Head of Marketing

Realist Estate Agency

Chișinău

Managementul Stresului Gândirea Sistemelor Strategii de Marketing Managementul Strategic

Conducted an audit of marketing processes and team, created new staffing levels based on business goals.
Developed a comprehensive marketing strategy for the agency for the year ahead, covering digital promotion, HR marketing, branding and funnel automation.
Completely rebuilt advertising campaigns: updated goals, creatives, funnel logic and interaction with call center and sales department.
Reduced cost per lead by 50% by revising channels, creatives and analytics.
Set up an individual approach to each realtor and property: implemented tools for personalized pitching and feedback.
Implemented an effective link between marketing, call center and realtors: automated collection of objects, built regular feedback on the quality of leads.
Renewed the team: rotated, adapted and trained employees for the new strategy.
Developed the concept of the project “Realtors Academy” - as a platform for training, adaptation and growth of agents within the company.
Built a closed, self-regulating system for attracting and processing clients - from application to transaction, with manageable growth points and analytics.

Project Manager

Realist Estate Agency

Chișinău

Educarea Pacientului Analiza Datelor Strategii de Marketing Management de Proiect

Processes and automation:
Optimized the work of the teams working with residential complexes in Moldova and Romania.
Customized the sales funnel in CRM REBS, which improved control, accelerated the deal cycle and increased transparency of analytics.
Developed scripts, regulations and instructions for teams in two countries - improved sales standards and shortened the adaptation period for new employees.

Marketing and lead generation:
Launched general advertising campaigns for development projects - focus on generating quality leads.
Increased marketing ROI through accurate analytics and identifying weaknesses in the funnel.
Created and managed a lead pre-processing department - increased conversion to deals and reduced the load on the main sales department.

Investment projects:
Developed and implemented the project “Investors Club” - a system for attracting and retaining large/medium investors as an alternative to dependence on realtors.
Researched investment attractiveness of land plots, calculated profitability, prepared investment reports for foreign partners.
Developed investment and financial products to raise capital for development and related projects.

Partnerships and training:
Established work with partners from related industries: architects, builders, banks, appraisers.
Conducted individual training for realtors: joint calls, call screening, and technique practice to improve the level of the team.

Strategy and launch of facilities:
Conducted market analysis, formed the key UTP and commercial positioning of a new residential project.
Together with the architects and contractors, developed the design specification, taking into account market demands and location specifics.
Developed a promotion and sales strategy for the entire life cycle of the project - from start to completion.

Marketing and promotion:
Realized the marketing strategy: setting the terms of reference, coordination of contractors, control of advertising campaigns.
Personally launched digital advertising, shot and edited video content (including drone video), created promotional materials and presentations.
Managed social media (SMM), interacted with partners.

Sales and CRM:
Organized the sales department from scratch: training, regulations, CRM (implementation and setup).
Set up end-to-end analytics and a system for adjusting advertising campaigns based on sales department data.
Implemented a transaction accounting system and basic economic model for revenue planning and control.

Full cycle of launching objects:
Product concept, layouts, sales strategy, marketing, CRM, launch and control of the first stages of realization - the whole chain from idea to market entry under my management.

Performed quality sales of residential complex objects, including client management at all stages of the transaction: from the first contact to signing and post-contract support, including document management and communication with the construction department.

Key Achievements:

Marketing Strategy and Communications:
Developed and implemented the company's marketing strategy, conducted goal decomposition and execution monitoring.
Optimized advertising budgets based on regular analysis of communication effectiveness.
Organized advertising integrations with major players in related industries (logistics, technology, finance) - increased brand reach and awareness in the target B2B segment.

Sales and CRM:
Organized and managed the sales department of crop protection products and fertilizers (B2B), set up processes and motivation.
Implemented CRM system to automate work and increase transparency of customer analytics.
Developed and implemented the Sales Book - standards of interaction with clients and regulations for managers.

New product development:
Developed a subscription-based product model for farmers: tariffs, marketing strategy, implementation processes.
Ensured the launch, promotion and monitoring of metrics of the new business.
Systematized advertising and sales processes - improved coherence between departments and increased overall efficiency.

- Created the company's marketing and sales department from scratch.
- Identified growth points and increased the company's sales 4-5 times in the first three months of operation
- Ensured that sales plans were met in the face of the real estate market crisis and aggressive competition.
- Analyzing the market and competitive environment to develop effective promotion and sales strategies in a “buyer's market” environment.
- Setting technical assignments for design and active participation in creating concepts for future residential complexes, preparing complexes for sales launch.
- Organization of sales launch for new residential complexes and construction phases, including full preparation and launch of advertising campaigns, creation of regulations and instructions for the sales department, training of the sales department.
- Development and implementation of the company's marketing strategy aimed at increasing brand awareness, extinguishing negativity in the media and creating a favorable image of the company.
- Management of the marketing department (3 people + contractors), ensuring effective work and coordination of all marketing activities, development of a motivation system, which proved to be excellent.
- Managing the sales department (up to 9 people), motivating and managing the team to achieve good results in a competitive market.

At the time I joined the company, there was an under-construction project (excavation stage) in the portfolio, which was stuck in sales and had not had a single commercial transaction for a year. We managed to develop the marketing component from scratch, restart marketing and sales department, and as a result we got the required results - the complex was self-sufficient and profitable. At the moment the residential complex is ready and inhabited.

- Conducting in-depth market research to identify key trends and UTP for the current facility
- Development of marketing plans, including assessment of image risks and creation of strategies to minimize them.
- Developing and implementing a marketing strategy to bring the property to market, with a focus on sales.
- Conceptualizing and launching outdoor advertising to increase facility visibility and attract the attention of target audiences. Won battles in outdoor advertising with competitors)))
- Website development and promotion, video content creation and social media management.
- Creation and management of the sales department.
- Providing the sales department with a quality flow of leads and calls, tracking the quality of processing.
- Evaluating the effectiveness of advertising campaigns with strategy adjustments to improve their performance.
- Conducting direct sales, as well as organizing sales through partners (real estate agencies), which protected the company, and accordingly the construction process from market fluctuations.
- Fulfillment and overfulfillment of sales plans.

- Исследование рынка недвижимости Одессы: анализ спроса, конкурентной среды и динамики цен.
- Мониторинг ценовых трендов и определение факторов, влияющих на стоимость квартир.
- Оценка влияния характеристик ЖК на ценообразование для разных групп потребителей.
- Определение стартовой цены продаж для новых объектов на основе детального анализа рынка.
- Создание маркетинговой стратегии для старта продаж новых объектов
- Планирование, создание и ведение рекламных кампаний для отделов продаж, обеспечение трафика и лидов.
- Создание продающего контента и лендингов, направленных на конверсию.
- Анализ эффективности рекламных кампаний, внесение корректировок для повышения ROI.

По сути занимался всем что связано с digital маркетингом с первого дня существования отдела маркетинга в крупнейшем застройщике Одессы.
- Участие в создании и запуске сайта, разработка структуры и контента для максимальной конверсии.
- Обеспечение качественного трафика на сайт с использованием цифрового маркетинга и аналитики.
- Установка проекторов наружного типа для трансляции рекламы на фасадах домов.
- Организация установки LED экранов на строительных площадках и их настройка до того как это стало мэйнстримом)
- Взаимодействие с партнерами, подрядчиками итд.
- Настройка телефонии и организация аналитики рекламной коммуникации.
- Участие в организации мероприятий городского масштаба.
- Взаимодействие со СМИ, формирование позитивного имиджа компании.
- Продюсирование видеоконтента
- Ведение профилей компании на YT, Instagram, facebook.

Консультации, продажа образовательных программ премиум сегмента, работа с crm. Выполнение объема продаж ок 1 млн. руб. в месяц.

Execution of sales volume of mobile devices with 4G network support. Active work with the marketing department. Work in 1c.

Selling banking products. Fulfillment of the sales plan. - Selling financial products prioritized for the bank. - Fulfillment of the insurance plan.