OOO "Softrame" (Development of IT solutions on . Net for B2B / Port Bronka (Modern deep-water port, 7 berths) Saint Petersburg, www.softrame.ru Information technology, system integration, Web portal - System integration, automation of technological and business processes of the enterprise, IT consulting Head of Sales / Head of Product Development (Systems) ► KEY COMPETENCIES / Cumulative experience: — 10+ years of experience in promoting complex integrated IT solutions for the B2B segment (Enterprise). — Proven experience in project sales. — Full-cycle project management: from sales to implementation and support of software at customers. — Confident experience in negotiating at the level of decision makers, as well as top managers of companies. — Preparation of commercial proposals, participation in tenders, negotiation of contract terms. — Formation of an up-to-date project sales funnel, assessment of potential implementation, conversion, analytics, identification of project risks, their minimization. - Forecasting income from transactions, reporting. - Development and implementation of strategies to increase sales volumes, increase conversion. - Interaction with related divisions of the company, management of cross-functional teams. - Optimization and automation of the sales department, work in CRM. - Mentor, playing coach for the team. ► ROLE in Softrame: - Formation of a sales strategy and product line in terms of custom development in the logistics company segment. - Development of presentation materials and promotion of the company to potential customers as part of participation in the Trans Russia 2025 exhibition. ► RESULTS: - Negotiations were held with 2 key large customers in the field of transport logistics. RESULT: the project is in the status of confirmation of funding. - A company brand book was developed, meetings were held with potential customers as part of the Trans Russia 2025 exhibition, 90+ companies. An information mailing was sent to companies. ► ROLE in “Port Bronka” (related urgent project): — Ensuring the operability and development of TOS-class systems. — Interaction with production units to identify areas for development. Setting tasks for adapting and modernizing systems in accordance with emerging needs. ► RESULTS: — An analysis of the current IT landscape was conducted. Recommendations were developed for correcting errors in the operation of disparate systems and switching to a single management system. — Recommendations were formed for modernizing and optimizing current IT solutions in accordance with new business tasks. — A set of measures was prepared and carried out to improve the level of competence of the personnel of structural units in working with the SOLVO.TOS system. — The level of technical support and maintenance service for internal and external users of TOS group systems was increased.

Consulting, Selling TOS, WMS system, integration, hardware equipment Solvo / Development and implementation of information systems for logistics automation Saint Petersburg, www.solvo.ru Information technology, system integration, Web Portal - Software development - System integration, automation of technological and business processes of the enterprise, IT consulting Key Account Manager, TOS direction ROLE: — Implementation of a full sales cycle of terminal management systems SOLVO.TOS. (container and multimodal terminals) and warehouse logistics management systems Solvo.WMS, system integration. TASKS: — Identification of needs, express analysis, formation of a budget estimate of the project. — Formation of a commercial proposal. — Conclusion of contracts for different areas and stages of the project (services, equipment, licenses, support). — Coordination of structural divisions at all stages: sales, implementation and support. — Participation in exhibitions and conferences. — Consulting on reorganization and optimization of business processes using these systems. RESULTS: — Conducted personal sales (complex integrated projects of software + equipment) to 20+ customers. ► PROJECT PORTFOLIO (sales, implementation, support). TOS: "ATASU" (Kazakhstan); "ULTRAMAR"; "Ekaterinburg Transport Terminal", "Novosibirsk Transport Terminal", "Terminal Seroglazka", "ULS"; "OLS" (Uzbekistan); "Norilsk Nickel" Murmansk Transport Branch", "International Sea Trade Port Aktau" (Kazakhstan); "Freight Village Kaluga"; "South Ural TLC"; "NMTP"; "Port Bronka". WMS: "Terminal Seroglazka", "Voronezhsintezkauchuk" (Sibur Group), "Yarfarma" (pharmaceutical distributor), "Univita Group" (food distributor), etc. — The sales system has been modernized, team work standards have been developed, and the methodology for calculating project costs has been optimized. — Contract templates have been developed. — Related software has been implemented to optimize the work of the sales department and projects. — Regularly served as a mentor for the sales team. — Awarded a certificate for active participation in the company's projects. ► EFFECTS of project implementation: — The speed and volume of cargo handling has been increased by 30-35%. — The level of commercial defects has been reduced by 90%. — The level of transparency and manageability of business processes has been increased. — Reliable and complete information for making management decisions in real time. — The level of service and satisfaction of counterparties has been increased. The client receives prompt and reliable information in real time. — Due to the implementation of the TOS system, the convenience of work and speed of service with terminals has been increased.

Sales of the following systems: ERP (Microsoft Dinamics AX), CRM (Microsoft Dinamics CRM), EAM (Imaint), APS (Ortems), Corporate portal (Microsoft SharePoint Services). Projects: GTK Rossia (avia carrier), Constructor Rus

Responsible for running CRM projects(for finish companies mainly which have activity on Russian market ore desire to start): 1) market and customer knowledge (external analysis, internal analysis), 2) corporate strategy (segmentation, segmentation objectives and service offering, segment value added), 3) operational models (serving segment needs, organization, skills), 4) processes (projects, customer service, production and logistic, procurement, networking), 5) information management, 6) business control, 7) change management (learning tools, commitment, basic skills, communication, appying skills in daily work). Participated in projects for: Fazer, Tikkurila, Yit, Atria, Unikulma, Meira Nova, Codi, Suominen. Have opened local office in Saint Petersburg and kept maintenance.