasting partnerships with regional, national, and international retailers. A collaborative player-coach with in-depth expertise in the CPG sector, and a track record of turning around struggling accounts/territories and unlocking unconventional market segments. An experienced project manager with excellent relationship management, problem-solving, analytical, and communication skills.Areas of expertise:- Strategic Planning & Key Account Management- Customer & Business Development- Sales & Marketing Analytics- Trade Marketing- Sales Management & Coaching- Project ManagementTechnical expertise: Microsoft Office (advanced Excel and PowerPoint), ERP (SAP) and CRM platforms, data visualization (PowerBI), collaboration tools (SharePoint), customer research, and analytics (Nielsen, GFK).Additional experience: International Assessor of Mastering Customer Management Program for the global leader KAM competency development training.Awards & Recognition:- Mars Global Best Practice 2022 Award – 2nd place, Best MAS project- Mars Global Best Practice 2022 Award – 1st place, Strategic Leadership- Mars Best Supplier Retailer Rating by Globus 2021-2022, TAS Report- Wrigley Best Supplier Retailer Rating by Shell Europe 2017- Wrigley National Leader of the Best RKAM Team 2016 AwardOpen to relocation for exciting career opportunities.
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Key Account Sales ManagerCalcom Inc Sep 2023 - PresentRichfield, Ohio, United StatesLead strategic initiatives and operations for the Key Account Channel across Northeast Ohio, spearheading relationships with 24+ major Electric companies and delivering Gross Sales Value of $1.3MM annually with 14% YoY revenue growth:• Launched and grew a successful partnership with the largest Healthy Services Facilities chain in Ohio: Legacy Health Services, 28 Facilities in Ohio.• Coordinated the start of renovation and phased replacement of nursing equipment in Legacy Health Services' network of 5 facilities, resulting in a 17% increase in company revenue. Agreed with the chain on a plan to replace equipment in the other facilities.• Built strong partnerships with the 24+ major Electric companies and secured company participation in major projects with partners.
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Customer Development Senior LeaderMars Sep 2018 - Feb 2023Moscow, Russian FederationLed strategic initiatives and operations for the Modern Trade Channel across 6+ regions, spearheading relationships with 12+ major retailers and delivering Gross Sales Value of $57MM annually with 20% YoY revenue growth:- Led award-winning Key Account Development efforts for a German retailer Globus increasing Gross Sales Value by 80% by managing Cash-out, TZV zone + Main shelf category development projects.- Launched and grew a successful partnership with the largest Healthy Foods retailer in Russia (#2 e-commerce grocery retailer nationally) unlocking a new market segment. Developed Project E-Com through understanding e-commerce shopper marketing and managing on-site search strategy.- Built strong partnerships with two mobile network retailers and secured exclusive category representation.- Grew revenue by 53% with Dutch retailer SPAR through a cash-out category development project.- Grew revenue by 47% with German retailer BILLA through a cash-out category development project.- Effectively managed and developed a team of 2 Account Managers, an Account Executive, and a Trainee. -
Regional Account Development Manager, WrigleyMars May 2015 - Sep 2018Moscow, Russian FederationLed Strategic Management and Development of the Modern Trade Channel across 15+ regions delivering $35MM annually, and managed 50+ retailers with a footprint of 1,200+ stores:- Effectively managed and developed a team of 9 Regional Key Account Managers.- Initiated and managed multiple cross-functional and cross-segment projects, including category projects: Metropress – increased net sales value by 20% and volume 30%, SPAR – increased net sales value by 40% and volume by 50%, Svyaznoy – unlocked a new channel.- Led a high-impact project delivering 80% of quarterly targets: displaced a competitor of 10+ years at a major regional retailer leveraging an effective cross-category engagement strategy, developed and secured a mutually beneficial 5-year contract, planned and executed a Top-to-Top level Category Vision market tour to London Mars Growth Center, presented best global practices and company insights.- Developed functional competencies and drove results of the Key Account team through hands-on coaching and mentoring, developed and delivered high-profile strategic account planning training programs.
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National Key Account ManagerBritish American Tobacco Apr 2008 - May 2015Moscow, Russian FederationLed Key Account Executive team responsible for maximising revenue across strategic retail accounts, facilitated 1.2% market share increase and 43% revenue growth between 2012-2015:- Developed and maintained relationships with customers to ensure long-term success.- Launched special projects delivering +15% YoY sales growth in a highly regulated sales environment.- Developed functional competencies and drove results of the KA team members through hands-on coaching and mentoring, led a team of 2 Retail Key Account Executives. -
Key Account Manager RetailBritish American Tobacco Jan 2007 - Mar 2008Saint Petersburg, Russian Federation
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Area ManagerBritish American Tobacco Dec 2004 - Dec 2006
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Trade Marketing RepresentativeBritish American Tobacco Mar 2003 - Dec 2004
Viktor Eratov Education Details
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Moscow Academy Of Labor And Social RelationsBachelor,Civil Law -
Masters Of Art
Frequently Asked Questions about Viktor Eratov
What company does Viktor Eratov work for?
Viktor Eratov works for Calcom Inc
What is Viktor Eratov's role at the current company?
Viktor Eratov's current role is Key Account Manager | CPG Sales Leader | Trade Marketing Expert.
What schools did Viktor Eratov attend?
Viktor Eratov attended Moscow Academy Of Labor And Social Relations, Yaroslavl Demidov State University.
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