Maxim Inge

Responsibile for the commercial function and P&L, including sales of logistics and delivery services based on the existing infrastructure of the Teez marketplace. Specifically, monetization of the company’s operational capacities through the launch and scaling of B2B/ B2C/C2C logistics services as an independent source of revenue and profit. Direct reports: Sales, Business Development and Project Managers, Dispatch and Warehouse Team. Key Responsibilities: • Recruitment, hiring, and training. Providing functional expertise. • Development of the annual budget and sales plans. • Ensuring commercial and additional utilization of the pickup point network, warehouse, and courier infrastructure as a source of incremental revenue through the launch and scaling of B2B/B2C/C2C services. • Responsible for the KPI, along with additional motivation programs. • End-to-end development of new company products from scratch. Preparation of technical specifications, descriptions and operational guidelines. • Training in customers search, management, and engagement tools. Key Achievements: • Developed and executed a commercial strategy that enabled scaling of the delivery service based on the existing pickup pionts network and logistic team. In less than one year, achieved over 15% of total marketplace order volume, delivering consistent month-to-month growth in both revenue and order volume, with peak performance reaching 2x month-to-month growth across all key metrics. • Initiated and launched new products “from scratch,” from business hypotheses to commercial releases, strengthening the company’s position in the C2C\B2C segments. • Implemented and launched several internal improvements that reduced logistics costs, increased profitability from the existing order volume. • Increased the active customers base fourfold in less than one year. Month-to-month growth of 15–20%. • Developed and implemented customers solutions from scratch, including identification and pricing systems.

Managed a team of 8 emp. (3 sales in Almaty and 4 in Astana/Aktau/Atyrau +1 marketing and retail emp. • Engaging with existing and prospective customers (B2B/B2C/C2C). • Participating in the preparation of the annual budget and sales plans, developing, and implementing strategies, short-term promotions and campaigns, and monitoring the achievement of revenue and profitability. • Developing, implementing, and ensuring compliance with business standards, policies and procedures, sales department incentive schemes, and other motivational activities. Preparing reports on the sales dept activities and impact on market positions. • Managing, training, and motivating the sales dept, including telephone sales, retail and marketing, and lead qualification. Driving business growth through expert support and KPI analysis. Training on tools for finding, managing, and interacting with customers. Regular business trips to meet customers in Astana, Aktau, and Atyrau. • Implementing and managing sales automation to improve operational efficiency. Analyzing and auditing sales processes. F2F meetings with all sales channels to discuss results, adjust plans. • Identifying and developing of a partner points network, their training, support, and results. Key Achievements: • Adapted digital marketing, built and developed of a retail partners network, participated in B2B/B2C sales, which resulted in annual revenue growth (+13.78%) and profit growth (+18.84%). Developed and implemented strategies that maintained market leadership in transportation (+52%) and enabled the launch of new services. Implemented projects for delivering shipments at partner points/lockers. • Participated in attracting over 3000 customers, adding +1000 new customers annually, which allowed the company to generate an additional +€1.5 million in annual profit. Managed an active portfolio of 2000 clients with annual revenue exceeding €20 million. • Successfully implemented electronic document management systems.

More than 100 active customers in the portfolio. Responsibilities: • Key Responsibilities: Conducting sales to key customers (B2B & B2C) in accordance with the company's global and local sales policies. Developing and maintaining relationships with existing key customers, as well as acquiring new customers to generate revenue and profit. • Collaboration with Client Company Executives: Conducting meetings, presentations, and webinars with senior management representatives of key customers on a regular basis, in accordance with global and local sales policies, with the aim of generating new and additional revenue, retention, and handling objections. • Tenders and Procurement: Regularly monitoring active procurements, analyzing, and participating in tenders. • Individualized Approach: Developing, coordinating with customers and other company departments, managing, and monitoring the progress of special projects that deviate from the company's standard products. • Monitoring Key Performance Indicators and Training: Tracking and achieving key performance indicators for sales, acquiring new customers, and generating additional volume from existing customers, taking corrective action as needed. Applying cold calling and visiting techniques, storytelling, and insights. Continuously learning new sales skills and studying new company products for subsequent effective sales to customers. Key Achievements: • 2017 Sales Champions Club, The Best DHL Express Employee for Sales; • 2021 Sales Champions Club, The Best DHL Express Employee for Sales; • During my time in this position, as the sole representative of the Major Customer channel, direct sales for the channel increased more than 3 times (monthly revenue of 120k EUR to 324k EUR / active customers 89 – 110); • Implemented 3 new non-standard profitable projects.

More than 200 active customers in the portfolio. Responsibilities: • Key Responsibilities: Executing sales to customers (B2B & B2C) in accordance with the company's global and local sales policies. Developing and maintaining relationships with existing customers, attracting new customers to generate revenue and profit. • Relationships and Meetings with Customers: Conducting meetings, calls, presentations, and webinars with customer representatives on a regular basis in accordance with global and local sales policies to generate new and additional revenue, retain customers, and handle objections. Adhering to and meeting KPIs for the required number of calls and visits to customers. • Contracts, Tenders, and Procurement: Working with official documents, contracts, and agreements, editing, drafting, and coordinating them. Regularly monitoring active procurement activities, analyzing them, and participating in tenders. • Commercial Territory: Adhering to the existing discount policy, regularly applying skills to find new customers using all available online and offline means, including cold calling and cold visits techniques. Developing the number of active customers in the assigned commercial territory. • Key Performance Indicator Monitoring and Training: Tracking and achieving key performance indicators for sales, attracting new customers, and increasing sales volume from existing customers, taking corrective actions as needed. Applying cold calling and cold visits techniques, storytelling, and insights. Continuously training in new sales skills, studying new company products for their subsequent effective sales to customers. Key Achievements: • During my time in this position, the direct sales commercial territory grew more than 2 times (monthly revenue of 73k EUR to 110k EUR / active customers 93 – 195); • The number of lost customers for various reasons in the territory did not exceed 5%; • Recognized as "Employee of the Quarter" twice for sales performance.

More than 600 customers in the portfolio. Responsibilities: • Key Responsibilities: Conducting telephone sales to customers in 7 cities of Kazakhstan (Almaty, Kostanay, Semey, Kokshetau, Karaganda, Petropavlovsk, Zhezkazgan) in accordance with the company's global and local sales policies. Developing and maintaining relationships with existing customers, attracting new customers to generate revenue and profit. • Collaboration and Sales Plans: Calling customers according to a daily call plan on a regular basis in accordance with sales standards, to generate revenue from new and existing customers. Adhering to and meeting KPIs for the required number of calls to customers. • Contracts, Tenders, and Procurement: Working with official documents and agreements, editing, drafting, and coordinating them. Regularly monitoring active procurement activities, analyzing them, and participating in tenders. • Commercial Territory: Adhering to the existing discount policy, regularly applying skills to find new customers using all available online and offline means, including cold calling techniques. Developing the number of active customers in the assigned commercial territories in several cities of Kazakhstan. • Key Performance Indicator Monitoring and Training: Tracking and achieving key performance indicators for sales, attracting new customers, and increasing sales volume from existing customers, taking corrective actions as needed. Applying cold calling techniques, storytelling, and insights. Continuously training in new sales skills, studying new company products for their subsequent effective sales to customers. Key Achievements: • The direct sales territory grew more than 2 times (monthly rev of 43k EUR to 78k EUR); • The number of cities serviced increased from 4 to 7; • The number of active customers doubled (active cust 154 – 377); • "Employee of the Month" 3 times for sales performance; • "Employee of the Month" 2 times for demonstrated initiative and suggestions.

Responsibilities: • Standard Procedures: Receiving and dispatching shipments or cargo in accordance with the company's internal procedures and standards, providing high-quality information on products and services to customers. • Ensuring a high level of service, contributing to attracting new customers and developing the company. • Flexibly solving assigned tasks and achieving quantitative results while maintaining consistently high quality. Key Achievements: • No complaints from management or customers; • Regularly achieved 100% of assigned KPIs.

Responsibilities: • Standard Procedures: Ensuring timely delivery and timely shipments pick-up in accordance with current company procedures and security policies. • Applying effective customer interaction skills, working in non-standard situations, planning • Working hours depending on the volume of requests and deliveries, working with company equipment. Key Achievements: • No complaints from management or customers; • Regularly achieved 100% of assigned KPIs for delivery.