Senior Business Sales Executive | International B2B Sales & Commercial Leadership (Timber Industry)
Accomplished Senior Business Sales Executive with 25+ years of international B2B sales and commercial leadership across timber, industrial, and technical product markets. Proven track record of opening and scaling new markets, building distribution networks, and managing high-value accounts across Europe, Asia, Australia, Africa, and the Middle East.
Expert in strategic sales planning, key account management, and contract negotiations, with extensive experience in timber sourcing, stock planning, and certification compliance. Recognized for driving revenue growth, optimizing supply chains, and delivering complex architectural and specification projects for premium markets.
Multilingual communicator (Russian native, fluent English, German B2) with a Master’s degree in International Business. Adept at fostering long-term customer relationships, and navigating complex international trade environments.
Education
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1993-1998
Diploma, Economist, International Business at St.Petersburg State Technical University
Experience
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March 2023 – Present
Senior Business Sales Executive / Commercial Lead at Erin Timber OÜ — Estonia; Importer & distributor of Baltic timber in Ireland and UK
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Key responsibilities:
• Own and drive B2B sales strategy for Baltic timber across Irish and UK markets, managing the full sales cycle
• Lead commercial negotiations with customers and suppliers, securing competitive terms and long-term partnerships
• Oversee sourcing and stock planning, aligning supply with demand forecasts to optimize margins
• Manage quality control and certification processes, ensuring compliance and customer satisfaction
• Act as primary commercial decision-maker, balancing sales growth, supply risk, and inventory levels -
February 2016 - March 2023
Area Sales Manager at Thermory AS — Estonia; Global market leader in thermally modified wood
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• Opened and scaled new international markets across India, Australia, New Zealand, Africa, the Middle East, and Southern Europe
• Built and managed distribution networks, securing long-term partnerships and driving market growth
• Managed full sales responsibility within assigned regions, including pricing, contracts, and account management
• Led architectural and specification projects, supplying timber for landmark buildings worldwide
• Acted as commercial and technical advisor to clients, ensuring product selection, compliance, and execution -
2011-2015
Sales Representative / Regional Sales at Erin Trading OÜ — Estonia (Representative Office in Russia); European timber products sales in Russia
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• Represented European timber producers in the Russian market, managing B2B sales
• Developed and maintained relationships with distributors, wholesalers, and industrial clients
• Negotiated pricing, contracts, and delivery terms in a complex market
• Coordinated logistics and product specifications with European suppliers -
2007-2011/2002-2004
Export Manager/Import Manager at Unitest — Russia; Manufacturer of NDT equipment
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Export Manager | 2007 – 2010
• Managed export sales to international markets, developing new customers and partners
• Negotiated contracts and pricing, aligning with supplier and production capabilities
• Built early experience in technical B2B sales and international trade
Import Manager | 2002 – 2004
• Managed import operations, ensuring timely delivery, customs compliance, and quality verification
• Negotiated terms with international suppliers and gained early experience in cross-border commerce -
2006
Export Assistant at United Heavy Machinery — Russia; Manufacturer of steel forgings for heavy machinery
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• Assisted export operations, order processing, and international customer coordination
• Participated in process optimization training in the Czech Republic, improving workflow efficiency -
2005-2006
Purchasing Manager at Interasco Limited — UK (Representative Office, St. Petersburg, Russia);
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• Managed timber sourcing
• Monitored market trends and optimized procurement processes -
1998-2002
Sales Assistant at Aranna OY — Finland; Timber trading company (later acquired by UPM)
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• Supported sales team with documentation, order processing, and customs declarations
• Assisted logistics coordination and maintained accurate sales records