Experience

DFDS

• Denmark
• Truck Transportation
• 700 & Above Employee

• Head of CRM Center of Excellence

  • Feb 2020 - Present



Configit

• Denmark
• Software Development
• 100 - 200 Employee

• Sales Operations Lead

  • Apr 2018 - Feb 2020

  Tasks and responsibilities:• Development, implementation, tracking, and follow-up on key sales key performance indicators for the global Sales & Marketing teams. • Global Salesforce & Pardot administrator.• Development and maintenance of specific performance dashboards in current company’s Customer Relationship Management system.• Plan and follow-up on assigned projects according to the strategic plan.• Uncover business needs and turn these into requirements for further enhancements of existing systems and processes.• Create tutorial videos and learning content tailored to fulfill Sales and Marketing's training needs.• Process design and implementation.• Intranet Administrator for the Sales & Marketing organization.• Sales Onboarding framework setup and implementation in company's CRM.



Maersk Line

• India
• Appliances, Electrical, and Electronics Manufacturing
• 1 - 100 Employee

• Sales Excellence Partner

  • Sep 2014 - Jan 2018

  Tasks and responsibilities• Plan and follow-up on assigned projects according to the strategic plan.• Change management, communication, to ensure end user’s adoption.• Report to the project stakeholders according to defined structures.• Manage and drive project stakeholders.• Uncover business needs and turn needs into requirements to further improve existing systems and processes.• Create and maintain specific performance dashboards in current company’s Customer Relationship Managementsystem.• Create training material, videos and e-Learning content for further upload to existing Learning Management System.Results delivered• Change management and communication strategy to bring Sales Reps and Managers onboard with the newcustomer segmentation (2016-2017).• Over 20 different e-Learning courses created for the Sales New Hires Onboarding program (2016).• Successfully executed Sales Mobility pilot in Panama, Costa Rica and Colombia, whose results demonstrated thatour Sales Frontline could operate with two devices, a smartphone and a tablet device (2015).• These Performance Dashboards are currently utilized by the Maersk Line’s sales organization globally during theweekly performance discussions.

• Cluster Sales Performance Manager

  • Apr 2014 - Aug 2014

  My main responsibilities involved supporting, implementing, tracking and following up on the key performance indicators set for this period (target vs actuals). I was also appointed as Salesforce Cluster Superuser, part of the Latin American Superusers team. I was in charge of the Salesforce face-to-face training delivered to all the sales staff we had in the Cluster. Ensure user adoption and maximizing value of company's CRM system was also part of my main tasks, improving system adoption from 50% to 90%, which was the targeted percentage set by Cluster Sales Manager. I was also appointed to develop and implement a tool that enabled sales representatives and customers to request a quotation from any of the 10 countries with the Caribbean Cluster. Such tool was recognized as a innovative solution to an existing problem we had at that time: a high end to end quotation turnaround time to customers. With this implementation we reduced the delivery time from 48 hrs to 4 hours. It worth mentioning that such solution continue to be in place in the Caribbean Cluster.

• Cluster Inside Sales Manager

  • Jan 2011 - Mar 2014

  Tasks and responsibilities• Team leader of a group of 9 Inside Sales Representatives located across the Cluster (Colombia, Costa Rica, Panama, Dominican Republic and Trinidad & Tobago).• Support, implement track and follow-up on key sales key performance indicators set for this period (target vs actuals). • Coordinate the induction process of new hires.• Cluster’s CRM Superuser, part of the Latin American CRM Superusers team.• Train sales reps across the Cluster on how to use Salesforce to ensure CRMs adoption.• Development and implementation of an online quoting form for the Caribbean Sea Cluster.• Creation and maintenance of specific performance dashboards in current company’s Customer Relationship Management system. Results delivered• CAR Cluster’s Inside Sales consistent YoY growth of +15%, increasing controlled export volumes and customer acquisition portfolio.• Structured and scheduled coaching sessions and close follow-up of the opportunity pipeline.• Face-to-face training delivered to all the sales staff in all the countries within the Cluster. • CAR Cluster’s Inside Sales team was recognised as the best Inside Sales team in the Latin American.• Sales Reps adoption levels of the implemented CRM increased from 50% to 90% in two months.• Design and implementation of an Online Quoting Form that helped, reducing the quotation’s turnaround time to customers from 48 hrs to 4 hours.



CEVA Logistics

• France
• Transportation, Logistics, Supply Chain and Storage
• 700 & Above Employee

• Central America Sales Manager

  • 2008 - 2010

  Tasks and responsibilities• Team leader of a group of 11 sales team members across the CMA (Guatemala, El Salvador, Costa Rica and Panama).• Attend to customer meetings jointly with the field sales reps in CAM.• Act as an executive sponsor to engage with C-level leaders medium and large accounts.• Supporting, implementing, tracking and following-up on key sales key performance indicators set for this period (target vs actuals). • Coordinate the induction process of new hires.• Calculation of the Sales Incentive payout for CAM field sales.Results delivered• In 2009, the CAM commercial team experienced a growth of 103% vs previous year.• CAM commercial team continued to grow, delivering consistently above revenue targets (average of 18% YoY) until December 2011.• Structured and scheduled coaching sessions and close follow-up of the opportunity pipeline.

• Country Sales Manager

  • 2006 - 2008

  I was in charge of the commercial team of Panama and Colon. One of the challenges weovercome was to the consolidation of the sales department in both branches, bysearching and hiring personnel to create a solid sales force. Beside my managerialresponsibilities, I was also in expected to developed my own client’s portfolio, withrewarding results. I gave support the sales staff in order to attain our mutual quarterly andyearly goals. Under my management, Panama Commercial experienced a growth trend ofapproximately a 35% year over year.