Работал в 8 компаниях 27 лет 4 месяца
Финансовые услуги, Недвижимость и Девелопмент, Банки, Туризм / Путешествия / Пассажирские перевозки, FMCG, Транспорт и Логистика, Торговля оптовая / Дистрибуция / Импорт-экспорт
Head of Global Sales for English, Arabic, Asian, Rus desks
Crypto Exchange, financial services, Call Center
Финансовые услуги
2 года 9 месяцев
03.2022 - по настоящее время
CFD, Cryptocurrency, Bitcoin, Crypto Exchange, Forex
Result: over a period of 3 months, conversion rates have increased: English desk 8.7% (against 4.5%), Arabic 7.2% (against 3.4%), Asian 7.6% (against 4.5%), Russian 9.5% (against 7.5%). A sales quality control and mentoring system has been implemented to maintain the achieved level of conversion. Area of responsibility: goal setting, recruitment, motivation, training, coaching, monitoring the implementation of tasks, dismissal of inefficient specialists. Conducting product trainings on cryptocurrency, on telephone sales skills, coaching sessions to improve the quality of sales for call center specialists.
Head of World Class Sales, sales excellence & sales quality for outbound call center
Prozorro.Sales – National Electronic Exchange, Ukraine
Недвижимость и Девелопмент
4 месяца
09.2021 - 01.2022
The project was stopped due to the start of military aggression of the Russian Federation against Ukraine.
Result: (A) sales grow 200%+ from newcomers that are on the trial period. (B) Sales audit uncover resources for 300%+ sales grow in 4 months, namely: optimization of CRM and sales process (10%+), optimization of commercial areas (10%+), competitions and sales cycles (10%+) , selling against competitors (10%+), auditing calls (10%+), coaching (10%+), correction of the training system (10%+), standardization of objection handling (10%+ ), best practice sharing (10%+), recruiting scaling (10%+), scorecard and KPI optimization (10%+). (C) Sales excellence plan agreed and on implementation phase according with terms and priorities.
Information about the company: auction sales of state and municipal property, real estate, land, resources, assets, vehicles and infrastructure, as well as rent and leases.
Head of World Class Sales, sales excellence & sales quality for retail net of outlets 150+
Credit Agricole Bank Ukraine, 2000+ employers
Банки
2 года 3 месяца
07.2019 - 10.2021
Result: (1) 2021 - the bank took 2nd place* in Ukraine in terms of customer loyalty index, rising from 5th place where it was in 2019. As a result, the sales plan completion rate of the retail network of branches was 80%+, which is an absolute record for the last 7 years. (2)World Class Sales and Sales Excellence methodology deployed in 150+ retail net of outlets over Ukraine. (3) Number of trained and certified specialists exceeded: 380+ sales executives, 80+ outlet managers, 40+ internal trainers. (4) As result of pandemic COVID-19 - online trainings delivery have completely replaced the conduct of classroom trainings that improve country coverage, effectiveness and minimize the cost. (5) Onboarding process for newcomers and "The University of the Retail Sales" have been implemented. (6) Contact Center department fully equipped with new range of 4 sales training programs with total duration of 8 days.
* - https://minfin.com.ua/banks/rating/?date=2022-02-21
Head of Global Sales. International Call Center. Eng/Ukr/Rus
Booking Health GmbH (Medical tourism)
Туризм / Путешествия / Пассажирские перевозки
4 месяца
02.2019 - 06.2019
Result: +300% sales grow in 3 months. Responsible for sales performance & sales team, setting sales targets, dismissing weak sales executives, developing existing sales & recruiting new sales, delivering sales trainings, coaching, performing audit, KPI, sales standards and processes, motivation.
Head of Global Sales / Sales Coach-Trainer. International Call Center. Eng/Ukr/Rus
Media Stream BHG
Финансовые услуги
1 год 2 месяца
01.2017 - 03.2018
Result: +300% sales grow in 3 months. Recruiting sales people and delivering training programs to Telephone Sales professionals: an introduction to financial industry & services, telephone sales skills. Providing individual coaching sessions and auditing sales quality. Monitoring the effectiveness and efficiency of the corporate sales process.
Head of Sales excellence / Sales Coach-Trainer for Ukraine. Eng/Ukr/Rus
Baydera Group, Ukraine (FMCG industry)
FMCG
9 месяцев
08.2014 - 05.2015
- Sales Trainings (Oct-Nov 2014, Feb-May, 2015) - delivered 51 classroom sales trainings in Ukraine (11 trainings for 120+ sales teams managers and 40 trainings for 450+ sales executives);
- Deployed Sales Tools & Standards - (1) Product Catalogue 2015 covering information about company, production plants, product groups and 15 brands, (2) Implemented Sales Standards & Processes for Sales Executives, KAM, Merchandisers;
- Implemented IT solutions - (1) LMS e-learning system covering CIS countries; (2) System for delivering webinars covering CIS countries; (3)Shared knowledge databases for Sales Force and Customers covering CIS countries (in progress).
Head of Sales Enablement / Sales Coach Trainer - for CIS counties. 2000+ staff
DHL Express RU, Ukraine
Транспорт и Логистика
11 лет 4 месяца
12.2002 - 04.2014
-Sales Coach Trainer RU - from 09, 2012 till 05,2014
-Sales Trainer CIS Countries - from 02.2004 till 01.2008
-Sales Enablement Ukraine - from 01.2003 till 02.2004, from 01.2008 till 08.2012
- "2013 - DHL RU is #1 worldwide in absolute EBIT (before China) as result of revenue growth in Q3 & Q4
- "2013 - DHL RU is #1 in Europe region (39 countries) in Selling Against Competitor campaign
- "2012 - DHL RU is #1 in Europe region (31 countries) in Selling Import Product campaign
- "2011 - DHL Ukraine within TOP10 countries with best Sales Excellence results in region (125 countries).
- "2010 - DHL Ukraine is #1 with Sales Excellence Award within region (125 courtiers).
Sales Director / Commercial Manager
Companies - Rannila, Electrolux, Moulinex
Торговля оптовая / Дистрибуция / Импорт-экспорт
7 лет 8 месяцев
05.1994 - 01.2002
Sales
Ключевая информация
As you look to build a world-class sales organization, make sure that you are focused on the right things. As sales managers and business leaders, it is not your job to grow sales. It is your job to grow salespeople in quantity and quality. The following five initiatives are the main areas that must be focused on when building a world-class sales organization: (1)Finding good people, (2)Getting them to join our team, (3)Getting them trained and producing, (4)Growing them into top producers, (5)Keeping them".
I am a Sales Crisis Manager and Auditor, Head of International Sales, World Class Sales and Sales Excellence expert, sales coach-trainer with 20+ years of experience within international companies Credit Agricole Bank (France), Deutsche Post DHL (Germany), Electrolux (Sweden), Moulinex (France), Caparol (Germany), Rautaruuki (Finland). Have experience within industries - banking, financial services / forex trading, insurance, commercial & real estate, air-express courier service, medical tourism, fmcg, home appliances, video-audio equipment, construction materials, ferro/non-ferro metals, chemicals, import & export trading.
Referent-translator of English. Certificate №10468, 1987.
Languages: Ukrainian/Russian - native, English - fluent, German & Italian - basic. Areas of specialization: sales scaling and sales management in call centers, sales audit & consulting, sales coaching, sales trainings delivery, sales tools including CRM-Scorecards-KPI, reporting analysis, recruiting, sales development. Scriptologist. Also have management & administration experience. Advance skills in computer usage and business applications. Driving license - since 1991.
Key words – Forex, Cryptocurrency Exchange, NFT, DeFi, Metaverse, Call Center, Sip, Voiso, CommPeak, Leads, Conversion, Retention, Recovery, Telesales, Telemarketing, DMAIC, Lean, SIPOC, SIX SIGMA, SCRUM, CRM, Scorecard, KPI, Siebel, Dynamics, SalesForce, Bitrix, HubSpot, vTiger, Pipeline, Sales Channels, Sales Process, Sales Quality, Targeting, Activity, Opportunity, Loyalty, Acquisition, Retention, Ratio, Visio, Business Studio, E-learning, Online, LMS, iSpring, Captivate, SkillSoft, Moodle, Mzinga, Drupal, WebTutor, Mirapolis, WebConferencing, Webex, Zoom, Tixeo, MS Teams, Adobe Connect, MS Project, WordPress, Google Tools, Power Point, Outlook.
Учился в 3 заведениях
National Academy of State Regulation & Public Administration, the President of Ukraine
State Regulation
Kiev, Ukraine, 1998
Technical University
Measurement systems and computers
Ilmenau, Germany, 1989
Technical University
Statistics, computers, measurement devices
Kiev, Ukraine, 1988
Владеет языками
Английский
свободно
Немецкий
ниже среднего
Итальянский
ниже среднего
Курсы, тренинги, сертификаты
Full course of English
State courses of foreign languages, Kyiv, Ukraine. Full course of English. Certificate No. 2210, 1988
Intensive course of German
State courses of foreign languages, Kyiv, Ukraine. Intensive course of German. Certificate No. 568, 1987
Дополнительная информация
Personal qualities
LIST OF PROJECTS AND TRAININGS FOR DELIVERY:
- Global Sales Audit
- 300% Sales grow in 3 month
- World Class Sales Organization
- Self-learning Organization
- Global Sales Stimulation Cycles
- Sales Strategy Alignment
- Train The Trainer
- Customer Retention
- Customer Acquisition
- Telephone Sales Skills
- Sales for non-sales people
- Selling in Frontline
- Selling in Customer Service
- Sales Induction
- Sales Standards and Procedures
- Sales Tools for Sales Executives
- One Day in Life of Sales Executive
- Sales Skills Basics
- Sales Skills Advanced
- Consultative Selling
- Time Management for Sales People
- Opportunity Management
- One Day in Life of Sales Manager
- Sales Management
- Coaching for Sales Managers
- Sales Tools for Sales Manager
CERTIFICATES:
- Referent-translator of English. Certificate №10468, 1987
- Recruiting Skills - DHL Express Int., April, 2003
- Train The Trainer: Selling in physical channels - DHL Express Int., August, 2005
- Train The Trainer: Selling in Customer Service - DHL Express Int., September, 2005
- Train The Trainer: Best in Class Sales 1 - DHL Express Int. & TACK Int., October, 2006
- Best in Class Sales Management Coaching - DHL Express Int. & TACK Int., September, 2007
- Training development, level 2 - DHL Express Int., June, 2008
- Train The Trainer: Sales Coaching - DHL Express & Richardson, February, 2010
- Train the Trainer: Best in Class Sales 2 - DHL Express, March, 2010
- Facilitator Skills - DHL Express Int., October, 2012
- Train The Facilitator: Sales Management - DHL Express Int., October, 2012
- Train The Facilitator: Relationship Sales - DHL Express Int., December, 2012
- Train The Facilitator: Sales Tools & Processes - DHL Express Int., December, 2012
- DiSC® Evaluation Specialist - DHL Express Int., December, 2012
Andrii Volodimirovich
Andrii Volodimirovich
Sales - Head of Sales, Coach Trainer, Quality, Auditor, Scriptologist, Call Center
Киев
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