How exactly you can influence the developmentof the Company:

Team and sales process management:

Objective: Ensure that the plans (Orders/Gross Bookings/Revenue) are met in all areas.
● formation and control of monthly/quarterly sales plans● development, implementation and adjustment of the KPI system and motivation for sales teams● control and coordination of Team Lead work● conducting regular one-on-one sales performance reviews● managing the hiring, adaptation, development and rotation of the team

Strategic development:

Objective: Ensure performance growth through new partnerships, segments, and sales models
● market analysis and identification of priority segments for scaling● development and launch of new offers● search, negotiation and closing of strategic deals● coordination of the work of BizDev

Lead/customer funnel management:

Objective: Ensure transparent analytics, quality control and sales forecasting
● monitoring and analysis of the sales funnel in each direction● organisation of a culture of working with CRM (NetHunt) and telephony (Binotel)● analysis of team performance and lead generation channels● optimisation of funnels, building UpSales, CrosSales

Client portfolio management:

Objective: Retention and development of current B2B customers
● building a strategy for customer retention, development and return● participation in resolving non-standard and conflict situations● conducting Business Review with Enterprise partners

Planning and budgeting:

Objective: Positive ROI for the team
● formation and defence of budgets and team plans● interaction with accounting/lawyers and other departments regarding contracts, documents, acts, supplementary agreements, risks and receivables● control of marginality of transactions

Reporting:

● weekly and monthly reporting to the Head of Delivery on the plan, funnel, key partners

Challenges for six months:

Fulfilment of plans in all areas is not lower than 90%
+ Customer retention and return system in place

Retaining and developing existing partners:

● performed QBR or audits with key Enterprise partners (5-7 companies)● identified growth points for each (UpSales, CrossSales, operational improvement)● launched at least 1-2 pilot initiatives with current partners (new tariffs, integrations, joint promotions)

Improving the structure of Sales & BizDev:

● finalised the updated team structure (separation of Sales/BizDev/Account roles)● if necessary, hired key people to fill in the weak links● Sales Team Leads work autonomously, with clear plans and control systems● a competence development matrix for the entire team is defined and implemented● all employees fulfil the set KPIs

Building and launching a systemic BizDev function:

● implemented a funnel for active engagement of strategic partners● approved the list of target segments, ICP-profiles (Ideal Customer Profile)● launched at least 2 outbound campaigns● at least 10 active strategic leads in work, of which 3-5 are under contract.

Updates of offers and quotations:

● performed an audit of current offers, tariffs, and presentations● prepared new package offers for at least 2 segments (e.g. fast delivery for fashion e-commerce, integration for Enterprise)● unified templates for commercial offers, presentations, and standard sales responses

To achieve the results, you will need:

Experience in managing sales teams (10+ people):

● at least 3 years of team management through Team Leads and Senior Specialists● experience in building or rebuilding sales departments

Experience in developing and implementing B2B commercial strategy:

● identification of growth areas, segments, and channels of attraction● creation of Go-to-Market or Sales Playbook● formation of strategies for different segments (HoReCa, E-com, SaaS, Enterprise)

Business Development in the B2B segment (active and strategic):

● attracting large partners● conducting complex B2B negotiations (C-level)● experience in creating custom commercial offers

Commercial analytics and KPI management:

● ability to build, implement and analyse a system of KPIs and OCRs● knowledge of key metrics (CAC, LTV, ROI, funnel conversions)● performance analysis and plan-fact

Experience with CRM/telephony:

● active work with CRM (setting tasks, funnels, analytics)● knowledge of the logic of CRM (preferably NetHunt)● experience in integrating CRM processes into the work of the sales department

Experience in developing or improving a B2B product:

● transferring feedback from the market to the Product Team● working closely with the product and marketing teams

How do you manage your working hours?

● Flexible schedule with required collaboration hours from 11:00 to 16:00● Days off with full compensation: 20 for personal needs, 10 for illness, 1 more on a birthday occasion (a gift from the company), up to 8 for blood donation