Jelena K. - Sales Advisor/B2B-Sales-/Business Coach

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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 (e.g., 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

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

Jun 2022 - Dec 2022

7 months

Interim CMO

Alteos GmbH – an AXA Company

Interim Leadership: leading a marketing team of five (3 permanent and 2 freelance employees) and reporting directly to the CEO, part of the hiring team for a full-time CMO role (hired in Q4 2022), setting up team structure and aligning roles and responsibilities, creating the 2023 budget plan
Change Management: aligning team structure and responsibilities, ensuring a smooth transition between permanent leaders, maintaining stable team performance, and preparing a clear status report and handover for the new CMO
Operational Excellence: developing marketing and communication strategy to support a new revenue stream for the sales department (broker business), optimizing current processes with a focus on cross-team collaboration with sales

Jun 2021 - Dec 2021

7 months

Sales Leadership Consulting, Coaching and Sales Project Management

Alteos GmbH – an AXA Company

Exec Coaching: setting up and developing a new B2B/B2C structure and technical processes in the CRM system for sales, including implementing automated processes along the customer journey in cooperation with the Director of Sales, assessing and supporting team performance management
Job Coaching: individual on-the-job coaching for the sales force, and conducting targeted trainings and workshops to improve quantitative sales performance, especially for new client acquisition
Operational Excellence: optimizing KPIs, pricing models, forecasts, sales pitches, etc., implementing short- and long-term strategic measures to increase revenues in the affinity business (e.g., development and roll-out of several campaigns like reactivation and Core Derivative campaigns), and improving KPI tracking for the outbound sales team

Sep 2020 - Nov 2020

3 months

Senior Sales & Product Advisor (Freelance)

UcmAgeny

Interim Leadership: setting up a sales team (interims) and onboarding employees to the new sales function, implementing short-term measures to increase revenues in H2 2020 (e.g., development and roll-out of a reactivation campaign for existing clients using Salesforce, development of new business areas)
Job Coaching: individual on-the-job coaching for the sales force, and providing specific trainings and workshops to improve quantitative sales performance, especially for new client acquisition
Operational Excellence: setting up and operationally implementing a B2B sales outbound function and sales processes in cooperation with the CEO, establishing KPIs and KPI tracking for the outbound sales team

Jan 2020 - Mar 2020

3 months

Interim Head of Sales (Freelance)

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 2019

7 months

B2B Sales Consulting and Coach (Freelance)

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

B2B Sales Consultant and Coach (Freelance)

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 2018

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 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 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 2016 - Dec 2016

1 year

Berlin, Germany

Key Account Manager Residential

Scout AG/ ImmobilienScout24.de

key account development (expansion and re-activation) working with a 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 euros – average quarterly target performance in 2016: approx. 105%

Dec 2014 - Dec 2015

1 year 1 month

Senior Account Manager (Cooperations)

Scout AG/ ImmobilienScout24.de

customer advice and support for franchise partners and the head offices of the largest franchise clients in the real estate business in Germany
supporting AdSales campaigns for real estate agents, managing relationships and escalations
sales responsibility in 2015: approx. 2 million euros – average quarterly target performance in 2015: approx. 105%

Sep 2011 - Jun 2014

2 years 10 months

Berlin, Germany

Senior Sales Consultant (specialized in new/digital media and e-commerce)

emagine GmbH (formerly GFT Resource Management GmbH – subsidiary company of GFT Technologies AG)

sales management for IT contracting
customer acquisition and relationship management, managing client portfolio
achieved margin in 2013 of approx. 140,000 euros

Mar 2011 - Aug 2011

6 months

Hamburg, Germany

New Business Consultant (project-based)

Kontor eins digital GmbH und Co. KG

implementation and establishment of a distribution structure
development and implementation of relevant sales measures and the sales strategy in collaboration 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 of 300,000 euros

Sep 2007 - Mar 2009

1 year 7 months

Berlin, Germany

Junior Sales Manager/Project lead

in mind GmbH (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