Sales Expert
AX Capital
Total years of experience :18 years, 8 Months
Responsibility:
•Provide guidance and assist sellers and buyers in marketing and purchasing property for the right price under the best terms
•Determine clients’ needs and financials abilities to propose solutions that suit them
•Intermediate negotiation processes, consult clients on market conditions, prices, mortgages, legal requirements and related matters, ensuring a fair and honest dealing
•Perform comparative market analysis to estimate properties’ value
•Maintain and update listings of available properties
•Promote sales through different channels: advertisement in social media, personal branding, open meetings with clients and partners
•Remain knowledgeable about real estate markets and best practices
Consulting services in establishing, developing and managing sales department for financial and insurance companies
Responsibilities:
• Company strategy development
• USP and competitive advantages development
• Sales forecast system development
• Setting goals, objectives and priorities for the sales department
• Employees' skills and competences development
• Development of sales tools, techniques, communication scripts to overcame customers objections
• Employees' recruitment and selection process development
• Bonus system development
• Action plan control as well as operational plan execution
• Adjustment of product and price strategies
• Development of CRM and reporting system
Company was market leader in building industry at residential segment of real estate market.
Responsibilities:
• Conduct market and competitors analysis
• Define industry drivers and key success factors
• Define company competitive advantages
• Develop competitive long/short-term strategy/operational plan
• Define sales department KPIs and budgets
• Develop skills & competencies of employees
• Develop sales scripts and techniques to overcome clients' objections
• Develop goals, objectives, priorities for commercial real estate department
• Develop employees bonus system and compensation package
• Establish and maintain strong business relationships with internal and external stakeholders, including international non-profit, commercial and business associations, government organizations, brokerage agencies, developers, building companies, contractors
• Coordinate activities between different departments (sales, marketing, engineering, technical, financial, design) to ensure high level service supply to the clients
• Handle business tours for international organizations to promote company and attract investors/clients/partners
Achievements:
New client segment identified (small & medium companies willing to pay extra price for safety), First-line land plots sold out in record time, 15 new industrial investors signed, New promotion and sales channel developed (international as well as local real estate agencies), Honored as the best industrial park in the NW region and 5th place in the country with 1 place in client service (according to Expert business media http://www.acexpert.ru/table/2019/rating-oez -i-industrialnih-parkov/)
Storage equipment producer
Responsibilities:
• KPIs, targets setting, objectives development for entire Sales Force Department
• Development Sales Force compensation/bonus system
• Creation of Sales Force recruitment system and job profile description
• Skills, competences, sales tools development for entire Sales Force
• Development company CRM and reporting systems
• Sales & marketing budget and forecast system development
• Company strategy and USP development (long/short-term operational plans)
• Elaboration of trade conditions & commercial terms & cooperation packages for different client groups
• Conducting sales force meetings on regular basis
38 subordinates
Responsibilities:
• Recruitment process system development
• Skills, competences, sales tools development
• Embedding company`s culture & values in the entire sales force
• Development compensation/bonus system
• Develop & update the distribution strategy
• Ensure sales force implementation & execution of all activities stemming from distribution strategy and strategic projects
• Target setting & development BSCs for all regions and overall target for the company
• Development & update company`s trade conditions
• Regional budgeting and forecasting process, incl. defining the priorities across regions and target groups
• Manage strategic projects related to market share gain & market defense - related strategic initiatives and campaigns
• Drive and facilitate all "Push" campaigns on the market
• Member of the Steering Committee, Project Team and Reference Group in relevant strategic projects
• Conduct regular company conferences, sales meetings and participate in regional meetings
• Development CRM system
• Ensure Key Account Management system is in place
Achievements:
All KPIs of sales department as well as strategic objectives were achieved, New education/training system created entailing positive impact in employees' competencies and company results, Business processes were revised and project manual was developed leading to better interaction between departments of the company as well as to significant growth of winning ratio at project segment, Sales department bonus system were aligned to the strategy of the company entailing higher results in KPIs, Internal grade system established and led to higher sales results in department, Project segment was conquered leading to significant market share and sales growth. New segments with higher potential in sales were found, Key account portal was created making planning, budgeting and operating processes with VIP clients more effective
9 subordinates
Responsibilities:
•Elaboration & execution of Regional Business Plan: gather relevant market knowledge/conduct necessary analysis/set regional goals and budgets/coordinate activities with relevant systems of the company/develop action plan
•Top Account Handling: Maintain and develop win/win relation with top accounts including whole Russian and international DIY chains/develop cooperation plans for top accounts/negotiate win/win agreements/integrate company into top accounts’ business
•Develop and Lead Area Managers (AMs) and Key Account Managers: Conduct Regional Sales Meetings/coaching of AMs/evaluation and follow-up on AMs’ performance/ensure high motivation of AMs/ensure development of AMs’ competencies/ensure high level of internal knowledge-sharing/team building
In addition: I was the owner of several strategic projects, committed participant of strategy elaboration, coordinator of Key account clients and DIY chains all over the country
Achievements: The best regional sales team in the company by: KPIs/OPIs result, minimum employees layoffs, highest initiative & creativity & team spirit, significant market share growth in important customers segments - from 30% to 60%, new sales channel developed
5 subordinates
Responsibilities:
• Regional business plan development and implementation
• Regional key accounts development
• Develop and lead of regional sales representatives
Achievements:
Market share growth due to more proactive & business approach in day-to-day activities with clients; Goals & objectives achieved on regular basis
STRETCH course for C-level managers organized by VELUX in cooperation with Henley Business School
Master of Business Administration , with concentration in Business Economics
