Company transformation to FinTech, products development, retail sales

Managing the company in 3 markets of its operations (Armenia, Belarus and Georgia). Seeking for the new opportunities for the business as well as new markets.

Responsible for development and implementation of the company’s sales and marketing strategy, year-to-year company’s increase in profitability and intervention in new markets. Represent over 40 worldwide brands in Armenia. ✓ Marketing department management ✓ Sales and marketing strategy implementation ✓ Country wide company’s cooperation operating and improvement with over 4000 B2B customers ✓ Sales forecast and planning with P&G and another brands HQ yearly based ✓ Budgeting ✓ MFT meetings participation and presentation ✓ Exhibitions participation ✓ New opportunities to increase company sales and profitability ✓ Etc.

As a Commercial Director I am responsible for the strategic leadership for defining the commercial path to growth and profitability of our Group and the establishment of a world-class sales process and infrastructure: • Strategy: Develop and implement the company’s sales strategy to ensure that the company identifies and optimize a clear path to aggressive growth. • Sales Results and Profitability: Distributors to exceed P&L and profitability targets. • Global Accounts: where appropriate for the company, implement international customer strategies by country and channel that meet or exceed assigned key account sales targets and support the company's growth & equity objectives. • Product Differentiation: Drive product differentiation strategy and differentiation execution worldwide. Ownership of sales execution and achievement of sales targets. • Annual Sales Plans and Execution: Own executive follow-up on the implementation of country and distributor sales plans with market leadership, including: sales, budget tracking, forecasting, ordering, pricing, distribution milestones, initiative execution, or any agreed KPI"s. • Distributors: Own distributor performance, compliance and interface with the company and ensure that our distributors maximize growth potential. • Trade Marketing: Own POS execution and implementation. Lead development of Trade Marketing plan with objective that all channels, markets and distributors support and join. Lead Trade Show execution worldwide. Co-manage Trade Marketing Manager. • Distribution: Identify distribution gaps and opportunities and close them. • Inventory: Track and own product aging and inventory management together with product teams and logistics. Drive successful depletion of slow moving inventory. • Sales Initiatives: Champion sales initiatives together with marketing to maximize sell-in opportunities across markets. • Sales Materials: Execute and own all sales materials. • Pricing: Team with Marketing to implement smart pricing strategy across markets. Execute price increases as necessary. • Trade Allowances: Own trade discounts and allowances. Provide transparency and optimize trade spending in our wholly-owned markets. Build for growth: putting in place building blocks for present and future growth • KPI"s: Establish and implement sales KPI system for sales teams and distributors. • Best Practices: Own ongoing commercial best (and worst) practices and share broadly. • E-Commerce: Lead the company"s e-commerce team to grow and exceed P&L and profitability targets. • Sales Channels: lead channel strategy and seek out-of-the-box sales channel opportunities

GM - management of the company: • Tableware department management. • Sanitary department management. • Financial and analytic reporting to Villeroy&Boch AG headquarters in Germany and Luxembourg. • Projects management. • Human Resources Management – coordination of staff employment, coordination of training, organization of yearly-based training for qualification increase. • Participation in worldwide exhibitions. • Marketing Department Management: brand PR in local market, brand presentation, • Planning and forecasting of financial expenses of the company. • Etc. Company Management As the company CEO, I am representing the following brands: • Villeroy&Boch Tableware (www.villeroy-boch.com) • Villeroy&Boch HoReCa (hotel and restaurants) • Villeroy&Boch Sanitary and Wellness • Villeroy&Boch Tiles • Dornbracht (www.dornbracht.com) • Bisazza Srl (www.bisazza.com) • Geberit (http://www.geberit.com/en/index.html) • Prolicht (www.prolicht.at) • WMF (www.wmf.com) • WMF HoReCa (hotel and restaurants) • Egizia (http://www.egizia.it/) • Robbe&Berking (http://www.robbeberking.com/flash.html) • Alfi (www.alficarafes.com) • Schott Zweisel (www.zwieselkristallglas-shop.com) • IHR (www.ihr.eu) • Krebs and Lauscha (www.krebslauscha.de) • Edelman (www.edelman.nl) • Kaemingk (http://kaemingk.com/) Also, working with Poggenpohl kitchen, Gaggenau kitchen appliances, Bassano parquet, Fendi Case of Fendi furniture, Kenzo Maison in furniture, etc. As the CEO, two showrooms have been installed in Yerevan under my control and participation: Tableware and Sanitary and Wellness (images attached) in total with 45 employees, plus Accounting company with 12 employees, plus our customs clearance brokers company with 9 employees. Construction: • Cooperation with brand (Villeroy&Boch) headquarters in showroom planning, • Local showroom space selection and agreement with brand headquarters in Luxembourg, • Construction works planning:  Construction company selection  Pre-construction works on budgeting  Construction phases determination  Time schedule determination  Control of construction works to face the budget, planning and time schedules,  Etc. Installation: • Cooperation with Villeroy&Boch and WMF Area Managers in Germany on showroom presentation (shelves, stands, show tables, products, etc.), • Trainings of country managers in Germany and Luxembourg (Mettlach, Merzig, Iserlohn, Rappers Will, Verona, Gaislingen, Bad Uberkingen, Luxembourg), • Worked for two weeks (for practice) in Villeroy&Boch Tableware and Sanitary ware shops in Luxembourg, • Technical training in Switzerland in Geberit offices • Took part in export department work, • Took part in warehouse logistics organization • Etc. • In pre-opening period sales staff and back office managers attraction, • Training of sales staff include:  Direct sales to final customers  Product presentation  Brands philosophy  Brand push up in local market  Service training on brands European standards  Showroom sales software training based on 1C  Statistics collection  Gift cards intervention  Wedding celebrations support  Etc (for other training please see my CV) Operations: • Ongoing shops control, • Ongoing sales control, • Shop managers control, • Weekly meetings with managers (shop managers, back office managers, logistic managers) on currently company development and problems issues, • Daily sales and turnover control by brands, • Etc. Accounting: As we outsource Accounting service, I have been in tight cooperation with the outsourced Accounting Company in following stages: • Company’s all agreements check-up and tracking. • Day-to-day sales data provision, • Fixing of errors on sales’ mistakes, • Cash and post-terminals sales data provision, • Tax reports, • Company financial reports, • External partners invoices control, check up, tracking, payments, etc. • Salaries fixation, • Documents circulation, • Staff holidays organization, • Staff time table creation in accordance to Labor Code of the Republic of Armenia, • Bonus payments, • Etc. Financials: I am responsible for all internal and external transactions of the Company and those includes: • Salary payments, • Internal payments and tracking of local services for the Company • External partners payments • Currencies (EUR, USD, AMD) accounts billing and tracking, • Tax payments (income taxes, VAT, social and pension taxes, rent taxes, residence taxes, etc.) • Internet banking of the Company financial flows, • Reports check up on the transactions and commissions, • Cash flow control and carry out, • Shadow cash flow control and carry out, • Budgeting, • Financial planning, • Rent payments for 2 showrooms, • Credit line payments, • Etc. Reporting: All managers should provide me with reports on sales, on staff issues, on marketing programs, etc. Shop managers provide with daily-based reports on sales. With the data from managers, it is my responsibility to create analytic reports for the Board of Members on shops development. Furthermore, I am responsible for brands development analytic report to brands headquarters in Europe. Orders handling: (control the showrooms’ shop managers work)(at first done by myself) • Based on sales, holidays, season and other external factors showrooms orders fixing, • Check of the availability, delivery dates and status of the inquiries, • Order confirmations, • Payments to external partners in accordance of each partner Terms and Conditions, • Availability check up and tracking • Delivery organization. • Projects handling (still done my direct participation) such as hotels provision with sanitary and tiles products, restaurants. Custom clearance (at first done by myself, later hired the responsible person): • External partners invoices check-up before loading and sending the cargo to our warehouse in Reutlingen, Germany, • Control of transport and logistic company loadings, • Cargo tracking, • Before importing, work with customs brokers on pre-custom clearances (mostly on customs tariffs fixation, product meaning explanations), • Invoice and CMR comparisons, • Packing lists and invoices comparisons, • Calculation of customs clearance fees, • Once cargo arrived, unloading to our warehouses, • Control of directly customs clearance operations, • Control of cargo delivery to the Company’s warehouse, • Control of all tax and revenue documents delivery to our Accounting company, • Control of cargo check in fact. • Organization of products deliveries to the showrooms and all required documentation circulation. Promotions and marketing: • Budget planning, • Time scale planning, • Marketing channels determination, • Ordering of showrooms decorations for sales, • Cocktail event organization (mostly for architects and interior designers in sanitary showroom), • Control of internal sales software modifications for sales (discount implementation, bonus system, gift cards, etc.) • Control of in time customers informing on sales dates and details (mostly via SMS, radio ads, TV clips), • Ads planning with brands headquarters in Germany, Italy, Austria, Switzerland and Luxembourg), • Control of ads in time start-up and end, • Analytics of ads results. Distribution: The numerous brands we represent are also the matter for distribution that mostly means work with malls and supermarkets: • Control of required products deliveries, • Determination of products range to be represented in malls, • Control of product presentations on our stands, • Sales statistics storage, • Payments control, • Promotions organization, • Orders handling, • Agreements to be implemented.

1. Presidential board and partners reporting Provide the presidential board with the sales reports. Create and provide the presidential board with the traffic analytical reports. Reporting via Presentations. Operation Policies creating and providing with them the presidential board. Provide partners with the financial reports. Provide partners with specific website activity reports. 2.Current Operations. Manage all stages of the project lifecycle. Define and scope all approved projects with concept owners, and design full project implementation plans for approved projects in conjunction with project sponsors and core project teams. Work with the Quality team to execute business process improvement initiatives. 3. Monitoring Team management Create the step-by-step monitoring and testing manual of the website. After its approval by the presidential board, its implementation onto the everyday's monitoring team responsibilities list. Receiving test and monitoring reports about the website work and in the cases of website inappropriately work, development team reporting and its corrections and further implementations tracking. 4.Content Team management. Website content on time posting and updating. Editor and content managers cooperations regulating. HTML based website sections creating, posting and updating. 5. Clients (users) Help Sorting the questions of users. Answering their question. Tracking the correspondace from all website emails accounts. Skills: Team management. Work with Microsoft Office (Excel, Word, Powerpoint, Access, Visio). Work with Photoshop product. Communication with the clients and partners skills. 5 languages knowledge (fluent-english, armenian, russian; good-japanese, french) Self management and organizational skills. Customer service/Client service experience. Proven experience leading and implementing operational and commercial projects.

Assistant to the labor economy professor

Cooperation with the European Universities

World Economy, PhD Diploma

State and Municipal Managament, Specialist

Общеобразовательная школа №124 с углубленным изучением английского языка Выборгского района Санкт‑Петербурга

Establishment of Chair for European and International Law, Certificate

American Express, Certificate

Russian-Austrian Enterprise “Business School”, Certificate