IT company X-Com is looking for a Commercial Director who sees the big picture of the business and can translate strategy into concrete figures: order book growth, deal profitability, customer loyalty. A person responsible for commercial results and ensuring sales plans are met through operational management, analytics, and business process control.
X-Com is a federal IT company with a 30-year history in the Russian market. They operate in key areas: an online store among the top 10 in Russia in the "Electronics and Computer Technology" category, system integration, IT service and outsourcing, supply and support of hardware and software, and printing equipment, as well as in-house production of servers, workstations, and computers.
Candidate Expectations:
- You know how to find working processes and rebuild those that hinder the business.
- You energize the team and lead it to results.
- You are ready to take responsibility for commercial indicators.
Key Success Metrics for this Position:
- Achievement of revenue and gross profit targets.
- Growth of the order book.
- Increased efficiency of commercial departments.
- Managed and predictable sales funnel.
- Improvement in customer service quality.
- Increased transparency and discipline in commercial processes.
Responsibilities:
- Manage departments that influence the company's commercial performance.
- Ensure sales plans are met through a system of planning, decomposition, and control.
- Expand and strengthen existing sales channels.
- Formulate local plans based on data, agree on them, and decompose them to the level of department heads.
- Constantly monitor KPIs.
- Ensure discipline in CRM usage and escalate risks for top deals in a timely manner.
- Prepare regular analytics for management on volumes, funnel, and efficiency of commercial departments.
- Implement new business processes, manage changes, and ensure rapid start-up and common understanding of goals among all participants.
- Conduct sales audits, identify growth points, and formulate recommendations.
What's Important:
- 8+ years of sales experience, with 5+ years in a leadership role.
- Experience in distribution or system integration (IT, security systems, video surveillance, Pro-AV, etc.) will be a plus.
- Understanding of the specifics of a system integrator's work and experience managing teams that influence commercial indicators.
- Ability to build and control business processes.
- Strong management skills: motivating, managing, influencing.
- Advanced proficiency in 1C and Excel.
- Developed negotiation skills and communication skills.
- Result-oriented, stress-resistant, responsible.
What's Offered:
- A competitive salary (discussed based on interview results) and a transparent KPI system.
- Real decision-making authority that directly impacts the company's financial performance.
- Opportunity to implement your own ideas, introduce best practices, and build an effective commercial structure.
- Comfortable office located near "Vodny Stadion" metro station.
