Experience — Natalia Holman

Experiences

•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
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
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.
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

Company Description

AB Cube is a provider of Safety database solutions

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
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
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
2011 - 2015:
- Negotiated partnerships with a broader network of resellers
  Result: 1 681 041 USD
November 2015:
- Negotiated the sale of Radiocom to one of our partners

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.

Company website

http://www.lasestacas.com/

Trained rescue divers

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

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Natalia Holman

Business developer

Business developer and account manager

Guest lecturer at the National center for scientific research C.N.R.S

Head of sales

Scuba diving activity Sales representative

Volunteer at the Mexican Red Cross

C.M.A.S regional delegate