Freelancer profile translated to English.
Back to original languageAbout Caroline
**Team and sales profiles manager**, I support you in commercial strategy consulting, transition management, and training missions.
- 14 years of Sales experience, notably within Tech Unicorns (Doctolib, Alan)
- 40+ sales representatives recruited and trained
- 1 BDR (Business Development Representative) service of 20 sales set up and managed, generating 40% of the company's sales opportunities after only 1 year (out of 200 sales).
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The 4 pillars of my expertise:
🎯 Definition of commercial strategy: Market-Fit, organization, and deployment,
đź“Š Consulting on organization, implementation, and management of commercial/sales teams,
🏆 Training, support, and coaching of sales representatives (individual/collective) to boost their performance,
🕵🏻‍♀️ Audit and assessment of operational organization and performance.
I can also intervene in recruitment/onboarding phases, or in setting up tools, processes, playbooks, objectives, or KPIs.
French
Native or bilingual
English
Fluent
Can work on-site
Lille (up to 50km), Paris (up to 10km)
Experience
- Omena TechnologiesHead of Business DevelopmentHEALTH AND WELLNESSSeptember 2024 - Today (1 year and 9 months)Launch of Omena's B2B offering:- Definition and execution of B2B commercial strategy: segmentation, ICP, positioning, and go-to-market.- Design, testing, and iteration of the commercial offer based on customer and market insights.- Creation of Sales playbooks: discovery, qualification, objection handling, key account closing.- Implementation of Pipedrive: CRM architecture, pipeline structuring, automation, reporting, and sales analytics.- Implementation of a multi-channel lead generation strategy, with enrichment via Kaspr and ABM (Account-Based Marketing) approach.- Closing of 40+ key accounts (CAC 40, SBF 120, ETI), on complex sales cycles with multiple stakeholders.- CEO advisor & coach on Sales issues: pitch structuring, sales methodology, sales posture, for progressive skill development.- Close collaboration with Product & Ops teams to ensure alignment between offer and delivery.
- AlanVertical Lead BDRHEALTH AND WELLNESSJanuary 2023 - December 2023 (11 months)Creation and Management of Alan's BDR department (20 people to manage).The missions I worked on:1. Definition, implementation, and management of a commercial strategy:- Go-to-Market strategy,- Vision and priorities,- Sales objectives,- Playbook creation,- Definition of work and onboarding processes,- Development of sales tools (trainings, data monitoring dashboards, ...)- Sizing of sales teams...2. Creation and management of a sales team:- Recruitment,- Training,- Motivation and challenges,- Performance tracking,- Team and individual coaching of junior and senior profiles3. Interface between Sales/Ops/Data/Growth/Market teams:CRM rework based on specific BDR needs, inter-team processes, implementation of new business tools to accelerate BDR impact...
- AlanBDR Team LeadJanuary 2022 - December 2022 (11 months)Leading a 5 BDR sales team
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Education
- MASTER in global communication for businesses and brands., Communication, generalISCOM2011MASTER en communication globale des entreprises et des marques., Communication, général