Margarita Koshman

Education

2001 - 2003

1989 - 1994

Novosibirsk State University

LANGUAGES:

English (fluent), Russian (native), French (good reading skills)

Overview

Executive talent management Consultant with corporate experience in General management, Key Account management, Marketing and Logistics, and MBA from one of the best European Business Schools

ADDITIONAL INFORMATION

President, International London Business School Alumni Club of Russia (2003-now)
Executive, Women in Business Club (2002/2003), London Business School. Co-organised 3rd Annual Women in Business Conference "Embracing Challenge, Shaping the Future" with over 300 participants
Active in sports; enjoy tennis, skiing and mountaineering. Won various tennis tournaments.
Special award for the best organisation of management courses for Regional Sales Managers, Wrigley, 1999

PROFESSIONAL CONFERENCES

Speaker, Secrets of Effective Distribution , Secret Firmi, September 2004

ACADEMIC RESEARCH EXPERIENCE

Post-graduate student, Institute of Economics, Novosibirsk, Russia, 06/1994-06/1996

Skills and knowledge acquired:

Understanding of contemporary managerial issues of Russian industrial enterprises
Strong communication skills and valuable international teamwork experience

Main achievements:

Contributed to an international comparative study initiated by Research Committee 10, International Sociological Association.
Presented a research on modern labour relations at XIII World Sociological Congress (Bielefeld, Germany), presented a work-paper on organisational democracy at RC10 (ISA) Conference (Copenhagen, Denmark); participated in IV German Business congress (Cologne, Germany)

Publications:

Labour relations & political change in Eastern Europe: A comparative prospective Edited by J.Thirkell, R.Scase, S.Vickerstaff London: UCL Press Ltd. 1995
Labour Relations at Russian Enterprises: Paper presented to the XIII World Congress of Sociology, Bielefeld, Germany, 18/23 July 1994. Novosibirsk: Institute of Economics, 1994.

Business Experience

Executive search with focus on FMCG and life sciences, leadership consulting.
General management of a Russian subsidiary of a western textile company from start-up period
Development of basics of system of Key Account Management for the largest FMCG company in Russia
Setting up two functions from scratch in the largest regional department, Wrigley

Work experience

SALES ANALYSIS AND CUSTOMER SERVICE

Regional Sales Analysis Manager, Russia, 11/1995-04/2000

Developed from scratch a company-wide project aimed on workforce efficiency improvement across 18 Siberian cities, involving 120 Sales Agents and 50 Sales Representatives
Obtained project sign-on from the regional management and sales force
Actively involved sales force in operational decisions, such as daily field routes management and merchandising stock planning
Leading a team of 5, developed comprehensive reporting system and provided key operational tools for sales force

Wrigley

LOGISTICS

Regional Logistics Manager, Russia, 04/2000-07/2001

Boosted efficiency of logistics operations by creating and implementing MIS, which works with different parts of supply chain. Closely collaborated with Sales, Customer Service and Operations. Resulted in complete elimination of out-of-stocks and 10% improvement in forecast accuracy
Opened a new warehouse in Eastern Siberia. Resulted in US $3.5m annual sales increase due to expanded market coverage
Improved transportation scheme to provide costs/speed. As a part of this scheme, negotiated mutually beneficial delivery conditions with distributors
Enhanced operations of the main regional warehouse by improving MIS, warehouse layout and staff management
Reduced under-utilisation of merchandising equipment from 25% to 10

ZAO ‘Intermedservice'

MARKETING/BRANDING

Marketing Director, Russia, 11/2003-04/2004

Created concept of the niche market strategy, introduced business portfolio analysis
Developed business plans for the new products (oncology, gynaecology, orthopaedics)
Improved standards of work at the professional fairs, worked out a new corporate website
Performed marketing planning and budgeting
Introduced new job responsibilities (17 subordinates), created Balanced Score Card for the department; trained personnel on strategy and methodology of market research, focused on team building

Wimm-Bill-Dann

KEY ACCOUNT MANAGEMENT

Head of Key Accounts, Russia, 04/2004-11/2004

Developed concept of key account management from scratch
Introduced comprehensive information system on key accounts
Intensely networked, including best practice sharing trip to Wal-Mart, US+UK; speaking at the professional conferences
Managed successful operational (logistics, merchandising) projects with key accounts to prepare operational base for KAM; total upside up to 70% sales growth
Initiated long-term joint business plans concept with a key account
Developed principles of National Key Accounting
2 persons in direct subordination, over 20 in matrix subordination

Pars Ltd

GENERAL MANAGEMENT

General Manager, Russia 03/2005-05/2006

Developed business of shareholding companies in Russia from the start (B2B textile):
Directed legal procedures
Hired staff, developed job responsibilities, provided training and ongoing job performance control
Developed logistic scheme for importing the goods, opened warehouse
Researched market, initiated customer acquisition, overseen growth of client base to about 250 companies in 2 markets
Established initial market demand specifics and pricing policy, developed sales from 0 to 30 thnd Euro/month in 3 months
Directed a brand-name development, including national fairs and website
Controlled financials to accelerate break-even for the Russian investments