Ani Nikolova

Company Overview: FFW is a global digital agency specializing in enterprise web strategy, web design, web development, and CMS. Acquired by JAKALA Group in 2023. Known for creating award-winning digital experiences using web development technologies, mainly based on PHP and Drupal CMS.

2017 – 2025 Manager, Sales Operations.

Establishing processes in Sales and in Delivery to ensure optimal financial results for all ongoing projects. Responsible for the management of the company’s CRM SalesForce, and its financial system (Metric.ai) and the generation of various reports, including forecast report, pipeline report, resources utilisation report etc.

Key responsibilities:

• Architecting the Salesforce platform and its usage. Build and maintain Salesforce dashboards and reports for sales team members, executives, and other teams.
• Create multiple reports for the different stakeholders in the company, incl. forecast report, pipeline report, resources availability report, resources billable utilization report and more
• Responsible for the administration, optimization, and documentation of all major tools used in the company for revenue reporting, sales activities, resource allocation, and time tracking (e.g. Metric.ai, SalesForce, Float, and Jira, and the creation of the underlying manuals.
• Ensure all upcoming sales opportunities are tracked in SalesForce, and they are regularly updated.
• Responsible for the smooth handover of the projects from Sales to the Delivery programs, implementing the process flow, and updating it to fit the ongoing organizational and structural changes when such occur.
• Review all projects' profitability, and ensure that the contractual price negotiated during the sales phase is correctly recognized and invoiced during the project's execution.
• Create company policies and procedures, including time logging policies, data protection policies, software usage policies, etc.
• Manage key employees' onboarding, training, and adoption of SalesForce and other systems.
• Oversee the performance of all delivery programs, and create KPI reports for each program on a monthly basis.
• Bid management for major sales opportunities – manage the delivery of bid proposals for important potential and existing clients, responsible for the acquisition and refinement of all requested information – including. Technical approach, financial aspects, implementation process, etc. to deliver outstanding bid proposals. Proven success of the bid proposals with the acquisition of the company’s biggest clients through open tenders.

2014 – 2017 Project Manager with German and English

Key responsibilities:

* Project Management of website development projects using Waterfall and Agile methodologies

Responsible for the overall success of the project.

* Primary point of contact for clients, and major stakeholders.

Responsible for delivering the project within the defined timeframe, budget, and quality.

* Resource allocation and project team management.

Analyze and clarify client requirements.

Project scope definition, writing Functional Specifications.

Communication plan preparation and coordination.

Holding project meetings, workshops, and presentations.

Monitoring project progress and reporting it on a regular basis to the stakeholders.

Quality control, SLAs execution, and management.

Project management of global, cross-country internal, and partnership projects.

Account management – identifying customer needs, establishing budgets with clients, and financial administration.

Company Overview: B2B travel platform offering a highly customizable Internet Booking Engine, which allows end customers to create itineraries integrating airline, car rental, and hotel reservations in 17 languages and 13 currencies. Based on C++ development technology, the Internet Booking Engine powered thousands of travel websites, including the sites of airlines, travel agencies, hotels, corporations, and web portals.

2008 – 2014: Manager of the Account Executives Team.

Key Responsibilities:

• Successfully leading a team of 6 to 10 Account Managers, ensuring that all accounts are managed efficiently and effectively.
• Account Manager for key clients. Developing and maintaining relationships with key clients in order to ensure that their needs are identified and met.
• Negotiating renewal agreements with existing customers.
• Presentations and demonstrations of the company’s products on a dedicated webinar on a monthly basis.
• Identified opportunities to increase revenue and profitability through up-selling and cross-selling.
• Preparing financial reports for achieved results on a monthly basis.
• Creating strategies and plans to increase customer satisfaction and account retention. Preparing functional specifications for product development.

2004 – 2008 QA Engineer

Key Responsibilities:

• Performing manual and automation testing.
• Creating test cases.
• Investigating customer issues.
• Using a bug tracking database to report bugs.
• Monitor bug resolution efforts.
• Providing technical support during software installation or configuration.
• Reviewing software documentation to ensure technical accuracy, compliance, and to mitigate risks.
• Business or sector: IT company developing travel-related web technology and software solutions.

• Tour guide with Hungarian, Russian and English
• Organizing tours on the Black Sea coast
• Providing assistance and information to tourists
• Business or sector: Tour operator