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Head of Sales

СAPS, Business School
4 года назад
22 июля 2019
Киев

CAPS is a niche-oriented school that provides specialized, career-enabling and life-enabling education that is relevant to the interests of our students, who are C-level executives, entrepreneurs across business sectors and scales, intrapreneurs, as well as those who would like to change mindsets into entrepreneurial ones. We integrate entrepreneurship into our curriculum using action-based learning. Professors from top-rated business schools (Stanford Graduate School of Business, IE Business School, MIT Sloan School of Management etc.) strengthen CAPS curriculum with their expertise and experience.

CAPS currently looking for a full-time enthusiastic Head of Sales to join our growing company.

 

THE ROLE:

  • Building up sales mechanics and sales funnels

  • Implement CustomerCentric Selling into a sales strategy

  • Monitoring salespersons with a "multiple stages" approach 

  • Creating value-based system of sales

  • Negotiation process in every stage

  • Executing sales process engineering:

  1. leveraging inbound and outbound leads channels 

  2. designing clear areas of responsibilities and activities within the team in order to accurately qualify prospects, prioritize, convert into customers, and nurture them into loyal ones. 

  3. ensuring that every salesperson performs due to the articulated tasks and KPI's

  • Issuing specific KPI's for each sales role so it will help and support the team to perform greatly

  • Actively collaborating with all core units in CAPS such as Product Management, Marketing, and Project Management

  • Creating and adjusting profile of customer

  • Tracking basic sales performance metrics (Lead2Prospect, Lead2SalesOpportunity conversion, Closure Ratio, Upselling and Cross-selling Ratio, Customers' Retention) and advanced sales performance. 

  • Reporting sales results to the stakeholders and being able to decompose the quota into specific KPI's for salespersons

  • Creating high-values scripts and adjusting mechanics to sales manager

  • Occasionally taking part in negotiations with key accounts 

  • Conduct weekly account planning for the team, one-on-one sessions, supervision screening, organizing regular sessions for the product and project update. 

  • Always be caring about the team

 

WHAT YOU NEED:

  • University degree

  • Previous experience in Head of Sales, or/and Sales Operations Lead, at least 2 years

  • Great team player

  • Solid skills in CRM, LinkedIn business tools, Social Media, emailing and calling techniques

  • Acting as a leader rather than a mentor

  • Outstanding practitioner in creating trust, delegating and facilitating when managing a team

  • Fluency in Russian & Ukrainian is essential. Upper intermediate level in English

  • Entrepreneurial mindset

  • Understanding of business processes

 

WE OFFER:

  • Comfortable and modern office. We care about comfortable working conditions and unlimited coffee ;

  • Variety of knowledge sharing and training opportunities. We are ready to invest resources in the development of each employee. Our colleagues have the opportunity to attend courses and conferences, read and order books in our library;

  • Great professional team and friendly environment;

  • Interesting tasks, not limited by job descriptions;

  • Opportunity to develop professionally, participating in the implementation of interesting and complex projects, as well as taking personal initiative.

 

 

Vira Ivanova