Dmitriy Kulinich

Key responsibilities
• Preparation and approval of e-Commerce development strategy
• Formation of a team of professionals for the development of e-Commerce.
• Implementation of daily control over the work of internal departments in the framework of the implementation of the goals.
• Preparation of technical specifications and setting tasks for the development of a new version of the online store to external developers using the Agile methodology
• P&L was monitored and managed and a monthly report was prepared for management.
• Preparation of a marketing strategy to promote the Internet in 2020.
• Development and implementation of KPI assessment system for employees
• Weekly monitoring performance of KPI indicators to quickly adjust the work of employees and to help them achieve their goals.

Key achievement
• The Department was restructured and the following internal divisions were launched:
o call center (15 people)
o order processing Department (10 people)
o the digital marketing Department (3 people)
The creation and launch of these divisions allowed us to improve the following business indicators:
o revenue for the second half of the year increased by more than 2.5 times compared to the previous period
o the share of online sales in the company has grown more than 4 times and amounted to about 30%
o the speed of processing and delivery of orders was reduced several times and amounted to no more than 15 minutes from the moment of creation of the order to its receipt at the points of issue.
o the percentage of lost calls dropped from 85% to 2.5%.
• Due to process optimization participation in Black Friday 2019 ended with the following results:
o 10, 000 orders processed and delivered
o Revenue over $2 million
• All annual business KPIs were exceeded by more than 2.5 times.

Key responsibilities
• Preparation and approval of the financial model and budget for 3 years
• Preparation and approval of the strategy for the development of e-Commerce, this allowed the Bank to launch a new channel for the sale of its credit products
• Formation of 2 teams (business and IT team of 35 professionals) to implement and launch the project
• Daily preparation of technical specifications and setting tasks for the development of the marketplace to staff developers using the Agile methodology
• P&L was monitored and managed, and together with the Finance division, it prepared a monthly report for management
• Development of plans to attract key partners to the marketplace
• Development of a motivation system for employees
• Implementation of business process automation
• Creating a requirement and participating in the creation of a credit product for online lending on the marketplace without leaving home for 10 minutes

Key achievement
• Launched a new marketplace based on the Bank for the sale of goods and services, which became the second-largest sales among such marketplaces in Kazakhstan.
• Attracted more than 300 partners for 3 months, who placed their products on the marketplace.
• More than 100, 000 product cards were prepared and placed.

Key responsibilities:
• Daily monitoring of the work of internal divisions within the framework of the implementation of the goals was carried out.
• Development of requirements for changes in the design, usability, and functionality of the site
• Daily formation of requirements and setting of tasks for site completion by staff and freelance developers.
• Formation of a marketing strategy for promotion in such platforms and channels as Google Ads(Search Ads, GDN, Remarketing, Youtube, DoubleClick), Yandex Direct (Search Ads, YAN, Retargeting), Criteo, RTB House, Facebook Ads, Affiliate marketing(AdmitAd, ActionPay), E-mail, SEO(Google, Yandex)
• Manage a monthly budget of $150, 000 and sales of more than $2 million per month.
• The P&L Department was monitored and managed, and together with the Finance Department, a monthly report was prepared
• Implementation of the KPI evaluation system for employees of the division
• Weekly monitoring of KPI performance
• Preparation and implementation of regulations and instructions for employees of departments
• Preparation and implementation of the product matrix development strategy
• Development of requirements for automation of key business processes

Key achievement:
• A strategy was prepared for the development of e-Commerce, which allowed for the first year to increase the market share by more than 2 times and get an annual increase of 80%
• Launch of a new version of the online store, which allowed less than 1.5 months to improve the following metrics:
o the bounce rate has dropped by more than 30%,
o the duration of one session increased by 35%
o the number of pages viewed per session more than doubled to 8 pages/session
o transaction ratio increased from 0.37% to 0.84%
• The Department was restructured and the following internal divisions were launched:
o call center (30 people)
o customer care services (5 people)
o content creation services for the online store (6 people)
o order processing Department (25 people)
o the digital marketing Department (4 people)
The creation and launch of these divisions allowed us to improve the following business indicators:
o revenue for 2.5 years increased by more than 600%
o the share of online sales in the company increased more than 3 times and amounted to about 21%
o the NPS level increased more than 2 times and reached 65%
o the speed of processing and issuing orders was reduced several times and amounted to no more than 10 minutes from the moment of creation of the order to its receipt at the points of issue.
• Together with the logistics division has optimized the processing and delivery of orders, thereby reducing the delivery rate within the city is 3-4 hours from the moment of order up to 5 days for regional delivery in Kazakhstan, the average duration of regional delivery is 2-3 days.
• Together with the internal division of Digital marketing and external contractors, we optimized advertising campaigns on the Internet, which allowed us to reduce Cost Per Sale by more than 70% in 6 months and bring ROMI to a positive value.
• Participation in the first and 2 subsequent Kazakhstan Black Fridays was organized, with the following results:
o 15, 000 orders processed and delivered
o Revenue over $3 million
The next 2 Black Fridays showed a year-on-year increase of more than 40%.
• All annual business KPIs were performed at 98%-112%

Management: Team of 5 people (direct) / Scope: Kazakhstan / Annual revenue: more than $1M

Missions: Development of the project online store / Development of the project of online classifieds service / Business and financial model development / Creation of a development team

Management: Team of 10 people (direct) / Scope: Kazakhstan / Annual revenue:
more than $5M

Missions: Development of commercial strategy Of the group of companies by divisions / Personal sales in large projects / Full responsibility for a range of activities, sales, business development and growth / Development and approval of an annual sales plan for existing sales channels / Negotiations with suppliers and manufacturers / Forecast of the main financial indicators, preparation of economic justification / Organization, development, and optimization of business processes

Management: Team of 7 people (direct) / Scope: Russia / Annual revenue: up to $1M

Missions: Work and management of the Department staff (designers, coders, programmers, content managers, optimizers). Setting and distribution of tasks, control, execution, terms / Preparation of technical specifications for projects / Budgeting, planning, and control of deadlines and budget of the project / Selection of developers, formulation and control of technical tasks, coordination of the team of specialists / Analysis of website traffic statistics, analysis of the results of advertising and marketing campaigns

Management: Team of 7 people (direct) / Scope: Russia / Annual revenue: up to $5M

Missions: Developing and creating a new tourist portal from "sketch" to first sales / Concept and business model development / Definition of objectives / Promotion among the client and target audience / Creation of a development team / Monetization of the project and establishing the sales process / Negotiations with the top officials of the companies / Conclusion of contracts / Operational management of the project team: Programmers, SEO-optimizer, designer / Marketing planning and budgeting / Control of P&L

Missions: Conducting effective negotiations at the level of top officials of the companies / Definition of Internet promotion strategy for different business areas / Research and analysis of the Internet advertising market (SEO, SMM, Affiliate marketing, Contextual advertising) knowledge of competitors ' technologies / Development of the partner base / Active sales of Internet advertising services / Discussion of the terms of the contract, signing of documents, control of the first payment

Execution of personal instructions of the Chairman of the Board

- Operational management of advertising space sales group
- Ensuring the implementation of the established plan of Internet advertising sales
- Sales group management (5 people)
- Participation in the creation of an advertising product
- Development of special projects for clients
- Control of payments
- Preparation of internal reports

- Team management of 10-15 people
- Carried out General management and coordination of work of subordinates, including the development of a common sales strategy, attracting new customers;
- Coordinated work on the preparation of commercial offers to clients;
- Carried out an analysis of the audience of potential customers, identified customer needs, their level, and focus;
- Organized and conducted preliminary negotiations with clients, clarified the needs of each client and prepared a proposal addressed to a particular client;
- Maintained constant contact with existing customers, organized work with them on established business schemes;
- Developed schemes of relationships with the most profitable and promising customers;
- Planned and exercised control over the complex of the works connected with the conduct of customer managers on work with clients;
- Participated in the discussion and approval of draft contracts;
- Studied and analyzed the policy of competitors in customer relations;
- Analyzed and evaluated the work, optimized business processes within the framework of interaction between the Department and the client;
- Participated in the formation of the plan of the profit Department and supervised its implementation;
- Control over timely billing of clients and their timely payment;

Property in UAE:
- Advising clients on real estate in Dubai (UAE)
- Project presentation
- Preparation of documents for the deal
- Agreement conclusion

Domestic market:
- Analysis of the market and real estate, selection in the interests of the client;
- Preliminary assessment of real estate;
- Advising on mortgage lending;
- Search and selection of objects for the needs of the client in the specialized program of the company;
- Maintaining a database of objects and clients, maintaining long-term professional relationships with clients;
- Attracting new customers;
- Organization of real estate deal in the interests of clients:
- Organization of presentations of objects;
- Organization of deal.

- Advising customers in the store;
- Sale of computer and digital equipment;
- Store merchandising in accordance with the company's standards;
- Providing a high level of customer service in the store;
- Implementation of the sales plan;
- Providing support for sales promotion and brand promotion programs;