Greece
Senior Sales Lead, with developed strategies & proven leadership results in hiring, coaching, motivating, and overseeing sales teams, conducting ongoing performance evaluations and implementing strategic action plans to ensure top-flight performances. Strongly capable of establishing solid and trusting partnerships through exceptional communication and interpersonal abilities. Strong experience of complex project management with background rooted in a broad, leadership path of Sales and Customer Operations roles, including Global roles & multi-country delivery projects with a customer centric approach. Track record of success leveraging strategic sales planning, brand management, and alliance-building talents to capture large-scale contracts at a local & global level. Innovating programs and campaigns to penetrate previously untouched marketplaces and generate significant revenue flows while maximizing return on investment
BNP Paribas Group Company, Arval was founded in 1989 as a specialist in full-service vehicle leasing and new mobility solutions for its customers, ranging from international group to smaller companies and individual retail clients. More recently, we have diversified our business to become a key player in integrated mobility, addressing a wider audience that includes drivers and private individuals. As part of the Commercial, Personal Banking and services division within the BNP Paribas Group, (https://group.bnpparibas/en/) we benefit form a worldwide network, which has played a key role in our international growth. Our more than 8,400 employees operate in 29 countries and we leased 1,701,540 vehicles in end of December 2023. Through our connected solutions and tailored services, companies are able to optimise their employees' mobility and outsource the risks associated with fleet management. We also actively support and advise our customers in accelerating the energy transition, empowering them to be more sustainable. Therefore If you’re looking to reduce your ecological footprint or migrate towards smarter mobility, your priority is to boost driver security or improve fleet performance; with Arval, you can be sure of finding the right solution thanks to our built-in flexibility and customisability. We also systematically design our solutions in respect of the environment and the wider community.
Driving B2B Sales across Greece for Sme/National corporate enterprises SME Coupons funding project Account Management workforce separated in 5 regions P&L responsibility, Chanel Strategy, revenue growth, NPS Score, Retention, planning, forecasting, execution Working closely with Customer Exp.Dpt, Product, Marketing & Partner Sales teams Customer segmentation, CVM campaigns generation, GTM strategy & monitoring Sales/pipeline through Salesforce platform. Building team knowledge & skills while establishing a thriving team culture Mentoring & coaching, maintaining a winning approach
Driving complex sales & revenue growth for largest multinational customers leading sales activities both in national ground and abroad on converged comms, IcT (SaaS/IaaS), IOT and cloud products. Reporting to the regional sales director for Southern Europe and member of the steering committee. Achieved constant two-fold growth both in New Business contract values and net revenue. Sustained margin well above region and country average and keeps NPS scores above 90% for multinational customers Responsible for the leadership, P&L, account relationships, and team motivation of a strategic functional area within a VGE Sales region. Delivering against annual targets on Revenue and TCV while keeping operational expenses of team to budgeted levels. Ensuring product portfolio, sales campaigns are understood, relevant and driven through the customer base to the appropriate accounts and the appropriate stakeholders Initiates savings and revenue/TCV increases per head by the effective use/initiatives of the VGE Greece Sales Support team and other functions Personal involvement to win and retain large / complex accounts and develop / maintain strategic customer relationships and ensures Net Promotor Scores (NPS) for accounts are met / exceeded. Mover and Shaker who can shape the direction of team members in line with the culture and needs of the OB region and their customer base. Ensuring Sales Teams are motivated and that accounts and opportunities are allocated to maximize revenue growth Guarantees team’s compliance with Sales methods & tools (i.e. SFDC quality) to ensure alignment with other teams and functions
Reporting to Head of VGE Sales (for Global Accounts division) - • Dotted line to Head of Corporate Sales Global Accounts Supervisor for Greece, Albania and Malta Company Name Vodafone Global Enterprise Team supervision, & transformation to a role model team. Leading & executing the strategic growth plan and ensuring the achievement of company targets through constant monitoring and tackling of the day to day business being responsible for the weekly and monthly follow up meeting with the team Achievements Overachieved annual sales target (New business deals) by 15% for the past 3 years and the annual turnover by 25%. Grew customer base from 350 CIDs to 440. Highest ranking in ARPU and sales margin contribution across the Southern European region. 3 Nominations Global Awards among the Southern Europe Region • Team comprises from: 6 National Account Managers 1 Global Account Manager 1 Local Service Manager 1 Solution Sales Lead
Retaining and developing a portfolio of global accounts ensuring that i have an in-depth understanding of each client’s objectives. Achieving all targets set by Director of Business Development for managed accounts, in terms of revenue growth by identifying opportunities to grow the business and enhance profitability. Being commercially aware of current trading position. Working closely with managed accounts, creating effective communication channels with all client stakeholders, including procurement, finance, key travellers/delegates and the booking community. Ensuring strategic account development plans for each client are continually updated with all current and relevant information, including mutual objectives and performance reviews. Preparing professional business review documentation - agreeing financial aspects of contract. regular face to face meetings - Monthly analysis of client management information, making valid recommendations on client cost reduction improvements and compliancy. prioritising and multi-tasking to achieve goals. Evaluating client risk by proactively working to avoid re-tenders by strategic action. Ensuring effective population of central sales database (salesforce.com) by entering all data in detail & up to date. Developing effective in-depth relationships throughout the organisation, clients and partners/suppliers.
Coaching and mentoring reps to be better Sales representatives Identify performance gaps and create corrective actions Handling escalated calls or escalated customer issues Monitoring performance metrics as defined by the business Monitoring sales rep calls to ensure reps are following policies and procedures - ensuring that the reps are maximizing every sales opportunity Monitoring and analysis of the competition products & offers - weekly reports
- Focus on portability prevention for prepay & postpay customers - Monitoring and analysis of the competition products & offers - Reviewing and analyzing quality data - Internal processes redesign and maintenance for win back team - Coaching of new agents, guidelines on call handling techniques/skills - Participating in various call center projects
- Handling Prevent Port Out issues - consumer customers - Achieve customer satisfaction and increase loyalty through health check and retention campaigns - Increase revenues through Up & Cross-selling campaigns - Disconnection and port-out prevention through win back campaigns - Participating in various call center projects