The correct perfect resume is a commercial director. We draw up a resume: commercial director. Key knowledge and skills

Man

Residence: Moscow
Citizenship: Russia, have a work permit: Russia
Ready to move: Russia, Other countries, ready for business trips

Desired position and salary
Commercial Director. Director of Business Development. Director of Sales.
Information Technology, internet, telecom
System integration
Sales
Business development

Employment: project work, part-time, full-time
Schedule: distant work, flexible schedule full day

Desired travel time to work: Doesn't matter

RUB 200,000

Work experience -22 years 9 months
January 2016 - present
3 years 5 months
Integrator & Soft Development
Russia
BDM-Sales (Commercial Director)
RESPONSIBILITIES >>> Business development, provision of services for the development team in the field of Mobility ( mobile applications), CAD, custom software (+ software testing: load, functional and usability), automation in the field of online promotion, design and creativity, branding and BTL advertising, as well as business consulting in the field of business process management, expert implementation and support of solutions based on technologies in the field of system integration, complex IT solutions and complex security.
FUNCTIONS >>> Implementation of projects in the following areas:
- Custom software development (including mobile applications, Web applications);
- Promotion of CAD solutions (including domestic ones) at the sites of 400 enterprises and organizations of ROSATOM State Corporation;
- Automation in the field of Digital Marketing and Internet Promotion (including SEO, SMM);
- Implementation and development for Sharepoint, marketplaces;
- Integration with payment systems;
- Implementation and integration of Avaya Aura contact centers. Integration of contact centers with CRM systems;
- Implementation of information security systems;
- Implementation of systems for automated collection, analysis and reporting;
- Installation and configuration of servers and data centers. Virtual environment, Active Directory, mail systems, backup systems;
- Setting up monitoring of IT infrastructure and industrial equipment. Connection of non-standard monitoring equipment;
- Computer games, incl. development of games for mobile platforms using various software engines.

November 2011 - December 2018
7 years 2 months
National Union of Lobbyists, NGO
Russia, www.lobbying.rf
Vice President
Ensuring the achievement of the main goal of the Union's activities: an association of citizens and (or) legal entities, based on voluntary or, in cases prescribed by law, mandatory membership and created to represent and protect common, including professional, interests, to achieve socially useful goals, as well as to promote development of the institution of lobbying in the Russian Federation.

Promotion of Union services:
1. Representing the interests of members of the Union in government and public organizations (invitations to projects, advertising, lobbying interests, etc.).
2. Promotion and management of projects in GR through specialized associations and associations at the sites of budget-forming and system-forming enterprises (organizations) of various sectors of the economy using the capabilities and resources of the National Union of Lobbyists.
3. Assistance in organizing participation in government tenders and tenders of large companies with special monitoring and support.
4. Project offices. Development and management of projects with the participation of members of the Union and with third-party organizations.
5. Assistance in forming a budget for doing business (ASI, FTP, etc.).
6. Providing GR support in the regions.
7. Provision of comprehensive technological support for political projects of the Union members.

August 2011 - December 2015
4 years 5 months
MFPU "Synergy"
Russia
Commercial Director
* Development of a sales and marketing strategy. Creation, analysis (audit), operational management of the company's sales technology. Project management. Systematization of sales. Regular management, management of the sales department: setting goals, intermediate control, obtaining the required result, analytics, reporting.
* Staff recruitment, adaptation and staff motivation.
* CRM implementation systems.
* Drawing up plans for sales and loading production, monitoring the implementation of these plans. Planning and control of sales of goods and services, participation in the development of new items of the Company's product portfolio. Development of special promotions and additional services.
* Management of the marketing system in the Company (analytics, advertising, PR, marketing activities, budgeting, media planning, analysis of the effectiveness of advertising activities and investments in marketing).
* Attracting new customers, creating a set of activities for lead generation.
* Development of a strategy and content plan for SMM. Development and implementation of an online promotion strategy (increasing traffic, reducing the cost of attracting customers, increasing conversion). Increasing the quality and quantity of traffic channels (direct, SEO, SMM, email).
* Formation of uniform standards of work for sales departments. Analysis of existing scripts (speech modules), correction if necessary.
* Participation in the development of the Company's websites, setting tasks and monitoring work to attract the target audience to the Company's websites. Development of the content of the Company's Internet sites.
* Organization of business development in the company in several directions (services and solutions of Digital marketing, ECM and automation of enterprise work, automation of input (including streaming) of paper documents and electronic archives, integrated security) based on established contacts and well-established business relationship with manufacturers and suppliers of products and services, with representatives of budget-forming and backbone organizations from various sectors of the economy and the public sector.

Functionality and responsibilities of the Business Development Director and the Commercial Director in the framework of overseeing 3 areas (businesses) within the Holding:
1. Synergy Soft -> development of solutions and provision of services in the following areas: Digital marketing (using innovative technologies BTL advertising and DIGITAL directions); WEB-technologies (sites, portals), design and creativity; custom software development, etc. etc.
2. TerraLink & TKset -> automation of work of enterprises and ECM (document management, enterprise content, automation of entering paper documents into accounting systems and electronic archives, outsourcing for manual and automated data entry).
3. Ultima Security -> Business Intelligence. Comprehensive information and analytical business support. All types of security, security and fire alarm systems, alarm systems, video surveillance. Engineering and technical systems for the protection of objects. Consulting and audit of personal protection, organization of personal protection ("turnkey").

For all 3 business areas, the following was done within the framework of sales systematization:
- Creation of a planning and operational reporting system (weekly / monthly / quarterly);
- Creation of a system of continuous training on Product and Sales Skills;
- Attestation (more often than once a quarter) - including what is described above;
- Implementation and use of the CRM and IP telephony automation system - listening to calls, removing and analyzing operational reports, operational work in DashBoard;
- Creation of a system of motivation and competitions, forcing managers to commit over and over efforts;
- Working with an existing customer base ...
September 2006 - August 2011
5 years
Brand name system integrator / Menfis Company

Business Development Director / Commercial Director
Functionality and responsibilities of the Business Development Director and Commercial Director:
1. Regular management, management of the sales department: setting goals, intermediate control, obtaining the required result, analytics, reporting.
2. Development of a system of key performance indicators for contact center managers and customer service managers, monitoring the implementation of assigned tasks by managers.
3. Staff recruitment, adaptation and staff motivation.
4. Implementation of a CRM system.
5. Conducting trainings for staff (structured enrichment of experience, showing examples, joint visits to meetings, assistance in communicating with clients).
6. Drawing up plans for sales and production load, monitoring the implementation of these plans.
7. Monitoring the activity of competitors, developing a plan of counter-initiatives, analyzing the market of competitors, participating in the formation pricing policy.
8. Increase of work efficiency, optimization of departments' business processes.
9. Development of a long-term strategy and short-term development plans for departments.
10. Development of a sales and marketing strategy. Creation, analysis (audit), operational management of the company's sales technology. Project management.
11. Attracting new customers, creating a set of activities for lead generation.
12. Planning and control of sales of goods and services, participation in the development of new positions in the Company's product portfolio.
13. Formation of uniform work standards for sales departments.
14. Analysis of existing scripts (speech modules), correction if necessary.
15. Development of special promotions and additional services.
16. Management of the marketing system in the Company (analytics, advertising, PR, marketing activities, budgeting, media planning, analysis of the effectiveness of advertising activities and investments in marketing).
17. Development of the content of the Company's Internet sites.
18. Development, execution and analysis of a set of activities aimed at audience development.
19. Development of a strategy and content plan for SMM.
20. Development and implementation of an online promotion strategy (increasing traffic, reducing the cost of attracting customers, increasing conversion).
21. Increasing the quality and quantity of traffic channels (direct, SEO, SMM, email).
22. Development, implementation and analysis of a set of measures aimed at increasing conversion.
23. Development of the Company's website, setting tasks and monitoring work to attract the target audience to the Company's website.
24. Organization in the company of business development in various directions (in particular, development of products, services and solutions) on the basis of established contacts and established business relationships with vendors, manufacturers and suppliers of products and services.

April 2005 - September 2006
1 year 6 months
ESET Software / LETA IT-company

Business Development Director / Director of InfoWatch Direction
ESET Software -> Establishing a partner network in the Russian Federation and attracting large customers in the framework of promoting information security software (antivirus software).

LETA IT-company -> Development in the company of a new business direction in the field of DLP related to complex solutions for detecting and preventing leakage, distortion and destruction of confidential information. Sale and support of projects based on InfoWatch software technology designed to protect confidential data from internal threats (Anti-Leakage Software)

May 2003 - April 2005
2 years
IT Co. is a system integrator in the field of infrastructure business, information and technical security

Head of Business Development Department. Project Manager - Deputy Director Project management
1) Design and sales of integrated security systems trade enterprises and other objects economic activity... Creation and implementation (sale) of projects within the framework of technical and information security, namely, anti-theft electronic systems (EAS), video surveillance (CCTV), cash control (Cash Control), access control systems (ACS), firewalls, corporate anti-virus security systems (KSAB), for the creation of complex IT solutions, infrastructure of household facilities and organizations (cable systems, LAN, automatic telephone exchange, IP telephony, business applications), etc. etc.;
2) Creation of security services for key clients of the company (from the development of methodological and regulatory documents to the selection of personnel), further support of the created Security units, training of security personnel;
3) Creation and development of branches in the regions of the Russian Federation.
Subordinated to 12 people.
Results of work and achievements: Implemented projects. There is a reference list.

November 2001 - March 2003
1 year 5 months
JSC "InterResource" - metal trading company / ROSbuilding

Head of Division, Directorate for Economic Security and Business Development / Head of Information Retrieval Group
The main task: the development of a branch in Moscow and the implementation of a number of measures aimed at this, consisting mainly in ensuring purchase and sale transactions and establishing economic ties in the regions within the framework of these transactions.
To ensure the life of the branch, the following tasks were carried out: 1) Maintaining electronic databases in a permanent working condition and carrying out their periodic updating in accordance with contractual obligations with the relevant companies, installing databases in departments; 2) Obtaining information necessary to fulfill the tasks of ensuring economic security; 3) Information (competitive) intelligence, development of new technologies in the field of information retrieval; 4) Participation in activities to verify business partners, firms of interest and specific individuals; 5) Implementation of signaling information on negative trends identified by aggregate information coming from different sources; 6) Participation in the verification and implementation of the most important signaling information related to the protection of the economic interests of the company; 7) Tracking the dynamics of the development of the situation on the problems put under control, in order to timely prevent undesirable developments; 8) Prompt execution of requests from the company's management to search for and provide the necessary information documents.
Successes and achievements: Improvement of the methodology in the field of information retrieval. Implementation of the "Global Search" mechanism.

August 1996 - November 2001
5 years 4 months
Civil Service of Russia ///// JSCB "Russlavbank" - the fight against economic crimes

Information and Economic Security Specialist ///// Group Leader in the Economic Security Department
State service of Russia. Work to ensure the regime, information and economic security.
Tasks within a department of the Bank. Using sources of information in the environment of the Bank, among the employees of the main divisions of the Bank and other means and opportunities, activities were carried out in 2 main areas: 1) organization of obtaining timely information on strategic issues and operational tasks, as well as for the development of rational management decisions in financial and credit practice by the Bank's management; 2) ensuring the repayment of debt under loan agreements.

Education
master
1996 National Research Technological University "MISiS" (Moscow Institute of Steel and Alloys), Moscow
Faculty of Informatics and Economics, Department of Automated Control Systems. Speciality: " Automated systems information processing and management "., Systems engineer. Diploma of higher education(master).
Advanced training courses
2011 Strategic management in the face of change.
Institute of Training - ARB Pro Group of Companies, Arsenal Business School, Strategic Business Management. Secrets of the inviolability of the company.
2008 Project Management... Basic Course P102: Planning and Control with Primavera 6
PMSOFT, training duration 32 hours, practice 4 months
2005 Mini MBA. Preparatory course for the specialty "Sales Specialist of InfoWatch solutions".
InfoWatch Training Center., Certificate issued.
2004 Mini MBA. Trend Micro course for Sale- & Product-Manager.
Training Center Trend Micro (R&D Center of CALS-Technologies "Applied Logistics"). Certificate issued.
2000 Training course: 1) Basics of ORD; 2) Legal basis of activity; 3) Fundamentals of economy. theory, accounting and taxation.
Institute for advanced training of executives in the ANP FSNP of Russia., Certificate of advanced training was issued.
1998 "Specialist in complex information protection in technical means of information processing".
Interdisciplinary Special Training Center (ISTC) at the Ministry of Atomic Energy of Russia (Obninsk)., Certificate of advanced training was issued.
1997 (H5001S): HP course of study in "HP-UX System Security."

1997 (51434S): HP course of study in "Fundamentals of the Unix System".
Hewlett Packard Training Center., Certificate Issued.
1989 Strengthened school curriculum for grades 10-11 to prepare for admission to the university.
ZFTSh at MIPT (Correspondence School of Physics and Technology at the Moscow Institute of Physics and Technology)., Certificate of completion issued.
Tests, exams
1997 Diving training under the Open Water program.
Scubapro Educational Association (S.E.A.)., Certificate of compliance with S.E.A. requirements issued, which gives the right to carry out scuba diving in “open water” no deeper than 40m
1992 Swimming.
MISIS., 2nd adult category in swimming.

key skills
Knowledge of languages ​​Russian - Native
English - B2 - Intermediate Advanced
Skills Business Development Sales Project Management System Integration Company Management Recruitment Key Account Management Commercial Strategy Administrative Management Systematization commercial activities Audit Economic security Information security Information technologies Internet Marketing Digital Marketing EDMS Document automation ECM Regional development Personnel security Internal control Internal investigations
Driving experience
Have your own car
Category B rights

Additional Information
About me In short, Business Development, Sales & Marketing - at the same time I get high when I come to a disaster zone and put things in order. At the same time, I turn the sales department into a shipping department, guaranteeing an imbalance of requests (customer needs) and the ability to process them.

If expanded, then:

Experience in project management, business development of the company (in particular, the development of any direction for products, services and solutions). On the basis of established contacts and well-established business relationships with vendors, manufacturers and suppliers of products and services, it is possible to organize business development in various areas in a system integrator-class company.

Creation and implementation (sale) of projects for the creation of complex IT solutions (CAD, ECM, ERP, BPM, BI, etc.), infrastructure of household facilities and organizations (cable systems, LAN, PBX, IP telephony, business applications, MPLS networks), projects within the framework of technical and information security, namely, anti-theft electronic systems (EAS), video surveillance (CCTV), cash control (Cash Control), access control systems (ACS), firewalls, corporate anti-virus security systems (KSAB), etc. etc.

Specialist in working with VIP-clients (VIP-manager ‚Key-Account). Experience in direct sales and purchases (IT, security systems, metal trading), contacts and interaction in the regions. Design and sale of integrated security systems for trade enterprises and other objects of economic activity.

An experience appraisal activities(full cycle from inspection to preparation of reports) residential real estate; experience in attracting partnership agreements with banks for the appraisal company in the field of business appraisal, real estate and other objects.

Experience in the market of services in obtaining permits(product certification, service certification, licensing).

Experience in the management and creation of security services, information departments in organizations (from the development of methodological and regulatory documents to the selection of personnel, training of security personnel). Knowledge of regime norms (requirements) for state structures: 2nd form of admission. Certified as "Specialist in complex information protection in technical means of information processing" (ISTC, Obninsk). Contacts in unitary enterprises Eleron and EVRAAS.

An experience personnel work(recruiting), project supervision (for example, creating information systems federal significance).

Information (competitive) intelligence and information retrieval. Setting up, programming and using the software and information resources intended for this, including the "Cronos" ISDBMS (with the creation of a virtual search engine operator "Global Search"). Developed methodology for organizing information retrieval (competitive intelligence).

Economic and information security using ORD (4 years of operational work in the State Service of Russia and in other organizations, communications, contacts, operational positions). There is considerable experience in the field of detecting violations by employees of the enterprise and its counterparties (economic and internal security, work in the departments of economic security of organizations). top personnel (top managers, directors, senior managers) job description secretary "

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We bring to your attention a completed resume sample of the Director of the branch, the head of the sales department (template), which you can use as an example when composing your resume

Sample CV Branch Director, Sales Manager

Full name: Ivanin Fedor Dmitrievich

Date of birth (age): 06/13/1967, 46 years old

city: Livny

Higher education

work experience: more than 10 years

Desired work schedule: full time

work experience

Branch Director, Head of Sales Department (Romashka LLC)

1. - Crisis management a company with foreign investment (> 100 pharmacies)
2. - organization effective work enterprises;
3. - organization and coordination of the work of the accountable structural units;
4. - preparation and submission of reports to investors within the time frame specified by them;
5. - conducting business negotiations and meetings;
6. - personnel (recruitment, mentoring, motivation), holding meetings and meetings;
7. - achievement of the planned results of profitability;
8. - monitoring KPIs of indicators the activities of the company;
9. - budgeting and cost control;
10. - organization of commercial activities;
11. - development and signing of marketing agreements with domestic and foreign manufacturers;
12. - development and signing of sales and purchase agreements with distributors of medicines, cosmetics, medical products, medical equipment;
13. - analysis and management of sales, marginal income, turnover;
14. - control over the implementation of the plan for the sale of products;
15. - planning and control of purchases;
16. - changing the pricing scheme;
17. - opening new pharmacies and coordinating the work of departments that take part in this;
18. - interaction with regulatory organizations.

Achievements:

• - growth of EBITDA margin
• - brought the network to a profitable level from the state of stagnation
• - reduced the number of unprofitable pharmacies
• - opened 7 new pharmacies
• - introduced a tender procedure for the procurement of works and services, a control system for the expenditure of enterprise resources, which gave 20% cost savings
• - optimized inventory balances (reduced illiquid products by> UAH 4 million),
• - created the category management department
• - developed and implemented an effective online pricing scheme
• - reduced transportation costs by 30%
• - reduced the cost of renting premises (savings> 100 thousand UAH / year)
• - ensured the achievement of the planned profit volumes
• - developed and signed over 70 new marketing contracts and over 50 new supply contracts on favorable commercial terms
• - increased income from commercial activities by 25%

Education

Lviv National Medical University. Danila Galitsky (Lviv) Faculty of Pharmacy, pharmacist-organizer, master

Professional skills

People management experience

Organizational skills, including team building

Ability to plan and predict

Negotiating, concluding sales and purchase agreements, marketing agreements

Building an assortment and pricing policy

Sales and logistics management

The ability to accept to accept adequate management decisions and act effectively in an economic crisis

Additional education

Training course "Basics entrepreneurial activity"(Livny) 2014,

obtaining a certificate of completion of a training course in the direction of "Fundamentals of pidpriemnitskogo activities"

Organization courses and pharmacist (Danylo Halytsky Lviv National Medical University) 2013,

obtaining a certificate confirming the title of a specialist

Marketing management of the pharmacy chain (Kiev) 2008

Human Resources Management (Kiev) 2007 Contact this candidate with an indication in the subject line of the position for which he is potentially applying in your company

The presented example of a resume for the position of Project Manager can be used by you when writing your own resume.

Vasiliev Vyacheslav Kharitonovich

Target: obtaining the position of deputy director, head of department, director

Education: higher.

Family status: not married, has an adult daughter

The address: Saint Petersburg, st. Lenin 176, apt. 56

From 1982 to 1984 he served in the USSR Armed Forces.

Mobile phone: +796599233 33-75

Email: [email protected]

Work experience:

1985 -1991 - Software "Electron"

Position: Radio mechanic of the 4th category.

1991-1992 - Mkapa "Vostokinvestmore"

Position: Commercial Agent

1992-1993 - LLC "Universal Russia" LTD.

Position: Deputy Director

• organizational work:
• search and selection of personnel,
• department management and coordination of its activities,
• setting tasks for employees,
• interaction with contractors, creation of project reports,
• solution of all problem situations at work.

Number of subordinates: 16 employees.

Achievements: increase in income up to 70% due to optimization of work with contractors, reduction of costs.

1993-1998 - PKF "Kepling"

Position: Director

• conclusion of contracts and negotiations for the supply of petroleum products;
• operational analysis of the economic activity of the enterprise.
• Market Analysis;

Number of subordinates: 60 employees.

Achievements: during the period of work in this position, the company's turnover increased by 160%.

1998-2000 - PE "OilPromService"

Position: Director

• Market Analysis;
• justification and calculation of estimates;
• attraction of partners to cooperation

Number of subordinates: 35 employees

Achievements: gross trade turnover reached the equivalent of $ 600,000. per month.

2000-2010 - NPP "Roskhimresurs"

Position: Director

• project planning, formation calendar plan, deadlines and goals of implementation;
• Interaction with the customer on all aspects of the project;
• organizational work:
• search and selection of personnel,
• state management and coordination of its activities,
• setting tasks for employees, communication with contractors,
• solution of all problem situations in work, creation of project reports (presentation, documentary)

Achievements: scientific and technical developments, obtaining patents for them.

2010-2011 - LLC "Deacon"

Position: Deputy General Director

• negotiating and concluding contracts for work and materials and selling products;
• Market Analysis.

Foreign languages Russian - native; Polish - fluent;

Skills: Advanced user: MS Office (Word, Excel, Access, Outlook, Power point), Internet skills (MS Explorer, Mozilla Firefox, Safari, Opera) and E-mail (Outlook Express), I am friends with technology. Driving license - all categories (B, C, D, E). Permission for rifled weapons.

Personal qualities: Sociability, creativity, resistance to stress, responsibility, punctuality. With a well-developed sense of humor.

When communicating, I understand from the first time and point of view.

I take in the necessary information quickly and with appetite.

I have analytical thinking and perception.

Well-developed sense of taste and tact. I love live communication with nice people who have a lot to learn.

Interests and hobbies- pets, fiction.

Skiing, hunting, fishing. Development of projects and technologies. I have my own developments, patents, experience in their registration.

Sample resume for HR Director (Deputy Director)

Petrov Vladimir Vasilievich

The address: St. Petersburg, st. Lenin, 70, apt. 10
Telephone: 8 900 0-65-32
Email: [email protected]
Date of Birth: 16.03.1971
Family status: married, two children

Target: Acquiring the position of HR Director.

The level of education: higher (specialist)
1986-1991 St. Petersburg Humanitarian Institute.
Faculty: management, personnel management.

1995-1996 Training Center "Managment Service".
Management, Human Resources.

work experience:
2001 - currently outsourcing company Metro Group(1500 people).

Job responsibilities:

• * strategic planning,
• * interaction with customers
• * optimization of organizational structure,
• * development of bonus policy
• * organization of work of human resource management,

1996 - 2001 Chain of stores "Azbuka Vkusa"(1000 people).
Position: HR Director.
Job responsibilities:

• * development and implementation of the system staff motivation,
• * planning number of staff,
• * supervision of objects, documentation
• * development of employee appraisal systems,
• * selection of middle and top managers

1992 - 1995: International Service Check LLC(500 people).
Position: Head of HR Department
Job responsibilities:

• * organization educational process,
• * recruitment,
• * HR document flow,
• * certification

Professional experience:

• * Planning for personnel needs, strategic planning ,.
• * Development of a bonus system, personnel motivation system,
• * Formation personnel reserve, personnel certification.
• * Corporate culture management
• * Management of the corporate training center.

Additional Information:

Ready to work individually and as a team. Stress-resistant, sociable. I complete the work by the appointed time (I can clearly calculate the deadlines for the task).

I am fond of sports, philosophy and psychology

Conversational English and French. Have experience of overseas business trips

Notes on the results of working with top-tier candidates in sales

and viewing a large number of their resumes

Commercial Director, Sales Director, Head of Sales, etc. (yes, in general, a good sales manager of any level) - must be clearly, unambiguously and rigidly focused on the RESULT and only on the result. How to define and evaluate this at the level of viewing a resume? Something like that described below in the excerpts from the articles I have cited by people I respect who know firsthand what they write about.

The CV is viewed by the customer - the CEO and / or the owner of the business. And he decides already at this level (viewing the resume) - whether this candidate is interesting to him or not, whether he will meet with him or not. Eichar in this situation can (and should) express his opinion and insist on a meeting - in the event that the resume is not very well written, but the candidate himself is very, very interesting and worth inviting him to the meeting. But for this, the HR must first meet with the candidate himself and make sure of this. And this means even earlier - this very candidate must be "discerned" among tens and hundreds of other resumes, the same, nothing (from their point of view) worse than candidates.

Thus, competent resume you need to be assessed in absentia and invited to a face-to-face meeting. You will tell all your other advantages already at a personal meeting. But you need to get on it ... And once you get there, prove that everything that is written in your resume is not a myth, but a reality, and you yourself have created this reality and can create it more than once.

Thus, a successful resume of a commercial director consists of the following blocks (in black type 10-12 Times New Roman, maximum volume of 2-3 pages):

1. Work experience over the past 5-8 years in the following format:

Company name, business area (required!), Product, trade mark

Position

Functional responsibilities (briefly), number of subordinates

Specific results of work and achievements: number of SKUs; increase in sales in rubles or%; sales channels that he personally developed and in which he worked; other results in specific short formulations - "developed ...", "implemented ....", "organized ...." Naturally, taking into account such a concept as "commercial secret".

If the term of work in one company was less than 1-1.5 years - indicate the reason for the dismissal.

2. Education - basic and additional. If you work as a leader and do not improve your qualifications at least once every 3-5 years, then this is still a significant disadvantage for you.

3. Additional information: knowledge of languages, availability of water rights, the possibility of business trips, etc.

A competent HR will invite such candidates for an interview in the first place. All the rest - on a leftover principle. If a potential manager in search of a job is sorry to spend half an hour writing his competent resume, or he does not consider it necessary to do it for the purpose of an effective personal presentation (what kind of a successful salesman and an effective manager is he then?), then why should an HR be wasting his time on such a candidate?

Review your resume one more time, change it based on what you read.

1) I repeat: professional achievements should be described in specific numbers, percentages, facts: how many percent increased sales, how many new customers were attracted monthly, your role in the implementation of a specific project, etc. This will allow the future employer to assess your potential performance and performance and significantly increase your chances. Just do not forget that you will definitely be asked to comment on these achievements at the interview, tell how, by what methods, methods, tools and thanks to what you achieved them. And you will have to tell and prove these successes not only and not so much at the meeting with the HR, as at subsequent meetings with the immediate future potential leader (s). And with a positive decision on your candidacy, the employer will expect equally outstanding results from you. That is, the deception will not work here and will most likely be revealed with an accuracy of 90%.

2) Abstract and look at your resume through the eyes of a company owner who is not interested in lyrics and beautiful words, but only the end result and the specific benefit that a specific candidate can bring to the company is of interest. Do you see this potential benefit and concrete result from the resume before you? Would you give this person the salary that you indicated on your resume or that you modestly kept silent about?

3) Nowhere do they like "flyers". Especially they do not like them among managers. The higher the level of the leader, the more time he needs to achieve and consolidate the results of work. It is believed that a leader needs about 3 months to adapt to the company. Six months - to fully understand the essence of the matter and the peculiarities of the company: its business processes, interactions between departments and relationships between specific people. After about six months or a year (from the beginning of work in the company), for example, a complete restructuring of business processes, changes in technologies, changes in the structure, etc., are possible. Major systemic changes and consolidation of the achieved results. Another six months or a year - for, let's call it this way, "grinding and fine-tuning". In total, how much is obtained for the head of the department? One and a half to two years at least! If you do not fit into this framework, look for convincing reasons and explanations first of all in yourself. It might even make sense to include them on your resume.

4) Indicate and decipher in your resume what the companies in which you worked were engaged, what product you promoted. Of course, it is not difficult for an HR person to look at the Internet what companies do under the names of CJSC "DIO", LLC "RVKK", CJSC "RKD-2000". But let's respect each other's strengths and times.

An interview is a negotiation. Treat HR as your ally and partner in these negotiations. A big mistake is made by those candidates who are initially negative, contemptuous or contemptuous of personnel service. First, your negativity, even if you try to hide it carefully, is still read non-verbally and felt at the energetic level. Secondly, the HR's opinion about the candidate is important, since it depends on him whether you will pass the first level of selection and whether it will come to an interview with the person who makes the final decision. Thirdly, as I have already said, an interview is a negotiation and must be carried out by both parties at the highest level.

Specific advice on a specific resume: “Of course, there are no rigid resume standards and cannot be, but it can be noted that the general layout of the resume is correct, the volume of the resume is very correct ... At the same time, some key indicators are not indicated.

So you indicated that you managed the purchases of 8 product groups, indicated the monthly turnover of these groups, but did not indicate the number of SKUs in these groups, and without this it is difficult to imagine the real volume of your work. Also, the number of SKUs in the assortment, which you previously optimized, is not indicated. You developed supply chains, the entire logistics procurement cycle, but did not indicate how many suppliers you worked with. If my plant collected orders every day, assembled and shipped ready orders to 800 outlets, then I can imagine exactly what kind of work it is. If these numbers are not available, the employer has the right to suspect that the volume of work was small, therefore the numbers are not indicated. As I understand it, you have good experience work with private label, but it is not described, and this is very promising direction... You know that in a number of formats private label sales make up 20%, abroad there are formats in which they account for up to 80% of sales and more. And as you know, we diligently copy the Western experience. There is something to think about. You have experience in running a distribution center. This is an interesting experience, but what exactly was it and why on earth did you end up with it?

It is very important (!) That your resume does not legalize your professional knowledge, skills and abilities, or it may simply not indicate the receipt of certificates and other official documents confirming training and passing exams, for example, in training center Metro Cash End Carry, or at least the length of the training, if it is solid. In any case, consider the question of confirming your knowledge and skills by passing the appropriate curricula... Otherwise, the employer has reason to believe that the performance of the described functions was not of high quality. your basic education in mandatory must be supplemented by at least one line of any additional education, consonant with the directions of your work.

But the main thing (!) Is that your true competitive advantages are not highlighted and no emphasis is placed on them. And this, first of all, is the experience of working in a Western company - the world retail leader, as well as experience in Russian structured brand companies. These facts should shine in the summary, be visible from a distance of two meters. "

“Different employers need different people for different positions. But there are qualities that are in demand almost always. For example, most employers prefer active, proactive and proactive candidates. And what part of speech do we associate with activity, activity, initiative? Of course the verb!

However, take a look at your resume. It has no verbs at all - only nouns. Not "created", "raised", "led", but "creation", "increase", "leadership". As a result, a living, active person disappears from the resume - an accounting list of his qualities remains ...

... They definitely want results from the top! Actually, they are ready to pay for the result. But it is not always clear from the resume that the candidate can provide this result…. all verbs are imperfect. "Created", "increased", "increased" ... ("Ksenia was spinning, fried, steamed, but forgot the frying pan" - my note J ) To make the candidate's activity look more effective, it is worth at least replacing some of the verbs with perfect ones: “created”, “increased”, “increased.” And how best it would be to back up the statements with specific indicators. Increased by 20%. I tripled it. Brought to the first place in the industry ... The technique is simple, but it affects the quality of the resume very noticeably. Try it - see for yourself. "

With sincere respect to all candidates,

Polukhina Elina,

If you have not been actively looking for a job in the last couple of years, then your knowledge of the form, design and content of a resume is no longer relevant. Use the guidelines in this article to write a modern resume for the following sales positions by destination and market: retail, wholesale, direct sales, partner network, corporate sector, online services, network sales, segment B2B, B2C, B2G, online stores, E-commerce:

• Commercial Director
• Director of Sales
• Head of Sales Department
• Director of Business Development
• Branch Director / Representative Director

1. Training
2. Search target
3. Job profile
4. Duties
5. Examples of Achievements of a Commercial Director
6. key skills
7. Professional quality
8. Examples for the section "About me"
9. Download Resume Templates

1. Preparation

Before looking for new job, you need to conduct a SWOT analysis of professional competencies and, on the basis of this case, create a resume that will be adapted to the modern requirements of the labor market in your position / area / specialization. Before you start creating your resume, read the article:

In this publication, you will get acquainted with a case that will help you collect all the information you need to write a selling resume. A selling resume is created for a specific search purpose, meets the requirements of vacancies for similar positions and contains a specific set of keywords.

2. Purpose of the search

The wording of your search goal should be at the beginning of your resume. If you want to apply for a vacancy whose position name differs from your current position, then change it to the one indicated in the vacancy.

List of positions, for which you can use the examples in this article:

First level positions (1):

Positions of the second level (2):

• Business Development Manager
• Head of the group of managers on work with clients
• Head of Sales Department (ROP)
• Director of Sales
• Director of Business Development
• Deputy Commercial Director for Development
• Regional Director / Regional Sales Director

Positions of the third level (3):

• Commercial Director
• Representative / Branch Director
• Head of the commercial department
• Head of Sales Department
• Executive Director
• Deputy General Director

3. Profile of the position of the commercial director

Job profile- this is the standard of the ideal candidate, which contains a list of requirements for knowledge, skills, qualifications of the candidate necessary for successful implementation job responsibilities... Job Description - A short version of the job profile that includes a list of mandatory requirements for the primary selection of candidates by resume.

Job profile: Commercial Director

Requirements:

Work experience:

• higher economic, financial education;
• additional education- optional (MBA, marketing, financial, legal);
• work experience as a commercial director / head of the sales department, in sales and marketing management for at least 5 years;
• experience in building and managing a commercial service;
• experience in personnel management;
• experience in negotiating with top managers, decision makers;
• experience in active sales to attract customers;
• experience in creating new products;
• experience in business process automation;
• experience in a startup.

Knowledge and skills:

• knowledge of sales management technology;
• mastery of the basics strategic management and business planning;
• knowledge modern technologies in sales, marketing, analytics;
• the skill of mentoring and teaching subordinates;
• knowledge of the basics management accounting, budgeting;
• knowledge of the basics of marketing and marketing mix;
• public speaking skills.

Tasks:

• Management of the sales structure as a profit center with responsibility for the main financial, economic and strategic indicators in the commercial direction.
• Development and implementation of a sales strategy and policy within the framework of the agreed development strategy of the company.
• Expansion of the coverage and presence of the company in the market.
• Optimization of internal and external business processes, sales standards and customer service.
• Creation of a system of effective interaction with related structural divisions.
• Setting strategic and operational goals for the sales team.
• Implementation of a motivation system and performance indicators for subordinate personnel.
• Planning advertising campaigns, developing and implementing programs to increase sales and customer loyalty.

4. Responsibilities

Below are lists of responsibilities for positions at different levels. These are keywords / phrases by which HR managers select candidates for their resume. Duplication of the name of the same positions in this section is due to the fact that in different areas of sales responsibilities may differ depending on the direction, sales channels, product, services, etc. Choose from the list below those that match your experience and assign them to your place of work.

Head of Sales Department

• Development and implementation of a sales strategy.
• Sales management of the company: list the directions. For example, work with legal entities and individuals, segment B2B, B2C.
• Ensuring the fulfillment of targets for revenue and profitability.
• Development of sales channels: list all channels.
• Development and implementation of procedures, regulations and business processes.
• Leadership of the sales department team, development of employees, participation in the selection.
• Formation of an effective team to accomplish the assigned tasks.
• Market monitoring / segmentation.
• Active search for clients.

Director / Business Development Manager

• Strategic development of a business area in the field of: specify. For example, B2B.
• Active search and attraction of clients.
• Development and control of the implementation of a plan for working with each client.
• Determining the needs and potential of each client.
• Market launch of new company products.
• Conducting negotiations and presentations with potential partners, concluding deals.
• Analysis of the competitive environment, study of the industry specifics of the company's clients.
• Participation in tenders.

Director of Sales

• Development of sales strategy and tactics.
• Sales department management ( add information: the number of regions, which departments are subordinate, the number of employees in direct and functional subordination, area of ​​responsibility).
• Implementation of planned indicators: list the KPIs.
• Market analysis: market, distribution channels, competitors.
• Setting goals and objectives for subordinates, monitoring their implementation.
• Monitoring staff compliance with sales technology and established work standards.
• Conducting negotiations at the highest level.
• Carrying out promotional activities.

Director of Sales

• Formation of an effective structure of the sales department.
• Cross-functional interaction with related departments: warehouse, delivery, marketing, finance, IT.
• Building a qualitative and quantitative distribution.
• Organization of a network of distributors in the regions, control over the activities of remote exclusive trading teams.
• Ensuring the profitability of existing contracts with retail chains, conclusion of supply agreements with regional retail chains ( list the key networks in the region).
• Selection, training and motivation of personnel, formation of a personnel reserve.
• Planning and development customer base, ensuring the performance of indicators and growth rates.
• Budgeting, analytics, reporting.

Director of Sales

• Operational and strategic management company sales.
• Control over the efficient use of the agreed budget, approval of promotions.
• Negotiations with partners, annual negotiations, negotiation of commercial terms.
• Development of the customer base, expansion of the assortment, increase in the share of presence in each individual chain and in the market as a whole.
• Control over compliance with the terms of contracts and commercial conditions.
• Preparation and approval of a work plan for each partner, manager and department as a whole for a year, quarter, month.
• Development of a strategy and tactics for working with channels for each product group and for the portfolio as a whole.
• Development of sales channels: list all the channels for which you were responsible for the entire time of work.
• Identification and implementation of measures to increase the company's share on the shelves of customers' retail stores.
• Analysis of the market, indicators and dynamics of sales, prospects for its development.
• Monitoring and organizing the work of department employees, distribution of functionality, structuring, setting plans and tasks, monitoring their implementation, assessing the quality of work, training, motivation.

Head of Sales Department

• Development and coordination of a sales strategy through a dealer network with the allocation of priority areas of activity.
• Development of annual sales plans, providing data for planning the volume of production.
• Planning and coordinating new product launches.
• Development of the draft budget, agreement and approval of the project based on the approved sales plan, further adjustment of the draft budget, depending on the forecast and medium-term goals.
• Monitoring the implementation of sales plans and the effectiveness of budget spending by the sales department.
• Market analysis, determination of the circle of potential customers.
• Formation of price offers for clients.
• Leading the development, coordination and implementation of the strategy in the field of search, development, retention and interaction with corporate clients to form stable client groups and increase the volume of corporate sales.
• Increasing market share, strengthening the company's image in the market.
• Monthly analysis of the results of customer satisfaction indicators, development of measures to improve indicators.
• Product line management.
• Development and implementation of new business processes, promotions, events, programs depending on sales goals / priorities.

Director of Sales

• Sales management: improving the sales strategy, sales and planning system, control, ensuring the implementation of key performance indicators (KPI), performance analysis, pricing.
• Personnel management: formation of a team of the sales department, personnel development, development of a motivation system.
• Participation in strategic planning development of the company.
• Implementation of measures aimed at ensuring the achievement of key indicators.
• Negotiation
• Support of work with key current clients and new ones potential clients.
• Monitoring the fulfillment of contractual obligations with clients.

Regional Director / Regional Sales Director

• Development and implementation of a sales strategy in the entrusted region.
• Ensuring the fulfillment of sales plans and maintaining market share.
• Organization of sales to fulfill the sales plan in the region: personal sales, development of partner and customer networks.
• Ensuring the representation of products in the region.
• Branch team management: selection, training, staff motivation.
• Assisting sales managers with complex negotiations / deals / clients.
• Management of financial indicators and administrative and economic activities of the branch.

Director of the representative office

• Fulfillment of sales and distribution plans for: retail stores, wholesale customers, retail chains, tenders and government procurement.
• Organization of work to increase the volume of sales of products and batteries.
• Active development of the branch.
• Organization and control of administrative and economic activities.
• Delivery service and warehouse management.
• Selection and training of personnel.
• Formation and control of the implementation of KPIs of employees.
• Active work with clients, negotiating, organizing and conducting events aimed at attracting and growing an active client base.

Commercial Director

• Organization of a commercial division "from scratch" ( indicate the direction, for example: B2B market).
• Fulfillment of KPIs for sales and customers ( list your KPIs)
• Comprehensive analysis of markets, competitors, products, potential customers and consumers.
• Sales forecasting and planning.
• Development and implementation of a promotion and sales strategy.
• Assortment and pricing management.
• Development of sales channels ( list all channels).
• Looking for new clients.
• Building work with distributors in the markets ( list the geography).

Commercial Director

• Planning and monitoring the achievement of commercial targets.
• Standardization, optimization and control over the execution of business processes of the commercial block.
• Planned increase in income ( turnover).
• Monitoring the implementation of monthly, quarterly and annual sales plans.
• Evaluation of the work of managers on the indicators of sales funnels and plans.
• Sales control in regional divisions: (p list regions).
• Implementation of measures to improve work efficiency and the implementation of key KPIs.
• Effective interaction with the marketing department in order to increase sales, gross profit, increase the attractiveness of the brand and product for distributors, networks and the end consumer.
• Formation of commercial policy, assortment and pricing policy.
• Development of a development strategy and planning of development tactics, sales priorities.
• Market audit (competitors, customers, risks, segmentation of consumer demand, etc.).
• Interaction with production, identification of priority product groups and positions, risks and minimization of costs.
• Sales management in terms of: channels, customers, assortment, trade marketing.
• Service support, inventory and transport logistics management.
• Preparation and analysis of reports, control of contractual obligations and financial discipline, control of the timeliness of deliveries.
• Personnel management: planning, motivation, assessment, training and development.

Commercial Director

• Strategic and operational management
• Budgeting and cash flow management
• Accounts receivable management
• Formation of pricing policy
• Assortment policy formation
• Planning and securing sales volumes
• Regular monitoring of the sales market
• Evaluating the effectiveness of the sales department employees
• Development of a motivation and certification program
• Searching for new clients, negotiating conditions, concluding contracts and developing clients

Commercial Director

• Sales structure management with responsibility for the main financial, economic and strategic indicators in the commercial area.
• Block management: purchasing, sales, marketing, commodity movement, logistics.
• Control over the financial and economic block of the company.
• Cost and cost management.
• Implementation of an operational assessment of the company's performance, identification of deficiencies and the development of plans for their elimination.
• Determination of priority areas of sales.
• Active participation in the marketing analysis market, study of customer needs.

Responsibilities by block
Strategic management:

• Development and implementation of the sales department strategy.
• Planning the commercial performance of the company.
• Development of commercial terms and conditions of contracts to be concluded for beneficial financial and economic indicators.
• Assessment of risks associated with the procurement of goods, development and implementation of a set of measures to reduce the identified risks.
• Analysis of business processes. Market analysis of competitors. Identification of new promising distribution channels.
• Demand planning, S & OP process.
• Profitability management (analysis of product profitability by category and distribution channel, analysis of competitors' pricing policy, discount system and affiliate programs).
• Formation of pricing policy and margin management in various market segments.

Operations management:

• Ensuring the fulfillment of sales and profit plans.
• Search and attraction of potential clients and new sales channels in Russia and abroad.
• Negotiating with suppliers, achieving the most favorable purchasing conditions.
• Personal sales and transaction support at all stages. Conducting multi-level negotiations and meetings with strategic, potential partners and key clients.
• Formation and rotation of the assortment matrix, control over the optimal inventory.
• Organization of events to promote the company's products.
• Participation in tenders, preparation and submission of documents.

Budgeting:

• Budget planning and control of its execution.
• Marketing budget management, cost optimization.
• Financial flow management.
• Control of receivables.

Employee management:

• Sales department management: team building, setting goals, monitoring results, developing motivational schemes, evaluating the effectiveness of the sales department employees.
• Development and implementation of a motivation system, job descriptions, reporting.

Marketing:

• Development and implementation marketing campaigns and campaigns (ATL & BTL).
• Formation of marketing communications policy.
• Market launch of new products, new product categories.
• Compliance with product and brand promotion standards.
• Organization of exhibition and presentation events, holding PR actions.

4. Examples of achievements of the commercial director

The main points of attraction in a resume are achievements. Bring specific examples what you have been doing in your current / previous jobs. Use the examples below as a basis for creating your own results. They should reflect the main KPIs of your job, taking into account the objectives of the position you are currently applying for.

Key performance indicators of the sales department

• Volume of sales
• Sales growth
• Growth of an active client base
• Number of new contracts
• Traffic
• Market share
• Revenue
• Margin
• Net profit
• Operating profit
• Production cost
• % of late payments
• OD / AR
• NPS (Net Promoter Score) - an index for determining consumer loyalty
• CSS (Customers Satisfaction Survey)
• Number of new contracts
• Quantitative distribution
• Quality distribution
• Fulfillment of the sales plan
• Purchase plan execution
• Number of signed contracts
• Average check
• EBITDA
• Supply chain efficiency

NS Examples of results by KPIs

Select periods to compare results: it can be either year-on-year (2018 vs. 2017) or for the entire period of work in the company (2018 vs. 2015).

He brought the company to the top 5 of the industry leaders in 3 years.
Identified opportunities for the corporation to enter new markets ( list), proposed and implemented a business development project.
He attracted new contracts of manufacturers ( list).
Initiated the separation of distributors in the B2B and B2C segments, which increased sales in the B2B segment by 18% (2014 vs. 2015).
Developed and implemented new commercial conditions for working with distributors, which ultimately led to overfulfillment of the sales target by 35%, market share growth by 4%.
Provided 20+% annual growth vs YTD.
Overfulfilled the plan for GSV by 11.2% and NSV by 7%.
Increased the level of distribution of the required assortment and priority products from 30% to 50%.
Played a key role in expanding the distribution network and entering new markets. Increased turnover by 20%.
Reduced the cost of TM investments by 14%. Signed an additional 25 marketing contracts.
Initiated work with tendering divisions of distributors, additional sales volume 15 +% vs YTD.
Reduced OOS from 25% to 8% and provided additional sales growth of 12% YTD by optimizing the transport logistics scheme to the regions.
Provided a decrease in the level of overdue debt to 0.6%.
The region was included in the Top-3 regions of Russia for the implementation of financial KPIs. Annual sales growth of 20 +% vs YTD.
The region took 1st place in the annual trade marketing program for KPI: quantitative and qualitative distribution, the effectiveness of promotional activities.
Received an award in the category "Best Regional Manager in the Russian Federation" for the maximum fulfillment of key KPIs: growth in sales, level of distribution of priority products, growth of AKB (2018).
Implemented a project for the transfer of pharma channel clients to work with regional branches of federal pharma operators and mass distributors. Channel sales increased by 45 +%, distribution by 40%.
In contracts with chains, he increased the average number of SKUs by 5% and agreed to expand the geography of sales by 25%. Sales growth for key customers averaged 20% to 30% excluding organic customer growth.
Fulfilled the targets for turnover by 110%, profit - by 105%.
Increased the company's revenue by 10% through participation in commercial tenders and government procurement.
Increased profitability in key product groups from 5% to 10%.
Increased the company's share in the regional market by 2.2%.
Completed the task of reducing the margin from 50% to 35%.
Has attracted 10 large clients. Sales growth for key customers amounted to 35%.
Increased the conversion of transactions in a highly competitive segment by 25% by working with a sales funnel.
Increased sales by 35%, market share by 5%, joint stock bank by 50%, average bill by 15%.
Opened a branch in the city of X from scratch. Brought the branch to the planned payback indicators for 8 months.
Increased the growth in the amount of contracts for corporate clients by 35%.
Entered into an exclusive contract with a foreign supplier, which led to a 15% cost reduction. Has entered into distribution contracts with: .
Increased trade turnover 3 times by entering the key networks of the region: list the names of the clients.
Managed projects for the implementation of new business processes based on CRM. Developed and implemented the main operational processes in the sales department, models of finding new clients and customers through professional communities and interaction with government agencies.
Identified opportunities for the company to enter new market, proposed and implemented a business development project. Drew additional working capital in the amount of 1.5 monthly volume of deliveries.
Increased regional sales by 30%, sales share by 10%, shelf share by 12%.
Increased the share of the division's sales in the whole of Russia from 3% to 6%.
Reduced the volume of unrecoverable receivables to 1% of turnover.
Developed and implemented a new commercial policy for working with distributors, which made it possible to reduce the discount by 5% and avoid price wars.
Provided sales growth in MT channel by 8%. Achieved the best result in sales and profit in the MT channel due to the implementation of a new marketing strategy promotion.
Overfulfilled the plan for GSV by 5% and NSV by 3%.
In contracts with networks ( list customer names) increased the average number of SKUs across chains by 15% and agreed to expand the geography of sales by 25%.
Increased sales by 5 times (2015 vs. 2010).
Percentage of overdue payments - average annual OD / AR - 10%.
Signed contracts with: list the names of the clients.
Increased sales by 110% with a market growth of about 5% (2016 vs. 2015).
NPS - 8.5 / 10.
Increased sales of complex design solutions with strategic customers by 40%: "X", "Y", "Z", "R", etc.
Implemented a project to exchange data with distributors to obtain objective sales data.
Speaker of the company at key specialized events in the region.
Increased sales by 35%, market share by 5%, active customer base by 50%;
Increased sales of the X brand by 45%;
Developed and implemented a new commercial policy for working with distributors.
Initiated the separation of distributors in the B2B and B2C segments, which increased sales in the B2B segment by 25%.
Developed and implemented new commercial conditions for working with distributors, which ultimately led to overfulfillment of the sales target by 30%, market share growth by 5%.
Opened 7 new regional offices.
Profit growth by 10% due to the implementation of object and project sales technologies.
He identified an opportunity to enter the additional market sector, entered into agreements with large corporate clients: “X”, “Y”, “Z”, etc.
Provided a decrease in the level of overdue debt to 0.5%;
Provided sales growth of 30%, increased market share by 5%;
Battery growth amounted to + 130%;
Implemented plans to improve product delivery rates by 40%;
Provided sales growth of 9% with a market growth of 1%
Achieved the best results in sales and profits in the entire history of business in Russia in this sales channel.
Increased market share in the area of ​​responsibility by 5%.
Reduced direct distribution costs by 10% per year.
Achieved an increase in the company's share by Russian market by 5% (2017).
Increased gross profit by 8%.
For 3 months, I formed a dropshipping sales direction. Has connected more than 40 online stores. The ROI of the channel was 500%.
Increased equipment distribution in TT from 80% to 90%.
Reduced accounts receivable by 85% due to optimization of supplies and exceeded sales targets by 130% (2018 vs. 2016).
Increased sales of the X brand by 28% in the Z chain by expanding the product range by 8 SKU.
Reduced the rate of product returns to 0.9% versus 5% (2018 vs. 2017)
Overfulfilled the plan by 150% in 4 months.
Signed contracts with two new distributors. Sales growth was 50% (2018 vs 2017).
Received 1st place for overfulfillment of the plan for sales of additional services by 6 times.
Received the title " The best seller»In Russia for sales volumes and the largest deal in 2018.
Received the title of "Best Seller" for the maximum sales growth - 45% in 2018.
At the end of 2017, he received the title of "Best in Profession" for the following work KPIs: sales volume, growth of an active working base of clients, minimization of the level of accounts receivable.
Received the Best Employee award and was promoted to the position of Sales Manager based on the results of 6 months of work.
Developed and implemented a new pricing methodology based on analysis economic indicators and the competitive environment.
Reached an agreement on cooperation with the network "X", an increase in the average monthly GSV by 5%.
Participation in projects of cross-functional groups: " Name of projects».
Increased trade turnover by 4 times by entering the key networks of the region: "X", "Y", "Z", "R", etc.
Increased sales by 135% in money and 90% in units, market share by 12% (2016 vs. 2013).
Achieved the best indicator in the country in terms of the size and growth of the average check + 35% (2018 vs. 2016).
Increased the share of joint business with a strategically important client from 5% to 65%.
Attracted the second largest customer in the region, more than 30 medium and small customers, returned more than 40 lost customers.
Development of new directions: list.
Growth of the marginal profit for a new business by 2 times (2018 vs. 2017).
Increased the level of customer service quality by 60%.

6. Key skills

• Sales management
• Strategic management
• Operations management
• E-commerce
• B2B Sales
• B2C Sales
• Corporate sales
• B2G sales
• Active sales
• Cold sales
• Direct sales
• Sales through distributors
• Search and attraction of clients
• B2B Marketing
• B2C Marketing
• Trade Marketing
• Category management
• Assortment management
• Pricing
• Attraction of investments
• Sales planning
• Distribution development
• Marketing strategy development
• Crisis management
• Business planning
• New product launches
• Opening trade branches
• Cash flow management
• Formation of BDDS
• Cost optimization
• Management Accounting
• Management reporting
• Budgeting
• Sales analytics
• Sales planning
• Key customer development
• Negotiation
• Team management
• Employee management in regions
• Training
• Staff motivation
• Development and implementation of the KPI system
• Development of sales scripts
• Staff recruitment
• Preparation of commercial offers
• Producing a presentation
• Big deals
• Long trade cycles
• Business process automation
• Optimization of business processes
• Customer service
• Procurement management
• Supply logistics
• Warehouse stock management
• 1C: Integrated automation
• Agile Project Management
• PMBOK
• MS Office (Word, Excel, PowerPoint, Project, Outlook)

7. Professional qualities

List personal qualities that are required for the required level of performance of official duties. Pick 3-4 qualities that you possess and include in your resume / cover letter of your choice. This is an optional resume section to fill out.

Striving to achieve ambitious goals
striving to find effective ways completing tasks
structured thinking
Analytical mind
organizational skills
leadership skills
communication skills
stress tolerance
teamwork skills
customer focus
ability to organize the process
ability to systematically approach problem solving
ability to maintain effective communication at any management level
ability to build long-term relationships with clients
business orientation
leadership
ability to make decisions quickly and efficiently
ability to find non-standard ways solutions
the ability to form a team, build an effective system of employee motivation
ability to make decisions in the face of tight deadlines and limited resources
team player capable of leading the team forward
developed managerial qualities
proactivity
strategic thinking
ability to innovation activities,
developed analytical skills, the ability to “read” digital data
ability to work in a cross-functional team
ability to work in multitasking and time pressure mode
ability to take responsibility for decisions made
the ability to find an approach to different people
ability to solve assigned tasks
the ability to plan and allocate resources, assess the timing, labor costs, reserves, risks, quality.
ability to work in high labor intensity conditions
the ability to achieve results within an agreed time frame
the ability to influence the financial indicators of the company's success
the ability to be held accountable for your management decisions
ability to plan your work time, set tasks and evaluate the performance of subordinates
ability to quickly accept effective solutions
the ability to correctly argue your position
ability to achieve set goals
the ability to plan their activities and the activities of subordinate employees
ability to independently solve non-standard tasks, organizational issues
ability to motivate, train, inspire employees
focus in work on a deal with the end consumer

8. Examples for the section "About Me"

Section "About me" - general description your professional background. It can be in the form of a short paragraph of 1-4 sentences or a bulleted list. Indicate those aspects of your qualifications that are integral components of the vacancy, such as areas of activity, areas of specialization, key competencies, technical skills, licenses, certificates, additional education. For example:

• Business Development Manager... I have more than 5 years of experience in working with large corporate clients. Successful experience active sales in the service sector on the market: H. Experience in project management ( list key projects ). Excellent negotiation skills with top executives of companies.
• Commercial Director... Knowledge of sales management technology and customer acquisition. Experience in personnel management over 30 people. Work experience 5 years as a commercial director and 3 years as a head of the sales department (B2B market). Experience in building a commercial service and managing a sales department, including in companies with a developed branch network with a turnover of 2 billion rubles or more. In direct subordination - 15 people, in functional - more than 50. Successful experience in opening branches "from scratch" and launching new points of sale. Possession of the basics of strategic management. Experience in creating new products ( list).
• Commercial Director. Work experience as a commercial director, in sales management for over 6 years. Experience in building and managing a commercial service. Knowledge of modern technologies in sales, marketing, analytics. Successful experience in creating a sales department from scratch. Able to achieve results in multilateral negotiations; switch and work at different levels: from developing a long-term strategy to writing scripts. We have personal contacts with key clients.
• R the head of the group of managers for work with clients. Experience in active sales in the B2B segment for over 2 years. Experience in a startup. Good market knowledge and product understanding. Strengths: systems thinking, the ability to build relationships in a team and with business partners, clients; the ability to find alternative approaches and solutions in difficult situations, the ability to convey the competitive advantages of the products sold and the services provided; the ability to practice various technologies sales.
• Head of Sales Department... More than 5 years of experience in the field of sales and marketing of vehicles (trucks, construction equipment, mechanical engineering). Knowledge of the basics of management accounting, budgeting. Knowledge of the basics of dealership business processes, business-oriented approach to partners; knowledge of the basics of quality management ISO.
• Director of Sales. Successful experience in sales management as a sales director for over 3 years. Knowledge of the gadgets industry market (assortment, prices, competitors, etc.). Knowledge of PC and software "1C8: Trade Management". Experience in creating a sales structure, building business processes. Effective experience in managing a team, including geographically distributed ones. Experience in training employees, mentoring.
• Director of Sales... I am able to: attract customers and increase sales growth; launch and develop a b2b cold sales channel; develop and improve sales scripts at each stage of the funnel: work with the customer base, launch promotions and special offers, increase LTV; improve the level of customer service; launch and increase sales through a new distribution channel - online stores; develop and implement a system of employee motivation.
• Commercial Director. I am able to develop and implement a sales strategy, increase customer LTV by improving the quality of transaction support and improving the process of repeat sales, including new products; track and identify current and future business trends to ensure effective sales during periods of low and high demand. Significant experience in recruiting, adapting and training sales staff. experience in CRM and ERP systems.
• Commercial Director... Experience in the wholesale and retail trade of HORECA (prepared food) and management of a team of more than 20 people Good skills in effective negotiation. Knowledge of the basics of analytics, management and marketing. Experience in implementing AMO CRM-system.
• Head of the commercial department. I have more than 10 years of experience in managing a commercial service in the following areas: sale of equipment and complex solutions for industrial construction projects and infrastructure facilities. I have expert knowledge of the market: major players, promising companies, projects, key enterprises and industries, competitors. During his work, he gained successful experience in the implementation of strategic and operational tasks, including:
  formation and implementation of a sales development strategy in all key sales channels;
  ensuring the specified levels of profitability, indicators of growth in sales and profits, an increase in market share;
  building a sales management system from scratch;
  development and implementation of a system of KPIs, motivation, internal regulations and standards;
  implementation of comprehensive programs to improve operational efficiency and automate business processes aimed at increasing sales.
  I have extensive experience in negotiating and developing relationships with key customers: list. She was the speaker of the company and represented its interests in government bodies and industry unions. A business network is available.
• Regional manager... Successful experience in branch network management and sales management in the direction of "Completion of construction objects" B2B for more than 3 years. Good knowledge of the construction and finishing materials market, successful experience in project sales, interaction with designers / architects. Experience in negotiating at various levels and personal sales. Excellent knowledge of technologies for conducting effective negotiations and sales skills.
• Sales and Marketing Director. Successful experience of personal active B2B sales of online advertising and services for the promotion of companies and brands, attracting sponsors and advertisers in the digital sphere. I have experience in team management (40+), KPI and motivation development. Experience in negotiating with potential clients and communicating with large clients... Management experience advertising campaigns: list the names. Knowledge of the principles of operation of modern Internet advertising technologies in Yandex Market, Yandex Direct, Google Adwords, Targeted advertising, SMM. Experience with analytics systems, reporting and understanding of the terminology of CPC, CPM, CPA, ROI, CRM, DRR, etc. Availability of profile certificates.
• Director of Sales. Sales department management (50 people). Responsibility for the financial result (quarterly and annual plan). Building a sales structure from scratch. Successful experience in implementing the company's strategy for entering the CIS markets. Increase in customer base revenue by 3 times in 2 years. Attracting 50 new key customers. Preparation of selling commercial offers to solve problems for each client.
• Branch Manager. Successful experience in managing the region of the branch for more than 5 years. Sales management in the b2b market ( industrial equipment). Experience with OEMs, system integrators. Good knowledge of the regional market for instrumentation and / or process control systems - the main players (vendors, partners) in the region.
• Commercial Director. Experience in managing a commercial structure in the field of medical equipment sales, staff of 1200 people, with a branch network. Experience in building and developing a federal commercial structure, sales channels, including government agencies... Experience in implementing sales and product strategies. Knowledge of project management methods, knowledge of project sales.
• Head of Sales Department. Experience in personal B2B sales with Premium / VIP / Luxury segments. Experience in building a sales department from scratch. High skill in negotiating with the top officials of companies. Knowledge of strategic and tactical management, financial management, marketing, enterprise economics, personnel management. Knowledge of the basics of psychology to work with by different people, the ability to “engage” in a particular process in the “here and now” mode.
• Director of Sales... Proven successful experience in sales management, experience in personal sales and b2b client management (large, medium business). Personnel management skills (adaptation, training, rotation, assessment, control, staff motivation). An active client base and knowledge of the construction market in the region. Experience in building and regulating business processes.
• Director of the representative office... More than 10 years of successful experience in the field of FMCG in management positions (head of the commercial department, area manager). Experience in direct sales team management.
• Director of Sales. 15+ experience in B2C and B2B sales management. Experience in managing a team (50+), including geographically distributed ones. Responsibility for ensuring the target levels of profitability, sales growth rates and profit margins. He led comprehensive programs to improve operational efficiency and automate business processes aimed at increasing sales. Experience with large corporate clients: p List the names of top customers.