Vitali Vorobjov

• Optimizing the Sales Process: I focus on shortening the sales cycle through effective change management and process improvements to enhance efficiency. Buyer journey analysis and optimisation. I collaborate with various teams to integrate and automate sales processes, removing inefficiencies.
• Sales Forecasting and Planning: I strategically collaborate with the Chief Sales Officer to create accurate forecasts and set targets.This involves a deep analysis of the sales pipeline, aligning it with our overall business objectives, and setting the direction for our sales team, underscoring the importance of our joint efforts.
• Sales Analytics and Reporting: I define KPIs and sales metrics, create insightful reports for stakeholders, and analyse data to identify trends and areas for improvement.
• Sales Team Support and Development: I collaborate with the CSO to develop strategies, set goals, create incentives, foster team collaboration, and manage onboarding and training. Sales Tools and Technologies: I evaluate, implement, and manage tools and technologies to boost sales team productivity while staying updated on trends for continuous improvement.

Key Achievements:

• Implementation of HubSpot CRM, Jira task management, and Clockify time logging in the sales team.
• Successful onboarding of ten new sales team members.
• Create a sales Wikipedia in Confluence.
• Develop and implement HubSpot quoting processes.

• Mapping and streamlining sales processes to eliminate friction and automate sales processes.
• Leading the development and execution of initiatives to enhance sales efficiency.
• Successfully deployed Pipedrive CRM, moving databases and quoting from spreadsheets to CRM.

I managed a B2B parcel machine sales team and customer support, overseeing the Estonia, Latvia, Lithuania, Finland, and Sweden markets. My role involved developing sales strategies, validating new SME business directions, providing customer service, and optimizing sales processes. The team consisted of five members.

I have experience developing, testing, and launching new products and services as part of the development team. I have been involved in product development projects for outdoor parcel machines (Cleveron 351) and private parcel machines (Cleveron 201), the open network (Collect.Net) of Estonian parcel machines, and the development of the dark store (Toidukas.ee) service. I also have experience in managing self-service and mobile application developments.

I have experience developing and optimising logistics solutions through product development and project management. I successfully managed developing and implementing a new self-service platform for business customers. Additionally, I was the project manager for developing the SmartKULLER courier service and conducting service quality analysis.

I was responsible for overseeing the planning and promotion of B2B sales activities, which included acquiring, consulting, and managing new business clients. Additionally, I was in charge of maintaining and enhancing customer relationships, preparing and executing sales campaigns and projects, addressing and mitigating issues for business customers, managing debtor control, and developing and adhering to a strategic marketing plan. Regarding customer service management in Estonia, I lead a team of eight, which includes seven customer service specialists and one sales specialist.

Planning and promoting sales activities (B2B), including identifying, advising, and managing new business clients while maintaining and enhancing customer relations.

I was the Warehouse and Logistics Manager at As Kalev CF's Vilma subsidiary in Viljandi. My responsibilities include ensuring the high quality of goods and timely deliveries. This involves managing, planning, and accounting for the working hours of our drivers and warehouse personnel. I also oversee the development and implementation of warehouse processes, including product placement principles and the resolution of customer claims. Additionally, I monitor stock levels and lead times and work on constructing and optimising transport circuits while maintaining our means of transport. My team consists of 18 members, including 12 drivers and 6 warehouse workers.