Igor Gavrilov

Commercial Director. 15 + years experience on TOP positions in PEPSI, DANONE and CARLSBERG.

COMMERCIAL/ DIVISIONAL DIRECTOR, direct report to GM.

KEY COMPETENCES:
- Full responsibility for P&L, Product mix management skills.
- Ensuring  implementation of the sales plan, indicators for profit growth, market share.
- Strategic and tactical planning
- Formation, training and development of competencies of effective teams
- Operational management of the company's commercial activity (market analysis, assortment policy, pricing, sales management, trade marketing, cost management)
- Projects Implementation  to improve the company's commercial efficiency (optimization of business processes, formation of KPI's, financial control, control over the fulfillment of contractual obligations, new sales channels and work tools);
-  Cross-functional  projects Implementation to achieving the Company's performance indicators. 
- Budgeting and budget control, pricing, discounts and margin management
-  Market and competitors analysis , determination of tactical and strategic actions
- Negotiation experience with key clients and partners
-  Motivation programs development for the clients, Distributirs and sales department;
- Field audits (assessment of company performance standards, level of market penetration, distribution of priority brands);
- Work standards development and execution
- Work processes optimization (improving work efficiency).
- Strong managerial competencies (hiring, adaptation, motivation, training and development, control and task setting)
- New brands and opening distribution centers from zero level
AWARDS:
--Certificate "For the best sales achievements" PEPSI Russia for 2001 (internship in the USA).
--Certificate "For Leadership" DANON for 2007
--Certificate "For outstanding achievements"  NUTRICIA (DANONE baby food) 2012.

RESULTS:  sales growth higher than the growth of the market and competitors , achievement and retention of leadership in market shares, through efficient use of available resources, strategic and tactical planning ,business analysis of competitors and the market, goals achievment, training employees and efficiency in motivational schemes.

STRENGTH: Team building. All my Teams have been super successful and won competitions within the Companies for the best achievements, my former subordinates are currently working in high management positions.
Team player
Risk management, crisis management 

 

STPETE UNIVERSITY OF ECONOMICS AND FINANCE

Промышленно-экономический Факультет, Экономическая Кибернетика