Stanislav Vaganov

Responsible for 55 Key Accounts (Russia’s largest fragrance distributors, ~ 7 M EUR/y, ~30% of beauty segment) on Yandex market platform. Accomplishments: ▪ Increased sales by 23% (vs 17% company average, yearly), by: o Improving relationship with clients and their engagement with the market platform o Increasing the number of products (SKU) by 50%, the clients sell on the platform o Advising on best product prices to maximize sales o Promoting platform selling options (order of appearance in search, payment conditions, ads and banners, promotional sales,…) ▪ Ranked 1st (out of 4) on sales in beauty segment for 33 consecutive weeks (selling 42% more than other Key Account Managers) Contributions: ▪ Ensured on-time delivery for his clients by monitored delivery planning ▪ Shared sales reports with team (15 ppl) to decide on sales actions ▪ Extracted and analysed sales data (1C, DataLens, SalesForce) ▪ Lead meetings and presentations with his team and clients

Responsible for 22 Key Accounts (children cosmetics distributors, ~ 0.4 M EUR/y) Accomplishments: ▪ Increased year-on-year sales by 12% on his scope ▪ Overperformed his own objectives by 13% (first 2 quarters) ▪ Acquired 6 large Russian distributors (~15% of segment sales), by: o Running successful prospection campaigns o Promoting the brand’s competitive advantages (quality and product availability) o Preparing attractive commercial offers (pricing, payment terms and lead-time conditions) o Ensuring high quality of service (delivery on time) to retain clients Contributions: ▪ Developed assortment matrices for clients: increasing SKUs from 33 to 100 (for largest Key Account) ▪ Monitored accounts receivables and overdues ▪ Contributed to sales forecasts

Responsible for 30 Key Accounts (optical shops in central Russia, ~ 2 M EUR/year, bw. ~20 - 40% of total company sales) Accomplishments: ▪ Accomplished sales plan, for the first time ever in the region, by: o Ensuring products availability in clients stores o Training sales representatives on the Psychology of Selling o Acquiring 2 new clients per month Contributions: ▪ Monitored Accounts Receivables ▪ Worked with ERP (Russia’s largest software, 1C)

In charge of North-west Moscow Region (20 stores,32 sales rep., 6M EUR sales/y.). Youngest regional manager and the only one (out of 8) that was promoted from sales representative. Accomplishments: ▪ Increased sales by 20% by: o Leveraging his own experience as sales representative o Understanding and following up employee’s motivations o Training teams on product knowledge and sales techniques o Personally visiting every store, being the only regional manager to do so Contributions: ▪ Implemented sales actions plans ▪ Monitored the implementation of marketing campaigns: validated photo reports, controlled stores, etc ▪ Trained staff on selling new collections ▪ Developed motivation training for staff

Worked as sales representative and sales training manager in three stores (bw. ~ 0.3 – 0.7 M EUR / y) Accomplishments: ▪ Turned around three low-performing stores to reach 120% of their objectives by: o Establishing good relationship with clients o Mastering knowledge of products o Providing valuable advice to clients ▪ Promoted to sales training manager, for all other sales representatives in the region (~10), thanks to his outstanding performance Contributions: ▪ Lead development of brands: Dolce & Gabbana, Narciso Rodriguez, Alaia, Issey Miyake, Elie Saab