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LexisNexis Business Information Solutions
- Business Developer Risk Solutions & Analytics - Financial Services
Paris Cedex 15
2011 - 2014
LexisNexis Business Information Solutions is a leading provider of Risk, Reputation and Research solutions, part of Reed Elsevier Group, € 3bn annual sales, 13 000 employees, 40 countries
• Performed sales on new business only for the two first years as per targets, opened new accounts within Banks, Insurances, and Private Equity companies
• Received existing accounts after 2 years, grew its revenue by 40% in less than 2 years
• Achieved monthly and annual targets through new business, up-selling, lateral-selling, cross-selling and value-selling
• Conducted negotiations and closing with high level decision makers within financial companies
• Led multiple projects concurrently from concepts to delivery, driving LexisNexis teams of engineers, analysts, consultants
• Wrote technical and functional RFP and RFI responses, project requirement specifications, sales and marketing material
• Participated in sales event and trade shows, regularly travelled to international clients company sites meeting
=> Grew portfolio profit margin by 15% and revenue by 20% through highly effective end-of-lease negotiations
=> Won one over three sales awards every year (in a team of seven persons)
Other responsibilities:
• Ensured the launch, deployment of a software solution (Saas or ASP) for Risk and compliance
• Performed product demonstrations and proof of concepts, provided trainings for the clients
• Acted as a consultant for the sales force, secured additional sales with existing clients and enabling new client deals
• Generated and updated support documents: knowledge bases, ppt presentations, brochures, guidelines etc.
• Produced deliverables (due diligence reports) for the client
• Worked with the IT and consultants based in European LN entities to align solution with client’s IT and business needs
• Supported the clients for their Risk issues by under-standing their anti-money laundering strategy, risk appetite, defining objectives, budgets, schedule, resource allocation
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Ubiqus
- Sales Engineer Financial Services
Puteaux
2009 - 2011
UBIQUS, world’s leader in B2B high end services for large corporate meetings: voting, interpretation, event websites, € 55M annual sales, 600 employees over USA, Canada and Western Europe
• Acquired and retained clients across a range of high value services for influencers and decision makers
• Elaborated and implemented account plans, executed against a revenue target for a portfolio of clients and prospects
• Managed all aspects of inbound enquiries, lead qualification, pricing, negotiation and client support as well as identifying, developing and managing all service and product revenue streams
• Performed sales demonstrations, conducted negotiations of framework agreements with purchasing departments of Banks: BNP Paribas, Société Générale, Dexia, Natixis…
• Directed responses to RFI, RFP and RFQ through to closure of deals
• Collaborated closely with project support functions local and international such as finance, engineering, marketing
• Formulated business plan and sales forecasts on weekly, monthly, quarterly and yearly basis
• Participated in networking events and converted 30% of prospects into clients
=> Earned company awards for consistently exceeding quota
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CITS: International Center for specialised translation
- Business Developer
2007 - 2008
Start-up certified by the French Consulate in Cairo, € 300 K annual sales, 10 employees
• Developed new accounts in Middle East and landed major contracts with Vinci, Renault, Alcatel, Bouygues, Dior
• Built strong relationships with decision-makers and influencers within consulates, embassies, international cultural centres
• Redesigned all sales collateral, both print and digital, according to clients targeted: corporate, local or international
• Managed and enhanced the customer database which improved sales acquisition by 40% and retention by 100%
• Recruited professional translators experts in fields of energy, IT, financial, industry
• Actively contributed to the decision-making process: identifying priorities, solving problems, meeting schedules
=> Generated a 45% customer base increase for a total of € 93 K
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Hewlett Packard
- Marketing Assistant General Western Europe (GWE) - break internship
COURTABOEUF
2006 - 2007
• Supported the head of GWE team in delivering operating plans for marketing campaigns in 11 European countries
• Prepared forecasts & budgets files, provided all the necessary input for the countries: planning kits, targets, metrics and financial data on quarterly basis
• Delivered planned internal communications programs aligned with the EMEA business goals for each country
• Kept track of the countries budgets liaising with the local managers, helped them meet objectives and targets
• Measured the ROI of campaigns, set key performance indicators
• Created and developed tools to improve the performance of the strategic and operational marketing activities
• Liaised with other world regions for best practice sharing
• Prepared ad-hoc summaries and variance reports for senior EMEA management
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Philips
- Sales Representative, east of France, internship
Suresnes
2005 - 2005
• Organised in autonomy client visits and daily business trips covering the east of France
• Acquired a strong knowledge on IT and new technology products and services in order to sell them efficiently
• Conducted a market clients survey and developed the customer database to improve sales efficiency
=> Rewarded by the maximum performance bonus
