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Responsible for all business of Ranina LLC in Georgia, company sell-in and sell-out, for sufficient stock level in the market Planning and implementing of sales plans.  Managing, developing and supervising sales and medical sales teams Distributor Operations (Working with pharmacy and mass market distributors), build strong and good relations with distributors, collaboration for business objectives and targets. Responsible for Shopper Activation (Trade Marketing)  Activation excellence (PROMOs, NPDs, campaigns) Partnership with key customers, KOLs, HCPs, analyzing and assessing retailers, shoppers, competition Planning and follow up all process of MOH registration for OTC products.  Planning, approving and monitoring of all budgets to be spent in the country Customers and channels sales planning and management Preparing and follow up the JBPs implementing with key customers in each market Setting, monitoring of all budgets to be spent in the country. Evaluation of the ROI for the spending and focusing on the efficiency Forecasting and Supply chain control Collecting and analyzing info about market trends, prepare and plan strategies for mass market and specialty channels Implement QMS standard in Georgia, prepare and responsible for Risk Map for Gerogia business Managing Promo budgets/IFRS, monitor costs vs budgets Working closely with Media agency in planning, monitoring of company media activities, on TVC adaptations, advertising planning, etc

Deliver all marketing activity in supermarket within the agreed budget; Deliver the financial objectives (sales, profitability) of the products; Manage the development and implementation of the sales tactical plans consistent with the global business strategy; Develop strategy and tactics to enhance the value of the product line with Supermarket Monitor and analyse market trends Develop and manage the performance of all team members in line with company’s values, in order to ensure that their individual and team contributions to the business are maximized Create and implement Marketing Plan in whole complexity Explore ways of improving existing products and services, and increasing profitability Identify target markets and developing strategies to communicate with them. Develop and execute promotional activities (master detail aids, ads, message scripts, advertising, etc.) Propose and analyse market researches Improve and harmonize rules and procedures of the plant Comply with company, national and authority regulations Implement QMS standard in Georgia, prepare and responsible for Risk Map for Gerogia business Managing Promo budgets/IFRS, monitor costs vs budgets Working closely with Media agency in planning, monitoring of company media activities, on TVC adaptations, advertising planning, etc.

Responsible for all business of GSK CH in Georgia, company sell-in and sell-out, for sufficient stock level in the market Planning and implementing of sales plans. Managing, developing and supervising sales and medical sales teams Distributor Operations (Working with pharmacy and mass market distributors), build strong and good relations with distributors, collaboration for business objectives and targets. Responsible for Shopper Activation (Trade Marketing)  Activation excellence (PROMOs, NPDs, campaigns) Partnership with key customers, KOLs, HCPs, analyzing and assessing retailers, shoppers, competition Planning and follow up all process of MOH registration for OTC products.  Planning, approving and monitoring of all budgets to be spent in the country Customers and channels sales planning and management Preparing and follow up the JBPs implementing with key customers in each market Setting, monitoring of all budgets to be spent in the country. Evaluation of the ROI for the spending and focusing on the efficiency Forecasting and Supply chain control Collecting and analyzing info about market trends, prepare and plan strategies for mass market and specialty channels Prepare and responsible for Risk Map for Azerbaijan business Financial corporate standard fully embedded in Caucasus markets Implement QMS standard in Georgia, prepare and responsible for Risk Map for Gerogia business Managing Promo budgets/IFRS, monitor costs vs budgets Working closely with Media agency in planning, monitoring of company media activities, on TVC adaptations, advertising planning, etc

Job Purpose: To manage BDF sales and execute corresponding Shopper and Customer Marketing activities in the territory of responsibility aiming to achiev business goals in accordance with the company standards. Key responsibilities: • To manage the sales of the company products and to carry out relevant trade marketing activities for the clients of the specified area in order to reach the business goals. • To uphold and develop efficient cooperation with the clients in the specified region in accordance with the corporate standards in order to achieve the objectives set for the clients on: turnover, profitability margins, range of representation of products and their sales share expansion in the total client’s turnover. • To hold talks with the clients in the specified area and conclude agreements with clients in accordance with the terms of sales approved by the management . • To review the terms of sales of the currently effective agreements with the clients and to offer non-standard terms of sales only upon previous coordination with the management. • To organize regular meetings with the distributors and clients in the specified area in order to mutually settle standard operational situations and to uphold long-term partner cooperation, taking into consideration their business needs and company interests. • To regularly procure information from the distributors and clients on the activities of the competitors and their products on the local market, in order to analyze the risks and opportunities, as well as to work out and to introduce measures so that to protect and grow business interests of the company. • To make enquiries with the distributors and to timely procure the necessary reports on the results of their activities, in order to further on enter the relevant information into the databases. • To plan, organize and to control the mid-term operational activities (up to half a year) of the Distributors Sales Team in the specified area, in order for them to achieve the defined individual objectives for clients. • To monitor the quality of the current operations of the Distributors Sales Team in order to give feedback on the quality of their work and to provide necessary training and to assure a high level of their professional competence. • To set monthly goals for the Distributors Sales Team on company products sales in order to achieve the planned volumes of sales and to motivate them to reach the goals of the company. • To timely inform the logistics department about any changes concerning the distributors and clients, their mode of interaction on delivery of goods, document flow, etc., in accordance with the corporate standards. • To coordinate together with the financial specialists the settlement of debt issues by the distributors and clients and to provide for the necessary flows of documentation, so that to assure timely payments of invoices in compliance with the contractual terms as well as the availability of all the documentation required by the current legislation. • To timely provide the Marketing Department with information of the Distributor activities, in order to control their payment, efficiency and relevance. • To monitor tendencies in business processes with clients in the specified region in order to inform the direct supervisor so that necessary measures are taken to regulate and to prevent them in accordance with the corporate standards. • To daily visit points of sale in the assigned area to monitor and control the compliance of the distributors and clients, with the effective contractual terms of (sales), and control the point of sales performance for regular business trips with the aim to monitor compliance of the distributors and clients, and their achievement of all the major efficiency indexes which have been coordinated with the Distributors Sales Team. • To suggest the management new sales methods and techniques to boost the company investment efficiency and to expand company’s share on the local market of the specified region.

Job Purpose: To manage BDF sales and execute corresponding Shopper and Customer Marketing activities in the territory of responsibility aiming to achiev business goals in accordance with the company standards. Key responsibilities: • To manage the sales of the company products and to carry out relevant trade marketing activities for the clients of the specified area in order to reach the business goals. • To uphold and develop efficient cooperation with the clients in the specified region in accordance with the corporate standards in order to achieve the objectives set for the clients on: turnover, profitability margins, range of representation of products and their sales share expansion in the total client’s turnover. • To hold talks with the clients in the specified area and conclude agreements with clients in accordance with the terms of sales approved by the management . • To review the terms of sales of the currently effective agreements with the clients and to offer non-standard terms of sales only upon previous coordination with the management. • To organize regular meetings with the distributors and clients in the specified area in order to mutually settle standard operational situations and to uphold long-term partner cooperation, taking into consideration their business needs and company interests. • To regularly procure information from the distributors and clients on the activities of the competitors and their products on the local market, in order to analyze the risks and opportunities, as well as to work out and to introduce measures so that to protect and grow business interests of the company. • To make enquiries with the distributors and to timely procure the necessary reports on the results of their activities, in order to further on enter the relevant information into the databases. • To plan, organize and to control the mid-term operational activities (up to half a year) of the Distributors Sales Team in the specified area, in order for them to achieve the defined individual objectives for clients. • To monitor the quality of the current operations of the Distributors Sales Team in order to give feedback on the quality of their work and to provide necessary training and to assure a high level of their professional competence. • To set monthly goals for the Distributors Sales Team on company products sales in order to achieve the planned volumes of sales and to motivate them to reach the goals of the company. • To timely inform the logistics department about any changes concerning the distributors and clients, their mode of interaction on delivery of goods, document flow, etc., in accordance with the corporate standards. • To coordinate together with the financial specialists the settlement of debt issues by the distributors and clients and to provide for the necessary flows of documentation, so that to assure timely payments of invoices in compliance with the contractual terms as well as the availability of all the documentation required by the current legislation. • To timely provide the Marketing Department with information of the Distributor activities, in order to control their payment, efficiency and relevance. • To monitor tendencies in business processes with clients in the specified region in order to inform the direct supervisor so that necessary measures are taken to regulate and to prevent them in accordance with the corporate standards. • To daily visit points of sale in the assigned area to monitor and control the compliance of the distributors and clients, with the effective contractual terms of (sales), and control the point of sales performance for regular business trips with the aim to monitor compliance of the distributors and clients, and their achievement of all the major efficiency indexes which have been coordinated with the Distributors Sales Team. • To suggest the management new sales methods and techniques to boost the company investment efficiency and to expand company’s share on the local market of the specified region.

Sales planning According to territory monthly sales plans of dedicated teams establish plan for each CR to ensure deliver of territory monthly/annual volume targets by channels and brands. Apply monthly SDO and KPI targets for CRs to ensure delivery of volume targets Sales and execution ensure execution of monthly/annual sales vol. plan of territory by channels, brands and KPIs ensure execution of given sales activities to deliver planned results ensure implementation of in-store execution standards in accounts of servicing territory keep CRs rout in accordance with rout KPIs to ensure achieve best rout productivity ensure price and discount policy on the Territory Working Methods Work with CR to implement PepsiCo working methods and ensure right use of all tools Following PepsiCo working methods (BIG3) in day-by-day business Responsible for implementation of PepsiCo working methods on the territory under his responsibility to sustain rout productivity. Ensure that all trainings agenda is delivered to the team in full compliance with PEP standards Human recourses management Manage CR Team on the territory in accordance with PEP processes and procedures to create and keep highly trained, professional and effective sales team operating on PEP standards. Work in “field” with CRs not less than 3 days / week. Responsible for selection and recommending appropriate candidates for CR, according to their job description Budgeting Responsible for managing of local sales budget of the territory the most effective and profitable way which bring bigger volume uplift. Cooperate with other departments Cooperate with other departments (Sales, Finance and SC) on local level to ensure delivering of established targets. Reporting ensure proper reporting of sales and stocks in the territory; ensure proper reporting & sales programs results to CRs ensure proper reporting of sales results, sales programs results and all data requested by RSM

Shipment Provision Management of Customs Procedures (Import, Export, Re-export) Control of the issues related to “Golden List” Management of Public Services Relations Searching for Distribution Cars and signing the labor contract Team and Coordinated work with the Supply and Sales Service Control of the subordinated personnel On time and Precise delivery of the statistic information to the Managing Chamber Searching for transport companies and planning the reasonable routes Organization transportation of finish goods for main clients (west Georgia)

Supply the factory off ice-cream and meat products with ingredients and materials Controlling the stocks and residues Controlling the driver-expeditors of supply On time and precise delivery of the documents and internal forms to the financial service Searching for new suppliers Management of Customs’ Procedures;

Custom clearance; Trained the employees; Wrote a system restoration manual; Installed network appliances such a printer or router;