Igor Silchenko

About

Over 15 years of progressively responsible leadership in sales, marketing and business development in ICT industry: - strategic marketing planning - business analysis and market research - price, products & services policy management (value proposition) - marketing communication and PR campaigns management - new product development and go-to-market projects management - distribution channels development - budget management with full P&L responsibility - strong project management skills

Experience

Beeline KZ (Veon Group)

Jun 2017 – Present

Kazakhstan

CCO of B2C fixed telco business unit, Beeline Kazakhstan

Responsibility: • Full P&L, customer base, NPS, projects roadmap performance. • Partner with the CEO and key stakeholders across the business in all aspects of commercial and business strategy, commercial operations and planning. • Deliver strategic plan for the commercial path to growth and profitability of the fixed business with a focus on telco services convergence. • Design, build and lead an efficient, effective commercial team that adapts to portfolio of products, including pricing and market development. • Develop and execute launch plans for all products. • Create, manage, and oversee revenue and expense budgets while achieving profitability targets of commercial business unit. • Develop collaborative working relationships within the organization in pursuit of the of the business goals. • Lead development of the company’s marketing strategy with an emphasis on achieving market penetration and sales growth. • Build and leverage a commercial team to ensure that the company’s commercial potential is maximized. • Develop and implement the company’s sales strategy across key market segments to ensure that the company identifies and optimizes a clear path to growth. • Assess, build and manage an array of necessary channels capable of delivering on the Company’s growth objectives. • Develop strategic direction and plans for the company with regard to all commercial functions including sales, marketing, creative, analytics and customer support/customer experience. • Manage sales operations organization, field sales organization, distributors and value-added-resellers to ensure sales targets are met or exceeded.

Kyivstar (Veon group)

Jun 2015 – Jun 2017

Ukraine

Head of products, tariffs & business analysis

• Revenue, customer base, NPS (net promouter score), projects roadmap performance. • Manage the process of marketing strategy development, budgeting and planning. • Develop value proposition design: product features, price and service level. • Initiate and manage fixed business KPI performance and comparative landscape analysis. • Initiate and manage initiatives that improves customer experience. • Manage cross-functional collaboration within value proposition development process (IT, Legal, Financial, Technical deps). • Initiate and manage the process of business case developing & approving. • Develop and manage go-to-market strategy. • Ensure achieving monthly, quarterly, annual fixed business KPI. Suggest and implement initiatives fulfilling emerged KPI gaps. Achievements: • Successful launch of new strategic products: OTT TV, Fixed mobile convergent offer (FMC). • Excellent fixed business KPI performance: 20% Y2Y revenue growth, #1 NPS on the market.

Ukrtelecom

Nov 2013 – Apr 2014

Ukraine

Deputy Director of the Sales and Customer Care Department

Responsibility: • Revenue, customer base, marketing budget. • Develop organizational structure of marketing and sales department, introduce marketing planning process. • Develop and coordinate implementation of the marketing strategy for the company and certain business streams. • Manage the process of budgeting, marketing planning and marketing research. • Manage marketing communications (advertising, public relations). • Develop partner co-programs with leading IT-vendors. • Initiate and manage company participation in international and national exhibitions. • Deal with key clients; take part in negotiations. • Carry out internal training on the products / services. Achievements: • The annual income growth above the targets. • High profile and brand loyalty. • The successful implementation of CRM and "sales funnel" mechanics.

Kyivstar (Veon group)

Oct 2006 – Nov 2013

Ukraine

Value proposition manager

Responsibility: • Revenue, EBITDA, market share, marketing budget. • Develop and implement marketing strategy for the business segment. • Manage the process of budgeting, business analysis, marketing planning and marketing research. • Initiate and manage business analisys and marketing research. • Develop value proposition for business segment clients (product portfolio, pricing policy, service level). • Manage marketing communications campaings (ATL, BTL). • Develop distribution channels; manage sales policy and sales staff motivational model. • Manage customer expirience and loyalty program. • Report to the board: advocate strategy and marketing budgets, report on marketing projects results. Achievements: • The largest share of the mobile services B2B market. • Annual revenue growth above the market average. • Brand “Kyivstar Business" is the leader of consumer preferences.

Softline

Oct 2003 – Oct 2006

Ukraine

CMO

Responsibility: • Revenue, brand awareness, brand loyalty. • Develop organizational structure of marketing and sales department, introduce marketing planning process. • Develop and coordinate implementation of the marketing strategy for the company and certain business streams. • Manage the process of budgeting, marketing planning and marketing research. • Manage marketing communications (advertising, public relations). • Develop partner co-programs with leading IT-vendors. • Initiate and manage company participation in international and national exhibitions. • Deal with key clients; take part in negotiations. • Carry out internal training on the products / services. Achievements: • The annual income growth above the targets. • High profile and brand loyalty. • The successful implementation of CRM and "sales funnel" mechanics.

Education

CIM | The Chartered Institute of Marketing

Sep 2002 – Jun 2003

Postgraduate diploma, Strategic marketing

Dnipropetrovsk State University

Sep 1991 – Mar 1997

Magister, applied physics

Dnipropetrovsk Technical School of Mechanics

Sep 1987 – Mar 1991

Technician, Mechanics

Skills

Languages