Dmitry Shikhov
Moscow
Overview
16
16
years of professional experience
9
9
years of post-secondary education
Work History
Managing Partner / Head of Outsourcing
OPEN Group
6 2014 - Current
- Leading multi-national trade-marketing agency with 20 000+ employees (https://en.open-com.ru/)
- Due to my contribution OPEN Group evolved from a market underdog into a leading trade-marketing Agency recognized as one of the top-3 players in the market well-known for its innovative approach, quick response and fulfillment of the tasks of any level of complexity: 1
- The turnover grew with AGR 60% reaching 120 mln $
- 2
- The number of clients increased significantly: from 7 to 60 (all of them - blue-chip companies)
- 3
- Diversified the portfolio of products from payroll services to full-cycle outsourcing solution along with bringing on board in-house developed innovative services (e.g
- Sales Force Automation (SFA), Image Recognition (IR), Route-to-Market (RTM), Routing, Crowdsourcing) which enabled to drive up mark-up from 3-5% to 9-12%
- 4
- Hedged the risks of competing with global players by expanding geographically which resulted in raising operations outside Russia in CIS countries (opening branches in Belarus, Ukraine, Kazakhstan, Uzbekistan), Eastern Europe (M&A of local player in Poland, Czech Repuclic), MENA (UAE) and becoming a member of SSI (Sales Services International) worldwide network of trade marketing agencies.
Field Force Merchandising Manager
British American Tobacco
03.2014 - 06.2014
- Responsible for Field Force structure daily management across Russia (450+ Merchandisers) along with RKA Channel Development including pricing and assortment strategy, New Products listing, Activity Cycle Plan (ACP) creation
- Lead the transition project for BAT Field Force from in-house to outsource resulting in 35% economic efficiency
- Responsible for resources and budget allocation enabling distribution built of New Launches within RKA channel on agreed Strat/OPS Plan level
- Building up and implementing the strategy of Stock Build within RKA channel achieving price domination in the market and raising by 2% in the market share
- Efficiently allocating budget on promo-activities (in the frame of Activity Cycle Plan) among Key Accounts maximizing incremental volumes.
Planning Manager / Retail Key Account Manager (X5 Retail Group)
British American Tobacco
11.2011 - 03.2014
- X5 Retail Group - is top-2 Retailers in Russia
- Proposed adjustments to the current IT systems along with revised the overall demand planning process resulted in average forecasting accuracy increase by 7% and increase in efficiency of resource utilization up to 15%
- The scope of responsibilities: Complex market > 200 SKU , engagement of more than 300 people involved in the demand forecast process, direct supervision of 3 direct subordinates
- Held annual negotiations with the Client enabling to switch contract conditions from % Turnover to more favorable PFP (pay- for-performance) scheme which is still a benchmark for the industry
- Reached highest ever BAT market share in X5 Retail Group - 25% and worked out strategy for growing BAT MS in X5 by 0,5% in 2014 which was successfully implemented by my successor.
Operations Management Trainee / Regional Inventory Planning Executive
British American Tobacco
08.2008 - 11.2011
- The scope of responsibilities: 3 markets (Ukraine, Uzbekistan, Moldova), 2 factories, 9 HUBs, ~300 SKUs, indirect impact 12 mln GBP, supervision of 2 direct subordinates
- Created and implemented several business cases (e.g
- Equipment replacement, localization of production of manufacturing components, tobacco leaf warehouse construction (Urgut, Uzbekistan), Protocol Equipment maintenance procedure, Created and approval of Contingency Sourcing Plan (Southampton, UK))
- Creation of the design and introduction of the planning process from the scratch within Inventory Planning department on the Regional level
- Implementation and fine-tuning of IT-systems (APO SNP, SO99+) which resulted in revised Stock Holding Policy bringing 3% stock optimization.
Education
BSc of Economics -
The Higher School of Economics
01.2003 - 04.2008
BSc of Economics and Management - undefined
The London School of Economics
01.2005 - 04.2008
Skills
entrepreneurial drive
inclusive leadership
communication skills
problem solving
negotiations
innovative approach
teamwork
critical thinking
Websites
Locations
Dubai, United Arabic Emirates
Languages
Russian
Bilingual or Proficient (C2)
English
Advanced (C1)
Timeline
Field Force Merchandising Manager
British American Tobacco
03.2014 - 06.2014
Planning Manager / Retail Key Account Manager (X5 Retail Group)
British American Tobacco
11.2011 - 03.2014
Operations Management Trainee / Regional Inventory Planning Executive
British American Tobacco
08.2008 - 11.2011
BSc of Economics and Management - undefined
The London School of Economics
01.2005 - 04.2008
BSc of Economics -
The Higher School of Economics
01.2003 - 04.2008
Managing Partner / Head of Outsourcing
OPEN Group
6 2014 - Current