Aleksandr Fedotov

Functionality: • Building an effective team in all functions. • Developing, approving and implementing a strategic plan for the company's development. • Achieving sales and profitability targets. • Systematizing the company's work, processes restructuring. • Key decisions on all current contracts and attracting new contracts: - potential and investment efficiency assessing; - launching, adapting, creating a development plan and its implementation monitoring; • Financial management: receipts planning, accounts receivable work, payments distribution, inventory balances monitoring. • Pricing in all sales channels. • A team of 300+ employees. Achievements: • Rebuilt of the sales department teams, financial service, accounting and foreign economic activity services. Improved the staffing rate from 64% to 92% Formed stable, meeting-expectation teams. • Created a tool for annual strategic planning and P&L with monthly analysis of intermediate results. • Sales volume growth by key contracts (2025/2024 YTD): Henkel +45.2%; Dizzy +33%; Laimon fresh +12%; Essentuki +37%; VelKorm +90%; • Profit results: 2023 -> -12% (gross margin +22.1%); 2024 -> -2% (gross margin +23.3%); 2025 -> +4% (forecast) (gross margin 23.7%) • Launched system tools: daily accounts receivable reports on each customer. Launched the mechanics of credit limits for each customer. • Launched a new logic for ordering goods, optimized inventory. • Created a unified pricing model for each sales channel.

Functionality: • Building and development of an effective sales team • Achieving sales and profit volume targets • Manufacturer budgets (TTS, C2A) management • Achieving manufacturer KPI targets (TOP, SR) • Achieving accounts receivable targets • Annual planning, budget defense • A team of 300+ employees (8 direct) Achievements: • Based on the results of the 2022 distributor grading, ILS moved from 7th to 4th place. • Based on the results of the 2023 grading, AP Trade took the 1st place • Profit targets were exceeded: Far Eastern Federal District 2022 +6.2%; 2023 +8.1% Eastern Siberia 2022 -2.2%; 2023 +1.9%

Functionality: • Managing the divisional sales team • Developing the P&G sales team • Achieving targets for key indicators in all sales channels • Strategic management of sales projects • A team of 150+ employees (6 direct) Achievements: • Stable quarterly plan fulfillment of 102–105%

Russia Area of responsibility: Far Eastern Federal District + Eastern Siberia Functionality: • design of region sales development strategy; • sales, budgets and structure planning; • achieving sell-in and sell-out goals; • achieving company profitability goals; • the team's work organizing and monitoring; • achieving distributors' goals; • employee development, building an effective team; Subordinates - 5 managers Achievements: • following the results of 2017, the Far Eastern region was nominated as "Best performing region". "For outstanding contribution to achieving the company's overall goals."

Development of sales in the regional key account channel (143 LKA) in 4 regions (South, Center, Volga, Urals). Analysis and development of actions by regions/TOP 10 clients: sales planning, promo- planning for the channel, individual promo-planning for TOP LKA, P&L. Negotiations, presentations. Building a channel development strategy: commercial conditions, policies, personnel motivation systems. Calculation, planning and control of budgets for regions/clients. Functional management and training of 4 Area KAM (+40 LokalKAM). Interaction with heads of various company divisions and distributors. Project management. Functionality: • fulfillment of sales plans fulfillment; • fulfillment of distribution goals; • negotiation, signing of annual contracts; • budget management, fulfillment of profitability plans; • approval of promos; Subordinate employees - 4 regional key account managers. Achievements: • sell-out growth 1H2015 to 1H2014 = +37% in the area of responsibility; • sell-out growth TOP 3 +42%;

Functionality: • fulfillment of X5 RG client purchasing plans (HM&SM format); • coordination of effective promotions; • fulfillment of listing goals; • growth in the client's category sales share;

Clients in the area of responsibility: - MVideo, Eldorado, Technosila, Technopark, X5, Media Market; Functionality: • fulfillment of sales plans; • fulfillment of procurement plans; • fulfillment of priority categories plans; • holding annual negotiations, signing contracts; • coordinating, developing and implementing promos; • rapid new products’ listing; • holding prices at the recommended level; • annual planning; Achievements: • successful negotiations were held to achieve goals for key KPIs within 3 months; • new agreements were obtained without increasing investments;

Functionality: • sales plan fulfillment; • profitability plan fulfillment; • annual negotiations, signing contracts; • organization and control of work of exclusive teams and promo-merch team; • coordination, development and implementation of promos; • rapid new products’ listing; • design and defending of a business plan for sales development in the MT for 1 year ahead; • annual planning of the sales department structure; Subordinate employees - 3 managers Achievements: • sales development from scratch; • signing contracts with the Auchan, Metro, Okey, X5, Lenta; • sales growth in MT +40% (higher than company planned); • launch of merchandisers, sales agents and supervisors (complete restructuring of the sales department structure); • exceeding the profitability plan +4.7%;

Area of responsibility: - Nizhny Novgorod, Vladimir, Ivanovo, Kostroma, Kirov regions + Chuvashia; Functionality: • fulfillment of regional sales plans; • fulfillment of procurement plans; • holding annual negotiations, signing contracts; • organization and control of work of exclusive teams and promo-merch team; • monitoring compliance with conditions in federal chains (Auchan, Metro, Real, Okey, Lenta, Rivgosh, Magnit, X5); • coordination, development and implementation of promos; • compliance with company standards for promotions and product range; • rapid new products’ listing; • confirmation and control of local company budgets; • development of strategic projects (participation in the working group on the formation of the company's pricing model for the next year); • coordination of working conditions between the chain and the distributor; • ensuring high-quality distribution on shelves in chains (shares, assortment, new products, product stock, high-quality promotion, availability of additional sales points); Subordinate employees - 7 regional sales managers Achievements: • maximum growth in the hair dye category (one of the largest categories) in 2009 in Russia; • exceeding company standards in key chains in the region; • exceeding plans +27%; • starting cooperation with clients who had not worked for several years; • listing level of new products 85% within 3 weeks after sell-in start in the region (53 chains);

Functionality: • fulfillment of territory sales plans; • fulfillment of distributor procurement plans; • organization and control of distributors structural processes (fulfillment of contract terms, compliance with shipment and payment schedules, calculation and control of employee salaries and clients’ bonuses); • conducting annual negotiations with the distributor, signing a contract; • organization and control of work of exclusive team; • rapid new products’ listing; • ensuring direct coverage for traditional retail throughout the territory, without the wholesalers’ participation; • fulfillment of coverage plans (quantitative and qualitative coverage); • implementation and control of work standards for sales agents; • ensuring high-quality distribution on shelves at outlets (shares, assortment, new products, inventory, high-quality promotion, availability of additional points of sale); Subordinate employees - 3 supervisors / 22 sales agents Achievements: • growth of quantitative coverage + 52% compared to last year; • participated in the development of a motivational model for supervisors and sales agents; • sales growth in the traditional channel +24% compared to last year; • career growth of 3 sales agents in the company; • reduction of staff turnover from 8 to 1 person during 6 months;

Functionality: • fulfillment of sales plans of Magnit, Ramstore, Raicenter, Khozyayushka, Olson, X5; • control over the fulfillment of contract conditions in federal chains (Auchan, Metro); • holding annual negotiations, signing contracts; • organization and control of work of exclusive teams and promo-merch team; • coordination, development and implementation of promos; • compliance with company standards for promotions and product range; • rapid new products’ listing; • control of local company budgets; • coordination of working conditions between the network and the distributor; • ensuring high-quality distribution on shelves in chains (shares, assortment, new products, product stock, high-quality promotion, availability of additional sales points); Achievements: • stable fulfillment of ambitious sales plans due to the organization of promos and high-quality work of the subordinate team;