Developing dealers’ chain: new clients search, negotiating cooperation terms, formation of contracts. Work with Regional Chain Retailers: sales planning, bonus program creation, profitability calculation, organization and execution promo activity. Strengthening regional customers relationship. Revelation of customers needs, creation of individual developing programs. Matching and extension product range and its correspondence proving in point of sales. Price monitoring. Competitors activity survey. Initiation of dealers marketing activity, budget coordination and execution control. Organization and conducting conference, seminar and presentation. Regular monitoring of dealers and customers satisfaction, market analysis and report to head office. Search and developing alternative sales channel. Regular planning and reporting. Achievements: ⇒ Pioneer part in RR turnover grew thrice as much, 50% product range expansion ⇒ Client base expand on 50 %, including key clients conquest; ⇒ Raise dealers loyalty to company. ⇒ Finding and developing new sales channel.

Personnel sales: Working on the individual developing programs for current dealers. Planning of the sales; Searching and organizing new channels of sales. Negotiations with the top level management of the companies; Controlling dealer’s work in certain criterions: merchandising, marketing activity, product range, quantity of sales and etс; The sale plans achievement and development of dealer’s chain; Controlling the dealers’ marketing plans execution as the parts of company’s marketing plan; Collecting the necessary information of each sale channel and making reports; Demand and supply analyzing of products. Achievements: Client base expand on 30 %, including key clients conquest; Enlarge of maximum product range for all key clients; Expand of the client’s assortment more than twice; More than 70 % of dealer’s staff have finished the sales training course provided for Dealers; Dealer’s marketing activity have increased more then twice (in press and outdoor advertising)

Management of sales. Determination and controlling the plan of sales, execution BTL activities, participation in exhibitions. Qualitative and quantitative development of client database. Auditing client database. Creating individual development programs for clients. Coordination and supervising the work of sale representatives. Work with the personnel. Search and training the personnel, determining official duties. Development of motivation programs and systems of work assessment. Introducing certification of employees, developing the processes of interaction between employees, allowing to avoid mistakes, to raise the quality and efficiency of work. Organizing the work of the enterprise. Calculation and placing orders, controlling the stocks. Introduction statistics reports. Automation sales representative work. Automation warehouse work. Control the debts. Interaction with state structures and official bodies. Achievements: Increase turnover on 60 % Expand of client base on 43 % Minimization expenses of the enterprise Optimization the stocks in the warehouse Increase the sales representative’s productivity. Professional and personal growth of employees Improvement the quality of distribution, a level of service for clients: increase accuracy and speed of orders execution; increase the quantity of an average order, mistakes minimization Growth of the level of the distributor in opinion of the main supplier, expanding the zones of cooperation.

The program “Strategic management”

Department of Finance, sub-faculty of Business Accounting and Audit