Natalia Holman
Business developer
Strasbourg (67100) France
Professional Status
Employed
Open to opportunities
About Me
Experienced international sales professional, specialized in launching new products or existing products in new geographical markets.
Talented public speaker, fluent in 4 languages.
Talented in negotiating partnerships that translate into rapid sales growth
Talented public speaker, fluent in 4 languages.
Talented in negotiating partnerships that translate into rapid sales growth
Business developer and account manager
AB Cube
Since June 2018
- •Currently thriving at the intersection between the pharma industry and cloud technology selling SaaS solutions to the pharmaceutical, biotech, Medical Device, Clinical Research Organizations, and the cosmetics industry.
- Develop and implement strategic and tactical actions to generate sales in a new geographical market: USA, Canada, Latin America and Europe
- Develop and implement strategic and tactical actions to generate sales in a new geographical market: USA, Canada, Latin America and Europe
- Strategy :
-Acquire smaller biotechs and mid-sized Market authorisation holders and CROs as clients during the first stage. (18 to 24 months)
-Increase brand awareness with the decision makers of Tier 1 and Tier 2 companies. (First 24 months )
- Leverage network of current customers with international subsidiaries to aquire clients in the new geographical market
-Establish partnerships with complimentary service providers to facilitate customer aquisition
- Leverage network of current customers with international subsidiaries to aquire clients in the new geographical market
- Execution:
- Attend conferences as both Sponsor and Keynote speaker in both the US and Europe. => Averaging 5 events a year
- Establishing partnerships with providers of clinical software solutions, advanced analitical software solutions and providers of validation and training services.
=> 2 partnerships established. Signed second biggest company contract within weeks of establishing the first partnership
- Warm calling qualified leads knowing their pain point, key decision makers, and catalysts that will accelerate the negotiation process.
=> Total sales revenue generated worth 20% of company yearly recurrent revenue.
- Establishing close collaborative relationships with consultants.
=> Sales cycles reduced from an average of 9 months to 4 months when working with customer's consultants
- Tailoring our offer and contractual terms to answer the specific requirements of different customer profiles.
=> 93% of contracts closed by offering contractual flexibility
=> 7% of contracts closed by lowering price.
- Attend conferences as both Sponsor and Keynote speaker in both the US and Europe. => Averaging 5 events a year
- Results:
- Exceeded quotas by 18 to 25%
- Shortened sales cycle from an average of 9 months to 4
-Total sales revenue generated worth 20% of company yearly recurrent revenue
- Exceeded quotas by 18 to 25%
Guest lecturer at the National center for scientific research C.N.R.S
C.N.R.S
June 2017
to June 2018
Head of sales
Radiocom
2006
to 2016
Cuernavaca
Mexico
- 2006 :
- Acquired new clients and ensure customer loyalty;
- launching of long range phone on the Mexican market;
- Cold calling and door to door sales
Results : 300 sold CA for a value of 66 900 USD
- Acquired new clients and ensure customer loyalty;
- 2007 - 2008 :
- Hired , trained and managed a sales team
- Hired 8 new sales collaborators
- Created a resale network
Result: Increased sales revenue by 661% to 441 844 USD
- Hired , trained and managed a sales team
- 2008 - 2011 :
- Adapted Google docs as a CRM
- Increased customer loyalty, decreased customer turnover by 11%
- Increased upsells to existing customers;
- analysed the variations in sales volume ;
- Grew the network of resellers
- Boosted the web presence of the company
Result : revenues of 1 298 365 USD
- Adapted Google docs as a CRM
- 2011 - 2015:
- Negotiated partnerships with a broader network of resellers
Result: 1 681 041 USD
- Negotiated partnerships with a broader network of resellers
- November 2015:
- Negotiated the sale of Radiocom to one of our partners
- Negotiated the sale of Radiocom to one of our partners
Scuba diving activity Sales representative
Las Estacas
March 2002
to June 2006
Tlaltizapan
Mexico
- Created business relationships with companies who wished to reward their employees with adventurous activities. Negotiated the pricing with the Human resource departments of companies such as Coca Cola and Pan Bimbo
- Created loyalty programs:
Negotiated commercial agreements with 14 sport clubs and fitness centers allowing their members to benefit from discounted pricing .
This generated a demand for 146 additional Scuba diving courses.
Volunteer at the Mexican Red Cross
Red Cross Mexico
2000
to October 2006
Volunteer Work
cuernavaca
Mexico
- Trained rescue divers
C.M.A.S regional delegate
World diving confederation
June 1996
to July 2000
Holguin
Cuba
- Negotiated contracts with tour Operators
- Sold scuba diving activities to international tourists
- Trained the local Cuban divers to international Scuba diving standards so that they could accompany and certify new divers
- Handling complex sales of technological solutions to the pharmaceutical, biotech, Medical Device, Clinical Research Organizations, and the cosmetics industry
- Maintaining structure, organization and focus whilst demonstrating flexibility within work practices
- Direct sales: Prospecting, advising and ensuring customer loyalty
- Negotiating strategic partnerships
- Recruiting and training sales teams
- Meeting and exceeding quotas
- Keynote speaker
- Fully bilingual French and English
- Spanish. Professional level (C1) acquired while working 15 years in Latin America
- Italian. Professional level (C1)
- Salesforce proficient user
- Microsoft office pack