ERICA VIRLAN
Republic Of Moldova
Summary
Experienced Sales Director with over 10 years in IT B2B sales, excelling in telecom and open banking solutions. Proven ability to both execute complex B2B sales and lead sales teams to surpass targets and drive business growth. Skilled in full-cycle sales coordination, sales planning, and fostering key client relationships. Enhancing sales processes to achieve an increase in conversions, sales cycle, and revenue targets.
Overview
11
11
years of professional experience
Work History
VICE PRESIDENT OF SALES
Salt Edge
05.2022 - Current
- Managing a sales team consisting of 3 SDRs and 6 Sales Executives, including hiring, training, and performance management.
- Drove new client acquisition by strategically executing and tracking sales OKRs and KPIs.
- Managed budgeting, sales forecasts, analytics, alongside reports for senior management.
- Improving sales processes and methodologies to optimize sales efficiency and results (conversions across all stages of the funnel, sales cycle, etc.).
- Delivered superior account management services to the company's prominent banking clients, promoting cross-selling tactics and fostering partnerships.
- Collaborated with marketing, product, and finance teams to align sales efforts with business objectives, optimizing joint business processes (e.g. RFx participation and management, expert articles.)
SALES REPRESENTATIVE | TEAM LEAD
Salt Edge
11.2020 - 05.2022
- Initiated and nurtured relationships with prospective clients, converting inbound interest into tangible sales opportunities.
- Conducting intro, qualification, demo, pricing, and closing meetings.
- Preparing and negotiating proposals and contracts.
- Working closely with cross-functional teams to validate and launch 2 new use cases for PSD2 Payments.
- Leading a team of 2 people in order to drive new business for a specific group of products.
- Pipeline management in CRM and task management in Git, Jira.
REGIONAL SALES DIRECTOR (AFRICA, MIDDLE EAST, ASIA)
Unifun
01.2018 - 09.2020
- Leading a team of 7 Account Managers to achieve sales objectives and maximise revenues across 70+ Mobile Network Operators.
- Significantly contributed to company revenue by selling and launching key projects, accounting for 20% of total income.
- Sold and delivered more than 100 projects in 5 years.
- Hired and trained 30+ sales staff in 2 years.
- Negotiated offers with C-level of Mobile Network Operators.
- Represented company at high profile international conferences and onsite meetings with clients.
- Organised workshops for customers and participated in arranging company's presence at international IT&Telecom events.
- Participated in the elaboration of sales documentation and procedures.
SENIOR ACCOUNT MANAGER
Unifun
09.2015 - 09.2018
- Selling IT/Telecom solutions to 30+ Mobile Network Operators (Africa, Middle East, Asia).
- Extending the client DB (lead generation via LinkedIn, email outreach, cold calling).
- Identifying and growth opportunities within a territory and collaborate with local partners/vendors to ensure growth attainment.
- Responsible for negotiations and products presentations (email, phone, live).
- Operating as the lead point of contact for Clients for any matters (business/product/technical)
- Assisting with high severity requests or issue escalations as needed.
- Building and maintaining customer relationships.
- Ensuring the timely and successful delivery of products according to predefined objectives.
- Tracking key account metrics.
- Preparing the commercial documentation (agreements, personalised product presentations and descriptions, RFx documentation).
- Delivering systematic sales reports.
ACCOUNT MANAGER
Unifun
03.2015 - 09.2015
MARKETING MANAGER
Upgrade
01.2014 - 09.2014
- Managing and planning the marketing campaigns (digital marketing, e-mail marketing, outdoor advertising, events organising)
Education
BACHELOR - MARKETING
The Academy of Economic Studies of Moldova
01.2013
Skills
- Complex and enterprise B2B Sales
- Full-Cycle Sales Coordination
- Strategic Sales Planning
- Client Relationship Management
- Sales Processes Optimization
- Cross-functional Team Leadership
- Performance Analysis and Reporting
- Trade show representation
- Resilience
- Hands on attitude
- Results driven
- Team player
Languages
Romanian
First Language
English
Advanced (C1)
C1
Russian
Advanced (C1)
C1
References
References available upon request.
Timeline
VICE PRESIDENT OF SALES
Salt Edge
05.2022 - Current
SALES REPRESENTATIVE | TEAM LEAD
Salt Edge
11.2020 - 05.2022
REGIONAL SALES DIRECTOR (AFRICA, MIDDLE EAST, ASIA)
Unifun
01.2018 - 09.2020
SENIOR ACCOUNT MANAGER
Unifun
09.2015 - 09.2018
ACCOUNT MANAGER
Unifun
03.2015 - 09.2015
MARKETING MANAGER
Upgrade
01.2014 - 09.2014
BACHELOR - MARKETING
The Academy of Economic Studies of Moldova
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