Monica De Leo

LAW COMPANY

• Undertake market research to identify market opportunities and optimize sales growth

• Develop new business relationships in different sectors to promote the employer's migration businesses (including businesses in Australia to facilitate sponsorships of candidates for employer sponsored visas)

• Build strong and long lasting relationships with existing customers and business partners

• Undertake data analysis to identify both strong and weak areas of the markets, competitor activity and customers’ changing needs (recognising any strengths and weaknesses in existing client accounts and developing concepts to improve sales strategies) and reporting these developments to the CEO

• Analyse and advise management on the pricing of the visa services provided by the employer to bring pricing in line with competitors

• Implementation of a new Customer Relationship Management system (CRM) HubSpot

• Implemented structured deal-building processes within HubSpot to support the sales team's workflow. Customised deal stages to reflect the specific sales cycle and improve tracking and reporting

• Brainstorm, develop, and implement creative sales activities and marketing strategies, including digital marketing strategies and social media marketing

• Identify and upsell existing business digital offerings, including all available digital advertising platforms, such as display advertising, video advertising, webinars, performance advertising, SEM, SEO, Google Ads and social media marketing

• Manage and enhance the company's online presence and websites

• Prepare marketing forecasts and coordinate marketing plans, business meetings and trade events for overall business

LAW COMPANY

NB Law Group provides specialist legal solutions to help individuals find a way forward.

• The Client Relationship Executive is an essential aspect of the migration business
• In my role I am responsible for identifying market opportunities, and advising on the development of the business, coordination and implantation of plans for pricing and promoting the company's visa services
• Follow up on potential Immigration Services leads and convert where possible into new business
• Act as the Immigration expert and deliver consultative advice and industry updates to a variety of clients
• Design and deliver Immigration sales presentations to corporate clients
• Promote the business at conferences, networking and industry events, highlighting the company's services to new and existing clients
• Look to exceed revenue target and KPI's
• Ensure all client activity is logged in CRM
• Provide weekly updates to the Managing Director with progress against sales targets

DIGITAL TRANSFORMATION COMPANY

Engineering Group is the Digital Transformation Company, leader in Italy and expanding its global footprint, with around 15,000 associates and over 70 offices spread across Europe, the United States, and South America

• Responsible for bringing technological and process innovation in the Retail and Fashion sector
• Develop strategic long-term business relationships with TOP International Global Account
• Identify new business opportunities within the market
• Present ENG technology enabled solutions (AI & Advanced Analytics, Cloud, Digital Twin, AR/MR/VR, Cybersecurity, Blockchain, RPA) to clients
• Arrange meetings - be able to recognize when to connect the right ENG professionals with the client decision-makers, ensuring the best sales approach and guaranteeing conversion
• Manage Tender/RFP and commercial negotiations up to their conclusion
• Work with multiple cross-functional groups, including business and technical teams
• Set up a list of KPIs to track for each client in order to achieve budget targets
• Prepare and present reports on their progress
• Keep abreast with new trends in digital technology

TECHNOLOGY COMPANY

MMM is the world's first scientifically and mathematically derived foundation shade matching tool

• Responsible for expanding and creating new business opportunities for our software in emerging markets, in particular Europe
• Providing a seamless onboarding and implementation experience to our global clients
• Ensure clients are fully informed and ready to go of any software enhancements
• Negotiating the terms and conditions of usage for new clients coming on board, communicating new enhancements to the tool and maintaining the relationship throughout
• Focusing on client satisfaction, listening to feedback and providing analysis back to product to constantly iterate and refine the platform
• Take calls and enquiries from Europe, US, Asia, Australia
• Report on statistics, trends and performance to clients and team

TECHNOLOGY COMPANY

CargoWise is the flagship product from WiseTech Global, a leading provider of software solutions to the logistics industry globally

• Responsible for overseeing and managing a portfolio of nearly 200 strategic client accounts while prospecting 50-70 companies
• Provided the best product solutions to customers and creating added value and better productivity (+30 more efficient%)
• Contributed to growing our customers' accounts by exploring opportunities to sell new functionalities, features, modules and services (Cloud solutions, integration services, new products and features etc.) and generate additional revenue for the company
• Pre sales qualifying from marketing campaign and online leads as well as assisting with sales processes (engage in discussions for specific products, provide technical requirements, attending meetings, deliver sales proposal and quotes etc.)
• Act as a facilitator to customers in helping them to overcome and resolve any raised issues or billing queries
• Supported WiseTech during the acquisition process of 3 Italian companies

INTERMODAL RAIL OPERATOR

Mercitalia is the major operator of combined transport in Italy and third in Europe

• Successfully developed and maintained client portfolios
• Implemented new strategies and projects that maximised opportunities
• Gained a deep understanding of the International sales market under which the major industry players operate as well as monitoring political and cultural issues that could impact the market
• Developed business in a way that attained monthly targets both in terms of revenue and commission
• Discussed the performance of each client with the line Manager and strategized an ad hoc plan to intervene when necessary
• Collaborated with the operating department and the Inside Sales Team
• Ensure a high level of customer satisfaction
• Attended international meetings to establish new partnerships
• Significant projects undertaken include: Drafted and established a new company credit policy; Developed a new customer information system; Implemented a new system for the measurement of KPI; Team leader for the CEMAT event at the 2015 Milan Expo; Organised two events at the Munich and Bavaria Transport and Logistics Trade Show (May 2015 and May 2017)

LOGISTIC COMPANY

Samskip is one of the largest European transport companies, with offices in more than 30 countries in Europe, North and South America, Africa, Asia and Australia, employing approximately 1500 people worldwide.

• Develop a strong understanding of our multimodal transport services and promote effective and strong engagements. Provide uniquely differentiated consulting expertise to our clients by helping them choose the best transport solutions
• Utilising the understanding of the education environment, and technology to provide insights into workflow efficiency outcomes internally as well as exercising compelling strategic solutions that resonate with customers, and drive action.
• Schedule meetings with both Italian and foreign customers in order to maintain collaboration and protect them from potential competitors. Sharing examples of Samskip’s points of view, assets, tools and latest thinking with clients
• Growing the company's reputation and presence in the European market identifying client/prospect needs through appropriate questioning and listening techniques.
• Accurately record discussions and interactions with clients and prospects in the Client Relationship Management System (CRMS) and through emails.
• Follow-ups and callbacks in an efficient manner.
• Proactively and positively work with the rest of the sales team and other departments to achieve great client service and business outcomes, through effective relationship building.
• Analyze the weekly performance of each client per specific corridor/lane of interest with respect to the budget
• Performing budget analysis and providing account forecasts. Sharing data with the Country Manager and planning new plans of action
• Monitoring and analysis of the equipment (containers) availability for better safeguard of equipment rotation costs
• Work alongside colleagues worldwide to encourage unity and alignment with the wider goals of the business and increase the impact of our strategy.
• Supporting the pricing department in Rotterdam to design and deliver custom-built pricing solutions.
• Managing tender of key customers
• Providing administrative support in order to monitor any additional costs accrued through the door-to-door transport processes. Preparing proposal to revise methods and procedures

MANUFACTURING COMPANY

Nespoli Group is a leading designer and manufacturer of paint tools, metal tools, aerosol paint sprays and domestic cleaning tools.

• Periodic financial reports
• Maintained adequate systems of accounting records, and a comprehensive set of controls and budgets designed to mitigate risks
• Enhanced the accuracy of the company's reported financial results, ensuring that reported results comply with generally accepted accounting principles or international financial reporting standards

FASHION COMPANY

Zara is a global fashion retailer that sells clothing, accessories, beauty products, and perfumes. It's owned by Inditex, one of the world's largest distribution groups.

• Responsible for obtaining the best possible sales records and guaranteeing a high level of customer satisfaction
• Customer Service Management: Organising returns, orders, and reservations as well as customer liaison
• Product Management: The organising and ordering of products in a manner that met the customer needs for our store
• Organise merchandise in the store and stockroom and maintained the store image
• Distributed products received in the stockroom according to organisational criteria
• Obtained customer feedback related to branch and product satisfaction

AUDIT COMPANY

BKR International is a leading global association of independent accounting and business advisory firms representing the expertise of more than 135 member firms with over 300 offices in over 70 countries around the world.

• Analyzed and monitored account expenditures during the audit in order to ensure that they met the appropriate regulations
• Participated in drafting the audit report
• Attended meetings with clients and senior auditors in order to finalise the report

FASHION COMPANY

Zara is a global fashion retailer that sells clothing, accessories, beauty products, and perfumes. It's owned by Inditex, one of the world's largest distribution groups.

Sales Assistant during my university career.