Forbes named the highest paid top managers in Russia. How much do top managers earn in retail Successful top managers

The sharp reduction in the price of “wooden” in relation to “evergreen” hit not only ordinary Russians, but also made the richest top managers of Russia somewhat poorer. However, the difference between the incomes of ordinary citizens and highly paid managers is so great that the latter are unlikely to be strongly dependent on the dollar. Forbes magazine found out how much the leaders of the largest Russian companies earn in foreign currency.

The richest were selected from the heads of 70 enterprises of the Russian Federation, whose revenue was the largest in 2014. The ranking does not include state corporations and owner-managed companies such as Norilsk Nickel and Lukoil.

The final income estimate takes into account short-term and long-term remuneration, income received from participation in the directorates of subsidiaries and remuneration received outside of Russia. To convert ruble income into US currency, the average rate of the previous year was used - 38.6 rubles per 1 dollar.

We present you the top ten richest top managers in Russia.

10. Mikhail Kuzovlev, $9.5 million

Former President - Chairman of the Board of the Bank of Moscow. Since 2011, he has been the head of the Business Council for Cooperation with Cyprus. Dimitris Christofias (former President of Cyprus) is the godfather of Kuzovlev's daughter.

9. Vladimir Yakunin, $11 million

In August 2015, he left the post of head of Russian Railways OJSC, giving it up to Oleg Belozerov.

8. Ruben Aganbegyan, $11 million

CEO and Chairman of the Board of Otkritie Holding JSC. His father is the famous Soviet academician-economist Abel Aganbegyan, so Aganbegyan Jr. has been familiar with economics and banking since childhood.

7. Mikhail Shamolin, $11.6 million

Head of Joint Stock Financial Corporation Sistema, which owns a minority stake in Ozon. With $11.6 million, Shamolin is likely to be able to buy the entire range of this online store.

6. German Gref, $13.5 million

Since 2002, he has been Chairman of the Board of Sberbank of the Russian Federation. Speaking at the Finnopolis Kazan Forum of Innovative Technologies in September 2015, Gref said that he was the owner of a small amount of "bitcoins", only since the purchase they had fallen in price. Luckily, bitcoins are now back in price.

5. Ivan Streshinsky, $15 million

Head of USM Advisors, a company that is part of the USM holding. The holding itself belongs to Alisher Usmanov and his partners. Streshinsky is not a public person, but it is known that the businessman is a member of the boards of directors of a number of companies: Mail.ru Group, MegaFon, Kommersant Holding, UTH Russia Ltd.

4. Dmitry Razumov, $15 million

One of the youngest participants in the rating (Razumov is 40 years old) went from a lawyer at Clifford Chance to the CEO of Onexim Group. In 2014, he joined the Board of Directors of Uralkali and became the head of the Board of Directors of the Brooklyn Nets basketball club.

3. Igor Sechin, $17.5 million

The president of Rosneft is the only Russian among the hundred most influential people on the planet in the Titans nomination (Time magazine, 2013). And thanks to Sechin, a 48% stake in VKontakte was bought in 2013 by an investment company close to the Kremlin, thanks to which Pavel Durov was pushed aside from his "brainchild", and the social network was taken under state control. After studying the quarterly reports of Rosneft, the Vedomosti publication concluded that Sechin receives about half a million rubles a day.

2. Andrey Kostin, $21 million

The second line in the ranking of the richest Russian top managers went to the head of VTB Bank. In 2013, Kostin's remuneration was $37 million and he was the leader of last year's list.

1. Alexey Miller, $27 million

The most expensive top manager in 2015 in Russia. The 53-year-old head of a company famous for the slogan "dreams come true." He receives remuneration from Gazprom and is the head of the board of directors of 8 companies that are part of the holding. Miller received more than $ 2 million for his work alone at Gazprombank in 2014. In 2010, Harvard Business Review magazine named Alexey Miller the most effective top manager in the world.

Illustrations: forbes.ru

For the year, the rating was left by the former head of Russian Railways Vladimir Yakunin, the former chairman of the board of RusHydro Evgeny Dod, the former head of Bashneft Alexander Korsik, the former CEO of MegaFon Ivan Tavrin, the former head of the Bank of Moscow Mikhail Kuzovlev, the CEO of EuroChem » Dmitry Strezhnev. Their places were taken by VimpelCom CEO Jean-Yves Charlier, Polyus CEO Pavel Grachev, Inter RAO CEO Boris Kovalchuk, Metalloinvest CEO Andrey Varichev, Transneft President Nikolai Tokarev, X5 Retail Group CEO Igor Shekhterman.

Over the five years that Forbes publishes the rating of top managers, total payments to company executives have decreased by 2.3 times, and the ruble has fallen by about the same amount, the newspaper notes. Forbes first published the rating of the highest paid top managers in Russia in 2012 . Then Andrei Kostin became its leader, whose remuneration for the previous year was estimated at $30 million. VTB did not agree with the assessment: a statement was published on the bank's website, in which the assessment was called "literally from the ceiling." “According to the issuer's report for 2011, the entire board of VTB Bank, which is headed by Kostin, received almost 608 million rubles. According to the logic of Forbes, apparently, members of the VTB board are forced to pay extra for the honor of working in the same team with Kostin, ”VTB said in a statement.

The second rating of top managers was headed by Igor Sechin, whose remuneration was then estimated by Forbes at $50 million (taking into account the bonus that a top manager could receive for the acquisition of TNK-BP by Rosneft). Sechin in court, and he recognized the assessment as untrue and discrediting the honor and dignity of a top manager, Forbes refute it.

When compiling the rating, Forbes limited the circle of potential participants to the 70 largest companies by revenue in 2015, excluding state corporations and companies managed by owners. In most cases, remuneration estimates are calculated based on the total compensation paid to key management companies in 2015.​ The estimate takes into account such types of remuneration as short-term (salary, bonuses and other types of remuneration), long-term (share-based payments) and received from participation in boards of directors of subsidiaries. Forbes also included 2014 bonuses paid in 2015 and did not include 2015 bonuses that were paid in 2016.

Reading time 12 minutes

Famous managers of the world, who are they? Thanks to what did you succeed, achieved incredible success? In the article we will study the experience of great managers, we will look for the secrets of success, adopt the strategies and tactics of the best managers in the world. Any organization, business develops due to the human factor - personnel decide everything, maybe a great idea, but it is important to be able to implement it, create a team, lead.

That is why one of the main skills of any leader is communication. If you understand the deepest motives of people and are able to read their emotions, then it is easy for you to build effective communication.

Top 7 great managers of our time

The simplest and most effective method of development is to use the experience of people who have succeeded in business: what unites them, what are the principles of life and managerial work? Consider the most effective managers according to INSEAD experts:

Steve Jobs

Steve Jobs- One of the founders and CEO of Apple. Thanks to his management, the return on shares has exceeded three thousand percent, and the capitalization has exceeded one hundred and fifty billion US dollars. Steve worked at the company from 1976 to 1985, but due to internal disputes, he left the company for 15 years and returned in 1996, which helped him revive the company, regain market leadership and create a series of popular products - iMac, iPod, iTunes, iPhone and iPad

Core principles of Steve Jobs:

• Set high goals - understand what you want to spend your life on: "spill soda or change the world?"
• Pay attention to design - in the understanding of Jobs, design is not only the appearance, but also the device, the convenience of work, the harmony of the product. It is worth striving for perfection, a balance of beauty and comfort in use.
• Respect greatness in every detail - Steve believed that there are no trifles, unimportant details, everything must be at a high level, meet high quality standards.
• The presence of taste - for the success of a product on the market, its creators must have taste, be able to create a beautiful and convenient thing, and not a parody from comics, it is worth developing an aesthetic perception of the world, striving for beauty.
• Love for work - a person who loves his work is ready to put his soul into it, create something new and make a breakthrough in his field, so it is important to find your fulfillment or love your life's work. Any company can be mediocre and not please people or be transformed into a masterpiece, a temple, bring light and beauty to people. Work always to the maximum.
• Innovation is the way to success - in today's rapidly developing world, it is important to find opportunities for development, create new products, look to the future, whoever orients themselves faster and finds ideas succeeds. And financial management must be reliable and calculate everything in advance, without playing roulette with fate.
• Focusing on the best is Steve's specialty in the ability to predict, create a market, he learned to exceed customer expectations, so he focused not on demand, but on a forecast, building the future. This is really his talent - to look ahead, create incredible products, surprise consumers.

Famous managers of the world always act ahead of the market and consumer demand, create fashion and popularity of new products.

Yun Chen Yong

Yun Chen Yong- successful manager, CEO of Samsung Electronics. What helped him increase the profitability of the company by one thousand four hundred percent? How did you achieve new success and prosperity?

Yun Chen developed a four-point company development plan:

• Introducing new rules - austerity, getting rid of unprofitable divisions, reducing wasteful spending by thirty percent overall.
• Retirement of old devices, development of new products, attraction of new project managers and developers, expansion of the geographical composition of employees. The company received new young and ambitious leaders, fresh blood brought new ideas. The development of a new laptop and smart phone has begun.
• Development and inculcation of new corporate values. It was possible to achieve maximum cooperation between departments, the keywords were "digit", "convergence". There were changes in the company's image, the desire for world fame made special demands - the sale of products only through elite stores, not supermarkets, and participation as a sponsor in the Olympics also increased Samsung's prestige.
• The final, stabilizing stage - Yun Chen breathed new life into the company, competitive products appeared and new sales markets opened. The company's production is represented in fourteen countries, and two-thirds of the income comes from other countries.

Samsung's director's management rules are always striving for market leadership, rejection of compromises and stereotypes, development of the company, introduction of new technologies, innovative products.

Alexey Miller

Alexey Miller- the head of the company "Gazprom", which provided her with world fame and growth in income from shares by two thousand percent or one hundred billion dollars. There are also successful companies in the post-Soviet space.

What is the difference between management and Alexey Miller:

• excellent organization of all processes - continuous fuel supply, Gazprom is a reliable gas supplier, respected all over the world;
• development of the company - the enterprise does not stand still, new gas pipelines are constantly being built, exploration and search for gas deposits are being carried out, as well as work on the production of liquefied gas;
• focus on the Western market - Alexey Miller is betting on the promotion of the company on the world market, now gas supplies are being made to Europe, work is underway with Asian countries as potential consumers, and a gas pipeline to Turkey is being built;
• the corporate culture of the company - the director of Gazprom pays great attention to employees - a high level of remuneration, a social package, health promotion, physical health (his own sports teams).

The main credo is the constant development and increase in turnover, the desire for the best quality and high profitability of the enterprise.

Famous managers of the world never stand still.

John Chambers

John Chambers- became a well-known manager, heading the computer company Cisco Systems, engaged in the production of equipment for the Internet. Over a period of 5 years (91-95), he managed to increase the company's profitability by six times, amounting to seven and a half billion US dollars. He has held a leadership position for twenty years, contributing to the success and development of the company.

Management Policy Features from John Chambers:

• Working ahead of competitors - the manager has always sought to introduce modern technologies into the work of the company, for example, holding virtual meetings, which has reduced travel costs. Use of modern achievements in production.
• Emphasis on collaboration - in team management, John Chambers abandoned team methods, giving preference to joint activities, education and development of employees. Skillful personnel management saved about six hundred and ninety thousand dollars, increasing productivity by five percent. The company has become an innovator and trendsetter in promoting teamwork, which other organizations have borrowed.
• Careful selection of personnel - the formation of a team of professionals - is one of the main tasks of the head. John announced a talent search, recruiters were constantly looking for the best of the best, and for the interest of personnel, they created a program - an employee review. Real employees called the invitees and talked about the benefits of working at Cisco Systems.
• Employee development - the manager understood that in order to increase the potential of employees, it is important for them to expand the range of responsibilities, and for managers to learn to delegate, one should not limit people to one function.
• Leadership is possible at any time - the main task of the company is to look for ways to stay among the best, even during periods of market downturn, to find special approaches, to move forward. You should never give up, it is important to be able to adapt, break away from others, find a way out, advantages. This is an important principle for managers and their teams.

Well-known managers of the world know that a real leader helps people feel confident in the future and stimulates them to speed and develop. Quick responses to change ensure the company's success.

Mukesh Ambani

Mukesh Ambani- is considered the most successful and wealthy businessman in India (a fortune - 50 billion dollars), heads the company Reliance Industries Ltd., which he inherited from his father. Mukesh is well versed in economic matters, has become an excellent leader and manager, and contributes to the further prosperity of the empire. Interestingly, a network of companies (oil refining, textile, trading) was created by his father from scratch, he comes from a simple and poor family.

What are the features of Mukesh Ambani's strategy:

• Emphasis on diversification - continued his father's endeavors, investing in promising areas related to innovation and scientific achievements. Mukesh united India's oil refineries into the world's largest petrochemical holding, which specializes in oil production, production of polymers and textile materials.
• The creation of new enterprises - the availability of cheap labor allowed the businessman to build fifty-one new enterprises that use only the latest developments and achievements of science and technology in production.
• Increasing Profitability - Reliance Industries Ltd is $23 billion in profitability, the largest enterprise in India and has a major impact on the country's economy. Further development is planned in the direction of trade - a network of large retail stores is being built.
  The achievement of Mukesh Ambani - he managed to preserve and increase the fortune inherited from his father, not every person knows how to skillfully manage finances, often the inheritance goes down the drain, and, after a while, ruin comes. Mukesh's father prepared his sons well for the leadership of the company, now they have divided the property, both are the wealthiest in India and leaders according to Forbes statistics.

John Martin

John Martin- a well-known manager, director of the company Gilead Sciences, working in the field of biotechnology. The growth in the company's profitability was provided by a drug against hepatitis C, which was previously considered incurable, now a 12-week course is enough, using the antiviral drug Sovaldi. Gilead Sciences became the market leader under the leadership of John Martin. What actions led to success?

• Successful investment - acquisition of Pharmasset Inc., which developed Sovaldi. The cost of investments amounted to about 11 billion dollars. It was a risk, because the company was not known and was valued on the stock exchange much lower - two hundred million dollars. USA.
• Leading the way - Gilead Sciences takes the lead as it has special distribution rights for the drug, competitors have suspended research due to side effects, and new similar drugs have not been put into production.
• A successful advertising campaign - stories of incredible healing appeared, moreover, from the lips of celebrities (Pamela Andersen and other actors). Famous personalities and their first-hand stories always inspire confidence.
• Monopoly of the market - the emergence of a new drug provided a huge increase in the profitability of the company, together with Harvoni and Epclusa (drugs of a similar action), sales volumes exceeded ten billion dollars. in the 14th year and nineteen billion in the 15th. The number of buyers from different countries of the world exceeded one million people.
• Low cost of the product - the cost of the drug is 1 thousand dollars. at a cost of one hundred dollars, which ensures high profitability. The company was attacked for its high price, but in the absence of competition and the need for development, it maintained the level of value and received high sales. In the future, it is possible to reduce it, similar drugs appear on the market that are more accessible to buyers. The idea is that innovators always have the opportunity to receive super profits.
  Well-known world managers find new niches and markets for sales, look for areas where there is demand, but there is a lack of supply, they develop technologies in all areas of activity - medicine, computer inventions, industry.

Founder and CEO of Amazon. This man has achieved incredible success, his capital amounted to ninety and a half billion dollars and exceeded Bill Gates by five hundred million, now he is the richest in the world. What was the path to success that contributed to the growth of the business?

• The presence of curiosity - Jeff was always inquisitive, delved into the essence and structure of things, he combines an excellent programmer, technologist and innovator, a creative person.
• A good idea for a business - in 1995 he was struck by the idea of ​​​​creating an online bookstore, at that time they were not distributed, and online trading was in its early stages. He found a professional website builder and jointly developed an online store project.
• Innovation - Jeff introduced new ideas: one-click shopping, customer reviews, order confirmation via email. His task was to create a convenient and attractive service for customers.
• The company's special values ​​- a well-known manager has identified six key principles for his business: loyalty to the client, the right to property, activity in work, reasonable expenses (cost savings), high criteria for employees, the search for new and continuous development.
• Expansion of the list of goods, services - Jeff Bezons did not stop at the sale of books, he continued to develop the store in other market segments - the sale of CDs, toys, electronic equipment. Today - Amazon.com one of the largest online stores in the world, and the head (Jeff Besons) received the award - "Person of the Year" in 1999 for the rapid growth and introduction of new approaches to business.
• Continued development - Jeff never rests on his laurels, he is looking for new opportunities, areas for expanding his business, he enjoys the implementation of his own projects, he goes forward with childish enthusiasm and spontaneity, however, calculating every move.
• The desire to minimize the cost - a successful manager has always focused on a large volume of consumers and mass purchases on the Internet. I tried to work to reduce the cost, not increase, like market monopolists.

Additional activities of Amazon:

• acquisition and use of a huge database (movies, actors, video games);
• search engine Alexa Internet, which is also a database of various sites;
• own search engine was created, the name is A9, the main goal is to help people find goods among online stores;
• sale of sporting goods, represented by over three thousand brands;
• the company bought out a large Chinese online store, expanding its influence in the Asian market;
• services for renting computer equipment for computing clouds, managers see the prospect of developing these services and increasing profitability;
• The company's developments and popular products include the Amazon Kindle e-book, which allows you to download books on the Internet and read literature of interest at any time.
  Jeff Bezons made e-books and reading popular in the modern world, saw new opportunities in the ever-growing audience of the Internet, and was able to effectively implement his own ideas and tasks. He is called - "the best manager of our time", and many expressions have become winged. It is worth learning from such leaders.

How to become a good manager?

Well-known managers of the world help to take a different look at the world, to find the secrets of the success of the company and individuals. What unites successful managers:

1. Out of the box thinking- the ability to see the prospects of the future before others, to predict, to create a market.
2. Creativity, creativity- create unusual and exciting products that are of particular interest, demand from consumers.
3. Customer orientation- a successful top manager creates services and products, focusing on the needs of the client, and not chasing competitors. Work for the client is always more efficient, and first-class service is a guarantee of success in any market segment.
4. Continuous development- well-known managers of the world are in constant development, strive for innovation, gain knowledge, plan to expand the business, improve it. Development and transformation help large companies to be market leaders for a long time.
5. Presence of intuition- great managers often make quick decisions based on experience and intuition, which is developed to a large extent, there is an inner confidence that helps to choose the right direction of development, movement.
6. Organizational skills, leadership- top managers of companies are able to motivate people, create a special corporate culture that helps employees in their work and realize their potential, and leadership is the key to success in any business. A charismatic and confident leader is able to inspire the team to new achievements.
7. Recruitment- well-known managers pay great attention to the formation of a team, the selection of employees who meet the requirements of the company, service standards. At the same time, they create the best conditions for their development and effective work. Cadres are everything.
8. Set ambitious goals- successful managers always plan activities for several years ahead, ideally for 5-15 years, understand short-term and long-term business objectives. They set standards that are unbelievable for an ordinary person and achieve them, stimulating employees to achieve results as well, instilling confidence.

Tasks of management activity

The managerial activity of the head is connected with the effective organization of the labor process in the company, the main tasks of managerial activity are:

• Planning and strategy of the company's development.
• Setting tactical and strategic goals.
• Definition of tasks in relation to departments, individual employees.
• Motivating subordinates to perform the necessary tasks.
• Distribution and delegation of functions.
• Monitoring the implementation of established goals and objectives.
• Analysis of performance results.

The concept of managerial activity can be defined as an activity associated with the need to organize other people to achieve their goals. The content of managerial activity is associated with the actions of the manager in relation to the team or employee to motivate them to complete the tasks, as well as the processing of information, the adoption of managerial decisions.

Well-known managers of the world are mostly of foreign origin, although there are many successful companies and worthy managers in the post-Soviet space. To obtain domestic management experience, the book “Director General. 17 rules of positive management in Russian ”Vladimir Mozhenkov, who organized the largest Audi dealership with billions of turnovers in the Russian Federation.

How to become a good manager? Use the experience of well-known managers of the world, set high goals, boldly go forward, encourage employees to complete tasks, constantly develop!

We wish you all success in management activities and in any endeavors!

You will be interested!

The "TOP-1000" of Russian managers, prepared by the Association of Managers and the Kommersant Publishing House, was occupied by the leaders of the Rossiya Segodnya International Information Agency. Dmitry Gruzdev, Deputy Editor-in-Chief of MIA Rossiya Segodnya, became the best in the Commercial Director category, and Olga Koleva, head of the International Multimedia Press Center of MIA Rossiya Segodnya, won in the Public Relations Director category.

The winners regarded their results not only as a high appreciation of professional merits, but also as recognition of the joint work of the agency team, its activities in general. According to Gruzdev, his victory is the result of cooperation and implementation of interesting and significant projects by the entire staff of the agency. “I hope to continue what I started and I am always open to any initiatives aimed at developing the industry,” he added.

Koleva recalled that this autumn the International Multimedia Press Center of MIA Rossiya Segodnya received the Live.Venues 17 award as the best platform for business events.

A complete list of the best managers in their categories can be found on the Kommersant website. The top ten also included other employees of the Rossiya Segodnya MIA - First Deputy Chief Editor Sergei Kochetkov, First Deputy General Director Galina Kozhina and Director of the Directorate of State Internet Projects Elena Davydova.

The innovation of the rating this year was a special project of the agency "Prime". The launch of the project in the format of a blitz interview with top managers, who answered questions about professional qualities, laws, sanctions, technologies and money, took place in June 2017, said Alexey Vorobyov, editor-in-chief of Kommersant FM.

"We raised the main issues that businesses face today in various industries. I think we managed to identify the main trends. I am sure that the Five Questions for a Successful Manager project will become an excellent applied reference for many readers of Prime," said the executive director of MIA " Russia Today" Oleg Ananiev.

According to Vladimir Senin, President of the Association of Managers, the implementation of this project in cooperation with Prime gave the rating a higher status.

REQUEST FOR UPDATE

According to this year's analytics, Russia's 18th best manager ranking shows both signs of stabilization in the country and an obvious need for renewal. As Dmitry Zelenin, founding president of the Association of Managers, noted, "the elevator for a manager, the elevator to power has finally started working, and many managers both in state authorities and in business have a chance to improve their status." This, among other things, contributes to the rating.

Speaking about the further improvement of the rating and its expansion to the regions, the President of the Association of Managers Vladimir Senin pointed out that something similar is beginning to be created in the countries of the Eurasian Union - Kazakhstan and Belarus. The creation of ratings of the top 100 or top 200 managers in these countries is being discussed.

Many participants in the discussion spoke about the impact of the digital revolution on managers. According to Victor Biryukov, Executive Vice President for Legal Affairs and Corporate Relations of VimpelCom PJSC, "You should not think that the revolution concerns things. In fact, it concerns people, because human capital is 50% of the value in any company. Only a manager with the right motivation will be able to rise above the assembly line and become a generator of ideas and new algorithms."

The TOP-1000 Russian Managers rating has been published annually for 18 years and serves to objectively assess the professional reputation of leading Russian top managers. It sums up the work for the year and shows the most professional managers in Russia according to the representatives of the industries themselves.

As part of the rating, personalities are evaluated, not companies. The target audience of the project is the first persons of companies and heads of functional divisions. During expert voting, the best top managers evaluate the success of their colleagues.

The Association of Managers is one of the leading business associations in Russia, whose activities are aimed at the professional development of the managerial community, the transition to socially responsible business standards, and integration into the global economy. Over the years, the Association has established itself as an independent expert platform for developing a consolidated business position on the most acute social and professional challenges facing the management of large Russian enterprises, society and government.

Over the past couple of years, it has become more difficult for top managers to make money in retail. In addition, their income is highly dependent on geography. For example, the earnings of the general director of the network range from 500 thousand to 1 million rubles per month or more.

Top positions in retail include positions that directly affect key retail indicators, reminds Inna Egorova, head of TOP-Recruiting. Aleksey Dvornik, Managing Partner at HR Solutions, adds that top-level managers determine the company's development strategy and form an operating model, as well as a system of indicators characterizing the effectiveness of the implemented model. Ilya Potapenko, partner at the Odgers Berndtson recruiting company, clarifies that we are talking about the general director (or chief executive officer) and the management line under him: commercial director, director of operations, development (real estate), marketing, finance, strategy, HR, IT , logistics, legal support, security. “In large companies, directors for their own production, for working with big data, and others can be added to this list,” he lists. “Company structures in retail are rarely repeated, so job titles and their systemic arrangement may differ slightly,” reminds Aleksey Dvornik.

Finding out how much top managers earn on average by researching open positions is not easy. “The spread can be very large,” explains Natalya Danina, HeadHunter's HeadHunter Analytical Business Solutions Department Director. - Many factors should be taken into account, including the scale and turnover of the company, specialization and much more. In open vacancies, specific amounts are often not prescribed at all, and the issue of compensation is discussed individually with successful candidates. Since a significant share of the salary of the same sales director is variable, the level of earnings announced in job offers may not reflect the real income of the head.

Complicate the calculation and features of doing business in Western and Russian companies. In Western companies, as a rule, they strictly adhere to the budget framework, that is, the amount of remuneration is the same for any worthy candidate, while in domestic companies, a good candidate can be offered special conditions, says Ekaterina Petrova, head of the ANCOR Consumer Goods recruiting consultants group (personnel holding " ANCOR"). Tops with successful experience in solving specific problems can be offered a salary that is even 2 times higher than the current one, she clarifies. Westerners don't do that.
“There is practically no clear system of motivation and promotion in Russian companies. Do not forget to add bureaucracy and undercover games to this. At the same time, it is fair to say that retail is one of the most advanced and technologically advanced industries in Russia, perhaps, after telecom,” says Arina Egorova, co-founder of the Topexpert expert search marketplace.

Aleksey Dvornik agrees: what salary will be given to a top manager is influenced by his previous achievements, reputation, and the rest is determined by the range of tasks and capabilities of the company that invites the head. In general, according to him, the role of a personal brand in retail is especially strongly felt. “Since everything happens in plain sight in retail, the top manager who even subjectively achieved the set goals and brought the employer company to an agreed level of performance may be more interesting to the market than a lesser-known top. And the employer will be more willing to fulfill his expectations regarding the compensation package,” says Aleksey Dvornik. “A personal brand is certainly important, and it is formed mainly due to specific professional achievements,” Ilya Potapenko supports his colleague. - Look at the recent exchange of tops in the two largest market players (we are talking about personnel changes in X5 Retail Group and Magnit in the spring and summer of 2018. - Ed.). Obviously, hiring a CEO with a big name (and a powerful personal brand) is more expensive. But this director also sets higher expectations.”

What is the income
According to Ekaterina Petrova, the income of tops, as a rule, is formed from a fixed part and a variable part. “The variable is tied to a KPI,” she explains. - Each leader can have their own indicators. For example, for the commercial department - this is a commodity balance, for the head of the sales department - access to the sales plan. According to her, in some companies the number of indicators can reach 10, but these cases are rather rare. Usually they do not exceed four. Tasks are set for a year, and, accordingly, a bonus is paid for the same time. “We are talking about at least 25% of the annual salary,” says Ekaterina Petrova. - The bonus can be paid out at the end of six months. I am not familiar with the practice of payments based on the results of the quarter, this is very, very rare.”

According to Ilya Potapenko, in the largest companies in the industry, annual bonuses can reach up to 100% of the fixed part. “The main feature, in my opinion, is the LTI (long term incentive program, long-term incentive program) - usually such programs are tied to the achievement of a super-task, for example, market leadership, and amount to millions, and sometimes tens of millions of dollars,” the expert explains.

In many companies, executives are additionally compensated for the costs of mobile communications, medical care, car use, etc. In the general structure of income, salary can be 50%, salary increments - 30%, quarterly and annual bonuses - 10% each, says Inna Kuznetsova, head of a separate division of Coleman Services in Yekaterinburg.

different money
According to the obzorzarplat.ru project of the ANT-Management company, it can be seen that top incomes vary significantly depending on the region.

Revenues of top managers in retail trade
at the end of the first half of 2018, rubles per month after taxes

Natalya Danina says that the difference can reach 40-50%. “So, the largest salary in the first half of the year on hh.ru was offered to the CEO of a federal retail company - 2 million rubles, and the income consisted of a fixed salary and key KPI’s (EBITDA, ROI), - the hh.ru expert cites the numbers. - In Yekaterinburg, in the conditional salary rating, the vacancy of a financial director was in the lead, who could count on an income of 300 thousand to 500 thousand rubles; in Kazan - the general director with a salary of 250 thousand rubles; in Rostov-on-Don, they closed the position of sales director with the specified remuneration in the amount of 250 thousand rubles.

Elena Telichko, head of a separate subdivision of Coleman Services in Novosibirsk, explains the low income of tops in comparison with the capital, for example, in the Siberian Federal District, by the level of development of retail in the region. “According to statistics, the highest concentration of supermarkets is in Moscow - 49.8% and St. Petersburg - 41.3%. Retail in Siberia, and these are Novosibirsk and Krasnoyarsk, respectively, with 24.7% and 18.3%, is at an average level of development, - says Elena Telichko. - Up to 80% of companies in the Siberian Federal District are currently experiencing a shortage of personnel. There is little competition, it affects the income.” However, according to her, there is a movement of federal networks to the east. Large retail chains open distribution centers in the region, buy up local retail chains, creating a large number of jobs. “Specialists who develop the so-called smart shopping, or off-price, are popular among employers,” says Elena Telichko. “Recently, the representative of such retail in the Russian Federation, the federal chain Familia, posted announcements for the recruitment of heads of divisions and regions, store directors and their deputies, buyers, purchasing specialists, financial managers, store employees, cashiers.” That gives hope for increased competition and higher incomes.

“Of course, the federal level implies more responsibility and specificity, respectively, the income of top managers of federal companies is higher,” Alexei Dvornik explains the difference in incomes of metropolitan and regional top managers. - Federal companies use a modern structured approach to the motivation system. Often, top bonuses are tied to turnover or EBITDA, and tools such as options and other approaches can be used. Regional specificity is often reflected in the personality of the owner: how much he/she/they are willing to pay for the work of tops and advanced in matters of motivation of their employees. The opportunity to get a share in a business, in my opinion, is higher in a regional retail than in a federal company.”

Ilya Potapenko agrees that, in general, incomes are higher in Moscow and St. Petersburg. “I think that the regionals do not receive huge bonuses,” he clarifies. - But it seems to me that it makes sense to look at the scale of the company, rather than at its belonging to a particular region. There is a well-known retail company in the south of the country that pays no less, but for most positions even more than in Moscow.”

Calmchange
Over the past few years, the income of top managers in retail has not changed much, experts say. “In the last 3-4 years, I have not noticed a dramatic change in the structure of compensation,” Ilya Potapenko assures. Ekaterina Petrova believes that due to the difficult economic situation that began in 2014, today there is stagnation in the level of income. True, this has its advantages. “On the one hand, the labor market in the retail sector is “marking time”, on the other hand, there is a move away from the overheating of top incomes, which was before 2014, and the achievement of a balance of supply and demand,” Ekaterina is sure.

Alexey Dvornik supports his colleagues in the fact that there have not been any special changes. “After the imposition of sanctions, grocery retailers are faced with the fact that the number of SKUs on the trading floor has decreased, as Russian manufacturers cannot provide a full-fledged replacement for many goods from abroad. This situation has prompted many retailers to make changes in the organization of sales areas in order not to scare away and attract the consumer. Many retailers, faced with the current economic situation, have reduced rental costs by engaging in direct and serious dialogue with landlords. Shareholders and owners of retail companies are currently not interested in saving on compensation packages for top managers, but rather in their business continuing to develop or keep up to date,” says Alexey Dvornik.

Another thing is that it has become more difficult for top managers to earn. According to Natalia Danina, in pursuit of increasing business efficiency and labor productivity, many companies are complicating motivational schemes.

The tendency to use an end-to-end motivation system is growing, when the top manager and all his subordinates have the same indicator to which the bonus is tied, only the area of ​​​​responsibility changes, for example, sales in Russia - sales in the federal district - sales in the city - sales in bush of stores - sales of one store, Inna Egorova clarifies.
“The tops began to focus primarily on annual bonuses,” she says. - In large networks, they make up from 80 to 100% of annual income. And people are ready to wait, but to receive a large sum at once.”

“It has become harder to achieve the indicators required by the owners,” Ekaterina Petrova sums up. But, according to Arina Egorova, retail is an industry where, having worked in which you can go anywhere: to the automotive industry (to dealers), to real estate (to create new products there), to pharmaceuticals, media, IT, etc. “And we are talking not only about traditionally cross-industrial functions such as finance, HR, legal. I also mean sales and marketing. The last two functions are, in my experience, the most specific, and moving marketers and salespeople from industry to industry is much more difficult,” she says.