Dubai, United Arab Emirates
As the Director of Business Operations at UnaBiz, I lead a team of professionals in charge of contract management and growth strategy for a portfolio of 75 accounts worldwide in the Internet of Things (IoT) industry. I have 6+ years of experience across EMEA in telecom and aeronautic sectors, working with C-suite executives and customers in dynamic startups and consulting firms. My key strengths include pragmatism, quick turnaround, and ability to understand complex situations and provide structured action plans. I have proven capabilities in C-suite influence and engagement, as well as designing and implementing processes for increased productivity and growth. I am passionate about providing excellence in account, customer relationship, and contract management, and leveraging my IoT expertise to drive innovation and value for UnaBiz and its clients.
Designed ecosystem strategy and monetization framework to drive scalable growth. Built revenue models and forecasts to support key strategic decisions and valuation. Crafted investor materials and fundraising narrative, distilling complex business dynamics into a clear, compelling equity story.
Achievements: - Deal Structuring: Successfully led the end-to-end transaction process for multiple high value deals (average $2m), from initial structuring to execution. - Cost Reduction: Led an operational efficiency initiative aiming at designing and implementing of a new pricing model that reduced costs by 15% through process optimization and resource allocation, improving overall profitability. - Market Expansion: Successfully negotiated the expansion in three MEA markets, contributing to a 5% increase in the number of operated countries by Sigfox/UnaBiz and establishing a strong regional presence. - Fundraising Support: Played a key role in securing $25 million in funding by developing comprehensive business cases and financial projections that highlighted growth potential and ROI as well as the preparation of pitch decks, teasers and information memorandums. - Performance Improvement: Established a comprehensive KPI framework that improved operational performance metrics, enabling data-driven decision-making. - Dispute Management: Implemented a robust cash collection (risk management framework) that reduced customer invoice overdue by 60%, ensuring operational integrity. Key Responsibilities: - Contract Strategy Development: Lead the development and execution of contract management strategies to ensure alignment with business objectives and compliance requirements. - Contract Negotiation: Oversee negotiations for complex contracts, ensuring favorable terms that mitigate risks and maximize value for the organization. - Stakeholder Management: Build and maintain strong relations with C-Level executives and key stakeholders, facilitating effective communication through the contract lifecycle. - Risk Management: Identify and mitigate financial and operational risks to ensure compliance and protect interests. - Team Development: Mentor team members, promoting a culture of innovation, accountability and continuous improvement.
Achievements: - Deal Structuring: Successfully led the end-to-end transaction process for multiple high value deals (average $2m), from initial structuring to execution. - Client Retention: Achieved a 95% client retention rate by implementing tailored account strategies and enhancing customer service. - Market Expansion: Successfully launched operations in seven MEA markets, contributing to a 10% increase in the number of operated countries by Sigfox/UnaBiz and establishing a strong regional presence. - Contract Negotiation: Led multiple negotiations that resulted in securing long-term contracts with major clients, boosting annual revenue by $12m in 2021. - Strategic Partnership: Developed strategic alliances with key clients that enhanced service offering and increased customer satisfaction scores. Key Responsibilities: - KAM: Build and maintain strong relationship with key clients, ensuring exceptional service and satisfaction. - Strategic Planning: Develop and execute account plans to identify growth opportunities and align with clients’ objectives. - Expansion initiatives: Pursue new market opening. - Market Analysis: Research industry trends and clients’ needs to inform Marketing team. - Collaboration: Coordinate with sales, marketing and product teams to align on account strategies and deliverables. - Performance Tracking: Monitor key performance indicators (KPIs) for account performance and expansion initiatives. - Client advocacy: Serve as the primary point of contact for key clients, addressing concerns and ensuring their needs are met. - Negotiation: Lead contract negotiations with key accounts to secure favorable terms. - Training & Support: Provide clients with training and support to maximize the value of services offered. - Feedback Loop: gather client insights to drive product and service enhancements.
Skywise is an aviation data platform developed through a collaboration between Airbus and Palantir Technologies. This platform is a key differentiator for Airbus as they are only one in the industry capable to connect and enable the complete digital aviation ecosystem. The main objective of this platform is to become the platform of reference used by all major aerospace players to improve their operational performance and business results, as well as to support their own digital transformation. • Mission: As a Junior Project Manager, I managed a team (5 people) in charge of the Service Management best practices deployment into Skywise customer service team. I supported the elaboration of the project roadmap in agile mode, ensured the respect of the deadlines, monitored project deliverables, and managed the relationship with Palantir’s team on all customer services matters. • Results: We successfully implemented the Service Management best practices into Skywise customer service team and the customer was satisfied with my work.
Dior Couture marketing department hired Atos consulting to support them in the development of new Business intelligence tools meant to collect, analyse, and valorise data coming from social networks to • Mission: As a Business Intelligence Consultant, I supported the Manager Consultant in this mission from the initial interviews designed to understand the processes and methods in place in the company (As-Is), the collection of business requirements and the definition of the solution. Once the definition of the solution fully defined and accepted by the customer, I supported the implementation and adoption of these new business intelligence tools. • Results: The defined requirements were accepted by the customer, and we successfully implemented the tools.
Airbus Customer Service department was financing the collection and generation of large pool of data from aircraft with the objective of creating new added value services and improving customer satisfaction. The direction of Airbus Customer Service requested Atos Consulting to support them in identifying the potential added value generated by each of these Big Data projects to decide which ones to maintain and which ones to stop. • Mission: As a consultant, I supported the Manager Consultant in this mission to interview the project leaders of each of the studied projects. The objective of each interview was to identify the potential benefits the project could bring to the company: reduction of costs, creation of new services, optimization of current service or improvement of customer satisfaction. Once the interviews were completed, I developed a project assessment template which was used to assess the potential of each project and rank them by priority. Finally, in collaboration with the Manager consultant, I drafted a Business Case analysis of each project to assess their potential. • Result: Through our mission we produced dozens of business cases for Airbus customer service and identified several projects with a high potential (~30M€ positive ROI through creation of new services, cost savings and improvement of current services).
As a Deputy Key Account Manager, I oversaw the design and the operational execution of custom-made commercial campaigns for key accounts such as SFR (French Telco company), Boursorama (French online bank), McDonald’s, Courtepaille (restaurant chain) and Gaumont Pathé (cinemas). The main responsibilities of my function were as follows: • Work in close relationship with Groupon’s Sales team to engage prospects and ensure the feasibility of the customer requirements (liaising with the sales and technical team) • Design custom-made offers for key accounts responding to their business requirements usually e-marketing or increasing their customer database • Optimize the customer journey on the website and while redeeming the offer. • Coordinate the work of technical and graphics team to match Key Account’s expectations • Monitor the performance of the offer during the entire campaign and provide daily reports to the Key Account. • Ensure the satisfaction of the Key Accounts. Other function: I was also given the responsibility by our Head of Marketing to supervise the development and launch of a couponing platform on Groupon France website in partnership with TradeDoubler and NetAffiliation. In the context of this assignation, I had to: • Coordinate a development team based in Chile (6 people) • Supervise the optimization of SEO and SEM on the platform • Ensure the customer journey was optimized to generate clicks • Link to the platform: https://www.groupon.fr/code-promo