In Avito, we are looking for a Head of SMB Commercial Effectiveness.
Avito Rabota helps employers find employees and people find suitable jobs. SMB is one of the key segments of Avito Rabota. The team develops commercial processes: making goals clear, funnels and resources transparent, and the impact of changes measurable.
What tasks await you:
- Build an SMB revenue management model, linking commercial plans with manageable sales indicators;
- Together with the sales and analytics teams, develop a unified funnel methodology: define stages, rules for calculating conversions, SLAs, and customer handover procedures.
- Define roles, areas of responsibility, and regular sales management processes.
- Formulate requirements for DWH, BI systems, and management dashboards.
- Develop a model for calculating workload, required team size, productivity, and sales cost.
- Manage the change portfolio: prioritize based on expected business impact, coordinate implementation with related teams, and evaluate the additional results and payback of initiatives.
Requirements:
- Experience in improving sales efficiency, managing commercial processes, strategy, and operational activities, or business consulting;
- Developed and implemented sales models, performance indicator systems, or management processes from scratch;
- Ability to assess how work changes affect revenue, costs, and profit;
- Understanding of how data warehouses (DWH) and BI systems work, ability to set tasks for data preparation and reporting;
- Implemented changes involving multiple teams and can demonstrate achieved results;
- Ability to build an overall work model and understand the details of individual processes.
It would be great if you have:
- Experience in digital B2B services, marketplaces, classifieds, SaaS, fintech, or telecom.
Working at Avito means:
- The opportunity to influence the product and processes for the benefit of the client, initiate and lead business projects;
- Interesting tasks and complex challenges (we have ambitious and inspiring goals);
- External and internal training at the company's expense (courses, trainings, lectures, mentoring, etc.);
- Flexible work format option;
- Care for employees and their health: from the first day of work, you will receive insurance with dental care, meal compensation; a therapist and masseuse are available at the office, yoga classes are held;
- A beautiful and comfortable office two minutes from Belorusskaya metro station: panoramic view of the city center, quiet workspaces, a gym, a grand piano, and relaxation areas.
