Alexander Wollauz

Sales Department:

Designed effective organizational structures aligned with company mission and values. Consisting of Creation of departments, Recruiting, Sales enablement, Sales operations, Setting KPIs, bonus structures and management.

• Create sales department consisting of Inside sales and Account Executives.
• Manage team of Inside Sales, 15 agents,2 team leaders.
• Manage team of 8 Account Executives, and 1 Team Leader
• Recruiting: Develop interview process based on characteristics needed to close deals (Listening, coachable, enthusiasm, professionalism etc.)
• Training: Create onboarding training and regular training as a team and for individuals after call listening.
• KPIs and bonus structure: Create and implement KPIs needed for company success and bonus structure that was motivating but still challenging and affordable.
• Sales Enablement: Continuous improvement of sales strategies EG: Call guides, Demo guides, internal training documents, proposals/presentations for customers and ongoing training.
• Sales Operations: Create automated CRM follow up process for agents to focus on calls/demos and have the CRM working for them, not against them.

Service Department:

Focusing on "customer first" feedback, company values and the customer journey to increase NPS and renewal rate.

• Managing a team of 15 account managers, 1 team leader and a Director.
• Aligning companies strategic goals in terms of how to treat customers, expectations and driving value through the complete process of onboarding new members from Inside sales, 15 day trial period (AEs), handover to account management service and retention.
• Create automated CRM follow up process for agents to focus on customers needs and have the CRM working for them, not against them.
• Create verification team, to uphold companies requirements to join.

Management:

• Weekly management meetings with a team of 6 C-level managers in the company to discuss strategic goals and tactically implement them across teams.
• Reporting directly to the CEO.
• Using data to identify trends, upcoming challenges to use in forecasting and decision making.
• Managing the challenges of working in a start up of priorities vs capacity vs budget.
• Managing a budget of Euros 5M
• Monthly tracking of PnL.
• Quarterly board meetings.

• Developed and implemented strategic sales plans to increase customer base and ensure customer retention.
• Provided guidance, mentoring and training support to entry-level sales personnel.
• Directed all aspects of the sales cycle from initial contact through successful closure of deals.
• Managed financial forecasting for future sales activity based on historical performance metrics.
• Developed incentive programs to motivate staff towards achieving set targets.
• Supported management team by providing timely feedback regarding operations efficiency.
• Cultivated strong relationships with key organizations and professionals to support future business growth objectives.
• Hired and trained talented employees to build valuable, skilled sales team.
• Collaborated with sales personnel to discuss strategies to close lucrative deals
• Tracked monthly sales to generate reports for business development planning.

• Managing 4 countries, consisting of 9 agents.
• Setting targets for team to achieve expected revenue growth.
• Weekly individual meetings with team members on activity and sales targets.
• Growing existing portfolio (€15 Million) on previous year, by retaining existing business and signing up new businesses, (achieved 35% increase above plan in 3 years).
• Reporting on all business aspects to commercial directors of each country (weekly/monthly).
• Generating new lead sources.
• Supporting changes of CRM system (Salesforce).
• Recruitment and conducting Interviews.
• Creating business strategies and action plans.
• Forecasting on risks and opportunities.
• Presenting at local market meetings to UK and Scandinavian directors.

• Business-to-business sales (B2B).
• Individually managing a business portfolio of €1.5 million.
• Maintaining business relationships with existing customers.
• Starting new business relationships.
• Chasing leads and converting them into accounts.
• Upholding the customer service levels expected by business customers renting with Avis.

• Meeting strict SLAs daily for main contracted corporate agreements.
• Working directly with branches to arrange specific vehicles for Formula 1 drivers worldwide.
• Dealing with individual customers directly via a live “click to chat” service online.
• Social media: Posting updates and responding to queries on the Avis blog.

• Receiving inbound calls relating to car rental queries.
• Converting inbound calls for quotes into reservations.
• Adhering to strict CPH and sales targets.
• Exceeding reservations targets booked globally.

• Manager of “front of house”.
• Dealing with customers directly.
• Upselling wines to match specific meal selection.
• Managing daily operations, 15 staff.
• Communicating new ideas to owners.
• Weekly stock control.
• Cashing up for the day and paying employees.

Direct sales training with Universal Group

• Outbound sales training.
• Direct door-to-door sales training.
• How to approach customers.
• Objection handling.
• Customer service.
• Knowledge of De-regulation.
  
  Job description:
  
• Business-to-customer sales (B2C).
• Dealing with customers directly and making door-to-door sales.
• Meeting strict sales targets and achieving bonuses every week.
• Training new employees in the art of door-to-door sales.
  Sales-driven environment.