Dmitry Larionov

Experience

• 

  Michelin

  Oct 2006 - Jun 2020

  Responsibilities- Managed the process of forecasting primary and secondary sales (Sell-in / sell-out) of distributors/customers in Russia and the CIS.- Developed strategic scenarios for business development taking into account the impact of various indicators, analyzed forecast accuracy and reasons for deviations.- Coordinated the forecast with sales, marketing and supply chain teams within the framework of monthly Demand review; final forecast was coordinated at CEO level.- Provided inputs for S&OP cycle meetings, translated approved S&OP plans into sales plan for the region.Achievements- Developed and implemented an improved demand management model.- Achieved target forecast error of “Macro < 10%”.- Increased Service levels by 5 points. Show less - Launching aircraft tyre sales in Russia and the CIS from scratch:- Project team management - 6 people- Development of sales strategy, assortment and pricing policy, organization of the process of supplying aircraft tires from Europe (document management, contracts, customs, foreign trade);- Formation of sales channels (end customers, distributors, service holdings (MRO), - Organised participation in tenders of all major airlines, including Aeroflot Group, and concluded contracts for the supply of tyres with S7, AK Rossiya, AirAstana, Transaero, Rusline, Belavia. The share of Michelin tyres in Transaero's fleet was 100% due to the development and implementation of a unique logistics scheme;- Secured state certification for Michelin aircraft tires in the Federal Air Transport Agency (FAVT RF);- Built close cooperation with production (volumes, guarantees, production plans and terms), as well as within the framework of new tire models release (product and technical management);- Thanks to well-coordinated work of team members and active cooperation with production, marketing, finance, legal and logistics departments, customer and engineering support, ensured sales growth by 5 times (2017 vs 2012); market share growth by 22% (2017 vs 2012). Specifically, delivered 113% sales growth with market growth of around 7% in 2017 vs 2016 Show less Responsibilities:* Managed sales and distribution of passenger car tyres in the designated terrytory through several channels( high-margin national key accounts, wholsalers, autodealers, garages, e-com e.t.c.)* Managed the negotiation process, agreeing annual and long term sales targets, contract terms and developing competitive advantages* Drafted contract proposals and presentations, renewed existing contracts and negotiated new contracts.* Controlled order fulfilment: payments, delivery and shipment deadlines. Show less

  • Demand Planning Leader

    Jun 2018 - Jun 2020

  • Head of Sales (Aircraft Tires)

    Jan 2012 - May 2018

  • Regional Sales Manager

    Oct 2006 - Dec 2011
• 

  Cummins Inc.

  Jun 2020 - Oct 2023

  Business Unit Director

  CUMMINS - Multinational company headquartered in the United States, manufacturing Diesel and Gas engines, Generator sets and Components.Responsibilities:Strategic Business management in the Region* Develop and execute 5 years Sales Strategy to achieve sales targets and expand business opportunities* Own and hit/exceed annual sales targets within assigned territory (Russia+CIS) * Set commercial and pricing policies* Expand new clients’ portfolio, holding negotiations, concluding contracts* Conduct commercial projects with key OEM manufacturersOperations Management:* Manage and provide leadership for sales, marketing and technical teams to ensure work is high-quality and on-brand, evaluate employees’ performance* Outline KPIs and clear goals for the teams* Liaise with the heads of other departments across the global organization (Supply Chain, Marketing, Finance, HR, Engineering etc. ) to identify gaps in the market and new growth opportunitiesMarketing activities:* Analyze the market, competitors, prices, the trend of demand in the region for the purpose of production planning* Provide quarterly forecasting and predictions for reports that the board of directors useAchievements:* Achieved significant KPI growth: sales growth in 25%; forecast accuracy increase in 10%; Gross Margin in 2%; market share in 1%* Reached the best result (+25%) in the sales growth for 2 years in the history of business in the region* Implemented a Demand Review process in the commercial team's work, which in turn allowed the Supply Chain department to significantly improve the quality of forecasting for the Region. This led to a decrease (by 20%) in sales losses caused by undersupply.* Developed and set up a five-year sales strategy in the region* Ideated, evaluated the effectiveness and led strategic projects:- setting up a local warehouse in Russia- manufacturing localization in Russia- branding products under the Russian OEM manufacturer brand Show less