Yulia Heiter
Kilchberg
Summary
A unique experience in sales environment; understanding the chemical industry from looking for new products ideas to bringing new products to market, creating and executing sales strategy, leading sales teams. Working with chemical products for different applications like construction sealant and adhesive, plastics, automotive industry. Knowledge and experience in a variety of industries and market sectors in Russia and CIS countries as well as other countries ( Baltics, Turkey). In-depth experience in B2B sales management, business development, technical sales, strategy building and implementation, market analysis, key-accounts relationships development, distribution management and steering, project management and technical trainings. My posititve attitute and inspiration from the products and technologies I am responsible for, help me to get good sales result and inspire the customers.
Overview
20
20
years of professional experience
Work History
Head of the branch
Trinseo
05.2021 - 09.2023
- Sales Excellence/ drive Profitable sales
- Balance accounts management workload
- Commercial reviews
- Strategic Marketing
- Develop a commercial strategy aligned with the business strategy
- Define action plans for effecting contract negotiation
- Define share of market and plan of action
- Set up branch office and resolution of associated issues
- Passionate about learning and committed to continual improvement.
Marketing and Business Development Manager
Arkema
11.2020 - 04.2021
- Company Overview: Department of PMMA (Altuglas)
- Business development of PMMA resins and sheets for automotive, lighting, sanitary, advertisement, paints applications
- Responsibility for CIS countries
- Successful double digit business growth in sanitary sheets application
- Introduction to the market beads for new application which was not used in France before
- Department of PMMA (Altuglas)
- Generated new business leads by establishing partnerships with industry influencers and key stakeholders.
- Developed compelling marketing materials, including brochures, presentations, and case studies, that effectively communicated value propositions to target audiences.
- Collaborated with cross-functional teams to develop integrated marketing plans aligned with overall business objectives.
- Conducted training sessions for sales teams on new products or services offerings to ensure consistent messaging across all channels.
- Delivered engaging presentations at conferences and events, positioning the company as an industry thought leader.
- Strengthened relationships with key clients through regular communication, networking events, and personalized outreach initiatives.
- Managed trade show presence, enhancing brand reputation within the industry.
- Oversaw budget allocation for various marketing initiatives, ensuring optimal return on investment for each project.
- Conducted market research to identify new opportunities and target markets.
- Established, initiated and optimized business development strategies based on company targets, product specifications, market data, and budget factors.
- Analyzed and reported on KPIs to validate and demonstrate success of marketing campaigns.
- Developed creative presentations, trend reports, kitted assets, and product data sheets.
Sales Manager
Wacker Chemie AG
03.2008 - 11.2020
- 2008-2013 - Department of Impregnation materials based on silicone chemistry
- Applications: Silicone Resin emulsion paints
- Work with paint's producers (directly and via distributors, local and Kea Accounts like Henkel, Mefferd, Tikkurila)
- Looking for new distributor, participation in biggest fairs (Interlakokraska, ECS) and conferences
- Regular articles in special magazines, technical support, seminars, training for customers in Germany
- Regular speeches at professional conferences
- Successful negotiation with German colleagues in opening local technical centre
- Industrial coatings
- Impregnation of brick's, mineral wool (development from zero and managed to start working with all biggest producers)
- Work with renovators
- Both commodities and specialties
- Focus on development of specialties
- 2014-2020 Two business teams: 1) Construction (silicone sealants and hybrid-based polymers for sealant's and adhesive's production)
- Focus on specialties
- Organofunctional silanes- adhesive promotors and kt
- Tasks included: Building business relations to existing customers and developing new business prospects
- Regular planning to ensure strategic match and profitability of business identified
- Presentations at conferences and association meetings to share new technology with the market players
- Monitoring and issuing sales contracts with regional customers
- Close interface with production planning and customers to ensure timely product supply
- Strong interaction with marketing and superiors to safeguard target achievement
- Opening of Technical center in Moscow
- Result: Implementation to the market completely new chemical technology which leaded to great sales after a while
- Built long-lasting client relationships through excellent customer service and consistent followups.
- Managed key accounts with strategic planning and relationship building, resulting in increased customer loyalty and repeat business.
- Consistently met or exceeded quarterly sales targets through diligent effort and persistence in closing deals.
- Developed comprehensive product knowledge, enabling tailored solutions for clients'' specific needs.
- Provided ongoing training and mentorship for junior sales staff, fostering professional development and career growth.
- Analyzed market trends to identify new business opportunities, leading to expansion into profitable territories.
- Attended industry events and conventions to expain sales opportunities.
- Collaborated with marketing teams to create targeted promotional campaigns, driving customer engagement and sales growth.
- Implemented comprehensive customer relationship management strategy, improving client satisfaction and loyalty.
- Elevated brand visibility, coordinating with marketing to launch successful promotional campaigns.
- Conducted comprehensive market research to identify new opportunities and trends.
- Negotiated partnerships with complementary businesses, creating synergies and expanding customer base.
- Secured lucrative contracts with major accounts, leveraging strong negotiation skills and deep industry knowledge.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Organized promotional events and interacted with community to increase sales volume.
- Managed accounts to retain existing relationships and grow share of business.
- Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
- Prepared sales presentations for clients showing success and credibility of products.
- Communicated product quality and market comparisons by creating sales presentations.
- Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
- Aligned company goals with customer outcomes and increased satisfaction by automating contact management systems.
- Collaborated cross-functionally with headquarters, regional and other teams nationally to maintain consistent message and experience.
Business Development Manager
GE Rus (General Electric)
08.2004 - 03.2008
- 2006-2008 Business Development Manager Department of special chemistry (organofunctional silanes)
- 2004-2006 CSR- placing the orders to SAP, cooperation with forwarders, support of custom's clearance
Research Officer
Patent Office
07.2003 - 08.2004
- Work with International Patent classification in the field of chemistry and medicine
- Participate in the research work for Patent classification together with European Patent Office in the Hage
Education
Master of Science - Engineer in Organic Chemistry
Mendeleev's University of Chemical Technology
Moscow, Russian Federation03-2003
High School Diploma -
Moscow Pedagogical State University
Moscow, Russian Federation01-2003
Skills
- Project Management
- Negotiation
- Relationship Building
- Strategic Planning
- Sales & Marketing
- Leadership
- Analytical Thinking
- Problem Solving
- Public Speaking
- Networking
- Business Planning
- Data Analysis
- Friendly, positive attitude
- Flexible and adaptable
Languages
Russian
English
German
Personal Information
- Date of Birth: 07/22/80
- Driving License: B
Timeline
Head of the branch
Trinseo
05.2021 - 09.2023
Marketing and Business Development Manager
Arkema
11.2020 - 04.2021
Sales Manager
Wacker Chemie AG
03.2008 - 11.2020
Business Development Manager
GE Rus (General Electric)
08.2004 - 03.2008
Research Officer
Patent Office
07.2003 - 08.2004
Master of Science - Engineer in Organic Chemistry
Mendeleev's University of Chemical Technology
High School Diploma -
Moscow Pedagogical State University
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