Генеральный Директор - Москва, Москва - резюме 20498

Igor Ushenin

Дата: 08.03.2019

Город: Москва, Москва

Сфера деятельности: Топ-менеджмент, руководители

Тип занятости: Постоянная

Опыт работы (лет): 10

Образование: Высшее

Текст резюме:

IGOR USHENIN mob +7(917)565 56 40 , Skype: igor.ushenin
e-mail: igor.ushenin@bk.ru
Result oriented, reliable team player and experienced professional with over 10 years’ background in corporate strategy
design, change management and leading turnaround situations in Automotive, Health Care, and FMCG industries.
Proven track record in generating demand and Route-To-Market projects as well as sales automation solutions and Big
Data analysis. Know how to maximize the results of a team of professionals.
Leadership skills and strategic vision are the specific strength that I demonstrate.
• Project Portfolio & Change Mgmt • Cloud Computing, SaaS, CRM
• Strategy Dev. & General Mgmt • Sales Automation & Big Data
• RTM and Generating Demand • SAP, Predictive Analytics, MS Office
• Mobilizing People & Outsourcing • Native Russian, Fluent English
2015 – 2018 - OAK Management (Educational Financial Aids, Online Education). Area Operations Manager, Europe
Responsibility: Education Fund set-up and management, Repayment Rate, Graduates to Borrowers Rate, Marketing, Online
education and certifications, Consulting Services and Social Entrepreneurship Projects, GR and Corporate Affairs,
Regulatory Affairs, Organizational development projects.
 Designed a business model and successfully started operations for an international education fund in the Europe
East Area which resulted in a repayment rate of nearly 90%.
 Set up a partnership with over 200 educational institutions.
 Implemented unique approach to generating demand on financial services across the area which resulted in
awareness among the target audience and sustainable growth of applications.
 Taken the lead of educational online programs and professional certifications based on a digital platform of
 Organized and delivered over 70 customized training and workshops on business and finance management,
education, job searching, and sales training, in person and via webinars.
 Organized consulting on the efficient Access-to-Market and tax benefits for multi-national privately owned
enterprises and start-up services for SMB companies and social impact projects in Russia and Europe East
2012 – 2015 – British Petroleum (Downstream). Route-to-Market Implementation Manager; Russia, Ukraine
Responsibility: to enable strategy implementation at assigned countries through a market segmentation and value chain
optimization, re-engineering of a distribution system, the best in class field force, and automation of business
 Implemented Access-to-Market project related to relaunch of Castrol Magnatec under the budget and ahead
schedule. Delivered NPV of $30mln with a payback period of less than a year and 5% sales growth rate in a
declining market.
 Deployed outsourced dedicated field force across the market and SaaS-based automation solution followed by
on-line field sales management, daily dashboards, and predictive analytics.
 Organized segmentation of nearly 40 thousand customers in professional, retail, OEM, petroleum
stations, commercial fleets, and industrial trade channels.
2009 – 2011 - Mead Johnson Nutrition (Infant Nutrition). General Manager, Russia and Eurasia
Responsibility: Strategy development, Regulatory Affairs, Sales Revenue, P&L and Working Capital, Medical and
Consumer Marketing, ATL&BTL management, GR and Corporate Affairs,
 Organized registration and IP-rights protection for new 14 items of infant milk formula.
 Registered legal entity, arranged an intercompany loan, statutory accounting, and management reporting,
implemented standard operating procedures and FCPA compliance.
 Arranged assessment and recruitment of management board, support functions, medical representatives and sales
 Organized medical detailing for Health Care Professionals (HCPs) and Key Opinion Leaders (KOLs) among
pediatricians and allergists.
 Designed trade channel strategy, trade terms and trade marketing initiatives for every product.
 Selected and contracted distributors and Key Accounts, provided a listing of core brands.
 Managed participation in price biddings (tenders) of regional healthcare departments and hospitals.
 Started up the company business in Russia based on delivered duty paid operations and provided multiple
revenue growth 300% vs import operations.
2002 – 2009 – Nestle (Confectionery, Beverages, Infant Nutrition, Breakfast Cereals).
2008-2009 - Head of Business Development Projects, Russia & Eurasia, Grocery&Confectionery, Dairy products, NIM
Responsibility: Russia and Eurasia Sales Revenues, Russia and Eurasia P&L, Working Capital and Financial
Scorecard, Market Shares of global brands, GR and Corporate Affairs, Regulatory Affairs.
 Worked alongside with colleagues (country managers, sales directors, marketing directors, finance directors) as a
reliable team player to optimize market strategy, media buying, sourcing for global brands and inter-market supply,
to balance trade terms for Key Accounts across Russia and Eurasia, to strengthen GR and Corporate affairs.
 Managed Project Portfolio which delivered NPV of app.$ 25mln, negative media inflation up to (-6%) with improved
Reach, Frequency and leading Ratings, as well as online sales reporting solution and efficient organizational
structure with trade universe coverage improved by 20%.
2006- 2009 - Country Manager Belarus, Grocery&Confectionery, Nestle-In-the Market (NIM) products
Responsibility: Sales Revenue, P&L, Working Capital and Financial Score Card, Market Shares, ATL&BTL planning and
management, PR and digital marketing, GR and Corporate Affairs, Regulatory Affairs
 Produced a strategy for the launch of a new product which gained 8% of a market share within less than a year.
 Doubled the company country business within 2,5 years based on consumer inspiring and science led innovations
and renovations. Reached #2 positions in the rating of top market advertisers.
 A lean approach to an organizational development, cost wise balance of in-house and outsourced services and
effective pricing policy resulted in 9% profit margin improvement in the country financial performance.
2002-2006 - Zone Manager East Russia (4 Regions), Grocery&Confectionery, Infant Nutrition, Breakfast Cereals
Responsibility: Sales Revenue, Marginal Contribution, Market Shares, Regional ATL&BTL-marketing, Supply and
Operations Planning for 3 Distribution Centers and 3 Factories, Regulatory Affairs.
 Supervised nearly 1000 in-house and outsourced personnel and delivered app.18% growth every year and leading
market shares exceeding 35%.
 Provided app.40% of the company sales revenue.
 Implemented Access-to-Market project at the assigned regions, restructured distributors network and deployed
dedicated field force
Achievements: provided sustainable growth and leading market shares of the global strategic brands such as Nestle,
Nescafe, Nesquik, Kit-Kat, Nuts, Maggi in the assigned areas; two more regions gained “Heartland of Nestle business
in the market” status
Specialist (Engineering in nuclear physics) Ural Federal University (in the past - Ural Polytechnic Institute)
MBA Pricewaterhouse Coopers Academy
Management Development International Management Development (IMD)
Leadership London Business School (LBS)
Mobilizing People IMD and LBS
Marketing Management Nestle
Finance Management Nestle
Territory Management Nestle
Media Planning MJN

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