Stepan Smirnov - CV Business operations manager

Philip Morris International Governance & Projects LeaderGovernance & Projects Leader Apr 2021 - Dec 2022 · 1 yr 9 mos Moscow, Moscow City, Russia ✓ Led the process of technical & logic modifications in CRM system for commercial teams: In close collaboration with HQ & Areas departments (including NKA team) have been implemented new automation approach of problem escalations, that increased speed of problem solving (with high data quality): reduced average time from 20.6 days to 13.2 days in 3 month). About 50+ solutions have been implemented to SFA system and process ✓ Developed and implemented a new coverage approach for merchandisers in accordance with KA contract and buyer’s requirements. Route preparation have been automated with +5% coverage increase (without headcount expansion) ✓ Created the process of KPIs setting and aligned ScoreCard at pan-Russia level in frames of New field model. Unified approach have been implemented in KPIs setting: 50% of ScoreCard weight is common targets across all positions ✓ Led the process of Reporting development for sales channel: In close collaboration with HQ & Areas departments have been suggested, successful tested and implemented new reports and several upgrades for current ones, based on MS Power BI ✓ Developed and updated working standards for commercial teams according to new field model. Normalized list of tasks and wrote detailed documentation for operation activities ✓ Led the process of technical & logic modifications in CRM system for commercial teams: In close collaboration with HQ & Areas departments (including NKA team) have been implemented new automation approach of problem escalations, that increased speed of problem solving (with high data quality): reduced average time from 20.6 days to 13.2 days in 3 month). About 50+ solutions have been implemented to SFA system and process ✓ Developed and implemented a new coverage approach for merchandisers in accordance with KA contract and buyer’s requirements. Route preparation have been automated with +5% coverage increase (without headcount expansion) ✓ Created the process of KPIs setting and aligned ScoreCard at pan-Russia level in frames of New field model. Unified approach have been implemented in KPIs setting: 50% of ScoreCard weight is common targets across all positions ✓ Led the process of Reporting development for sales channel: In close collaboration with HQ & Areas departments have been suggested, successful tested and implemented new reports and several upgrades for current ones, based on MS Power BI ✓ Developed and updated working standards for commercial teams according to new field model. Normalized list of tasks and wrote detailed documentation for operation activities. Philip Morris International Product Development & Support Leader Oct 2019 - Mar 2021 · 1 yr 6 mos St Petersburg, St Petersburg City, Russia ✓ Suggested and successful implemented several modifications related to improving the finance efficiency of retail investment-tool on Area and Russia level ✓ Significantly simplified budgeting modelling and forecasting for Rolling-Forecast (RF) cycles ✓ Cost effectiveness analysis of the company's commercial activities ✓ Issues & opportunities analysis based on current performance indicators ✓ Planning a business development strategy at the Russia’s North-West Region ✓ Work on the development of the CRM systems usage at Region level ✓ Suggested and successful implemented several modifications related to improving the finance efficiency of retail investment-tool on Area and Russia level ✓ Significantly simplified budgeting modelling and forecasting for Rolling-Forecast (RF) cycles ✓ Cost effectiveness analysis of the company's commercial activities ✓ Issues & opportunities analysis based on current performance indicators ✓ Planning a business development strategy at the Russia’s North-West Region ✓ Work on the development of the CRM systems usage at Region level Philip Morris International Area Sales Supervisor Jun 2017 - Sep 2019 · 2 yrs 4 mos St Petersburg, St Petersburg City, Russia ✓ Recruitment and training of employees ✓ Increasing staff motivation and building teamwork ✓ Market analysis and building a territory development strategy ✓ Budget allocation in cost efficient way ✓ Negotiations with key clients✓ Recruitment and training of employees ✓ Increasing staff motivation and building teamwork ✓ Market analysis and building a territory development strategy ✓ Budget allocation in cost efficient way ✓ Negotiations with key clients Philip Morris International Commercial planning executive Feb 2015 - May 2017 · 2 yrs 4 mos St Petersburg, St Petersburg City, Russia - Analysis of business targets fulfilment - Preparation of the branch's annual budget - Preparation of the branch development strategy - Preparation of analytics for setting the main goals of the branch, as well as distribution of goals for each employee of the branch - Forecasting of budget indicators - Preparation of reports and dashboards for management team on key performance indicators of the field organisation - Preparation of presentations in accordance with the requirements of the management - Analysis of business targets fulfilment - Preparation of the branch's annual budget - Preparation of the branch development strategy - Preparation of analytics for setting the main goals of the branch, as well as distribution of goals for each employee of the branch - Forecasting of budget indicators - Preparation of reports and dashboards for management team on key performance indicators of the field organisation - Preparation of presentations in accordance with the requirements of the management Philip Morris International Territory Sales Executive Nov 2012 - Jan 2015 · 2 yrs 3 mos St Petersburg, St Petersburg City, Russia - Providing a sales plan in the assigned territory - Building and maintaining long-term relationships with business owners and staff of retail outlets: - Daily visits to retail outlets in the entrusted territory; - Conducting negotiations aimed at increasing sales; - Support of the formed base of partners in the organisation of sales of the Company's products - Installation of commercial equipment, connection of new outlets, product information, introduction of new products, approval of the assortment matrix, etc.); - Introduction of tools for product promotion; - Training of sellers in high-quality service for the end consumer; - Interaction with agents of delivery companies (distributor) in order to increase sales; - Providing a sales plan in the assigned territory - Building and maintaining long-term relationships with business owners and staff of retail outlets - Daily visits to retail outlets in the entrusted territory; - Conducting negotiations aimed at increasing sales - Support of the formed base of partners in the organization of sales of the Company's products - Installation of commercial equipment, connection of new outlets, product information, introduction of new products, approval of the assortment matrix, etc.) - Introduction of tools for product promotion - Training of sellers in high-quality service for the end consumer - Interaction with agents of delivery companies (distributor) in order to increase sales; KIA (sales dealer) Sales Specialist Oct 2011 - Aug 2012 · 11 mos St Petersburg, St Petersburg City, Russia AEC Project Executive Mar 2010 - Sep 2010 · 7 mos St Petersburg, St Petersburg City, Russia

Saint Petersburg State Electrotechnical University "LETI"​ Engineer's degree in Microelectronics technologies

Planning Budgeting & Forecasting · Cross-functional Collaborations · Performance Reporting · Risk Assessment · Cross-functional Coordination · Business Reviews · Customer Relationship Management (CRM) · Relationship Building · People Management · Sales Processes · Sales Operations · Communication · Process Improvement Projects · KPI Reporting · KPI Implementation · Stakeholder Management · Presentation Skills · Agile Project Management · CRM Integration · Time Management · Cross-functional Team Leadership · Process Improvement · Influence Others · Problem Solving · Corporate Governance · Project Management · Efficiency OptimizationSkills: Planning Budgeting & Forecasting · Cross-functional Collaborations · Performance Reporting · Risk Assessment · Cross-functional Coordination · Business Reviews · Customer Relationship Management (CRM) · Relationship Building · People Management · Sales Processes · Sales Operations · Communication · Process Improvement Projects · KPI Reporting · KPI Implementation · Stakeholder Management · Presentation Skills · Agile Project Management · CRM Integration · Time Management · Cross-functional Team Leadership · Process Improvement · Influence Others · Problem Solving · Corporate Governance · Project Management · Efficiency Optimization

Английский

A senior sales and marketing professional with a career spanning over 10 years in regional and HQ roles in commercial function. An experienced and successful leader, driving business performance in FMCG by combining strategy and execution. Went from the starting position of sales representative at large international company Philip Morris Int. to HQ channel process leader managing diverse teams and constant learning. Recognized for building strong relationships with internal departments, developing working standards and cost- effective strategy of business dealing. Over 10 projects finished with total cost reduction over USD 1 million per year.
The areas of expertise:
• Channel strategy (customer segmentation, working standards guidelines, commercial
drivers assessment)
• Project management (planning, testing, adjustment, roll-out and bring continuous
improvement)
• People management (staffing, coaching, and developing)


Please feel free to contact me:

https://t.me/smirnov_stepan
https://www.instagram.com/mr0ff
smirnov.step@gmail.com