Igor Konnov

Area Sales Manager ( DACH + BENELUX).Cement Business Unit.

• Executed full‑cycle B2B sales in Southern Germany, Austria, the Netherlands, Belgium :
  • Identify and engage potential clients through targeted outreach
  • Coordinate industrial trials, product selection, material analysis, and large-scale product testing
  • Develop pricing strategies, manage costs, and perform high-level P&L analysis
  • Present technical results and conduct in-depth value proposition analyses
  • Negotiate contracts and close deals
  • Provide post-sale technical support and account management to drive repeat business through CRM practices
  • Actively promote products at industry events, including conferences and professional meetings

  Key achievements:

• Successfully managed annual sales of €4 million within the assigned territory.
• Gained two major new accounts, generating additional annual revenue of €400,000.
• Established the first-ever company sales in Austria, breaking into a market untouched for over 12 years.
 
2007 – 2023

Country Sales Manager, Business Development Manager (Western Europe and CIS) — Specialty Building Materials and Construction Chemicals.

W.R. Grace (S&P 500 member) → LLC GCP (W.R. Grace spin-off) → Saint-Gobain (following GCP acquisition)
Locations: Moscow → Milan
Target industries: construction and construction materials manufacturing.
Established and grew the regional business from scratch, entering the market with no prior presence in 2007.
• Established and grew key customer relationships, including with C-level executives, across construction and manufacturing sectors
• Developed and managed a regional distribution network and a team of sales agents for specialty building materials
• Negotiated major contracts, joint ventures, and partnerships, securing multi-million-euro deals and new market access
• Directed field trials, product validation programs, and product promotion at industry events
• Oversaw P&L, budgeting, and forecasting for business growth
• Managed complex customs operations and documentation in partnership with Italian and German export departments
• Led certification processes and maintained relationships with certification vendors
• Optimized multimodal logistics, managing shipments across five transport modes
• Recruited, trained, and led cross-functional teams for sales, logistics, and customs clearance
• Drove regional sales and logistics operations to achieve growth targets

Key achievements:

• Established a local cement business from scratch, achieving €3–4M in steady annual cement sales and generating €1.5–8M annually in project-based construction sales, with total yearly turnover varying from €6M to €12M depending on project pipeline.
• Established full operational infrastructure, including logistics and customs processes
• Received the Sales Master Award in 2011 as the top-performing sales manager company-wide, in recognition of record-breaking sales growth.

ZAO Inteco Group / ОAO Glavmosstroy — ranked among Russia’s Top-10 construction companies —

Progressed through multiple roles, including Head of Sales Operations and Supply Chain Management.

• Directed sales of cement, aggregates, dry mortar, and ready-mix concrete
• Managed end-to-end supply chains for raw materials: precast elements, concrete, bricks, foam concrete, and dry mortar
• Oversaw multimodal logistics, including large-scale railway transportation
• Built and expanded regional distribution channels for construction materials
• Led active product promotion at industry conferences and professional events
• Implemented debt management strategies and improved cash flow across sales operations

Key Achievements:

• Progressed from Sales Engineer to Head of Commercial Operations within 5 years
• Managed P&L exceeding €15 million
• Built from scratch the company’s most profitable business unit—an aggregates terminal