Sholpan Sultanova

Responsible for the implementation of brand strategies for Fruktovy Sad, J7, Lyubimy, Adrenaline, Drive Me across Kazakhstan and Kyrgyzstan. - Full ownership of the Annual Operating Plan (AOP) cycle, including development of building blocks, monthly planning, and DMR forecasting. - Organization and execution of shopper and promotional campaigns aimed at customer activation. - Development of POSM strategy tailored to different sales channels. - Close collaboration with the Sales team to ensure strategy execution at the point of sale. - Cross-functional communication with the Finance team, including brand P&L management, profitability tracking, and analysis of key financial KPIs. - Assessment of promotion efficiency and its impact on P&L Additional Role (June – October 2024): Trade Marketing Manager – Baby Food, Dairy, Juices, Energy (Kazakhstan, Kyrgyzstan, Uzbekistan) - Simultaneously managed trade marketing activities for the following brands: Agusha, Lambert, Chudo, Domik v Derevne, Vesely Molochnik, Fruktovy Sad, Lyubimy, J7, Adrenaline, Drive Me. - Applied the “Perfect Store” principles to improve execution at points of sale. - Developed category growth strategies for all assigned categories. - Led AOP planning by building blocks for each category. - Monitored the installation of trade equipment in line with annual targets. - Created and aligned must-have lists and planograms based on sales data and financial KPIs. - Set SDO (Sales Development Objectives) for the field sales team and tracked performance against targets

- Took on a supervisory role in supporting broader Planning & Analytics team processes. - Managed task allocation and role distribution across a team of 6 analysts, 3 countries Central Asia. - Participated in recruitment and onboarding of new analysts; supported training and integration. - Accelerated ad-hoc request processing, providing assistance and guidance to analysts. - Promoted advanced analytics practices and fostered a data-driven culture within the team. Power BI Project Leadership: - Led the development of the first Power BI Sales Overview dashboard for the Kazakhstan business: - Defined process architecture and gathered stakeholder requirements - Aligned the project scope and dashboard design with business needs - Managed communication with developers - Oversaw testing, launch, and active internal promotion of the dashboard among key users Support for Compensation Project Processes: - Participated in the simplification of compensation analytics, including cross-functional collaboration and partner engagement. - Managed documentation workflow between partners and internal departments. - Developed HR reporting for partner discount calculations: data collection from distributors, personnel data digitization and analysis.

- Designed and implemented reporting systems for OT and eCommerce channels from scratch. - Performed sales analysis by channel (OT, eCom), highlighting current performance, trends, and areas requiring fast action. - Led DMR plan breakdowns across OT channel, including allocation by KAMs, retail chains, cities, categories, and brands. - Contributed to the calculation of annual ACP targets and participated in the digitization and presentation of the 3-year strategy for the OT channel in Kazakhstan and Kyrgyzstan. - Delivered daily sales performance reports and monthly YTD summaries. - Conducted Like-for-Like (LFL) analysis by key clients. - Launched regular NPD (New Product Development) performance report for TOP25 innovations. - Initiated and maintained Hero SKU reports by channel. - Prepared monthly PBR (Performance Business Review) presentations for OT and eCommerce. - Provided ad-hoc analytical and strategic support to the Strategy & Development Manager and KAMs. - Created and maintained the client master database (OT, eCom, AFH) for Kazakhstan using Isales system, including Y-hierarchy structure. - Actively participated in optimization and simplification of the SAP BOBJ system, driving improvements in reporting processes.

- Managed B2B wholesale sales operations, ensuring achievement of sales targets. - Recruited, onboarded, and trained team members; supervised a team of up to 10 employees (KAMs and call center operators). - Achieved +25% sales growth by expanding the client base and increasing product penetration. - Reduced overdue receivables from 45% to 20% by strengthening client financial discipline and implementing tighter control systems. - Maintained stable sales levels during low seasons through targeted client activation strategies. - Actively collaborated with the IT department to resolve system-related issues in the ordering process. - Oversaw the development of a quality system application to improve operational standards. - Supervised a project to integrate bank financing options for wholesale clients. - Successfully transitioned the department and clients to a new ERP system (1C 8) during the merger of two companies under tight deadlines. - Engaged in ongoing customer relationship management, including handling conflict resolution. - Analyzed client sales performance (B2B) using internal system data and external marketing reports. - Implemented maximum price controls directly into invoices to ensure regulatory compliance. - Maintained daily coordination with warehouse, logistics, procurement, planning, pricing, legal, and IT departments.

- Compiled and updated the daily price list for pharmaceutical products. - Conducted competitive analysis using four market intelligence platforms (e.g., Provisor, Vidman). - Managed daily pricing decisions for pharmaceutical and nutraceutical products (Rx, OTC, and dietary supplements) within assigned contracts. - Coordinated procurement and planning orders based on detailed market price analysis. - Optimized reporting on TOP-SKUs using marketing research data; collaborated closely with Viortis, a marketing research agency. - Led preparations for the implementation of a state-mandated price cap system (in line with new regulations), including deep-dive analysis and error resolution. - Implemented a new client analysis reporting system for the sales department to improve decision-making. - Delivered annual sales presentations covering performance by client, contract, and product category. - Maintained close cooperation with Procurement, Planning, and IT departments to ensure data consistency and system alignment.

- Compiled daily and monthly sales plan vs. actual reports, ensuring accuracy and timely delivery. - Responded to ad-hoc analytical requests from cross-functional teams and management. - Collected field data from regional sales teams across the country, ensuring comprehensive market coverage. - Prepared monthly presentations for the Key Accounts team to support decision-making and performance tracking. - Led optimization of monthly reporting processes, improving efficiency and data clarity.

- Calculated bonus payouts for sales team members and insurance agents based on insurance product performance. - Managed monthly closings and data reconciliation in Excel and the 1C Insurance system for a network of over 6,000 MLM agents. - Prepared official bonus approval orders and facilitated accelerated payment processing through all approval levels—from underwriters to the Chairman of the Board. - Led the automation of daily and monthly payment systems, improving accuracy and operational efficiency. - Collaborated regularly with the IT department to automate workflows and support system improvements. - Demonstrated ability to work both independently and within a team environment to meet tight deadlines and ensure data accuracy.

Мехмат КазГУ