Jelena Kricka
B2B Sales Consulting & Interim Sales Leader & Coach
Experience
May 2023 - Aug 2023
4 monthsSales 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 monthsConsulting 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 monthsInterim 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 monthsSales 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 monthsInterim 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
Languages
German
Native
Croatian
Advanced
English
Advanced
Education
Oct 2002 - Sep 2018
Universität Potsdam
B.A. 2,0 · German and English/American Studies · Potsdam, Germany
Sep 1999 - Jun 2001