Responsibilities
Marketing and Lead Generation Management
- Assign tasks to the marketer (outsourced): lead plan, channels, budget, KPIs (CTR ≥4%, lead ≤2000₽, ≥40 leads/month).
- Weekly review of the marketer's report: where leads came from, their cost, how many converted into proposals and contracts.
- Cold calling management: tasks for the specialist, script, lead qualification, conversion control.
- Launching a partner channel: find installation and design companies, gas services — agree on a referral scheme (bonus up to 100% of the client's first payment).
- End-to-end analytics control: Metric → CRM → call tracking linkage — to see where the money really comes from.
- Monthly analysis of CAC (customer acquisition cost) for each channel: website, cold calling, tenders, partners, recommendations.
Team Management
- Assign tasks and control the sales manager, cold calling specialist.
- Weekly funnel reviews: leads, proposals, negotiations, closed deals, reasons for refusal.
- Coordination with the contract department (NDO/SDO): handover of deals within ≤ 2 business days.
System and Analytics
- Setting up and maintaining the funnel in Bitrix24: stages, data entry discipline, reports.
- Weekly report to the Executive Director: plan/actual, forecast, gap, solution.
- Lead generation channel analytics: website, cold calling, tenders, recommendations.
- Developing a quarterly sales plan and defending it to management.
What we expect from you
Mandatory
- B2B sales experience of 3+ years — services, equipment, or technical maintenance.
- Tender experience: 44-FZ and 223-FZ — you know the platforms, you can read documentation.
- Sales team management experience: task assignment, control, reviews.
- CRM experience (Bitrix24 or similar): funnel, deal cards, analytics.
- Ability to sell personally: not just "organizing sales", but closing deals yourself.
Will be a plus
- Experience in technical maintenance, engineering systems, building operations.
- Knowledge of the specifics of network clients (retail, logistics, manufacturing).
- Experience building a sales department from scratch or restructuring it.
- Understanding of the marketing funnel: from lead to contract.
Personal Qualities
- Comes with analysis and solutions — not with questions and problems.
- Can work under imperfect conditions: incomplete database, unconfigured CRM, small team.
- Comfortable with numbers: plan, actual, gap, forecast — this is working language, not punishment.
- Honest in reporting: tells it as it is, suggests how to fix it.
KPIs and Measurable Results
We evaluate based on three indicators. All three are checked weekly, without subjective assessments.
| Indicator |
Goal |
How it is measured |
| New contracts (subscription fees) |
600,000 rub./month |
CRM report: closed deals |
| Lead generation (marketing management) |
≥ 40 qualified leads/month |
Marketer's report + CRM |
| Lead → Proposal conversion |
≥ 40% |
Bitrix24 funnel |
| CRM completion |
100% of deals with stage and next step |
Card audit (process) weekly |
After 90 days: quarterly sales plan defended to the ED and owner. Funnel configured. Team works according to regulations.
What we offer
Finances
| Component |
Amount |
| Base salary |
from 140,000 rub. (based on interview results) |
| Bonus for sales plan achievement |
% of new contract amount — negotiable |
| Bonus for portfolio retention |
% of renewed contracts — negotiable |
| Total income with plan |
160,000–250,000 rub./month |
Conditions
- Office in St. Petersburg. Client visits as needed.
- Direct reporting to the Executive Director — short approval chain.
- Real authority: marketing budget, team reporting to you, access to client portfolio.
- Company is in a growth phase — opportunity to build the system for yourself, not rework someone else's.
- Active portfolio of 200+ contracts — there is something to retain and develop from day one.
Key Skills
CRM / Sales Planning / Sales Analysis / B2B Sales / B2G Sales / Sales Management / Team Management / Training and Development / Business Communication / Planning / Leadership / Phone Negotiations / Management Skills / Bitrix24
