DeGroote School of Business - McMaster University

CITT

Coursera - Wharton - Introduction to Operations

The A.P. Moller-Maersk Group / Copenhagen Business School

Saint Petersburg State Marine Technical University

MBA, M.ENG, CCLP

Spearheading the development of the MSU Railway Management Certificate Program at the Center for Railway Research and Education, advancing its global reputation in rail industry education while fostering strategic partnerships with operators, suppliers, and shippers. Focused on integrating business, sustainability, and innovative technologies.

Michigan State University - Eli Broad College of Business

Director, Railway Education, Center for Railway Research and Education

CPKC

Pricing and Marketing Manager, International and Automotive

As a Member-at-Large of the CITT Toronto Area Council, I volunteer time and resources assisting the council in various capacities at general meetings, organized tours, and other events. If you would like to learn more about the CITT Toronto Area Council and how it provides value to CITT students and designates alike, feel free to let me know.

Member-At-Large (Voluntary Role), CITT Toronto Area Council (TAC)

The members of the CITT Toronto Area Council Executive team are the individuals that help move the council along and allow the non-for-profit organization to promote transportation and supply chain education in Toronto area.

Treasurer (Voluntary Role), CITT Toronto Area Council (TAC)

Acknowledged as an instigator of change, eradicating hindrances, fortifying, and streamlining processes to optimize business operations, elevating brand recognition and the competitive edge.

Canadian Pacific Railway

Swiftly planned and executed a radical sales turnaround aimed at retention of existing customers by applying dedicated account management and weekly KPIs follow-ups as well as onboarded new FCL customers through aggressive marketing and targeted sales campaigns.

C.H. Robinson

Senior Sales Executive Ontario

Renowned for conceiving, planning, and executing numerous high-profile projects to deliver direct impact on international brand recognition, boosting customer service, introducing KPIs and extracting costs without compromising service delivery to achieve operational excellence. Managed $15 mill P&L and team of 236 subordinates across four distribution centers in Eastern Europe.

Uhrenholt A/S

Logistics and Operations Director

o Developed strategy, tactics and profit targets for company in cooperation with commercial director, which resulted in clear and challenging goals for sales and commercial teams.
o Boosted sales by developing in-person relationships with major existing and new customers.
o Expanded customer base in railway transportation segment and doubled numbers in machinery transportation segment.
o Contributed to growth and development of new in-container-import product that increased company revenue by 9% in 2012.
o Initiated regular cross-functional weekly meetings that improved flow of information and streamlined processes.
o Promoted retention among sales force and attracted high-caliber salespeople by adopting quarterly commission-based compensation program.
o Helped HR roll out new sales negotiation technique training for sales team in three months.

Eurosib Logistics (http://www.eurosib.biz/en)

Sales Director

o Delivered $96 million net revenue budget for northwest region in 2011.
o Prepared and executed sales-team restructure, making many time-consuming processes leaner and more organized.
o Imbedded customized approaches to provide best service for most important Maersk Line clients.
o Established highly motivating KPIs to increase self-drive of team. Increased ratio of in-person meetings to 10 per week per salesperson that expanded new customer base and increased ratio of new customers in existing portfolio by 17%.
o Developed performance management dashboards to track sales progress and improved flow of information within sales team and across operations, customer service and finance teams.
o Reduced level of unjustified write-offs sharply by following up on sales negotiation techniques; saved more than $3 million.
o In less than two years, sales team of five became goal oriented and well-structured self-regulating crew of 14 that achieved targets.
o Earned best sales team of 2011 award for driving new initiatives and demonstrating leadership.

Maersk Line, A.P.Moller-Maersk Group

Head of Northwest Region Sales Team

o Developed and executed advertising campaigns targeted towards new market niches in order to increase customer portfolio and market share.
o Defined marketing strategy, promoted sales campaigns, led management initiatives and drove design of sales collateral and brochures Russia, Finland, Latvia, Lithuania and Estonia.
o Changed salesforce behavior through ongoing campaigning targeted at higher results by imbedding new, more customer-oriented approach in Maersk Line.
o Established inside sales team for Russia and through cold-calling and online campaigning increased annual cluster sales revenue by 4%.
o Coordinated data analysis for new Sales Traction Leap program launch in Italy and Spain headquarters; program was launched successfully and within deadline

External Marketing and Campaign Manager

o Developed and rolled out 2008 pricing strategy for raw materials with market share comprising 34% of Maersk Line eastbound volumes.
o Achieved rate increase for above-mentioned market with overall company revenue rise by $3,600,000 in 2008.
o Administered daily pricing and tender management, as well as pricing strategy for North American/Mediterranean trade.
o Coordinated with North American and Eastern Mediterranean business-development teams on multiple volume-enhancing projects.
o Oversaw Oceania and Pacific westbound trades as part of US Commercial Planning team since 2008.
o Changed overall pricing strategy and customer portfolio mix that resulted in market share increase on Oceania and Pacific westbound trades.
o Developed non-operating reefer program to cut costs related to empty 20-foot reefer equipment re-positioning to New Zealand, which saved $2 million annually.
o Recognized by manager as valuable pricing analyst.

Yield and Market Analyst for Commercial Department

o Raised allocation utilization up to 98% on main lanes throughout cargo substitution and proactive coordination with trade desks.
o Developed and implemented in coordination with countries’ operational managers Eastern Europe Countries Capacity Coordinators Team project; delegated some daily responsibilities to countries and regional desks, thereby decreasing headquartered capacity team burden by 20% and streamlining operations.
o Administered feeder- and mother-vessel capacity on most challenging Intra Europe trades; balanced utilization of vessels on different lanes through cargo swaps, thereby reducing extra costs.

Coordinator for Eastern Europe Capacity Management

o Focused on new market niches on Eastern Europe to North and South America trades which eventually improved profit margin due to higher capacity utilization.
o Gathered significant experience in reporting tools and reports preparation for area and route management. 
o Gained broad knowledge of international shipping business through daily communication with departments within and outside of the Eastern Europe area and through interaction with key customers like Kühne & Nagel (K&N), Fr. Meyer´s Sohn GmbH & Co (FMS), Valdetron and RUSAL.

Pricing Analyst for North and South Americas Trade

o Introduced monthly meetings with container terminals management which improved cooperation and information flow. 
o Coordinated implementation of new web based system with off-dock terminals (equipment repair system) and served as go-between for Copenhagen based equipment coordinators and local vendors. 
o Led and coached team of 3 subordinates.

Intermodal Coordinator

o Assisted operations manager with implementation of Maersk used reefer container sale/utilisation program. 
o Served as entry point for cargo survey companies. 
o Handled equipment forecasting within St.Petersburg area, coordination of empty containers evacuation and booking notifications to multiple terminals.

Valerii Kucherenko