Cécile Farah 🦁

- Management des contributeurs individuels - Participation aux sujets stratégiques du pôle sales - Accompagnement des AO - Support opérationnel - Pilotage de la performance - Entretiens semestriels

- Pilotage des Commerciaux Suivi et analyse des performances individuelles et collectives. Mise en place de KPI adaptés pour un suivi précis de l’activité. - Pilotage des performances et amélioration des processus Ajustement des stratégies growth et sales. Standardisation des meilleures pratiques pour améliorer l’efficacité. - Training des Commerciaux Routines de Shadow / Feedback. Coaching pour renforcer les compétences. Recrutement et formations. - Test de nouvelles stratégies Expérimentation et itération de nouvelles approches growth et sales.

- Fractional VP Sales / CSO : Yespark, Inqom by Visma, Billiv, Ada Tech School - Coaching sales : Microsoft, Epsor, Lagardère, NRJ, Blissim, Electra, Pluxee, JobTeaser, Prisma Media, Ada Tech School, Partoo, Top Chrono, Billiv, Lengow, On train, Gi Group - Coaching managérial : Microsoft, Electra, Top Chrono, Fédération Française de Tennis, Pluxee, Kizeo, Engie, Koala Interactive, Lengow, Maria School - Accompagnement stratégique Go To Market : Electra, Partoo, JobTeaser, Billiv, Top Chrono

Mentor & Trainer for On Train : management, sales & BtoB, expansion & sales strategy, feedback & communication

- Structuration du département revenue - Mise en place d'outils et de process scalable cross-départements - Animation et Pilotage des équipes - Pilotage du budget - Recrutement des Head of Sales, CRO et KAM - Coaching Sales : Meddic, Challenger, Consultative Approach

- Accompagnement des KAM dans leur revue de performance et deals - Alimentation des réflexions stratégiques de go to market (prospection, nurturing, closing) - Proposition des approches individuelles sur-mesure

Pilotage de l'équipe commerciale Routines individuelles et collectives. Revue des KPIs et des actions prioritaires. Revue des performances et mises en place de nouveaux process Scalabilité SMB. Go to Market Mid/Large. Définition de la vision moyen terme Echanges avec les investisseurs. Mise en place d'OKR. Définition du budget. Coaching transverse Revue des processus des équipes partenaires (marketing et CS). Accompagnement aux nouvelles actions stratégiques.

Worldwide Expansion Strategy and Team Scaling – Sales Enterprise - Defined and implemented a comprehensive global market expansion strategy, ensuring seamless market penetration through coordinated efforts with cross-functional stakeholders. - Recruited, trained, and scaled the sales team, growing headcount by 4x to support international operations and drive revenue growth. - Achieved remarkable revenue growth, scaling ARR from $500K to $6M, through a combination of strategic planning, execution, and robust sales processes. - Established and scaled Enterprise and Agencies Sales Departments, creating tailored approaches to complex sales cycles using the MEDDIC methodology. - Oversaw and managed the Profit and Loss (P&L) for the business unit, ensuring sustainable financial health. - Designed and launched a Business Class Program, enhancing customer engagement and value delivery.

Drove the revenue from a 8 to a 15 million-euro perimeter in the Oil&Gaz Industry - Defined the sales strategy & built action plans to reach & exceed objectives - Analysed client’s needs, identified new opportunities and found leverage of potential expansion - Pitched sales proposals in line with the firm expertise - Coordinated C-level stakeholders (both internal & external) to succeed in winning new deals - Developed and strengthened the relationships with high level stakeholders - Trained, managed and coached account developers

Selective distribution through Michelin Star restaurants, Zagat rated, Luxurious hotels, and premium bakeries. - Over 175 accounts managed - Over 100 accounts opened - Win of the internal 3-week US Open Sales contest - Annual Growth : 42% - Tactical leadership to ensure sales growth - Management and negotiation with distributors and key accounts - Secure existing accounts and open new ones - Review, analyze sales and distributors performances through monthly depletion reports to identify opportunities and weaknesses - Negotiate orders, pricing, budgets, placements, exclusivity contracts, promotion of events - Use Business Intelligence to find out new openings, market trends, and have the right moves at the right time - Achieve assigned goals centered around the number of accounts to open as well as the number of products to sell in a limited time period - Promote products through staff trainings, tastings, and other events

Assist the General Manager and the Sales Manager with daily tasks and on long term projects by divertifying their Wedding Packages and the Events Coordination. - Conduct a market survey on wedding trends in California - Adapt existing packages to nowadays environment reviewing pricing, accommodations, and customization services - Coordinate the set up of events such as weddings business conferences and family reunions - Manage a team of 3 to 5 people to make sure the customer's satisfaction - Follow events closely by visiting the premises, and getting reports from the team - Adjust services when needed

Enhance relationships and facilitate deliveries of shipment around the world - BtoB communication helping customers getting their shipments on time - Plan deliveries and pick-ups around Europe - Request accurate documents to customers when missing - Deal with other TNT employees when difficulties of delivery, mistakes, or change of itinerary.