Karen Shevchenko

Senior Business Development Expert @SIG Group

Linnich, DE

Supported Commercial VP in developing and implementing the strategy to grow European business by 15% by 2023. I own key sales & business development levers including: • Commercial Strategy. Developed and implemented strategic cycle: a) define/refine Vision, Mission and EU Strategy in the workshop with key commercial colleagues; b) cascade strategy - coordinate & support Business Review process by geographies; c) adapt CRM system to reflect Commercial Strategy in the pipeline; d) run monthly pipeline review calls with commercial team - discuss / prioritise opportunities; e) developed tools to provide insights to pipeline performance.• Value Management. In 2019 lead Value Management project supported by external consultant - targeted revenue achieved via price increase. Support price negotiations with comprehensive toolbox and in-depth cross-functional workshops – secured bottom line targets delivery in EU in 20••••23.• Capabilities. Commercial Competencies introduced to support people development. Established Commercial training framework: Solution Selling, Essential Negotiations, Storytelling with Impact. Trained as a Solution Selling Champion and conducted several internal trainings ~30 people trained. Developed and run PowerPoint training for various functions internally - 100+ people trained. • Digitalisation. Transformed CRM system (Sales Force) into a “single source of truth”- streamlined existing processes and implemented new functionalities for efficient pipeline management. Developed Power BI reports to create more pipeline insights. Drive Sales Force adoption by integrating data into various processes and tools. Lead commercial workstream in the Digital Printing project: developed commercial concept, all related processes and tools to support rollout• Led many other cross-functional projects: printing cylinder optimisation, NSS defence strategy, standard offer template, Scholle IP integration, Scrapping requests automation and others.

Southern Federal University (former Rostov State University)

Specialist