Julia Zubareva

Company business: 3PL provider, warehouse logistics, contract logistics, transport logistics, customs clearance, own warehouses Annual turnover: 4.6 billion. EURO Employees: > 300 people. - Maintenance and development of existing clients of the company (international and Russian companies). - Communication with customers and key decision makers on commercial and operational issues. - Discussion contractual obligations with existing customers, preparation and approval of additional annexes to the contract, etc. - Calculation of the department’s budget. Monitoring the fulfillment of financial obligations by clients. - Preparation of proposals presentations to existing and potential customers, development of volumes, expansion of cooperation through the sale of new services (cross-selling). Continuously review business potential and identify potential business opportunities. - Participation in the implementation and development of EDI-interfaces with customer information systems (SAP, 1C). - Implementation and maintenance of warehouse and 3PL-projects in coordination with the managers of operational departments. - Development of detailed business plans for projects. - Actively seek out new business opportunities. Monitoring and tracking of activities for the development and implementation of projects. - Monitoring of operating indicators for key customers. - Monitoring of warehouse operations, schedule of shipments, trucks unloading. - Preparation of presentations and commercial proposals for new customers, negotiating with customers, partners, contractors. Present solution proposal and business fit to decision makers, engage in negotiations and close the deal. - Calculating tariffs, monitoring of 3PL services market, competitors, tariffs and offered services, developing new services for the company. Research and analysis markets and trends. - Operational management of warehouse workers (150 people)

Company business: HVAC - Water Heaters, Condensing Technologies, Gas Boilers, Combination Boilers. Total annual turnover: Boilers 60 M'USD, spare parts 40 M'USD. Annum loading amount: 1.000 containers >10.000 SKU Direct report to GM Staff in subordination: 2 people. • Managing Logistics Department in line with Commercial and Sales interface(order entry, customer satisfaction, technical, production and quality) • Analysing of volume and budget calculation of whole logistics processes, expenses and KPI’s with direct reporting to Company GM (Budgeting, finance planning and control over the department activities expenditures) • Development and management of efficient Production Planning process (Long term + Short term) with goal to meet customer demands in timely manners • Managing Inbound and Outbound Transportation (Import supplies from Asia and within Russia and CIS & Customs Union) • Inventory control and Stock Planning (>10 000 SKU), cycle / safety stock, MOQ, reorder point for products and spare parts • Customs formalities and daily communication, verification of customs value (Novorossyisk, Saint-Petersburg, Vladivostok, Nakhodka customs), returning of money from customs (ensuring payment of customs duties) • Managing the S&OP process ensuring optimal consensus at all levels of business unit • Monitoring and selection of transport providers via RFQ, contracts and tender process with 3PL operators (Hyundai Glovis, Woojin, Pantos, CENTOS) • Creation of stock planning and inventory control department, Improvement of orders dispatch procedures • Implementing KPI set and follow up procedures for Customer Service and Warehouse operations • Development, implementing and managing quarterly supplier performance in areas of supplier pricing, delivery and quality and report monthly in conjunction with Supply Chain Director function • Ensure full compliance with internal and external audits, rules and regulations * - maternity leave from 01/2017

Russian sales and distribution company of passenger car and truck, bus tires, car and truck wheels, car batteries, lubricants, accessories and automotive parts dealing by B2C, B2B, B2G and E-commerce distribution. Total annual turnover: 30 M'USD Annum loading amount: 3.000 containers >5.000 SKU Direct report to GM Staff in subordination: 5 people. • Profitably manage rapid recent growth and future expansion plans • Procurement • Production of TBR tires and wheels in China (Shandong province) under own brand name • Monitoring of GP, COGS, price policy • Planning by prioritizing customer, employee and organizational requirements • Staff recruitment, consulting, training, motivation program within KPI indexes (5 people) • Establish brand portfolio in passenger, truck tire and parts segment based on premium, • Cost/performance and budget niches • Meeting business plan targets and company KPIs • Supply chain management – import from China, Europe, US of tires and equipment, warehousing in Moscow region • Development of new commercial automotive business project from the start (start-up), business idea implementation in front of shareholders in terms of profit, NPV, IRR and investment plan

• Managing of the Statistical Analysis section • Optimizing cost/performance and service level at logistic and distribution site • Tires retail price analysis, GP vs. cost estimation, wholesale/retail/competitors price analysis; making cost/efficiency analysis upon KPI figures • Strong daily collaboration with Sales, Marketing, Tech and Finance departments • Preparing major figures and short/mid term forecasts for CF,PL, Profit calculation • Driving Yokohama brand portfolio to improve communication level between B2B/B2C/B2G, managing marketing budget within given figures, estimating ROI in promotion and event efficiency • Making pricing policy for each product category based on cost and competitors price structure • Managerial reports, Big Data analysis • Summarization and breakdown analysis of whole sales product groups by size / by inch / by season and application • Analysis of financial data: profit by product size and inch, product mix advisory • Supporting sales department with orders into production • Checking car population each city and region • Monthly analysis of car market in Russia and CIS • Checking of new sizes and making of decision on new tire sizes production • Analysis of dealers’ and end-customers’ demands, expectations and preferences

Total annual turnover: 230 M'USD Turnover in pcs.: annum 2,3 M summer and winter tires, 100.000 TBR, 10.000 OTR tires, motorsport tires with temperature control requirement. Annum loading amount: 2,500 trucks >2.000 SKU Direct report to GM Staff in subordination: 8 people, including logistics and accounting. • Responsible for whole logistics, SCM, distribution and procurement activity of the company • Managing of the Logistic Department with responsibility over a staff of 8 person • Problem solving issues management, i.e custom offices, forwarding companies • Monthly Supply and Cash flow Planning • Collaboration with Sales and Finance dept's • Warehouse Management (implementation of new WMS with Finnish colleagues for effective work and tracking on-line products availability and status, loadings, unloading on Finish warehouse) • Transportation Management: Planning and scheduling of shipments, shipment details (20-25 trucks a day) • Implementation in 1C for studding of tires, posting of GTDs, trucks cost analysis, trucks tracing, etc. • The analyses of the 3PL services and manage of tenders (transport companies, customs brokers, sea agents, insurance companies, warehouses) • Managerial reports, goods DOT age control and reporting • Winter studdable tires spiking operations in Moscow and Finland WH; goods in- and outbound operations from spiking facilities • Providing of customs offices with all necessary documents for customs clearance (contracts, prices-lists, deal registrations from bank, certificates, CMRs, invoices, transportation bills, information letters and etc.) • Checking of certificates’ availability, cooperation with certification center. • Cooperation with sea agents (Hapag Lloyd, MAERSK, MSC, OOCL) • Working out regulations department documents (duty regulations, functional duties), systems of motivation of employees of department • Analysis of turnover and COGS control • Maintenance of plans, targets in the dates and within the limits of budget

• Managing of the Supply Chain Management Department with responsibility over a staff of 6 person • Continuous optimization of existing workflows and procedures • Planning and Supervision of the local supply chain (stock optimization, active actions on slow moving stocks) • Demand Planning • Responsibility over HSE (Health, Safety, Environment) • Adjustment of existing management systems to group-defined standards • Close cooperation with the central SCM organization • Staff training

• Planning and Supervision of the local supply chain (stock optimization, active actions on slow moving stocks) • Close cooperation with the central SCM organization • Managed business-processes optimization

• Managed contracts with key customers • Product planning and production orders placement • Logistic management (INCOTERMS) and issues (Europe -Moscow) • Provided basic activities for sales, debt management, supply chain • Managed business-processes reengineering • Control of shipments, payments, and fund procurement of goods, work with the warehouse. • Maintain a table of payments, control the flow of scheduled payments from customers • Keeping all data in Sales Department database • Control and increase sales volume based on the AOP budget • Development the new accounts under designated region • Manage the key account past due and credit amount limits

• Accounting management for whole organization. • Preparing optimization of accounting system for GAAP implementation • Business-processes reengineering for operations • Provided accounting for distributed offices and remote locations for structure with head office and branches.

• Provided basic activities for bookkeeping and accounting • Managed public invitations to tenders • Planning and managing business-processes optimization for operations (SADT, IDEF0 models)

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