BnovoChief Commercial Officer (CCO)
Mar. 2021 - Nov. 2021St Petersburg, St Petersburg City, RussiaBnovo is a leading cloud-based SaaS product in the hospitality management software market in Russia & CIS, serving over 3000 clients with a range of operational task automation models, including Property Management System, Channel Manager, and Booking Engine. Commercial Director:
• Revenue 2020 + 15% (include freezed period with Covid-19 (Full Q2, 2020)), Revenue 2021 Q1-Q3 + 25% (Total 2021 - Forecast +40%);
• Implemented Sales Department strategy, including the expansion of cold sales with a call center and remote managers in the region, growing the team from 5 to 8 employees
• Developed SOPs for marketing and sales staff from scratch
• Initiated hypothesis testing (HADI) and adopted OKR methodology in Sales & Marketing departments
• Reduced CPA by 40% and increased the number of leads per month by +120%
Achieved a 7% increase in target lead-sales conversion using JTBD, CJM, and AARRR frameworks