From October 2021 i manage 12 teams, 120+ HC in total, out of which 2 teams (Enterprise sales development & Enterprise Channel Management) support overall sales operations in Enterprise sector of A1 Croatia and other 10 are core direct sales teams supporting A1 revenue & NPS growth of A1 Croatia in segment of SoHo & VSE customers - account management teams, business telesales teams and a team responsible for management of A1 proactive partner network salesforce.During past 2 years we transform ways how we manage business customers in A1 Croatia by digitising L2O processes and building smart tools to support sales force in their own journey of learning new skills and helping digitally transform our customers.Also, in past 2 years we successfully transformed performance of A1 Croatia in SoHo & VSE segment of business customers and returned to the path of revenue and NPS growth in this critical segments for every economy. I believe that developing teams by building strong internal and external relationships, pushing and encouraging team members for small daily improvements and changing mindset and approach how we do daily business is crucial for any successful transformation.

Managing four teams with focus on sales channel management to support post integration era (integrated sales teams with new sales coverage in place, introduction of new KPI schemes, new BSS and L20 processes, new portfolio, new skill sets,...) and sales development through introduction and implementation of various L20 process supporting tools and concepts and digitization of the way how we do b2b in A1 Croatia.Main focus on supporting sales directors and CMO with new integrated teams and processes, work on development of SF skillsest, optimization of processes and keeping performance momentum levels.

Enterprise Sales Development & Channel Management, Proposition & CRVMWith introduction of Enterprise Division in Vipnet, in addition to Sales Development & Channel Management I took responsibility to manage Enterprise Proposition & CRVM (Customer Relationship and Value Management) Team, 10 experts in total as direct reports, covering proposition of mobile and fix service portfolios in all business customer segments, SoHo, SME & Corporate, with aprox. 90mio EUR in Gross Y Revenue. Main focus was to revamp the team, fill open positions and optimize product portfolios to support expected growth targets, primarily in Fix. In addition came the post DD process of Metronet acquisition where focus was on integration of teams, portfolios, BSS and processes which offered great opportunity to support MB in creating new B2B Organization in Vipnet, working closely with SME/Corporate but also ICT sales directors and managers. Commercial (Portfolio/Channels/Go2Market) Strategy, Transformation & Change, Sales Coverage

Based on experience and proven track record on previous positions I got the opportunity and trust to build a team for Sales Development and Channel Management in Business Sales Department to support reporting, planning and process optimization and delivery for SoHo/SME/Corporate sales channels and dedicated managers. Building a team of 5 experts with main focus on sales channel management and sales development from scratch but also leading a team of 13 Operational Sales Support specialist supporting enterprise sales channels in back office administration.

Reporting and channel management for SoHo/SME/Corporate segment of business customers in Vipnet including budgeting, performance management, efficiency and pipeline management, process and reporting development, sales process development and optimisation, channel sizing, mobile/fix/ICT market analysis and sizing, P&S and Channels profitability analysis, KPI's development and implementation.

Sales development and channel management including process definition and optimization, sales channels efficiency and profitability analysis, development and implementation of new sales tools, channel sizing, sales strategy of existing and new P&S, new P&S implemenation, target setting, incentives definition. Focus on cloud solutions.

At my position at Corporate sales Dept. i was in charge for planning and conducting sales activities, preparation and monitoring of account managers sales portfolio's, development and organization of new sales channels,improvement of the internal processes of Corporate Sales. Daily work included the preparation of reports on sales performance of the Department.

At my position in corporate sales dept. i was in charge for managing relations with existing clients in the segment of corporate clients of Erste Card Club (medium and large companies), as well as for new acquisitions with main target to increase sales of business credit cards. Together with business credit cards portfolio, my daily activities were directed into growth of the approved loans portfolio, analysis of potential markets, the acquisition and negotiation around the commercial terms, the risk assessment of individual loans through analyzing financial statements and the creditworthiness of companies. In addition, daily job involved monitoring of activities to increase sales (up-selling, cross-selling), and activities in matters of collection and restructuring of the clients portfolio. Apart from focusing on the care of the client portfolio, the job involved daily work on the development of sales channels of Erste Card Club (primarily Erste & Steiermaerkische Bank d.d.) as well as training and support to their sales staff.

After my job in Telesales Team of WLW i accepted an opportunity which was given by WLW CEO, and started working as a Key Account Manager in segment of customers from the financial sector in Croatia. Work assignments at this position were related to communication and negotiation with existing and prospective customers, conducting meetings and selling online advertising for companies such as banks, leasing and insurance companies and all others from thefinancial domain, such as brokerage firms, funds and fund operations factoring. This position required constant contact with the market and pushed me to work on my communication and negotiation skills. The great challenge in this business, beside it's innovative concept and market, were time management and planning activities on a daily, weekly and monthly basis.

At my position as Head of Telesales i was in charge for leading a team of 5 Telesales agents selling advertising plans to SoHo/SME customers for www.wlw.hr which was at that time leading b2b search engine in Croatia. Telesales Dept. started as a pilot project in WLW Group and developed as a sales channel with significant share and proved that WLW advertising plans can be sold to SoHo/SME segment via cold calls. Besides leading a team my job was to optimize sales process, develop sales scripts and work on customer base segmentation as a prerequisite of channel efficiency.