Sales Manager

Igor L. Kalageorgi, MBA

North Bethesda, MD ***** ● 301-***-**** ● ********@*****.***

EXECUTIVE SUMMARY

Experienced Management Consultant, Corporate Executive & Company Manager with 15 years experience in Financial

& Operations Management, Cost Reduction & Financial Turnarounds, Business Process Improvements & Business

Development. Experience across numerous sectors in US, Russia, Europe, & Asia. Seasoned manager of consultant

teams & company staffs. Proven international contracts negotiator. Multilingual in English, Russian, French & some

Farsi (Persian)

EXPERIENCE

MSCI, Inc. (ISS Governance) Rockville, MD

Executive Compensation Specialist (Contract) January to June 2012

[Six month] contract hire during the high volume corporate annual meeting season to analyze corporate proxies &

financial statements of S&P 500 / Russell 3000 companies to make voting recommendations to large institutional clients.

Performed in-depth financial analysis to ensure CEO and other NEO total direct compensation is aligned

with company financial performance, shareholder interests & shareholder returns.

Applied financial expertise of derivatives and other financial instruments to ensure that executive incentive

compensation (i.e company Stock Options, Restricted Stock Awards and other forms of short- and long-term

incentive pay) is both at appropriate levels and is in line with company performance.

Identified overgenerous severance packages, weak change-in-control triggers, improper peer group

benchmarking and other problematic pay practices.

Managed multiple company analyses at any given time to assure timely and accurate submission of proxy

vote recommendations to hundreds of institutional clients.

ILK, LLC Bethesda, MD

Management Consultant 2007 - 2011

Advised businesses in areas of Vendor Negotiations, Cost Reduction & Control, Financial Turnarounds and Business

Development.

Oversaw financial analysis of struggling company’s performance and advised company in cost control

options for a turnaround. Advised company on a strategy re-alignment towards a path to profitability.

Analyzed financial performance of select product categories using sales data from a large [MS Access]

database (using self-written SQL queries) for a specialty retailer; Advised management in strategic global

sourcing alternatives. Re-negotiated vendor financial terms; Added 2-3% to product line profit margins.

Managed project overseeing the design and implementation of a business development strategy for a

physical therapy clinic. Oversaw development of new website and installation of new e-Commerce tools.

Increased clinic visibility and traffic; raised overall sales by 14%

VICTOR KAMKIN, INC. Gaithersburg, MD & Moscow, Russia

Managing Director and CFO 2000 – 2006

Engineered the return to profitability of a financially distressed importer & distributor. A primary supplier of Russian

published materials to US government agencies & US universities for decades; Managed staff of 35-40 over 4 locations

with $12 million worldwide sales. Managed the break up and sale of company assets in 2006.

Responsible for all financial operations, including internal/external accounting, cash flow management,

budgeting, financial planning & forecasting, real estate/leasing contracts & insurance.

Managed all banking relationships; Secured and managed credit lines and other short- and long-term

financing. Negotiated elimination of $4.9 Million debt with US and international creditors.

Implemented financial strategies enabling smooth company operations during its transition to profitability.

Oversaw the timely preparation of all financial reports/Tax documents & financial statements for internal

use, shareholder meetings, the IRS and other tax authorities; Negotiated with IRS to reduce tax burden.

Renegotiated all lease & rent agreements, reducing overhead costs by 25 - 30%;

Renegotiated all corporate insurance contracts, including health, vehicle, property and liability coverage.

Igor Kalageorgi, Page 1 of 2

VICTOR KAMKIN, INC. Rockville, MD

Vice President, Purchasing & Procurement 1998 – 1999

Hired to act as chief contracts negotiator with vendors. Took over all negotiation duties locally & internationally.

Analyzed financial performance of all vendors, by product & offer. Managed all financial & contract

negotiations with local & international vendors of books, periodicals, company advertising and other

business services and supplies. Reduced company costs by 8-10% within first 5 months.

Instituted systematic annual vendor negotiations; Diversified vendor pool, increasing negotiation leverage

for immediate purchasing cost reductions of 12-15% and across the board improvement of vendor terms.

Reorganized just-in-time procurement; reduced inventory costs by launching pre-selling strategies

AT KEARNEY Paris, France, Taipei, ROC & Hong Kong, PRC

Management Consultant 1995 – 1998

Consultant to the largest French multi-national distributors of Furniture, Cosmetics, Food, Electronics, Clothing and other

consumer goods; Based in France and sent on assignments to Asia. Developed in-depth knowledge of both European and

Chinese/Asian marketplaces and successfully advised clients in vendor negotiations and product mix / pricing strategies.

Managed the development of entire product line in Taiwan.

Analyzed and modeled financial data from nationwide retail chains in order to optimize product mix and

pricing strategy; Increased sales volumes and added to profit margins by between 4%-8%;

Created quantitative financial negotiation tools for clients and assisted clients during their yearly vendor

negotiations in Paris, Taiwan and Hong Kong; Obtained term gains of 4% on average on vendor pool sales

volumes of $150 Million and over.

Managed a team that developed and launched the Taiwanese “store brand” product line for one of the largest

multinational retailers in the world; 200+ consumer products generating 1st year sales of $60+ Million

Completed numerous other successful engagements in Europe and Asia;

Other projects:

o Improved client’s profitability by analyzing and recommending changes in product space allocations

o Performed complete "price waterfall" financial analysis in the consumer cosmetics department of a large

French retailer; Recommended product mix & identified vendors needing re-negotiation of terms

o Assisted in centralization of worldwide sourcing for one of the largest retailers in the world

o Assisted senior engagement managers in writing effective client proposals in French and English

AMERITECH (AT&T Teleholdings, Inc.) Chicago, IL

Financial Analyst, Derivatives 1994

Analyzed and modeled fixed income futures, options-on-futures and other interest rate derivatives and their

use for the $11 Billion Ameritech Pension Trust; Researched, analyzed industry pitfalls and successes

Modeled the $2 Billion fixed income portion of the Ameritech Pension Trust using a self designed Black-

Scholes, computer based analysis application. Proposed strategies were instrumental in reducing fund

volatility and increasing return.

EDUCATION

UNIVERSITY OF CHICAGO, BOOTH SCHOOL OF BUSINESS Chicago, IL

Master of Business Administration 1995

Concentrations in Analytic Finance and Accounting

UNIVERSITY OF PENNSYLVANIA, THE WHARTON SCHOOL Philadelphia, PA

Bachelor of Science in Economics. 1991

Concentrations in Finance and Mathematics

ADDITIONAL INFORMATION

Languages: English – Native; Russian – Native; French – Fluent; Farsi (Persian) – Basic

Computer skills: Expert in MS Excel, Access, Powerpoint and Word; Extensive experience with MS-SQL, FoxPro

Schooled in Antwerp, Belgium, Teheran, Iran and Paris, France; Spent many years in Europe, Asia and the Middle

East; Skilled in handling varying cultural and business practices. Born in San Francisco; US Citizen

Igor Kalageorgi, Page 2 of 2

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