Anna Fetishcheva

Experience

• 

  Influence LLC

  Oct 2009 - Apr 2012

  Sales Manager

  • Establish sales strategy and execution plans to achieve targets in alignment with the overall company targets• Manage and grow the regional distribution network • Lead sales team to ensure company provides highest level of service and reaches sales targets• Manage sales activities to ensure best practices and maximum win ratios• Conduct ongoing market research to find new business opportunities • Proactively assess, clarify and validate customer needs on an ongoing basis• Arrange and manage exhibitions Show less

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  Premier Farnell

  Jun 2012 - Mar 2018

  Business Development Manager

  - Meet quarterly sales targets within assigned region through identifying new opportunities and managing relationships with key accounts. Sales turnover growth from $2.3 mln. in 2012 to $6.5 mln. in 2018.- Build relationships with customer purchasing, operations, logistics departments and C-level executives to identify their needs and develop a proposition that addresses them in the best possible way.- Strengthen relationships with key decision makers by following up on closed orders and ensuring that customer successfully achieved expected outcome. - Represent the brand during on site customer visits, events and exhibitions.- Identify, track and follow-up on RFPs, RFQs and other opportunities within assigned region.- Build contract value by utilising various selling techniques such as up-selling, cross- associated- and substitute selling. - Manage global agreements and contracts with Tier-1 customers, negotiate contract terms, conditions, pricing, and commitments. Was the first to introduce rebates program in the region, which increased sales turnover by 10% YoY for participating accounts.- Ensure that the balance between direct and indirect business is in line with company global strategy.- Grow Active Customer Base (ACB). ACB YoY increase 200% in 2017 and 2018. Introduced new route-to-market strategy by finding logistics partners, negotiating terms for transport and customs clearance and introducing direct customers to the new diversified logistics channels.- Influence Net promoter score (NPS) by proactively improving operations. Work with suppliers to improve lead times, collaborate with warehouse management to minimise dispatch errors.- Work with digital marketing to build demand generating campaigns.- Ensure compliance with UK and US export controls, end user and 3rd parties screening, advise and coach sales teams on the Trade Compliance regulations (ITAR, EAR). Show less

• 

  Cisco

  Jun 2018 - now

  Business Development Manager

  - Drive and coordinate Advanced Services opportunities throughout the entire Lead-to-Order cycle, serving as primary point of contact.- Identify customer objectives and accelerate their path to value.- Ensure that the proposed solution addresses customer goals and matches expected ROI outcome.- Drive subscription business motion to promote such solutions as Business Critical Services (BCS) and Cisco Lifecycle Services (LCS) by acting as a subject matter expert helping sales and renewals teams navigate services portfolio, accurately map it to desired customer outcomes and ensure that there are no delivery risks.- Work closely with renewals teams to support implementing a portfolio of renewal contracts of Cisco Advanced Services, define a strategy for a contract renewal and minimise risk of attrition.- Collaborate with account teams to understand customer requirements and engage relevant Subject Matter Experts to define services scope and deliverables.- Calculate the costs and pricing for the services, advise on the optimal project milestone structure; liaise with the P&L owners to obtain relevant approvals. Show less