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Clara M. Status: Offline
Lisbon, Portugal
100% Job Success
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Fractional Enterprise / Key Accounts / Business Development Director

👉Are you struggling with your enterprise/key accounts acquisition in your home market or when entering new markets such as Europe, the US, or the Middle East? I help startups, SMEs, and PE-backed companies with a B2B or B2B2C business model craft sales strategies that grow revenue fast, build a sales team, and acquire and manage enterprise/key accounts/partners (as an individual contributor building relationships with a high LVT as well) in their home market or new markets. A foot in blue-chip corporations (Coca-Cola system, Ecolab (NYSE: ECL), and another in startups (SaaS, AI, marketplaces) with a focus on B2B sales and B2B2C describe my career. See below examples of challenges and how I can help the companies to overcome them👇 🏢 International Expansion, Enterprise Sales & Corporate Sales👇 I set up sales departments, and as an individual contributor, I own the full sales cycle and land new clients. I will expand the existing accounts partnering with clients to develop plans to grow your revenue. 🤜 I helped EasyJet Airline PLC set up a Remote International Account team and an individual contributor I got RFPs from Business Travel Global Accounts with no traction (UK, Netherlands, Denmark, and the USA) accounts partnering with clients, and external stakeholders. I've landed new clients/accounts using my own Rolodex. I founded a Wellness Business with a D2C and B2B business model where I sold wellness programs to HR departments that survived during the financial crisis. 👨‍💻Tech Startups - Idea stage GTM | Country Launcher I launch new markets, defining the go-to-market strategy and landing the first clients and customers for marketplaces and SaaS while in a discovery mode getting insights for product development. 🤜 I launched a British multisided marketplace and SaaS tool in Iberia as Country Director, having defined the go-to-market strategy and as an individual contributor signed the first users, landed the first customers in two weeks, and closed the first corporate client in two months. 👉 I have helped an AI Chrome extension from a US startup develop a scrappy GTM for user acquisition, having conducted Customer Development to improve the PLG strategy. 👉 I improved the positioning & partner management processes of a German hardware startup. 👉 I developed the GTM for a Spanish biotech startup. 🚀Key Accounts Management & Direction B2B2C 👇 I start new departments, working with different stakeholders in product development, while negotiating complex deals from prospecting, and lead nurturing to closing the first deals to get revenue quickly. 🤜I started a BU at Ecolab (NYSE: ECL), taking it from 0 to 1 in 6 months, launching in one year with almost 1 million euros in revenue. I transform sales departments into Key Account Departments when you already have several customer segments and drive growth via partner/client strategies 🤜l transformed a sales department into the Away From Home Key Accounts Department at the Coca-Cola bottler with another colleague and maintained a 20% YOY growth over 5 years. Me in a nutshell👇 - 7 New Ventures of my own. - Started the business of 2 startups in Iberia. - 4 new ventures at the prototype stage (hardware, app, marketplace) - Started 3 Departments/Business Units at 2 Food & Beverage Corporations and a biotech startup. - Managed up to 55 million euros of revenue, - 8 years in management and P&L roles in corporations. - Team leadership across multiple geographies. - Acquired & managed clients/partners/distributors worldwide (Europe, Asia, Brazil, and the USA). - B2B2C, B2C, B2B. - Negotiated many deals from 2.000 euro contracts to complex multi-million euro contracts with corporations: Retail: Carrefour, Dia%, Auchan, Intermarché, El Corte Inglês, Sonae, Makro, etc. Food & Beverages: Burger King, Sodexo, Compass. Travel & Tourism: Accor Hotels, Marriot Hotel, Club Med, Sheraton Hotels, Hilton. FMCG: Heineken, Unilever, P&G, Beiersdorf, J&J, Johnson's Wax, etc. Banking: Nomura, Citi, JP Morgan, Morgan & Stanley. Industry expertise: SaaS, Fintech, Food & Beverages, Skincare/Cosmetics, Marketing Services, Non-Profit, Organic Food. You can find me in London, Lisbon or Barcelona or where you need me! Looking forward to helping you!
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