В Авито требуется Коммерческий директор.
Challenges ahead:
- Fulfilling of Avito’s revenue targets in the traditional classified model
- Transform ASD into v.2.0. ASD currently reports to Avito head of ASD. As company verticalises it has decided to move the function into the vertical (reporting to the Head of Real estate and expand the role of the commercial department to fit strategic transformation from a “horizontal classified” to “portfolio of successful, transactional Real estate businesses)
- Transformation #1 - take responsibility for the whole revenue of the vertical. Not only from professional sellers of a certain size but also smaller pro sellers and private sellers
- Transformation #2 - take responsibility for all new seller acquisition, incl. being the driver of B2B marketing etc.
- Transformation #3 - move sales force into transaction: start selling services instead of just “listings” and subscriptions”. Fe. in the past short term rent sales department was selling listings on a platform - today - sellers pay a % of transactions. Example #2 - yesterday company only solds leads to property developers - in the future - wants to share the responsibility for their sales results and earn a % of the sold GMV. This requires a fundamentally different sales skill-set, a deeper integration into the value chain and cooperation processes with other departments
- Be the face of Avito RE towards the market: company would also expect the Commercial Director to be the front person towards the biggest customers, the press and the market (conferences etc.)
Who would the candidate report to?
You would be reporting directly to the GM of Real Estate (Ceo-2 role).
An ideal candidate for this role would:
- Leadership experience in sales: a track record of building / managing / transforming a sales organization of 150 people+ and multiple business lines
- Experience in leading B2B marketing
- Experience in real estate: have a strong network in the real estate industry, real estate background or understanding of the real estate industry, it’s key players and personalities
- Be number driven. Company sees sales as a strongly numbers driven function and expects commercial director to talk the language of numbers, argument resources with statistics, facts, market sizes. Strongly monitor the performance of all sales team, constantly search for efficiency improvements and automation opportunities
- Think big bold and act on it - a track record of initiated and executed projects with big impact, especially with focus on leading teams through transformation
- Be a value based leader to sales people. Have experience in hiring and empowering the best - experience in hiring and building teams. Company wants a leader who will grow the next class of sales leaders
- Be able to act as an owner and include others: experience in operating in complex organizations, receiving stakeholder buy ins. Board level exposure
- Have understanding technology and the process of product management: experience of working in a tech company. Experience in building tech platforms
- Have flexibility and strong leadership qualities and organizational skills as well as the ability to adapt quickly to changing priorities, assignments, and roles, methodologies, and best practices
Why should you consider?
- Great career growth opportunity with direct line to management board level: the task described is one of the top strategic transformations Avito is driving. Hence - the leader of this business unit would become a natural candidate for Deputy GM of Real estate and a potential successor and board member of one of the top tech companies in Russia
- Ability to make a big change: using the customer access of one of the biggest tech companies to transform the biggest market (real estate)? How often do you get that chance in life?
- Joining at the right moment: The understanding of the need for transformation is there. Management is on board. Shareholders are onboard. The vision is there, resources are being allocated. All you need to do is… execute
- Big personal impact and responsibility: Direct report to GM, Management board visibility. Massive dedicated resources. Clear success path. Set vision and make it happen. No paper-pushing and bull-shit talkings
- Great culture and opportunity for development: You’d be joining a rapidly growing group of inspired professionals not only from Russia but all around the world. Avito is 6000 people strong and growing rapidly united around one vision: of constantly improving the way things are being sold