Categorii
Jobs

Key Account Manager (hunting)

We are looking for a Key Account Manager (Hunting) for a leading provider and integrator of IT solutions with over 30 years of experience in the Romanian market. The position is based in Bucharest, Romania.

THE ROLE

The Company is seeking a Key Account Manager to join the team dedicated to the retail segment. He/She will be accountable for growing the fashion & beauty retail vertical or the pharma retail vertical. He/She should be able to identify and capitalize on new business opportunities in these sectors, understanding potential clients’ needs and establishing and developing relationships with them.

The ideal candidate will have a track record of strategically targeting new customers, developing new opportunities, winning contracts in a challenging environment, and maintaining and developing the Company’s business with the existing clients from their assigned segment.

Main responsibilities

  • Exploring, developing, and executing new business opportunities within his/her allocated sector;
  • Engaging with existing and potential customers to identify and evaluate their specific needs and ways of collaboration, developing and nurturing relationships with them;
  • Identifying and developing trusted advisor relationships with key customer stakeholders and executive sponsors, having the ability to understand the organizational culture and specificities of the client;
  • Growing the relationships with existing customers by regularly proposing solutions that align with their strategy and/or meet their immediate objectives;
  • Acting as the main point of contact in all matters relating to client concerns and needs;
  • Building an in-depth knowledge of the assigned market sector and developing trends;
  • Strategically researching and prospecting mid-size and large accounts;
  • Initiating the first steps of the sales cycle, from prospecting to presentation, to demonstration and producing adapted quotes, leveraging your strong communication skills;
  • Collaborating with colleagues in pre-sales to prepare the offers;
  • Analysing the market and competition in terms of product range, services, and sales strategy;
  • Drawing up and negotiating non-disclosure agreements and contracts, with the support of the legal team, understanding the importance of contractual agreements for both parties;
  • Ensuring successful follow-through of the sales cycle by maintaining accurate activity and lead qualification information in CRM application for leads, opportunities, offers, contracts, tasks;
  • Analyzing weekly activity / sales / profitability / solution / business line reports.

INTERNAL CONTACTS

He/She will report to the Sales Manager Retail Vertical and will collaborate closely with other departments (e.g., pre-sales, project managers, etc.).

THE CANDIDATE

Requirements

  • Demonstrated experience of minimum 3 years either as a Key Account Manager, Sales hunter or related roles in an Information Technology services/consultancy company (must have);
  • Background in the pharma retail or beauty & fashion retail sectors is a plus;
  • Ability to professionally communicate, present, and influence key stakeholders at all levels of an organization, including executive and C-level;
  • Proven knowledge and execution of successful business development strategies;
  • Background in negotiating contracts;
  • Experience in forecasting and tracking account metrics (e.g. monthly and quarterly sales results and annual forecasts);
  • Fluent English;
  • Category B driving license.

Professional Profile

  • Excellent listening, communication, and presentation abilities;
  • Strong interpersonal skills with an aptitude for building relationships with professionals of all organizational levels;
  • Drive and enthusiasm for sales, with a high customer orientation;
  • Excellent organizational skills;
  • Team player, with strong collaboration and influencing abilities.
Categorii
Jobs

Sales Manager

We are looking for a Sales Manager (Hunting) for a leading provider and integrator of IT solutions with over 30 years of experience in the Romanian market. The position is based in Bucharest, Romania.

THE ROLE

The Sales Manager will lead new business initiatives in emerging verticals and support the growth of a team of KAMs/hunters. He/She will be defining strategies for market expansion, contributing to setting the growth plan and coordinating the execution, and supporting the development of the team. He/She should have the ability to identify and capitalize on opportunities in new sectors while fostering a proactive, results-driven culture within the team, and prioritizing continuous improvement and growth.

Main responsibilities

  • Crafting the strategy for entering new verticals in alignment with the Company’s overarching direction;
  • Identifying market opportunities for the development of complex projects within large companies;
  • Engaging in the formation (recruitment) of the team, in conjunction with the Commercial Director and the HR Department;
  • Participating in defining the team’s objectives and KPIs;
  • Formulating, together with the Commercial Director, a comprehensive growth and development strategy for the team, spanning short, medium, and long-term horizons;
  • Providing leadership and guidance, fostering a culture of accountability, and collaboration;
  • Leading cross-functional initiatives to enhance sales effectiveness, streamline processes, and optimize resource utilization, ensuring alignment with organizational goals and objectives;
  • Collaborating with internal teams to refine product offerings, pricing strategies, and go-to-market plans;
  • Conducting market research and analysis to identify emerging trends, customer needs, and competitive dynamics;
  • Monitoring and analysing sales performance metrics, identifying areas for improvement;
  • Developing strong relationships with key stakeholders, including clients, partners, and industry influencers, to facilitate business development opportunities;
  • Leveraging sales technology and CRM systems to track sales activities, manage customer relationships, and analyse data for informed decision-making.

INTERNAL CONTACTS

He/She will report to the Commercial Director, collaborate closely with other departments (e.g., pre-sales, project managers, etc.), and will lead in the future a team of KAMs/hunters.

THE CANDIDATE

Requirements

  • 10 years of experience in sales, focused on proactive business development within the private sector;
  • Demonstrated track record of successful sales hunting activity in one of the targeted industries (gas stations, beverages, auto dealers, pharma, distribution, retail developers, logistics, manufacturing, exchange & pawns, national retail);
  • Consultative sales approach, with a background in the technology sector;
  • Exceptional influencing and negotiation skills;
  • Collaborative work ethic and customer-centric mindset;
  • Fluent in Romanian and English.

Professional Profile

  • Strategic mindset with strong interpersonal and communication skills;
  • Capacity to lead and influence people;
  • Excellent organizing skills, with the ability to create flows and processes;
  • Driven, persistent, and resilient individual, with the capacity to turn failures into learnings;
  • Decision-making abilities, adept at initiating and negotiating new business opportunities;
  • Ability to collaborate in a team environment, prioritizing tasks and multitasking effectively;
  • Flexible, adaptable, and proactive person, thriving in a fast-paced and dynamic setting.
Categorii
Candidates

Key Questions to Ask in Your Next Job Interview

Transitioning to a new job is a significant step in one’s career, demanding careful consideration and thorough evaluation. For candidates looking to make a well-informed decision, the interview process offers a prime opportunity to assess whether a potential job and employer align with their professional aspirations and personal values.

This article provides a short guide to some questions that could be asked during interviews to gain better insights into the company culture, role expectations, and overall fit.

 

Role clarification and expectations

  • Context: Why is this position available? Is this a new role or will I be taking over from someone who is leaving? How will the handover happen?
  • What are the key responsibilities of this position?
  • How does this role contribute to the overall goals of the company?
  • Can you walk me through a typical day or week in this role?
  • What are the first projects that will need to be addressed?
  • Can you show me examples of projects I’d be working on?
  • What are the objectives for the first 6 months? How about the long-term ones?
  • What obstacles might I face in this position?
  • What type of support does the company offer for overcoming these challenges?

Performance and advancement

  • What qualities are essential for someone to excel in this role?
  • What metrics or objectives will be used to assess my performance?
  • How and how often are performance reviews conducted?
  • How has this position evolved since it was created?
  • What is the typical career path for someone in this role? / Where have employees who were successful in this position advanced to next?
  • What are the challenges the preceding person in this role faced?

Team dynamics and support

  • Can you tell me about the team I’ll be working with?
  • Who will I report to directly?
  • How is feedback given here?
  • What are the team’s greatest strengths and most significant challenges?
  • What are the common attributes of top performers here?
  • How would you characterize the work environment? Is the work primarily collaborative or rather more independent?
  • What is the turnover rate in the team, and what are the main reasons for it?

Company stability and growth prospects

  • What are the company’s growth plans for the next five years?
  • How has the company evolved over the past few years?
  • What are the biggest risks facing the company right now?
  • What excites you the most about the future of the company?
  • Can you describe any recent products or services that have been launched?
  • How does the company stay ahead of industry trends and changes?
  • Can you provide examples of how the company has successfully overcome challenges in the past?
  • What is the company’s main focus for the next year, and how does this role contribute to that focus?
  • Does the company encourage innovation? How?

Work environment and tools

  • What tools and technology will be available to me for executing my duties?
  • What are some of the recent investments in technology or infrastructure that the company has made?
  • What’s the company’s policy on remote work or flexible hours?
  • What office facilities are available to employees?
  • What types of collaborative tools are used within the company?
  • How are project and task management handled within the company and by this team?

Understanding the company’s culture and values

  • What do employees enjoy most about working here?
  • What are some of the company’s traditions or team events?
  • Could you share details about the last company event you all attended together?
  • What is the office tradition you enjoy the most?
  • What are the main factors influencing employees to remain at or depart from this company?
  • How would you describe the people that are most fit here?
  • How does the company support professional development and continuous learning?
  • What is the company’s policy on work-life balance?
  • How does the company handle conflicts or disagreements within teams?
  • What channels are available for employees to express their concerns or suggestions?
  • What steps has the company taken recently to improve employee satisfaction and retention?

These questions are designed to provide a comprehensive understanding of the position, the team, the company’s operations, and its culture. A thoughtful inquiry during an interview can give candidates a clearer picture of what to expect and help them decide if the opportunity aligns with their professional goals and personal values. Thus, asking the right questions during an interview can demonstrate the candidate’s enthusiasm and commitment to the role, but most importantly it will ensure they make a knowledgeable decision about their next career move.

Categorii
Jobs

PR Account Coordinator

We are looking for a PR Account Coordinator for an established integrated full-service communication agency. The position is based in Bucharest, Romania.

THE ROLE

The company is searching for a PR professional to assume various public relations responsibilities, from crafting media plans and content, to implementing successful campaigns.

Main responsibilities

  • Developing and implementing PR activities on behalf of the assigned clients, under the supervision of the direct manager;
  • Developing and maintaining relations with important and relevant media outlets/ journalists and influencers, on behalf of the client and the agency;
  • Keeping up to date with issues covered in the media that can impact or are of interest to the allocated accounts;
  • Writing communication materials in English/ Romanian, including editorials, press releases, articles, backgrounders, interviews, executive summaries, evaluation reports, Q&As, media fact sheets and statements, internal messages, translations, etc.
  • Developing reports in Excel, PowerPoint, or Word in English (such as campaign reports, media monitoring, etc.)
  • Developing presentations, upon request;
  • Issuing press releases to targeted media;
  • Implementing influencer marketing activities;
  • Screening and managing media requests, generating ideas to gain more media coverage for allocated accounts;
  • Ensuring integration on client accounts with other disciplines when the case (social media, ATL, BTL, digital, video content, etc.);
  • Following the agency’s procedures in managing paperwork related to projects’ implementation (budgets, project sheets, invoicing, contracts and addendums, timesheets, etc.);
  • Establishing and maintaining a constructive collaboration with existing team/ other departments (social media, creative, etc.), as well as with clients, suppliers, and partners;

 

REPORTING

The PR Account Coordinator will report to the PR Account Manager.

 

THE CANDIDATE

Requirements

  • Bachelor’s degree in PR, Communication, Marketing, Journalism or similar;
  • Prior experience of min. 3 years working in a communication agency;
  • Demonstrated strong writing and communication abilities;
  • Good project management abilities;
  • Strong media relations and influencer marketing skills;
  • Fluent in English.

Professional Profile

  • Energetic, responsible, and driving toward performance;
  • Solution-oriented professional, with high-quality standards;
  • Strong attention to detail is essential;
  • Adaptable, hands-on, with good planning abilities.
Categorii
Candidates

Mastering the Start of the Week

Strategies to Overcome the Monday Blues

Monday Blues typically refer to the sense of unease or apprehension that many feel when starting the workweek. Stress, high expectations, and a significant workload can contribute to feelings of dread at the beginning of a new week. For those in management, this outlook can be intensified by the responsibilities of leadership and the anticipation of the tasks ahead, as they must also consider the morale and productivity of their teams.

Identifying the Signs

  • Emotional and psychological symptoms may include anxiety, low motivation, lack of enthusiasm, or a general sense of being overwhelmed, which can affect decision-making and leadership effectiveness.
  • Physical and behavioural indicators can range from sleep disturbances on Sunday night to procrastination and a lack of focus on Monday mornings.

The start of a new week should not be horrendous. If it is, avoid blaming it solely on the company culture, team, or tasks ahead and try to take some control over the situation. Proactive measures, from implementing stress management techniques to adjusting work habits, can transform Mondays into more productive and positive days.

Personal management strategies

  • Rituals: Establishing calming Sunday night rituals, as well as a structured Monday morning routine, can help ease the transition into the workweek, improve mental clarity, and reduce anxiety.
  • Self-care: get adequate sleep, as sleep deprivation can amplify stress and affect your mood and productivity. Eat a nutritious breakfast to improve your energy levels, and, if possible, incorporate some form of physical activity into your Monday morning routine.
  • Shifting mindsets: Viewing Monday as a fresh start, as a chance to set new goals and achieve new successes can dramatically change one’s perspective on the day.
  • End the day positively: Reflect on what you’ve accomplished during the day and plan something enjoyable for the evening. This could be a hobby, time with family, or watching a favorite show. Having something to look forward to can significantly uplift your spirits.

Tips and tricks at work

  • Week planning: Spend some time setting a general overview of key tasks and meetings, to avoid feeling overwhelmed.
  • Setting realistic expectations for the week: It’s important to set manageable and achievable goals, for a clear direction and a sense of control.
  • Use the Eisenhower Box or a similar method to prioritize tasks based on their urgency and importance. This helps in managing time effectively and reducing stress caused by task overload.
  • Start with the most engaging task, namely something you genuinely enjoy or find stimulating. This can create positive momentum and set a productive tone for the rest of the day.
  • Tidy and prep your workspace the night before to create a welcoming environment that you are happy to come into on Monday morning. Personalize it with items that make you feel comfortable and happy, such as photos, plants, or inspirational quotes.
  • Throughout the day, take short breaks to prevent burnout. Even a five-minute walk or a brief meditation or conscious breathing session can help reset your mind and improve focus.
  • Starting the week with a purpose-driven team meeting can help set a positive tone and clarify objectives for the coming days.
  • Strong team dynamics are essential for overcoming collective challenges and can help individual members (including managers) feel more connected and supported. Therefore, you can identify ways to start the week with team cohesion-building exercises.
  • Continuous improvement and growth: You can use Mondays for ongoing personal and professional development.
  • Another strategy can be reducing the number of commitments you schedule on Mondays. This might mean delegating tasks, spacing out meetings throughout the week, or using the day to catch up on work from the previous week without adding new tasks.

Quick tips might include taking a short walk, listening to uplifting music, or practicing a few minutes of deep breathing.For more deep-seated concerns, strategies might involve regular counselling, ongoing stress management training, or systematic changes in work habits.

 

If you found this article interesting, you might want to read about getting back on track after the holidays: https://pfpadvisory.com/jumpstart-your-post-easter-work-routine-with-these-5-simple-tips/

Categorii
Candidates

POV: Cum revii profesional după o pierdere personală

Postare scrisă de Alexandra Ene pentru LinkedIn https://www.linkedin.com/in/alexandraene1/ 

Oricât am vorbi despre work-life balance, viața personală și cea profesională nu sunt complet separate ca să le poți ține în echilibru, ci mai degrabă se întrepătrund și se influențează una pe alta. Nu avem două creiere și două suflete, câte unul pentru birou și unul pentru acasă, și, eu una, nu cunosc oameni care reușesc să se detașeze complet. Prin urmare, când ceva nu merge într-o parte este foarte probabil să destabilizeze și cealaltă parte. Atunci când trăiești o pierdere personală, sunt șanse mari fie să scadă concentrarea la birou fie să te arunci în muncă, pentru a evita să procesezi evenimentele.

Nu știu cum trebuie abordate lucrurile pentru oricine, este un proces delicat și profund personal, iar eu nu sunt nici psiholog ca să îmi permit să dau vreun sfat. Pot însă să împărtășesc ce a funcționat pentru mine, poate ajută pe cineva:

⭐ Mi-am dat voie să simt emoțiile, le-am recunoscut și acceptat. Tristețea, furia, confuzia – toate au fost parte din procesul meu, dar am știut că fiecare reprezintă o etapă a vindecării. În același timp, am încercat să nu le vărs în brațele colegilor/clienților/candidaților și să stăpânesc potențialele răbufniri.

⭐ Am comunicat nevoile mele. Tocmai pentru că fiecare gestionează diferit suferința, oamenii din jur nu știu cum să reacționeze. Ajută să spui despre situația prin care treci (nu e nevoie de detalii), dacă nu te simți pregătit să te întorci imediat la muncă, care este capacitatea de muncă, dacă ai nevoie de program flexibil sau suport o perioadă.

⭐ Am încercat să stabilesc niște limite sănătoase între viața mea profesională și cea personală. A fost important să nu las încărcarea emoțională să îmi afecteze (prea mult) munca, păstrând un echilibru între a fi prezentă în proiecte și a-mi acorda spațiul de care aveam nevoie.

⭐ Am căutat suport. Acesta poate veni în diverse forme: consiliere, discuții cu un mentor, coleg, apropiat. Vorbitul în general ajută să te descarci, dar și să pui lucrurile în perspectivă.

⭐ Am adaptat ritmul și am setat obiective realiste, ca să nu mă simt copleșită. Și, mai ales, mi-am dat timp să mă vindec, am încercat să fiu mai blândă cu mine și recunoscătoare pentru ce am.

⭐ În același timp, m-am ținut ocupată, nu am renunțat la activitățile mele obișnuite, chiar dacă pe moment nu am simțit că mă ajută. Cred că izolarea mi-ar fi făcut mai rău.

⭐ Am căutat semnificație și scop. Perspectivele asupra vieții și a muncii se pot schimba în momentele de cumpănă. Astfel, am considerat că o suferință poate fi și o oportunitate să reflectez la ce este cu adevărat important pentru mine și cum cariera mea se aliniază cu aceste valori.

Astfel de experiențe pot fi (cel puțin) provocatoare, însă ne pot învăța multe despre noi, despre cum să găsim resurse să depășim dificultățile, despre importanța sprijinului și a comunicării, dar și să acceptăm că unele lucruri pur și simplu nu sunt în controlul nostru.

Categorii
Corporate

POV: Când ar avea sens să lucrezi cu headhunter extern

Postare scrisă de Alexandra Ene pentru LinkedIn https://www.linkedin.com/in/alexandraene1/ 

Poată părea contra-intuitiv că spun asta, dar nu cred că orice colaborare angajator – agenție de recrutare are sens. Am avut discuții cu potențiali clienți din care m-as retras, simțind că nu pot să ajut, dar și situații când am început proiecte pe care la un moment dat a trebuit să le opresc, pentru că simțeam că nu aduc suficientă valoare. La modul general, iată care sunt situațiile în care mi se pare util să accesezi suport extern:

💎 Pentru poziții de nivel înalt sau specializate: Atunci când vrei să ocupi astfel de roluri, experiența și rețeaua unui headhunter pot fi esențiale pentru a identifica candidați calificați care nu sunt neapărat în căutarea unui job sau sunt dificil de găsit prin metode tradiționale.

💎 Când resursele tale interne sunt limitate: Dacă departamentul tău de HR este mic sau are deja multe pe cap, altcineva poate prelua sarcina de a căuta, evalua și negocia cu candidații, eliberându-ți timp și resurse.

💎 Pentru a păstra confidențialitatea: În situații unde schimbarea unui manager sau crearea unui nou post trebuie să rămână sub radar, un headhunter extern poate gestiona procesul de recrutare discret și eficient.

💎 Când căutările anterioare nu au avut succes: Dacă ai încercat deja să ocupi o poziție folosind metodele interne sau alte resurse fără succes, un Consultant cu experiență relevantă poate oferi o nouă abordare și acces la o rețea diferită de candidați.

💎 Pentru acces la o rețea mai largă: Headhunterii externi au adesea rețele extinse și îți oferă acces la candidați pe care altfel s-ar putea să nu îi găsești.

💎 Eficiență în procesul de selecție: Un Consultant experimentat evaluează candidații înainte să ți-i propună, astfel se asigură că doar cei mai potriviți sunt prezenți la interviu cu echipa ta, economisindu-ți timp și resurse valoroase.

💎 Negocierea ofertelor: Partenerul în recrutare poate acționa ca mediator în negocierea ofertelor de angajare, ajutând la identificarea zonei de confort pentru ambele părți și prevenind posibilele neînțelegeri.

💎 Pentru a naviga în piețe de muncă competitive: În domenii unde anumite competențe sau profiluri sunt foarte căutate și competiția pentru candidați este acerbă, serviciile unui headhunter pot fi decisive pentru a te diferenția și a atrage cei mai buni candidați.

În esență, apelarea la un headhunter extern poate fi o strategie valoroasă pentru a găsi talente de top, în special când rolurile sunt cheie, resursele sunt limitate, sau când e nevoie de confidențialitate și eficiență în procesul de recrutare.

Categorii
Corporate

How to Organize and Coordinate Efficient Management Meetings

… and how to avoid “this meeting could have been an email” feedback from your participants.

In the article below, we will go through key strategies for preparation, facilitation, and follow-up to ensure your meetings are productive and impactful.

Introduction to Management Meetings

 Management meetings play a pivotal role in the corporate world, serving as a platform for decision-making, strategizing, and team alignment. In recent years, these gatherings have evolved, adapting to new technologies and workplace dynamics, and represent an important step towards organizational success.

Pre-Meeting Preparation

The foundation of a successful management meeting lies in thorough preparation, therefore the first important step is identifying its core purpose. This could range from strategic planning, problem-solving, or information sharing. Setting clear, achievable objectives for the meeting, that are clear for everybody, not only guides your agenda but also helps in measuring the meeting’s effectiveness later.

Participant Selection

Choosing the right participants means including the necessary expertise, decision-making authority, and a representation of different departments or functions, depending on the topic and objective of the discussion. In general, it’s key to balance the hierarchical levels to ensure a diversity of perspectives.

Agenda Setting

A focused and well-structured agenda is the backbone of any efficient meeting. Keep it efficient from a time perspective and allocate time wisely for each topic to keep discussions on track. The agenda should be circulated in advance to allow participants to prepare adequately.

Logistics Planning

Selecting an appropriate venue and ensuring all technical requirements are met. For in-person meetings, consider the room size and layout, while for virtual meetings, ensure a reliable digital platform is used. Take into consideration differences in time zones.

Communication Before the Meeting

Distribute any pre-read materials well in advance and communicate the meeting’s objectives and expectations to the participants. This step helps set the tone for the meeting and ensures that everyone comes prepared.

The Role of a Meeting Facilitator

A facilitator plays a key role in driving the meeting towards its objectives. They should possess skills in time management, conflict resolution, and effective communication. A facilitator’s job is to encourage participation from all attendees and keep the discussion aligned with the agenda. Thus, they should actively encourage participation from quieter members and manage dominant personalities.

Conducting the Meeting

Start the meeting on time and adhere to the scheduled time for each agenda item. Use engaging techniques like open-ended questions to foster discussion and ensure that every participant has the opportunity to contribute.

Problem-Solving in Meetings

Effective meetings often involve problem-solving. Utilize strategies like brainstorming or SWOT analysis to address disagreements constructively. Decision-making should be inclusive, yet decisive, to maintain the meeting’s momentum.

Incorporating Technology

Embracing digital tools can significantly enhance meeting efficiency. Use software for real-time collaboration, project management, and digital minute-taking. For virtual meetings, understanding best practices is crucial to ensure engagement and productivity.

Documenting the Meeting

Accurate minutes are fundamental for record-keeping and follow-up. They should capture key decisions, action items, and responsibilities. Choose a method that suits the nature of your meeting, whether it’s traditional note-taking or digital recording.

Post-Meeting Actions

Effective meetings lead to actionable steps. Ensure that action items are clearly assigned and deadlines set. A follow-up email summarizing the meeting’s outcomes helps in keeping everyone on track.

Feedback and Continuous Improvement

Gather feedback post-meeting, implement suggestions, and review in a critical manner the meetings’ effectiveness to make future meetings more productive.

Challenges in Management Meetings

Be aware of common pitfalls like lack of focus, dominance by a few members, or off-topic discussions. Stay adaptable to the changing business environment and be prepared to modify your meeting strategies accordingly.

Case Studies: Successful Management Meetings

Analysing real-world examples provides valuable insights. Study how industry leaders conduct their meetings and learn from their best practices and innovations.

Future Trends in Meeting Management

The future of meetings is likely to be influenced by technological advancements, globalization, and increased remote work. Stay abreast of these trends to keep your meeting strategies relevant and effective.

 

In today’s world of business, management meetings should not be seen as just administrative routines; they represent the space where ideas merge, strategies take shape, and visions turn into actionable plans. It’s where the collective intelligence of a team is exploited to drive an organization towards its goals. Thus, rebrand them within your company as opportunities for innovation, collaboration, and inspiration.

Also, remember that the efficacy of a management meeting isn’t just measured by the decisions made within it, but by the actions it generates after. Participants should leave the discussion energized, aligned with the organization’s vision, and equipped with clear directives.

Thus, organizing and coordinating an efficient management meeting requires careful planning, clear communication, and a commitment to continuous improvement. By following the guidelines, these gatherings can become powerful tools for driving your organization’s success.

Categorii
Corporate

POV: Despre sesiunea de briefing în recrutare

Postare scrisă de Alexandra Ene pentru LinkedIn https://www.linkedin.com/in/alexandraene1/ 

🗣️ Ce este sesiunea de briefing/intake și de ce este esențială în executive search 🗣️

Se referă la discuția de început cu toți factorii de decizie într-un proces de recrutare la orice nivel, dar cu atât mai mult când vorbim de poziții de management. De exemplu, dacă ești proprietar al unei afaceri, Director General, Director de HR, manager direct, probabil vei participa la această discuție, în funcție de companie și rolul pentru care căutăm candidați.

Care sunt pașii 👇

✅ Trecem prin motivul pentru care poziția este deschisă, responsabilități, cerințe și calificări necesare pentru rol, dar căutăm să înâelegem cât mai multe despre obiective, companie, model de business, cultură organizațională, employee value proposition (EVP), echipa în care va lucra viitorul angajat, specificități, așteptări și provocări.

✅ Este cel mai important pas în proiect: dacă noi înțelegem bine ce tip de profil căutăm, atât la nivel profesional, cât și ca profil, personalitate, abordare, vor crește șansele să aducem la masă candidații potriviți.

✅ Povestim despre cum decurge procesul de recrutare, care sunt etapele și calendarul și care sunt responsabilitățile fiecărei părți. Vrem de asemenea să înțelegem ce așteptări are clientul de la noi și care sunt factorii de decizie.

✅ În același timp, consultanții trebuie să și citească printre rânduri în cadrul discuției cu stakeholderii. Uneori, ce povestesc clienții despre compania lor reprezintă mai degrabă o aspirație sau o proiecție decât realitatea, ori noi trebuie să plecăm la drum cu o imagine obiectivă asupra contextului. Prin urmare, este important să primim informații reale într-un mod transparent.

Spre exemplu, unele organizații sunt flexibile, agile, tipologia de start up cu puține niveluri de aprobare, altele care se află în fază de maturitate sunt ierarhice, cu procese bine definite, unele sunt foarte competitive, orientate către piață și profit, altele pun oamenii pe primul plan. În fiecare tip de companie performează mai bine alt profil de om, deci trebuie să clarificăm de la ce plecăm și care sunt obiectivele.

Mi-am dat seama de importanța acestei etape în proces foarte repede după ce am început să lucrez în acest domeniu:

– pe de o parte, avem nevoie de informații ca să înțelegem ce profiluri căutam;

– pe de altă parte, trebuie să avem un nivel de înțelegere complex, pentru a le putea povesti candidaților lucruri relevante.

Deoarece recrutăm poziții de management, candidații au pe bună dreptate foarte multe întrebări, și trebuie să înțeleagă rapid dacă proiectul pentru care îi abordăm poate fi interesant pentru ei sau nu.

👉 Recomandarea noastră: o sesiune de briefing bine structurată și asumată de toate părțile ne permite să ne concentrăm pe găsirea candidaților potriviți, fără a risipi timpul și resursele noastre sau ale candidaților care nu corespund cerințelor reale. Această abordare optimizează procesul de recrutare și poate duce la angajări mai rapide și mai eficiente.

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POV: La ce mă uit prima dată când deschid un CV

Postare scrisă de Alexandra Ene pentru LinkedIn https://www.linkedin.com/in/alexandraene1/ 

Încep cu două mențiuni
👉 Lucrez la un nivel la care nu angajăm pe baza CV-ului, însă acesta este oglinda candidatului și cum arată ne spune foarte multe despre persoana din spatele documentului.
👉 Jobul meu nu este de a redacta sau optimiza CV-uri, prin urmare lista de mai jos nu este exhaustivă (pentru asta v-o recomand pe Camelia Erika Macsim), însă îmi trec mii de astfel de documente prin mână și sunt câteva aspecte care îmi sar în ochi:

🖋 Denumirea: primesc multe CV-uri cu titluri precum „CV en”. sau “AbC….” Vă recomand să includeți numele vostru și anul, ne ajutați astfel la identificarea rapidă și corectă a documentului și la evitarea confuziilor.

🖋 Claritate și organizare: Apreciez foarte tare un CV bine structurat, clar și ușor de citit. În haos este ușor să se piardă informații importante sau ca recruiterul să nu înțeleagă profilul candidatului.

Astfel, informațiile relevante ar trebui să fie ușor de găsit, să nu ajungem să săpăm după roluri, angajatori, perioada de timp petrecută în fiecare rol, nivelul de educație și certificări. Dacă aveți un super avantaj competitiv, ar fi minunat să fie cât mai vizibil.

🖋 Dimensiunea: CV-urile concise și care evidențiază informațiile relevante într-un mod organizat fac sigur o impresie mai bună decât cele foarte lungi în care te pierzi. Aș zice că idealul este să vă încadrați în două pagini, iar dacă simțiți că mai aveți multe de zis puteți pregăti și o variantă mai extinsă pe care să o trimiteți la cerere sau în anumite contexte.

🖋 Aspectul general și greșelile: Nu pot să ignor eventualele greșeli gramaticale sau typos, deoarece acestea pot reflecta lipsa de atenție la detalii a candidatului. De aceea, ajută ca înainte să trimiteți CV-ul oriunde, să rugați pe cineva cu ochi critic să îl revizuiască.

🖋 Realizări și proiecte: Succesele notabile, premiile, proiectele sau orice alte reușite care ies în evidență sunt adesea puncte de interes pentru recruiteri, deoarece pot ilustra performanța și potențialul candidatului.

Astfel, subliniați rezultatele, impactul, nu task-urile – cum ați făcut jobul mai bine ca alții, cum a beneficiat compania, cum ați făcut diferența, dacă ați primit premii sau recunoaștere – sunt binevenite rezultatele cantitative, cifre oriunde posibil.

🖋 Datele de contact trebuie să existe. NU adresa de acasă, dar oraș, email (personal, nu de muncă) și număr de telefon este obligatoriu să fie incluse. Link-ul de LinkedIn este un plus dezirabil.

🖋 Poza, dacă alegeți să o includeți, este important să fie de calitate bună și realizată într-un mediu profesional. Se vede când sunt poze de la nuntă.

🖋 Hobby-urile merită incluse doar dacă sunt relevante (de obicei nu sunt).

Atunci când pregătiți CV-ul, este important să vă gândiți cum ar putea fi citit și interpretat de cineva care nu vă cunoaște. Rolul lui este să vă ducă la un interviu și, cu ajutorul lui, să plecați cu dreptul în procesul de recrutare.