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George MalinovskiyGM

George Malinovskiy

Interim/Fractional CCO/Business Adviser

650 €/día
Marbella, ES
>15 años

Tiempo medio de respuesta: 1h

Acerca de George

I’m an Interim / Fractional Chief Commercial Officer (CCO) / Business Advisor with 20+ years in scale multinational FMCG in different markets, brought in to deliver fast, measurable commercial impact when growth, profitability, execution or partner performance needs fixing.
My work focuses on building or repairing the commercial engine: Go To Market and Route To Market, distributor models, pricing & trade terms governance, trade marketing, key accounts performance, forecasting & S&OP discipline, Sales Effectiveness and New Markets entrance.
Career highlights include leading a ~$580M business with accountability for volume, revenue, margin and EBITDA, improving performance through GTM/RTM optimisation, stronger customer plans and investment allocation, and disciplined KPI routines. I’ve also led large-scale post-M&A commercial integration (distributor frameworks, trade terms, sales processes and sales IT integration) across 190 partner companies and 5,400 employees, delivering ~$70M annual synergy and >$6.5M annual savings via redesigned terms and governance.
Typical Interim / Fractional CCO mandates:
- Stabilise performance and reset the commercial plan (targets, mix, spend, execution)
- Fix Go To Market model
- pricing/terms and trade investment leakage; improve ROI and margin
- Rebuild Route To Market, distributor accountability and execution standards (targets, routines, incentives)
- Strengthen key account strategy.
- Install a scalable operating cadence: KPIs, performance reviews, forecasting/S&OP rhythm
- New Markets, Categories, Product development
  • Inglés

    Competencia profesional completa

  • Ruso

    Bilingüe o nativo

Acepta trabajo presencial
Marbella (hasta 50 km)

Experiencia

  • WEST EAST ROUTE S.L.
    Interim CCO/CEO
    febrero de 2023 - Hoy (3 años y 4 meses)
    Marbella, España
    •FMCG distribution company operating in EU.
    -Foundation, full set up of the Company: Finance, Legal, Tax, Supply Chain, Sales
    -Suppliers and Customers search in EU, selection and negotiations, Business Development
  • ROUST
    Commercial Director
    noviembre de 2020 - enero de 2023 (2 años y 2 meses)
    Moscow, Rusia
    International group of spirits companies with 2 Bln USD revenue.
    -Transformation of Route To Market, Distributors Network and Distributors Trade Terms
    -Sales Organisation Footprint and Structure Optimisation
    -Annual Commercial Strategic and Operational Plan
    -Top Retail Key Accounts Business Plans Development and Negotiation
    - Sales Force Digital Tools development for In Store execution excellence
    Commercial strategy Key Accounts Management Distributors Management Commercial Organisational Structure Go To Market Strategy
  • SABMiller
    Sales Director | RTM Director | Business Integration Director
    noviembre de 2011 - octubre de 2020 (8 años y 11 meses)
    International beer company #2 in the world with 26 Bln USD revenue worldwide.

    Sales Turn Around (Kazakhstan)
    • Distribution network reshaped and Distributors Trade Terms changed
    • Sales and Trade Marketing strategy by Trade Channels development
    • Sales Organisation change
    • Commercial Cycle Planning implemented
    • Demand Planning Process development
    • Sales Force and Management Efficiency Tooling development and implementation

    Route To Market Improvement (Russia)
    • Distributors Network optimisation and Distributors Trade Terms
    • Telesales Development and Implementation
    • Alternative Deliveries to Retail (Direct Delivery, Logistics Service Providers)

    Post M&A Sales & Distribution Integration of SABMiller and EFES (Russia)
    • Distributor and Trade Terms Integration (190 companies)
    • Sales Force/Structures Integration (5400 people)
    • Sales IT Systems and Sales Business Processes Integration
    Commercial strategy Distributors Management Commercial Organisational Structure Sales Force Effectiveness Estrategia de lanzamiento go-to-market (GTM)

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Formación

  • University Diploma in Management and Economics
    S.-PETERSBURG STATE UNIVERSITY OF ECONOMICS AND FINANCE
    1997
    University Diploma in Management and Economics
  • Coaching and Mentoring Program for Senior Management
    SABMiller
    2018
    Coaching and Mentoring Program for Senior Management

Conjunto de habilidades profesionales

Categorías