1. German KUZNETSOV
Russia, 127642, Moscow,
Shokalskogo, 12, 262
e-mail: henry1968@live.com
Cell phone:
Home phone:
+7 916 2016104
+7 499 4783252
Position Head of BU (affiliate, representative office), Commercial
director (Sales director)
Professional achievements and competencies
• Management experience 20+ years (13 years in big international companies with
matrix structure - Saint-Gobain, Beiersdorf AG)
• Turnover up to 40 millions (euro), team up to 90 people
• Increase of sales on annual base +20% - 40% vs. previous year and budget
• Setting up of local warehouse and starting import from EU and US production sites
(inc. financial calculations, defining assortment and stock level)
• Building structure of local team (drawing job descriptions, hiring people, training,
KPIs, assessment)
• Development of client base and building partner’s network in regions (from 30 to
120+), working with various clients (federal distributors, industrial accounts, retail
DIY chains, regional wholesalers)
• Working out of business strategy, commercial policy and putting them in place
• Planning, forecasting, budgeting, responsibility for P&L
Employment
07/2014 – 12/2015 Business Development Manager,
Saint-Gobain (Saint-Gobain Performance Plastics BU)
Duties:
• Providing strategic vision to commercial and operations
development of Composites and Fluid Systems in Russia,
Georgia and CIS countries,
• Responsible for the Composites and Fluid Systems
commercial team in the Region, along with SG&A and P&L
• Developing and obtain approval for commercial strategy
for Composites and Fluid Systems business in Russia,
Georgia and CIS countries
• Developing and recommending operations strategy,
capital projects and global industrial policy, to support
business strategy and goals.
• Implementing once approved
• Recruiting, supervising, developing and coordinating
activities for the local Composites and Fluid Systems
teams based in Russia, Georgia and CIS countries
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German KUZNETSOV Page ! 05.05.161

2. 06/2008 - 07/2014 Director of Department / Country manager,
Saint-Gobain (Saint-Gobain Abrasives BU)
Duties:
• Managing local team of “Abrasives” Department
(preparing JD for agencies, interviewing, hiring,
preparing induction program, building training program,
setting up KPI + bonus scheme, coaching)
• Sales budget fulfillment ( working out of commercial
policy, product portfolio, pricing, building sales
channels)
• Forecasting of sales (annual sales forecast, rolling
forecasting, long range forecasting, P&L drafting,
controlling
• Responsible for P&L
• Marketing activities (participation in exhibitions, printing
materials, FOC samples
07/2007 – 06/2008 Regional Sales Manager, Moscow & Moscow Region,
Beiersdorf AG (Moscow branch, Nivea TM)
Duties:
• Forecasting and planning of sales
• Sales plan fulfillment
• Analysis of distribution network in the region and its
improvement
• Development of relationship with existing clients and
search for new ones
• Organization of trainings for distributors’ sales personnel
• Control over the distribution in retail outlets and price
monitoring
• Preparation of new product launches and TM activities
• Promotion of sales strategy among distributors
• Management of sales team (1 ASM, 1 SV, 6 SRs)
• Managing cross functional team (Nivea Sun project)
08/2003 – 07/2007 Key Account Manager
Beiersdor AG (Moscow branch, Nivea TM)
Duties:
• Achieving sales targets to a particular client (national
distributors www.gradient.ru and www.mak-dak.ru)
• Coordination of sales activities in all affiliates of assigned
Key Account
• Participation in elaboration of distribution network
• Negotiation terms of contracts with Key Account
• Supervision of trade terms fulfillment (payments, price
agreements, stock level, etc.)
• Maintaining and development of effective relations with
Key Account
• Prepare and organize presentations on TM activities, new
products and plans of cooperation to Key Account
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German KUZNETSOV Page ! 05.05.162

3. 08/2005 - 06/2008 Head of cross functional team (Nivea Sun project)
Duties:
• Sales analysis
• Defining «bottel necks»
• Working out planning and forecasting policies and
procedures
• Working out commercial policy for Nivea Sun range
• Management of cross functional team (representatives of
sales, logistics, accounting, legal, marketing departments)
• Reporting to Board of Directors
Education
11/2014 – present
time
Moscow Business School, MBA professional
2007 International Business Academy (Moscow), International
Professional Financial Management
2004 – 2006 The UK Open University Business School (Moscow), Professional
Diploma in Management
1997 – 1998 US Army Command and General Staff College (Fort Leavenworth,
Kansas, USA)
Diploma, Military Administration
1993 – 1996 Military Academy of Diplomatic Affairs (Moscow)
Diploma (Distinguished Graduate), Military Administration
1985 – 1989 High military Command School (Chelyabinsk)
Diploma, Engineer of vehicle maintenance
Additional courses and trainings
• Development program for top management of “Saint
Gobain”, Skolkovo School for Management
• Training Program “General Director”, “Moscow Business
School”
• Training program “Conducting negotiations using strategy
and techniques of NYPD” (Moscow, September 2006, “BK
Training” Company)
• Training program “Managing of Key Accounts”
(Moscow, October 2005, “BK Training” Company)
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German KUZNETSOV Page ! 05.05.163

4. Professional skills • Active team player, able to build, motivate and manage
local cross functional team
• Goal and result oriented
• Able to think “out of box” and study new markets very
fast
• Able to work under pressure and cope with multiple tasks
• Good communication and presentation skills
• Sales negotiation skills
• English – fluent
• PC user (MS Office, Internet, e-mail)
• Driver’s license - category “B”
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German KUZNETSOV Page ! 05.05.164