Adina Florea
Bucharest
Summary
High-achieving Business Development Manager with history of 20-year track record of enhancing revenue and experience in leading operations
Extensive sales expertise, including acquisition, product launching, retention strategies, contract negotiation, implementation and customer care
Coordinated teams throughout various and complex projects, highly skilled in training and recruiting
Excellent networking and lead development skills
A natural born hunter comfortable to deal at C-level with large corporate and global accounts
A proven adaptability during development phases of companies and market conjuncture
Entrepreneurial spirit, transparent, creative, versatile, personal approach, results-driven, risk taking
Overview
23
23
years of professional experience
1
1
Certification
Work History
Sales Lead
Realworld Systems
02.2021 - Current
- Certified in various IT solutions provided by our vendors: Business Process Automation & Orchestration, Network Inventory, Asset Management, Document Engineering, Location Analytics, I&AM, Data Migration/Integration etc.
- Reached out to prospective leads from different industries through cold calling, in-mail, events, applying variety of established selling methods.
- Offered each customer top-notch, personal service to boost sales and customer satisfaction.
- Built strong client relationships and provided high value-adding services, resulting in increased company market share.
- Kept detailed track of sales and customer information in company system.
Business Development Manager
BELIMO
04.2019 - 01.2021
- Promoted the extended HVAC product portfolio and solutions
- Engaged in full cycle of brand awareness for the company's presence in the local market
- Developed new database of 425 clients
- Master agreements with top players in the construction sector (GEI, Loial, Reinvent, IMSAT, Afcon)
- Notable delivered projects for Elias, Marie Curie Hospital, Tiriac Tower, Kaufland, Continental, Leroy Merlin, Lidl, AFI Brasov, AFI Mall, Ghencea Stadium, U Center, Banca Transilvania, Pfeiffer, Ambro, Peek & Cloppenburg Austria
Business Sales Trainer
TELEKOM Romania
10.2015 - 11.2016
- Consultative Selling Skills training for B2B sales channel
- Developed effective induction programme
- Evaluated strengths and weaknesses along the sales process
- Monitored and reviewed the progress of trainees
- Revised the training programme as necessary, adjusted to changes occured in the work environment, adapted to different cultures for various regions throughout the country
- Delivered 5 training sessions for 38 new employees
- On-the-job training for more than 80 Sales Representatives
- Conceived the Telesales script for cold calling and the D2D approach guide
- Recruitment assistance for more than 50 candidates
Senior Strategic Sales Consultant
COSMOTE Romania
11.2010 - 07.2014
- Managed 2.4 mil Euro customer portfolio management role for large local and global accounts of OTE – Deutsche Telekom Group (ERSTE, Alpha Bank, NBG, Viohalco)
- Contribution to revenues' growth by 24% through additional services provided to customers
- Led negotiations and renewed 9 long term contracts, of 800k Euro and brought new strategic accounts like Compass Group, Garanti Bank, Huawei Technologies, ANCOM
- Developed clients' database for large and global accounts segment
- Responded to international RFPs and participated in online bids
- Worked closely with Romtelecom, on fixed telephony and data provider and with Global Account Management Team to ensure clients are supported seamlessly at a national, regional and global level
- Provided country-specific expertise and support
Senior National Account Manager
Vodafone Global Enterprise
01.2001 - 02.2010
- Management role on 3.5 mil Euro customer portfolio for large global accounts
- Negotiated and prolonged 20 long term contracts, 3.6 mil. Euro and brought new key accounts e.g. Compass Group, RBS, ING, Nestle
- Contribution to reduce churn by 9% and managed one digit growth, given that period's reduced consumption
- Local input to overall account strategy and implementation of global strategy
- Worked closely with Global Account Management Team and advised and guided clients in every aspect of their global communications
- Developed account management strategy to advise clients based on their business needs
- Successfully managed revenue growth and maintained low churn in a crisis period
- Focused on relationship management to understand customer business evolution and trigger or be aware in advance for RFPs
- Led company wide team in tendering for local and international bids
Education
Bachelor of Science - Business Administration
University of Ploiesti
Course - Executive English
HELC – English Language Centre
HastingsMaster of Science - Human Resource Psychology
Titu Maiorescu University
BucharestSkills
- New Business Development
- Sales process management
- Key accounts retention and acquisition strategies
- Relationship building and management
- Revenue Generation
- Cold Calling
- Verbal and written communication
- Negotiation
- Presentation skills
- Competitive analysis
- Product launch
- Training and Development
- Coaching
- Recruitment
- Staff Management
- Brand promotion
- Consultative sales techniques
- Lead Generation
Certification
Leadership Academy: Business Simulation, Situational Leadership, Strategic Sales Management, Six Thinking Hats, Who Moved My Cheese
TMT Europe, England: Strategies for Successful Presentations, Professional Selling Skills, Account Development Strategies
Global Integration: Tools for Cross Cultural Success
Scotwork: Negotiating Skills
Infoteam – The Sales Process Architects: Winning Complex Sales
Power Marketing International: Consultative Sales
Wilson Learning: The Versatile Salesperson
Learning International Inc. - Achieve Global, England: Professional Sales Negotiations
Conselleo: Consultative Selling for Professionals
Additional Information
Languages: English, advanced; French, advanced
IT: Experienced in different ERP software e.g. Salesforce; Microsoft Office: Excel, Outlook, Word, PowerPoint
Driving license: Yes and available to travel
Timeline
Sales Lead
Realworld Systems
02.2021 - Current
Business Development Manager
BELIMO
04.2019 - 01.2021
Business Sales Trainer
TELEKOM Romania
10.2015 - 11.2016
Senior Strategic Sales Consultant
COSMOTE Romania
11.2010 - 07.2014
Senior National Account Manager
Vodafone Global Enterprise
01.2001 - 02.2010
Bachelor of Science - Business Administration
University of Ploiesti
Course - Executive English
HELC – English Language Centre
Master of Science - Human Resource Psychology
Titu Maiorescu University
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