EKATERINA GRISHINA
Dubai,United Arab Emirates
Summary
More than ten years of experience in Business Development and Account Management with a proven record of successful international complex projects realization for global leading companies of FMCG and retail markets. Successful development of the new emerging market from zero including team establishment and distribution channels setup. Experienced in operating in matrix multicultural and multinational organizations. Passionate highly motivated individual and responsible and motivating team player. Skilled in Sales, Negotiation, Business Planning, Analysis, Project management, Retail, Distribution channels management, Team management, Supply Chain, P&L management, and Operations .
Overview
18
18
years of professional experience
5
5
years of post-secondary education
Work History
Strategic Account Manager Middle East and Pakistan
Videojet, Danaher,
Dubai , UAE
11.2022 - Current
- Market analysis and mapping of strategic international and national accounts in the Middle East
- "Opening doors” to new strategic accounts and maintaining trustful relationships with existing customers in UAE, Saudi Arabia and other countries of the region
- Development of the strategy and accounts-based action plans
- Reaching and exceeding revenue targets through building and development of strong cooperative relationships with the biggest accounts and distributors, strategy execution and pipeline management from the lead generation to sales execution
- Responsible for forecasting, sales pipeline management and distributors' performance in the region.
Strategic Account Manager Eastern Europe
Videojet,
Moscow
02.2021 - 11.2022
- Develop and implement specific Account Management Plans to either grow with Global Strategic Accounts (GSA) or win share at competitive GSA account
- Identify current and future business opportunities for Global Strategic Accounts at designated regions, optimizing their strategic objectives
- Maximize sales by identifying compelling customer value propositions at all designated Strategic Accounts and influencing them to partner with Videojet as their preferred supplier
- Provide direction and ensure compliance of sales at local designated accounts in a matrix global organization
- Engage with the distributors to ensure they work complementary to Videojet GSA strategy and efforts
- Lead progress of each GSA project through regular funnel reviews using Salesforce CRM
- Use successes at individual sites as a benchmark to attract business at all Strategic Accounts
Business Development Manager Russia and Eastern EU
Avery Dennison RBIS
Moscow
09.2015 - 09.2020
- Responsible for driving consistent profitable growth by achieving and exceeding sales objectives within designated markets: Russia, Eastern Europe, Switzerland, Austria
- Customer relations and sales pipeline management
- Leading and support of complex innovative projects of global retailers on dedicated territories: RFID, online system implementation, unique identification marking and others
- Management of Business Specialists team
- Coordination of product development and business development activities between the customer and internal international teams
- Communication with government authorities and local officials
- Coaching and training of distributor's commercial and technical teams
- Succeed to increase company market share and revenue of the region by growing volumes, value and amplifying portfolio of the solutions provided to customers
- 66% revenue increased in 2 years
- 25% Market share increase
- Implementation of Salesforce CRM system (superuser)
Business Development Manager Information Solutions
Avery Dennison RBIS
Moscow
12.2012 - 09.2015
- Discovering and commercializing of new opportunities for RFID and Printing solutions on Russian and Eastern Europe retail markets
- Leading of RFID and Printing Solutions projects starting from store and DC checking, ROI evaluation, pilot project planning and execution, KPIs evaluation and presentation of pilot results to stakeholders
- Negotiations
- Roll-outs planning and execution
- Handling of import process including certification and distribution management
- Account management
- Project management
- Coaching and training of distributor's commercial and technical teams
- Successful implementation of price management printing solution for several global and Russian apparel retailers
- RFID pilot and rollout of one of top 10 global apparel retailers - 1.5 thousands stores in Russia
- Awarded employee of the year in 2013 for emerging market development
Project Manager
FM Logistics
Moscow
01.2009 - 12.2012
- Launch the Project internally and externally
- Plan, budget and manage implementation of technical means, human resources, and operational processes
- Detailed planning and budget management
- Risk analysis
- Support the implementation and organize official transfer from the project team to the operations
- Closure of the project phase and gather practices
- Participation in negotiations with customers, support of the commercial and operational teams
- Launch of new warehousing platform
- Successful implementation of RFID supply chain system for global pharmaceutical accounts
- Realization of complex 3PL projects for food and non-food FMCG, pharmaceutical, apparel and luxury industry accounts.
Marketing Manager
Rail Continent
Moscow
10.2005 - 12.2008
- Evaluating and developing marketing strategies, planning and coordinating marketing efforts, communicating the marketing plans to those involved, and building awareness and positioning for company's brand
- Running the team of regional marketing managers
- Conducting of marketing campaigns
- Performing of marketing researches and monitoring
- Pricing
- Event management
Education
Master's degree - Economics, Management, Marketing
Moscow State Institute of Business Administration
Moscow/Russia 09.2000 - 07.2005
Skills
Business development
Account management
Market development
Negotiations
Team management
Project management
Product development
International sales
Marketing
Supply chain management
Salesforce
Languages
English
Proficient (C2)
Russian
Native
Interests
Travelling, team sports, reading, music, foreign cultures discovering, fashion
Timeline
Strategic Account Manager Middle East and Pakistan
Videojet, Danaher,
11.2022 - Current
Strategic Account Manager Eastern Europe
Videojet,
02.2021 - 11.2022
Business Development Manager Russia and Eastern EU
Avery Dennison RBIS
09.2015 - 09.2020
Business Development Manager Information Solutions
Avery Dennison RBIS
12.2012 - 09.2015
Project Manager
FM Logistics
01.2009 - 12.2012
Marketing Manager
Rail Continent
10.2005 - 12.2008
Master's degree - Economics, Management, Marketing
Moscow State Institute of Business Administration
09.2000 - 07.2005
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