Jelena Kricka - Sales Advisor/B2B-Sales-/Business 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 2023 - Apr 2023

4 months

Consulting and Project Lead in Finance Department

Alteos GmbH – an AXA Company

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
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: leading a marketing team of 5 (3 permanent & 2 freelance employees) and reporting directly to the CEO
Part of hiring team for full-time CMO role, set up team structure and aligned roles and responsibilities across team
Created budget plan for 2023
Change Management: enable a smooth transition between interim and permanent leadership, 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
Assessment and support in management of team performance
Job Coaching: individual on-the-job coaching for sales force as well as specific trainings and workshops to improve quantitative sales performance, especially for new client acquisition
Operational Excellence: optimization of KPIs, provision models, forecasts, sales pitches; implementation of short and long-term strategic measures to increase revenues (eg. development and roll-out of reactivation and Core Derivate campaigns); optimizing KPI tracking process for outbound sales team

Sep 2020 - Nov 2020

3 months

Senior Sales & Product Advisor

UcmAgeny

Interim Leadership: set up of a sales team 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 using Salesforce, development of new business areas)
Job Coaching: individual on-the-job coaching for sales force and specific trainings and workshops to improve quantitative sales performance
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-person sales team, direct report to the CEO; assessment and management of team performance; building team through owning the hiring process of additional sales employees
Job Coaching: individual on-the-job coaching for sales force and specific trainings and workshops to improve qualitative sales performance
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 2019

7 months

B2B Sales Consulting and Coach

Zenjob GmbH

Job coaching: individual on-the-job coaching for sales and customer success teams (23 members) and leadership training for sales leads; implemented Task Force teams and training formats to increase sales performance (customer objections, complaint management, forecasting, documentation, onboarding)
Interim Leadership: assessment and management of team performance for Sales and Account Management
Change Management: leading transition of roles from customer support to account management; conducted transition trainings
Operational Excellence: supported integration of 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 leadership team and managing directors on sales and client relationship processes, sales strategies, resource management, automation and alignment of sales processes
Project Outcome: increased outbound calls by 430%, revenue in H2.21 by 32%

Feb 2019 - May 2019

4 months

B2B Sales Consultant and Coach

Schulbulli GmbH

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

Jan 2018 - Dec 2018

1 year

Berlin, Germany

Director Business Development

HeyJobs GmbH

Enterprise sales and account expansion of large clients including annual framework agreements; 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
Achieved turnover Q1–Q3 over EUR 500,000, increase from Q1 to Q2: 95%

Jan 2017 - 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 request of company CEO
Worked across teams (IT, product, pricing) to inform other department strategies through sales inputs
Presented market insights and proposed strategies to board members, informing strategic development of the sales function
Sales responsibility in 2016: ca. EUR 1.7 million; target performance in Q1 2017: 106%

Jan 2016 - 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. EUR 1.5–2 million; average quarterly target performance: approx. 105%

Dec 2014 - Dec 2015

1 year 1 month

Berlin, Germany

Senior Account Manager (Cooperations)

Scout AG/ImmobilienScout24.de

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

Sep 2011 - Jun 2014

2 years 10 months

Berlin, Germany

Senior Sales Consultant

emagine GmbH

Sales management for IT contracting
Customer acquisition and relationship management; managing client portfolio
Achieved margin in 2013: approx. EUR 140,000

Mar 2011 - Aug 2011

6 months

Hamburg, Germany

New Business Consultant

Kontor eins digital GmbH und Co. KG

Implementation and establishment of a distribution structure
Development and implementation of relevant sales measures and sales strategy in collaboration with 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: EUR 300,000

Sep 2007 - Mar 2009

1 year 7 months

Berlin, Germany

Junior Sales Manager/Project Lead

in mind GmbH

Managed communications and event projects exclusively for Mercedes-Benz
Sales and project leadership within the agency for Daimler AG Mercedes-Benz

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