1. T A P I Y E V , M E R G E N
E-MAIL: TAPIYEV.M@GMAIL.COM MOBILE: +7 701 743 09 35 CITIZENSHIP: KAZ
CORE COMPETENCIES
n People management
n Sales management via focusing on fundamentals (building distribution, pricing, shelving and merchandizing solutions)
n Trade and consumer marketing
n Commercial strategy development
n Consulting on creation of go-to-market strategies for FMCG companies
n Development of quality distirbution extension programs
n Multifunctional project management
n Qualified sales trainer
EXPERIENCE (ONE EMPLOYER SINCE FEBRUARY 2005 – PROCTER & GAMBLE, 10 YEARS)
Distribution Operations Manager Uzbekistan
February 2015-Present Procter & Gamble Kazakhstan Almaty, Kazakhstan
n Developing logistics supply model from production plant till the Uzbekistan border
n Developing portfolio and pricing strategy vs. key competitors
n Go-to-Market (G2M) Strategy planning and development to cover Uzbekistan territory
n Developing trade terms for UZ market
n Negotiation with key customer in Tashkent (shelf share, display share, financial terms)
n Assessment of Distributor overall capabilities via special Distributor Assessment platform.
n Hiring sales force and capability development of distributor sales organization.
Global Pharnacy Solution at Procter & Gamble (Cenral Asia channel leader)
Distribution Operations Manager North-East Kazakhstan (Tokkata distributor)
August 2013-Present Procter & Gamble Kazakhstan Almaty, Kazakhstan
n People management and capability development of distributor sales organization.
n Distribution extention
n Full responsibility for company sales and $NOS targets via delivering excellence in securing sales fundamentals in retail
and trade channels. - Overall business plan responsibility.
n Assessment of Distribution overall capalities via special Distributor Assessment platform
n Developing and implementing new G2M for pharmacy channel Kazakhstan
n Fully responsibility for pharmacy sales and $NOS across Kazakhstan
Distribution Operations Country Manager, Central Asian Republics & Mongolia (UZ/TJ/TM/KG/MN)
February 2012 – August 2013 Procter & Gamble Kazakhstan Almaty, Kazakhstan
n Full responsibility for company sales and $NOS targets via delivering excellence in securing sales fundamentals in retail
and trade channels. - Overall business plan responsibility.
n Go-to-Market (G2M) Strategy and Marketing strategy Development to grow Consumption development index and
Consumer Trial.
n Broad scale Distributor management and guidance on further development to serve more consumers, more completely.
n Leading internal multifunctional team consisting of Marketing, Finance, HR, Logistics members.
n Assessment of Distributor overall capabilities via special Distributor Assessment platform.
n Evaluating growth potential and working with multifunctional teams to win at retail.
n Capability development of Distributor sales organization.
n Design, delivery and execution of product and commercial initiatives.

2. T A P I Y E V , M E R G E N
E-MAIL: TAPIYEV.M@GMAIL.COM MOBILE: +7 701 743 09 35 CITIZENSHIP: KAZ
Market Strategy and Planning Gillette/Venus/Duracell/OldSpice brands, Central Asian Republics & Mongolia
June 2010 – February 2012 Procter & Gamble Kazakhstan Almaty, Kazakhstan
n People managememt and capability development: direct reports 2 subordinateds
n Devepoling trade plan in multifunctional team to reach Value/Volume share targets via enhanced business planning of media
investments and trade/sales fundamentals.
n Exploitation of Initiative Master Plans by Trade Channel via efficient use and choice of appropriate communication context
strategy and media tools.
n Shopper Based Design Development with Communication via Retail Performance Delivery based on Key Business Drivers.
n Pricing Recommendation, Competitive Assessment based on P&G Brand Building Framework 3.0.
n Sales and Operations Planning (Volume Planning) with Distributors in 4 regions and 3 countries.
n Creation of Customer Value Equations (CVE) to meet profitability and shoppability criterion set in OGSM (Objectives, Goals,
Strategies and Measures) of the Company
Key achievements:
n Delivered historically highest sales in Gillette Blades & Razors business FY 2011; FY2012
n The most successful in CEEMEA launch of Gillette Fusion ProGlide initiatives
Unit Manager, South/West Region Kazakhstan
October 2006 – June 2010 Procter & Gamble Kazakhstan Aktobe-Shymkent, Kazakhstan
n People managememt and capability development: direct reports 3 subordinateds RAM
n Go-to-Market (G2M) Strategy Development for Kazakhstan (extending quality coverage and brand distribution extension)
n Distribution extention
n Creation of long term Go to Market strategy for West/South region
n Relaunch of customer Loyalty program - "Golden Store" in south region which is awarded as a best program in P&G global
practices.
n Development of Integrated Initiative Master Plan for all trade channels with complexity assessment.
n Regional Distributor capability development
n Financial Internal Controls of trade funds used via Sales terms.
n Leading National Accounts/Modern Trade customers (West/South KZ)
Key achievements:
n Delivered historically highest sales FY2008-10
n 90% corporate coverage penetration vs. universe coverage
February 2005 –October 2006 Procter & Gamble Kazakhstan Aktobe, Kazakhstan
Customer business development department Caucausus & Central Asian Republics; Retail Account Manager
Aktobe
n Leading Aktobe modern trade customers (Anvar/Dina)
n Joint business planning P&G with key customers
n Developing Go to Market strategy for Anvar/Dina
n Launch co-marketing promotions in modern trade
EDUCATION
2000–2005 KIMEP (http://kimep.kz) Almaty, Kazakhstan
n BSS-MPA program