Karol Stępień
Sales Leader Lecturer Entrepreneur Banker
ABOUT ME
Good morning 🙂
I have gained experience in sales in the international and Polish bank institutions. I possess the key competences in the scope of elaboration and implementation of business strategies, managing people (+300) in dispersed teams, delivery of sale plans, implementation of tools and methods used to manage sales, manage change, optimise processes, and manage projects.
I have participated as a sponsor, leader, or participant in over 30 projects in the scope of strategy building, improvement of sales efficiency, optimisation of prices, implementation of IT instruments, construction of new credit processes, and other. I have a long-term partnership with the top-level management in companies and external partners.
Currently, I run my own consultancy company. I am also a guest lecturer at the Lazarski University in the scope of managing sales, corporate banking, including financing investment projects, and in the scope of new trends and technologies.
- E-mail:
- karol@karolstepien.pl
- Phone:
- +48 535 501 111
MY SKILLS
- Knowledge of processes and products in various banks and FinTechs in Poland and abroad
- Understanding of the specificity of sales from work in the field to sales management in the head office
- Execution of projects based on design thinking and agile
- Elaboration and implementation of strategies
- Implementation of sales management tools and methods
- Construction of business models
- Change management, optimisation of processes, and project management.
Sales management
Corporate banking and SME
FinTech
Marketing
Executed projects
Customers
Years of experience
Own tools
SCOPE OF PARTNERSHIP
Construction of services and business models (design thinking)
By focusing on the challenges of my Customers and thoroughly analysing the market, I support them in the creation of innovative services and business models. Stress put on the work with End Customer allows me to build original solutions that meet the needs of customers.
Optimisation of sales process
Construction, adjustment, and support in the implementation of a company’s sales strategy with special attention paid to the target market, customer segmentation, relation development planning, sales model, retention, and motivation models.
Omnichannel
I design the optimal use of sales channels with the Customer. I provide support in combination of digital channels, call centre telephone service with competences of specialists of various fields.
Pricing
Effective price management can influence the sales results much more than significant exceeding of product volume sales plan or reductions of costs. On the other hand, quite often it is the most complex area for optimisation in companies.
Tools supporting sales
My own experience shows me that the sales tools are the key to the execution of a strategy. Because of that, I provide IT solutions, which will generate a practical value for employees and their customers.
Tools for sales management
Solutions monitoring sales should provide answers to key questions concerning the current execution of activity and goals along with the possibility to quickly change the perspective from transaction to business line. They should also help in planning and forecasting the result.
Credit risk evaluation models
Recommendation of correct solutions in the scope of descriptive analytics, (business intelligence), prognostic analytics (machine learning), and decisive analytics (decision intelligence). As a result, the time of creating models is shortened and the accuracy of indications, as well as the flexibility during the useful life of a model, is increased.
Credit process
Support in the form of optimisation or construction of a credit process that takes into account the specificity of various customer segments. I provide tools that optimise the credit process from the employees' and customers' perspective.
Corporate banking and SME
I help create and implement strategies adjusted to various market situations and internal conditions of banks. For this purpose, I use the aforementioned set of skills and my experience from work and partnership with banks.
Case studies
Bank in Asia
Goal:
Implementation of strategy for dynamically increasing the number of customers, volumes of credits, and incomes in the SME banking in one of the best banks in one of countries.
Challenge:
High costs of provisions in business banking in the near past and high level of grey area, which have an exceptionally negative impact on the quality of financial data of customers. Bank’s organisational structure is not adjusted to service business customers. Lack of sales model, determined customer segments, offer dedicated for business customers, and pricing policy. Support processes are completely discretionary.
Solution:
Reorganisation of organisational structure from the level of departments in the head office to operational positions in the field. Elaboration of concept of product offer and mixed sales and service channels (via telephone, electronically, and with the help of a consultant). Preparation of goals and motivation system cascade. Elaboration of sales standards and first sales tools.
Bank in Europe
Goal:
Construction and validation of a new concept for online business model.
Challenge:
Lack of uniform idea for the execution of an initiative. Big number of initiatives inside of the bank. Need for elaboration of one consistent concept and verification with the market before the project is started and a greater investment is done. Stepping into shoes of a target customer.
Solution:
Work based on the design thinking tools. Work on trends and inspirations from markets inside and outside of the bank. Analysis of competition and benchmark initiatives from the market. Work with group of target customers to find frustrations and values, which translated into a new, unique value proposal. Construction of a prototype and its verification with the market.
CUSTOMERS
CONTACT
karol@karolstepien.pl
+48 535 501 111
