Редактор-переводчик

Описание

Igor Opeshansky – ОПЕШАНСКИЙ Игорь Владимирович
Zelenograd 1812-151, 103683 Moscow, Russian Federation
phone:(916) 406 99 64 mobile;
E-mail: ivo.59@mail.ru
_______________________________


Objective

Position as a Senior Consultant or Global Strategy Development Director or other within a prestigious US or West European company associated with a large scale business within Russia/CIS.


Professional Employment



January 2010 until present




SALES & MARKETING DIRECTOR RSA LIGHTING, RS AUTOMATION OF RS GROUP
Managing Sales & Marketing activities in LIGHTING incl. Ex- LIGHTING.
Responsibilities include:

• Develop lighting strategies
• Sales & mktg activities relating to sales of partner companies







March 2006 to April 2009


MANAGING DIRECTOR, COOPER INDUSTRIES Inc. (USA).
Managing Sales & Marketing activities of one of world’s leading electrical
and industrial groups in Lighting incl. Ex-proof and Façade Lighting, Fire
& Safety, Emergency Lighting, Power Systems and Tools (Hand and Power
Tools). Responsibilities included:

• Develop divisional strategies applicable for country;
• Overall co-ordinating responsibility for all Sales & Mktg activity relating to sales of Cooper products in Russia, Ukraine, Belarus and Kazakhstan – 8 Divisional groups and about 12 business units
• Creation and development of an effective selling organization;
• Develop business and action plans;
• Co-ordinate sales targets and budgets with divisions and apply to country budgets;
• Sustain communication with divisions on mktg plans, development progress and support;
• Work with finance/accounting and legal outsourced agents to ensure entity troubleless daily operation;
• Set up distribution, SI and partner network capable to sell effective business quantities and $ volumes;
• Develop country regional activity. Offices/personnel set up in following locations: St-Petersburg, N-Novgorod, Kazan/Ufa, Samara, Tyumen;
• Set up targets and control implementation with Activity Managers;
• Run staff of 14 subordinates;
• Take responsibility for following T/O: 2006 - $8,6M; 2007 - $9,7M; 2008 - $15,5M

Reporting to VP International Operations.



June 2005 to February 2006


GOVERNMENT RELATIONS (GR) MANAGER, SCHNEIDER ELECTRIC (France).
Managing GOVERNMENT Relations. Responsibilities included:

• Develop GR strategies;
• Reinforce company positioning across the country federal structures;
• Investigate and ensure company participation in global federal events and campaigns;
• Develop loyalty of state regional and municipal authorities to enter long-term prospects/projects;
• Find information on variuos big opportunities in energy, infrastructure, industry and construction;
• Prepare reporting to MD on various lobbying opportunities and expected growth in remote areas and districts;
• Seek company access to variuos tender projects through loyalty and personal contacts
• Play role in company through various policies to win more customers and local support

Reporting to Country Mgr.



March 2000 to June 2005


CHANNEL SALES MANAGER SYSTEM INTEGRATORS, SCHNEIDER ELECTRIC (France).
Managing sales through Channel SYSTEM INTEGRATORS. Responsibilities
included:

• Develop marketing strategies and objectives for assigned areas of responsibility (Sales Channel SI) and provide recommendations to the General Manager. Implement approved marketing Growth Programs to reinforce market share in order to enhance the long-term growth;
• Manage marketing and business development efforts for Company Product Range with OEMs and System Integrators;
• Develop and follow-up SI Business Action Plan based on
Annual Operational Plan correlated with action plans done by Product
Managers and Marketing Director;
• Conduct market research to assess market opportunities and competitive positioning for the assigned areas of responsibility;
• Advise senior management of Channel development and propose efficient actions for business improvement. Assist senior management in preparing business strategies and sales planning;
• Monitor competition and provide recommendations for Company competitiveness. Inform senior management of marketing issues;
• Develop effective System Integrator communication network to encourage free exchange of ideas to resolve technical or business-related issues. Provide SI with most recent information on Company products and services;
• Coordinate company representation at trade shows and industry meetings under the General Managers guidance. Give professional and competent presentations to large and varied audiences;
• Keep control over order intake through both Russian subsidiary and Export Direct, monthly Order intake updаtеfor further relevant reporting;
• Prepare a Global Reference List RU&CIS by Customer Category, Industry Branch and Application. Prepare Information Bulletins and provide further mailing over to System Integrators;
• Coordinate preparation of technical sales literature to promote Company products to SI network
• Keep control over Channel/Activity budget

Duties also included animation of Company Alliances Network by way of
Customer visits, both Quarterly and Annual Channel Conference in a form of
Schneider Automation Club; refocusing some of the specialized industrial
application activity (like Petrochemical, Steel, or Automotive) on its core
business of Industry with its 2 highly complementary activities of
Automation and Industrial Control mainly through big and medium size System
Integrators. Activity includes among other functions day-to-day System
Integrator Customer support and satisfaction with objective to provide a
comprehensive product and service offering and make the business more
competitive through a significant reduction of total cost of Engineering-
based projects.


Above all, activity implied a productive dialogue between the Company and a
Partner to identify areas of potential business improvement.
2000 SI Channel turnover estimated at 3 MUSD through the Russian subsidiary
ZAO SCHNEIDER ELECTRIC) and 1,25 MUSD through Direct Export.
2001 January-May sales volume through SI Channel network was at 7,68 MUSD.
2002 registered 4,89 MEURO. 2003 was at 10 MEURO.

Reporting to Country Zone Manager and Sales Director.




September, 1998 to February, 2000


ACTIVITY MANAGER INDUSTRY RUSSIA/CIS/Baltic states, SCHNEIDER ELECTRIC
(France).
Managing Automation and Industrial Control activities with SCHNEIDER ELECTRIC specializing in process control and PLC sales for Russian Federation and CIS automation product consumers. Staff of 4 engineers (product technical support and sales) and 1 assistant. Budgetary planning and marketing research, system integrator activity promotion.
Functions and duties included:
• collection and assessment of market intelligence, identifying Customer requirements, attitudes, and preferences as well as competitor efforts to satisfy Customer needs
• preparation of scorecards for measurement purposes and strategic planning
• providing marketing input for proposals, specifications, business agreements and sales information
• preparation of market forecasts relating to assigned programs, products or regions
• participation and delivery of marketing presentations as appropriate
• establishing and maintaining close liaison with CIS regulatory and some governmental authorities to ensure compliance with regulations and requirements
• fostering and maintaining relations with government, industry and associations to obtain marketing planning information and other useful data
• monitoring and evaluating legislation, politics, economic planning and technical developments which might affect market prospects; making appropriate recommendations

Turnover at 3,2 MUSD in 1999.

Direct reporting to RU&CIS Country Manager.





June, 1996 to August, 1998


ACTIVITY MANAGER AUTOMATION RUSSIA/CIS, SCHNEIDER ELECTRIC (France).
An automation division with Groupe SCHNEIDER representing the brand names of Modicon and Telemecanique programmable logic controllers.
Position included marketing and sales activity in automation market.
Making competitive price analysis against both foreign and domestic competition.
Turnover of 2 MUSD (approx. 14 MFF)in 1998 with a steady 12-15% growth against 1996/1997.
Reporting to Country Zone Manager and AUT Marketing Director in Germany.



October, 1995 to June, 1996


PRODUCT and SALES MANAGER AUTOMATION RUSSIA/CIS, AEG SCHNEIDER Automation – a joint venture between AEG and Groupe Schneider.
An automation joint venture between AEG of Germany and SCHNEIDER ELECTRIC of France specializing in process control and project application for Russian Federation and CIS automation customers. Basically, continuation of previous functions.
Turnover registered at DEM 3,8M in 1996.
Reporting to AEG Country Manager in Moscow and Automation Sales Director in Muenchen, Germany.




September, 1993 to October, 1995


Sales Manager automation Russia/cis, AEG MoDICON.
Operation with AEG of Germany since 1988 after Deimler Benz bought Modicon PLC production and sales from GOULD ELECTRONICS (USA). Responsible for MODICON operation and sales(Modicon stands for Modular Digital Control - was and in many ways still is a US based company headquartered in North Andover, Mass. and Seligenstadt, Germany- one of the world leaders in process control by means of a PLC - Programmable Logic Controller). Dealing with at least 35 Russian and CIS companies, factories and plants on the automation basis, and supervising the staff of 3 engineers, and 1 assistant.
Making a business target of DEM 2,5-3,5 M per annum on component sales.
Reporting to AEG Modicon Sales and Technical Support Manager in Muenchen, Germany.


January, 1993 to August, 1993


Commercial representative, eurotherm process automation ltd., a uk based company represented in russia by tcs – turnbull control systems lTd.
Worked with major oil and gas, steel and pulp&paper Russian customers in Moscow, Moscow area and all across Russia to incorporate smaller control devices into the larger Distributed Control Systems for various process applications.
Reported to a Zone manager in UK.



October, 1988 to December, 1992


sales engineer, first soviet-american joint venture “applied engineering systems” between USSR Ministry of oil and petrochemicals and combustion engineering, inc. of the united states of america, later absorbed by abb/Asea Brown boveri.
Responsible for some projects at Moscow Oil Refinery, as well as Ufa Oil Refinery. Sales included Valve and Switch Control devices, Flow and Density Meters, some electronic parts of a Distributed Control System (MOD300), e.g. PLC devices, as a tool to plant revamp.
No personal budget. Reported to Company Sales Manager.


Education

1993/1994 Training on Programmable Logic Control at AEG facility in
Munich, Germany

Company internal training on:
1997-1999 Finance and Accounting
Customer Orientation
Company Internal Processus

1981-1986 Moscow Linguistic University, Moscow, Russia

Riga Polytechnical Institute,
1977-1981 Process Control Systems Faculty, Riga, Latvia
Secondary School in Riga, Latvia

1967-1977



Other skills and qualifications:

• Well acquainted with engineering activities of Project Design Institutes as well as R&D organizations, and End Users in Russia
• Good understanding of the current Russian industrial market
• 24 years of experience in a Western-type business culture
• sound knowledge of competition
• PC literate (MS Office complete)
• Ready and willing to contribute to company’s success
• Self-motivated
• Target oriented and committed
• Good communicator
• Team player
• Troubleshooter through a positive energetic approach
• Fluent command of English, pre-intermediate French, very little German, little
Spanish and Latvian. Immaculate Russian






Other personal data and marital status:


• Born November 16th, 1959
• Married, with a son
• Driver’s licence B