Guillaume D.

Context: A micro-enterprise of 4 people wishing to expand its activity throughout the Bordeaux region. New position created to develop the business, generate revenue, and ensure the follow-up and delivery of services sold. (Biological quality audit services for restaurants / Hotels / Mass distribution)

SALES PART:

- Definition and implementation of sales processes

- Sales prospecting (Use of data pipeline management tools)

- Opportunity generation / Client meetings / Negotiation

- Signing new clients

QUALITY AUDIT PART:

- HACCP audit services / Implementation of optimization processes for client teams

- Creation of a rating scale and eligibility for government standards

- Assignment and valuation of a satisfaction score following the services

METRICS:

15 clients signed: Carrefour, Le bistrot régent, L'entrecôte, L'intercontinental,...

Context: Consulting firm specializing in payment processing and payment methods. A company of 65 people seeking revenue growth. Need to sign major accounts in the financial and banking sector.

ACCOUNT MANAGEMENT

- Management of key account client relationships: VISA, Mastercard, BNP Paribas, LCL, B for Bank

- Facilitation of identification and follow-up of opportunities with existing clients

- Responses to tender requests for accreditation: Signing of VISA and Mastercard

MANAGEMENT

- Direct management of 23 consultants with support from Team Leaders

- Management of a Sales intern to assist me in lead qualification and generation

RECRUITMENT & SOURCING

- Building and developing relationships with schools/universities: campus activities, organization & participation in recruitment fairs

- Promoting and developing our employer brand through presentations on our professions, our talents' career paths, etc.

- Recruitment of specialized consultants, Sourcing, Conducting interviews, qualifying knowledge

- Onboarding and Offboarding of new hires

Metrics:

Revenue October 2019 = 6.7M > Revenue April 2022 = 9.8M

New clients signed (5): VISA, Mastercard, B for Bank, LCL, BNPP

Number of successful projects: 29 staffing

Context: Consulting firm specializing in Data Marketing & Data Tech with 60 employees. The company had no sales team, no sales processes, and a desire to expand its business to a maximum number of clients.

ACCOUNT MANAGEMENT

- Supporting consultants in identifying opportunities with their clients: Sales workshops, coordination, 1:1 coaching

- Facilitating the identification and follow-up of opportunities with existing clients: Account Management unit, Airtable Account Management, client budget mapping, organizational charts

- Responding to tenders: response strategy, planning, resource staffing, budget definition and validation, slide production and review

SALES PROCESS

- Implementation of tools and methodologies to improve efficiency: Pricing tool, Client tracking, Slide templates, Tender response process, Account management

- Optimization of the sales workflow across the entire value chain

PARTNERSHIPS DEVELOPMENT

- Building and developing relationships with publisher/agency/business introducer partners: offer construction, pipeline review, response to joint opportunities, event organization, implementation of communication actions

- Identification of new relevant partners for Elevate

- Facilitating the partner network and generating leads

Metrics:

Revenue April 2022 = 5.2M > Revenue May 2023 = 11M

New clients signed (12): Direct assurance, AXA, Brut, SNCF, Groupe PVCP, BNPP, Jacquemus,...

Number of successful projects (32): 15 staffing / 17 agencies