Alexander Kalinin

Experience

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  Energizer

  Jan 1997 - Jan 1999

  Sales
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  AgfaPhoto

  Mar 2000 - Apr 2003

  Sales & Marketing Manager

  • Increased sales of films by 2…8 times depending on city by elaborating and implementing Russia-wide consumer promotion with key regional retailers • Responded for developing and implementing A&P budget, controlled expenses within it• Administered distributors’ sales and marketing activity• Developed local creative material in close cooperation with agencies and local partners (eg. TV and radio commercials, print/outdoor layouts)• Managed company’s participation in international fairs in Moscow Show less

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  Philips Consumer Electronics Export B.V. (Russia, Moscow)

  Jan 2003 - Jan 2008

  Business Development Manager / Marketing Manager

  Distribution strategy, P&L responsibility, market penetration, revenue generation, business development for new consumer electronics product categories

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  Philips Consumer Lifestyle

  Apr 2003 - Jan 2008

  • Proposed and developed distribution structure• Supported distribution channels in trade marketing activities / selling-in and selling-out promo• Maintained distribution channels to secure effective market penetration of assigned product categories• Developed market knowledge (benchmark, market share and trade channel analyses, product needs of the consumers etc.) into local marketing plans and brought knowledge up-stream• Headed process of product development, based on local consumer's needs• Managed product life-cycle: product launch, re-launch, end of life• Led cross functional teams to minimize time-to-market Show less • Responded for local category business (>USD100M): annual sales planning, P&L, product portfolio, pricing, distribution, A&P budget • Increased market share for Micro Systems from 5% to 9% and from 8% to 19% for portable DVD players within a year. Drove DVD portable category to undisputable #1 market share and sustained leadership• Grew market share of mp3 players from 0% to 5% within 4 months of sales by making special trade&promo deals with partners, key federal retailers (MVideo, Eldorado, Evroset, a-like)• Convinced HQ to enhance product range with specific features/models. Incremental sales: USD6M over 3 years• Decreased time-to-market by 6 weeks by successful implementation of air shipment on DDU Moscow terms from China instead of FOB shipmentsLed EMEA product adjustment process. Defined distribution structure together with Sales team. Prepared business plan that resulted in increasing sales 3x over a 1/2 year period. Show less

  • Customer Marketing Manager

    Jan 2008 - Jan 2008

  • Business Development Manager / Business Manager

    Jan 2003 - Jan 2008

  • Business Development Manager / Marketing Manager

    Sept 2005 - Dec 2007

  • Product Manager

    Apr 2003 - Aug 2005
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  Samsung Electronics

  May 2008 - May 2011

  Marketing Manager / Head of NotePC Product Marketing Team

  • Led marketing, strategy & product development in CE (Consumer Electronics), GSM (Telco) and IT (Information Technology) retail environment• Grew market share from 7% to 11% Jan’08-Jan’09 mainly by performing co-joint marketing programs with federal consumer electronic retail and assisting Sales team with product-related issues• Defined and managed marketing budget / advertising and promotional (A&P) budget• Launched the first in Europe notebook with embedded m-Wimax chipset (Yota 4G internet) in Russia: incremental sales ca. USD 1.5M in Q2 2009• Established and supported transparent communication lines within Department and with HQ• Arranged high-level partnership (eg., Intel, AMD, Scartel/Yota) to optimize marketing budget (up to 50%) and to secure innovativeness of product• Managed Russian-wide road-show in collaboration with Intel• Direct reports: 2Developed and deployed marketing strategy: product strategy, brand communicaton, competitive analysis, new value proposition.Initiated, managed and followed-up New Product Launches. Suggested and developed new product offerings.Drove Voice-Of-The-Customer, Market Research and Competitor Tracking.Led the process for collecting, analyzing and prioritizing the market requirements for the company’s product line, competitive product positioning. Show less

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  Plastic Logic

  May 2011 - Apr 2013

  Business Development Director, Russia

  - Start-Up Business Development, Sales&Marketing operations in Russia- Established Sales Strategy and Sales Operations: concluded contracts and sold products for 500K USD within first 6 months of employment - Pioneered company's sales of eReader with break-through technology (plastic display)- Established and maintained relations and partnership on C-level: System Integrators (information technology), manufacturers- Created and managed pool of prospect customers and partners: Federal and regional educational authorities (Ministries, Committees), re-sellers (dealers, distributors), service and content providers - Managed preparation and succeeded in participation of tender process- Prepared start of Consumer Electronics retail business in Russia Show less

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  Elica

  Apr 2013 - Apr 2016

  Area Sales Director

  • Respond for sales and account receivables in federal CE retail (Eldorado, Mvideo), and re-gional trade channels (kitchen wholesalers and premium kitchen studio): 30...40% of total Russian turnover• Negotiate terms and conditions with key partners • Drive the changes in commercial policy in order to reflect changes in market environment and evolution of sales channels: adjusting value chain, managing price conflict between channels, etc• Develop product training for regional partners and implemented it with regional sales repre-sentatives• Sales budgeting and rolling forecast• Prepare templates of commercial offerings / contracts as a general guidelines for sales team• Manage remotely regional sales managers Show less

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  BrandLoyalty

  Apr 2016 - now

  Business Development Manager

  • Sold complex 8-digit (eur) deals which required operational alignment of several departments (Product&CategoryManagement, Marketing, Production, Finance, Logistics, Operations)• P&L management• Developed partnership with The Walt Disney Company, Lego, Adidas, and others A-brands in order to strengthen value proposition of suggested solutions• Led the Product development projects for Magnit (Russian top food-retailer) and Eurospin (Italy) from concept to sold deals• Created story telling around loyalty programs to be the perfect fit to retailers’ positioning and promises• Established strong relationships with Key Russian Food-Retailers (marketing teams), federal and regional ones that turned out into mutual business• Established high-level contacts within Russian kids license market: key agencies and Licenses Show less