Jelena Kricka - B2B Sales Consulting & Interim Sales Leader & Coach

Berlin, Germany

Experience

May 2023 - Aug 2023

4 months

Sales Advisor/B2B-Sales-/Business Coach

Reverse.Supply

Exec Coaching: individual on-the-job coaching for sales force and Sales Director for B2B sales outbound activities to improve quantitative sales performance, especially for new client acquisition
Operational Excellence: set up and operational implementation of B2B sales outbound function and sales processes in cooperation with CEO, establishing KPIs and KPI tracking process for outbound sales team
Optimization of KPIs, sales materials and pitches, objection handling, new pricing-model etc.
Process optimization: set up and optimize the current technical B2B sales process in the CRM-system (Hubspot)
Strategic initiative: implementation of short strategic measures to win new partnerships and increase revenue (eg. development and roll-out of an acquisition campaign)

Jan 2022 - Apr 2023

4 months

Consulting and Project Lead in Finance Department

Alteos GmbH – an AXA Company

Project Management: Leading company-wide project to create full cost transparency for all teams as the foundation of continuous ROI calculations/tracking, with focus on marketing and sales teams including end-to-end management from conceptualization to implementation in the company, knowledge transfer to newly hired finance lead

Jun 2022 - Dec 2022

7 months

Interim CMO

Alteos GmbH – an AXA Company

Interim Leadership: interims leading a marketing team of 5 (3 permanent & 2 freelance employees) and reporting directly to the CEO, being part of hiring team for full-time CMO role (hired in Q4.22), set up team structure and aligned roles and responsibilities across team, created budget plan for 2023 budget
Change Management: set up team structure and aligned roles and responsibilities across team, enable a smooth transition between permanent leadership for team and ensure stable team performance in this process, prepare clear status quo and handover for new CMO
Operational Excellence: developing marketing and communication strategy to support new revenue stream for sales department (broker business), optimisation of current processes with focus on cross-team processes with sales

Jun 2021 - Dec 2021

7 months

Sales Leadership Consulting, Coaching and Sales Project Management

Alteos GmbH – an AXA Company

Exec Coaching: set up and development of a new B2B/B2C structure and technical processes in the CRM-system in sales, including implementation of automated processes, along the customer journey in cooperation with the Director of Sales, assessment and support in management of team performance
Job Coaching: individual on-the-job coaching for sales force as well as holding specific trainings and workshops to improve quantitative sales performance, especially for new client acquisition
Operational Excellence: optimization of KPIs, provision models, forecasts, sales pitches etc., implementation of short and long-term strategic measures to increase revenues in the affinity Business (eg. development and roll-out of several campaigns such as reactivation and Core Derivate campaign), optimizing KPIs and KPI tracking process for outbound sales team

Sep 2020 - Nov 2020

3 months

Germany

Senior Sales & Product Advisor

UcmAgeny

Interim Leadership: set up of a sales team (interims) as well as onboarding employees to the newly established sales function, implementation of short-term measures to increase revenues in H2.2020 (eg. development and roll-out of reactivation campaign for existing clients working with Salesforce, development of new business areas)
Job Coaching: individual on-the-job coaching for sales force as well as holding specific trainings and workshops to improve quantitative sales performance, especially for new client acquisition
Operational Excellence: set up and operational implementation of B2B sales outbound function and sales processes in cooperation with CEO, establishing KPIs and KPI tracking process for outbound sales team

Jan 2020 - Mar 2020

3 months

Interim Head of Sales

Travelcircus GmbH

Interim Leadership: leading a 13 people strong sales team (team lead, hunter, key account manager), direct report to the CEO, assessment and management of team performance, building team through actively owning the hiring process of additional sales employee
Job Coaching: individual on-the-job coaching for sales force as well as holding specific trainings and workshops to improve qualitative sales performance, especially for new client acquisition
Operational Excellence: optimisation and alignment of existing processes (including implementation of automated processes) in sales along the customer journey, optimisation of KPIs, provision models, forecasts, sales pitches

Jun 2019 - Dec 2020

7 months

Germany

B2B Sales Consulting and Coach

Zenjob GmbH

Job coaching: individual coaching-on-the-job for sales + customer success teams (23 team members) as well as leadership training for sales leads on team lead and head of level; implemented a number of Task Force teams + training formats to increase sales performance (customer objections and how to overcome, complaint management, forecasting, documentation, onboarding processes)
Interim Leadership: assessment and management of team performance for Sales + Account Management
Change Management: leading transition of job roles from customer support to account management (transition trainings and preparation for new job scopes)
Operational Excellence: support in integration new CRM system (Salesforce) and establishing KPIs for sales teams; development and implementation of campaigns, optimizing sales pitches and client materials
Exec Coaching: consulting for the leadership team and managing directors with regard to existing sales and client relationship processes, sales strategies, resource management, automatisation and alignment of sales processes
Project Outcome: increased outbound calls by 430%, revenue in H2.21 by 32%

Feb 2019 - May 2019

4 months

Germany

B2B Sales Consultant and Coach

Schulbulli GmBH

Sales coaching and consultancy of co-founder and head of sales with regard to German sales strategy
Consultancy focus: acquisition of new clients and building client relations (public and private schools)

Jan 2018 - Dec 2019

1 year

Berlin, Germany

Director Business Development

HeyJobs GmbH

Enterprise sales (including annual framework agreements) and account expansion of large clients: strategic development of the German market (e.g. Douglas, Allianz, VW, Wisag, Dussmann, DB Schenker, Securitas, Sana Kliniken, Deutsche Bank)
Recruitment and technical leadership of employees
Turnover achieved: Q1-Q3 over 500.000 EUR, increase from Q1 to Q2: 95%

Jan 2016 - Oct 2017

10 months

Berlin, Germany

Senior Key Account Manager Residential

Scout AG/ ImmobilienScout24.de

Functional lead of key account managers in Berlin, nationwide KAM-coaching by wish of company CEO
Working across teams (IT, product, pricing) to inform other department strategies through sales inputs
Presentation of market insights and proposed strategies to board members informing strategic development of the sales function
Sales responsibility in 2016: ca. 1,7 million Euro – target performance in the first quarter in 2017: 106%

Jan 2015 - Dec 2016

1 year

Berlin, Germany

Key Account Manager Residential

Scout AG/ ImmobilienScout24.de

Key account development (expansion and re-activation) working with new client portfolio after restructuring measures within the sales organization
Winner of the nationwide "Dreamlist-Challenge"
Sales responsibility in 2016: approx. 1,5-2 million Euro – average quarterly target performance in 2016: approx.105%

Dec 2014 - Dec 2015

1 year 1 month

Germany

Senior Account Manager (Cooperations)

Scout AG/ ImmobilienScout24.de

Customer advice and care for franchise partners and the headquarters of the biggest franchise customers in estate business in Germany
Supporting AdSales campaigns for estate agents, relationship and escalation management
Sales responsibility in 2015: approx. 2 million Euro – average quarterly target performance in 2015: approx.105%

Sep 2011 - Jun 2014

2 years 10 months

Berlin, Germany

Senior Sales Consultant

emagine GmbH

Sales management IT-contracting
Customer acquisition and relationship management, managing client portfolio
Achieved margin in 2013 approx. 140.000 Euro

Mar 2011 - Aug 2011

6 months

Hamburg, Germany

New Business Consultant

Kontor eins digital GmbH und Co. KG

Implementation and establishing of a distribution structure
Development and implementation of relevant sales measures and the sales strategy working with both founders

Apr 2009 - Nov 2010

1 year 8 months

Berlin, Germany

Key Account Manager

BGPM – Berliner Gesellschaft für Personal und Management

Acquisition of new clients (nationwide and across all sectors) for HR services, headhunting and interim management
Pre and post sales activities for highly qualified experts and executives
Achieved annual turnover 300.000 Euro

Sep 2007 - Mar 2009

1 year 7 months

Berlin, Germany

Junior Sales Manager/Project lead

in mind GmbH

Jul 2004 - Jul 2006

2 years 1 month

Berlin, Germany

Working Student Assistant to Management

Daimler AG Mercedes-Benz

Summary

18+ years of operational and strategic experience in sales and key account management
Main focus on B2B sales & sales processes and in selling complex services with a high need of explanation
Industry focus: online marketplaces (real estate, travel), SaaS technology, digital recruitment services, mobility
Negotiations and consultancy on executive level
Sales coaching and training for sales professionals and leadership