Дмитрий Колосков

Serves as key interface or liaison between the account, Inside Sales, Service and Support, Business Ops, Sales Ops, Marketing and Billing/Accounting.
Responsible for cross-selling solution offerings to the assigned channel account and their internal channels and teams to drive new business or leads to Inside Sales.
Requires strong relationship management, sales skills, sales support, and account maintenance/management skills in order to ensure a high level of customer satisfaction and work to maximize revenue and profitability.
Schedules and conducts regular meetings with channel accounts to review pricing and procedures, discuss customer-specific issues, review performance/value, position new solutions and provide ongoing training.
Promotes customer confidence in NCR, which will lead to long term business relationships.
Fulfills the role of expert on all channel account requirements for the assigned accounts and escalate any issues, as necessary, to the appropriate parties.
Identify, document and inform appropriate parties of any account-specific requirements (i.e., billing/invoicing, shipping, etc.).
Obtains channel account or industry information that assists in responding to customer's needs and requirements.
Understands the formal and informal decision making process within each of the accounts.
Targets identified representatives of existing and assigned accounts; Partners with other business units to expand cross-sell opportunities.
Recognizes the channel accounts key challenges in their business operations and identify products and solutions to their customer's area of need; Identify possible opportunities for other business unit or division solution offerings.
Responds constructively to minimize difficult or negative issues and partners with internal support groups to ensure total customer care.
Tracks the sales process through forecast submissions for assigned accounts.
Designs a plan to effectively manage his/her assignment in order to maximize incoming revenue and profits, and to meet the weekly, monthly, quarterly and annual quota objectives.
Responsible for primary accountability for ensuring that assigned accounts are being properly serviced by NCR in a manner that reflects NCR's commitment to delivering high quality products and services; Track growth/decline within accounts.
Leverages all NCR support groups and internal resources in order to service the customer in order to retain and potentially grow the level of business in each assigned account.
Identifies NCR's major competitors in the account and assess the competitor's products/services, and compares their strengths and weaknesses relative to NCR's.
Clients: Spar MV, Megapolis/Victoria/Dixi, Leonardo, Vernyj, Detsky mir, Voentorg
Partners: Shtrih-M, RRC, HRS, Crystal, Vesy, Terlis, System Group, HelpLine, Soatron, CNS

Objectives and scope of the job:
Accelerate growth in the Russian Market. Develop and support distribution channels.
Evaluate and exploit new market opportunities.
Tasks / Activities
• Analyze market and develop growth strategies
• Develop entry strategies for new segments
• Support distributor to grow the business for R&M
• Establish and maintain contacts with End-Users, System Integrators and Planers to become preferred supplier on key projects
• Align with Region NEE to develop the right product ranges to meet requirements in Russia & CIS
• Organize training seminars and workshop for key partners and customers
• Coordinate the introduction of new products
• Monitor the effectiveness and efficiency of our distributor
• Evaluate and assign new distributors
• Participation at international sales meetings
• Work in international key accounts teams
Responsibilities:
• Planning and implementation of sales strategies
• Preparation of yearly sales strategy, sales plans and agreed reports
• Achievement of sales budget and target margins
• Defining product range and pricing policies for Russian market
• Managing R&M office
KPI: Increase booking 2014 – 50%, 2015 – 58%
Customers: Novatek, Russian Post, Ministry of Internal Affairs, Unicreditbank, METRO C&C, IKEA, TransMashHolding, RosOboronExport, DataPro, IXCellerate, Sberbank RF
Partners: Technoserv, Croc, Asteros, Televik, I-Teco, Huawei.

Primary Responsibilities:
1. Identify new sales prospects – build and execute a sales plan for assigned territory with minimal managerial oversight.
2. Leverage and Nurture Cisco Advanced Security partner base and relationships.
3. Control the sales process and drive leads to closure – generate revenue.
4. Work closely with Cisco regional sales managers.
5. Manage Regional Security Products Sales Team (PSS, BDM, CSE & VSS)
Secondary Responsibilities:
1. Manage the customer relationship for existing Transformational and Strategic accounts and up sell new Cisco BN Security products.
2. Develop deep understanding of product capabilities and value proposition and be able to present to customers and prospects in a highly effective manner - both at an engineering and executive level.
3. Forecast revenue and products plus update sales activity to upper management
4. Negotiate sales transactions
5. Work with existing team and be able to leverage the full extent of Cisco resources to overcome competitive pressures and tactics
6. Attend industry forums, tradeshows and events as required
Customers: Gazprom Group Companies, Gazpromneft, Megafon, MTS, Rostelecom, RZD, Central Bank of Russia, British Gaz, Mosoblduma, Moscow Government, Alfabank, Raiffeisenbank, Sberbank, Cabinet of Ministers of Ukraine, KAPO – Estonian Security Police, Riga City Council, Baltika Brewery, X5 Retail, Moldtelecom, Ukrtelecom, etc.

• Selling Cisco portfolio to existing and new accounts in Russia and CIS countries.
• Direct and manage activity of Cisco Kazakhtelecom Account Team (AM, SA, SE).
• Managing & developing these accounts, to maximize turnover and profit
• Hitting personal targets and contributing to overall profitability, success and positive image of Cisco in the marketplace.
• Implement the sales strategy to ensure that sales targets are met or exceeded in marketplace.
• Develop and maintain relationship with new and existing clients to expand sales.
• Indentify new accounts to sell products and services to, to fulfil turnover objectives.
• Maintain a high-profile Cisco presence in the marketplace through the creation of win-win situations with customers that turn a sales relationship into a long-term commercial partnership.
• Control costs to ensure that expenditure is being managed in line with budgets.
• Develop and deliver accurate sales forecasts in line with business objectives.
KPI: Total booking 2007 - 8M$, 2008 – 12M$, 2009 – 15.8M$
Customers: Kazakhtelecom, Mobile Telecom Service (Kazakhstan), AzTelecom, UTG (Georgia), Armentel (Armenia).

• Develop and maintain strong working relationships with existing and potential Panduit business partners (end users, consultants, installers, OEM's, contractors etc) to identify
opportunities and stimulate demand for Panduit solutions, through specification strategy and
activities
• Organize and implement training programs for active and potential customers, as appropriate
• Maintain comprehensive customer opportunities lists and files for the designated territory
• Make field products demonstrations to current and prospect customers
• Monitor competitor sales, marketing activities and pricing levels, and give feedback to EMEA management
• Submit weekly itinerary and analysis of promotional and marketing visits to area management
• Provide feedback to management on customer demand and product needs for the Datacom and Electrical market. Also provide management with input, data and information for the preparation of business plans
• Monitor and report on customer satisfaction with the quality of Panduit products and services
KPI: Increase booking 2005 – 50%, 2006 – 28%
Projects: Sviazinvest group: Dalsviaz, UralSviazInform, Sibir’Telecom, CentrTelecom; MTS, MTK-Comcor, Ingosstrakh, Alfa-Bank, Pension Fund RF, Russian Post, General Dynamics, Lukoil-Inform
Distributors: Marvel, Brow Bear Company, DNA Trading, System Integrators: Net Dialogue, TechnoServ A/S, Microtest, Croc Ural, Race Communications