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Marc LEFORT

YEREVAN

En résumé

After more than 10 years of sales & marketing experience over CIS markets, in such business areas like the agro supply chain (Rhone Poulenc/Aventis), IT services (Oracle CIS), telecom equipments (3M Telecom) and premium FMGC (Pernod Ricard), I am today longing for a new start as your subsidiary's general manager or CIS director.

I have sales & marketing skills in managing both the local distribution and the export sales. My skills are:
- the management of sales forces,
- the negotiation with retailers and distributors,
- the elaboration and implementation of strategy and brand plans,
- the management of trade, consumer and media marketing operations.

Being an experienced team manager, fully operational and field oriented, russian speaking, able to combine strategical and marketing analysis with effective customer relationship management in the CIS context, I hope we can meet soon and discuss my motivation to take up your business challenges.

Mes compétences :
Marketing
ventes

Entreprises

  • Pernod Ricard / Yerevan Brandy Company - Sales & Marketing Director, Country Manager

    2003 - maintenant Sept. 2003 - Jan. 2008
    Pernod Ricard / Yerevan Brandy Company
    International and local brands of alcoholic beverages
    -> Sales & Marketing Director, Yerevan/Armenia (March 2006 – Jan 2008)
    -> Kazakhstan Country Manager, Almaty/Kazakhstan (Sept. 2003 – March 2006)


    1- Business Development in Europe and CIS countries
    with working experience in Russia/Kazakhstan/Armenia and business trips to Ukraine/Belarus/Georgia /Kirghizstan/Uzbekistan/Turkmenistan

    - Management of 45 mln EUR export net sales (FMCG, CIS countries)
    - Management of 4 mln EUR sales to local wholesalers and retail chains (FMCG, Kazakhstan, Armenia)
    - Creation and support of importing and distribution networks (FMCG, Russia, Kazakhstan)
    - Negotiations with retail chains in Moscow/Russia (Auchan, Ramstor, 7th Continent, Mosmart, Perekriostok…)


    2- Marketing

    - Elaboration and execution of quantitative and qualitative market studies (U&A, brand awareness, competition…) to optimize brand positioning and promotion strategy (FMCG, CIS markets)
    - Elaboration and implementation of a global brand development strategy for key export markets (FMCG, CIS markets)
    - Elaboration and implementation of key brand plans for local sales development, management of Consumer & Trade marketing operations, BTL activities (FMCG, Kazakhstan, Armenia)
    - Media planning and buying, management and execution of a 1 mln EUR media plan for outdoor/ TV/radio/press advertising (FMCG, Armenia)


    3- Project and business management

    - Creation of importing & distribution companies in Kazakhstan and Armenia: business plan, P&L, legal procedure


    4- Team and sales force management

    - Sales & Marketing team management : 3 sales managers + 5 sales reps + 3 brand managers, 4 mln EUR net sales
    - Export and Logistics team management : 3 area + 1 logistics managers, 25 countries, 45 mln EUR net sales

  • 3M Telecom Europe / Pouyet S.A. - European Business Unit Manager / Six Sigma Black Belt / Sales Manager Central Asia

    1998 - 2003 3M Telecom Europe / Pouyet S.A. (Equipments and solutions in B-to-B)
    -> SIX SIGMA Black Belt (Paris/France, March 2002 - March 2003)
    -> European Business Unit Manager (Paris/France, June 2000 - Feb. 2002)
    -> Sales Manager for Central Asia (Almaty/Kazakhstan, Sept. 1998 - May 2000)

    - Management of a Business Unit in charge of sub-system sales over Europe, 10 mln EUR turnover
    - Sales development towards european key accounts and distributors, participation to international tenders, product certification and approval (Equipments, western Europe & CIS)
    - Design of a B-to-B strategical marketing plan to manage transition from a product to a solution offering (equipments, Western and Eastern Europe)
    - Management of production cost reduction and business growth projects using SIX SIGMA methodology

  • Oracle CIS - Key Account Manager

    1996 - 1998 Oracle CIS (software and IT services)
    -> Key Account Manager (Moscow/Russia, Jan. 1996 - Aug. 1998)

    - Project estimation and management - Commercial propositions - Functional analysis, Business Process Modeling / Reengineering - Design and build of large RDBMS client/server information systems.
    - Volgograd delegation of LUKOIL (oil processing and trading): Pre-sales and Initiation of system reengineering

  • Rhône-Poulenc Agrochimie - Sales Manager for Southern Russia

    1993 - 1995 Rhône-Poulenc Agrochimie (Agricultural inputs)
    -> Sales Manager for Southern Russia (Krasnodar/Russia, Mar. 1993 - Dec. 1995)

    - Creation and support of a distribution network in Krasnodar/Rostov/Stavropol regions
    - Sales development towards distributors and users (agricultural enterprises)
    - Management of a technical trial program

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