Estefania Bertaina
Vaudreuil-Dorion,QC
Summary
As a seasoned and successful account executive with a proven track record of exceeding sales quotas, that includes 8+ years in the pharmaceutical industry, my objective is to secure a challenging position with a dynamic organization that offers growth potential. My ability to cultivate deep relationships with clients, understand their unique business needs, and develop effective solutions has enabled me to consistently drive revenue growth. I am a strategic thinker, adept at identifying opportunities and executing complex sales strategies. I am seeking an account manager role in where I can apply my skills and experience to drive revenue growth and contribute to the success of a high-performing team.
Overview
11
11
years of professional experience
1
1
Certification
Work History
ENTERPRISE ACCOUNT EXECUTIVE
Salesforce
04.2022 - Current
- Develop and execute strategic sales plans resulting in exceeding quarterly KPIs within 1st year of employment. Exceeded annual quota at 220%
- Responsible for selling the customer success platform & Marketing applications built on Salesforce platform
- Cultivate client relationships, develop and implement plans to drive revenue growth, generate leads, negotiate contracts, identify prospective clients, and maintain strong client relationships
- Fostered strong relationships with C-level executives at Canadian key accounts that includes over 26+ retail and consumer goods Enterprise customers that are hybrid of net new and install accounts, with focus on hunting new business
- Collaborated with cross-functional teams to identify customer pain points and provide tailored solutions
- Selling on value and return on investment vs. technical functionality
NATIONAL ACCOUNT MANAGER
A&C American Chemicals now Actylis
10.2016 - 04.2022
- Manage portfolio of 85+ pharmaceutical accounts, install and new logo
- Identify areas where can provide unique cGMP manufacturing (incl. API, Excipient, Buffers), packaging and/or custom solutions, totaling $6.2M in sales in CY 2021
- Constantly exceeding annual sales goals since beginning of work tenure. Grew sales by 58.8% in last 2 years
- Post sales: Capture intelligence data of clients’ business needs and competition products used to investigate cross-selling & upselling strategies customized for each client
- Led various high impact customer specific projects; from initial customer contact, to proposals, approval and commercial launch working alongsideR&D, QA, and Operations groups all while offering support to clients throughout entire sales cycle
- Marketing Liaison Officer ; conducted organizational research for project focused on brand awareness for Canadian pharmaceutical industry which led to partnership with Canadian Life Sciences Association BIOTECanada; lead & co-hosted life sciences industry online webinar in FH 2021
BUSINESS DEVELOPMENT EXECUTIVE
Medisca Pharmaceutique
08.2014 - 10.2016
- Develop and strengthen relationships with multiple accounts, such as national pharmacy chains, hospitals, Group Purchasing Organizations, wholesalers, and independent pharmacies in US market to sell pharmaceutical compounding ingredients (API, Excipient, Flavours, Oils), devices & equipment and services; grew territory sales by 21.2% in 1st quarter
- Negotiate prices, terms of sales and service agreements; executed wholesaler contract valued at $1M before departure
- Prepare detailed sales and market analysis reports to identify opportunities and trends to make recommendations to key decision makers for existing accounts or to secure service agreements
CATEGORY MANAGEMENT ANALYST/ SALES REPRESENTATIVE
L’ORÉAL Canada
06.2012 - 04.2014
- Responsible for analyzing commercial and consumer data to build internal & external strategic recommendations leading to both category and retailer growth
- Establish and maintain great relationships with store decision makers in retail space to ensure brand visibility and customers comply with pricing, product displays and more negotiated by corporate office; Grew territory sales by5% and was named top 10 best DPGP representative in Canada
Skills
- Strategic Thinker
- Relationship Builder
- Sales expertise
- Business Acumen
- Communication skills
- Leadership abilities
- Solution Selling
- Salesforce (CRM)
Certification
- Customer Service Excellence, McGill Executive Institute - 2019
Additional Information
- A&C Social Committee - 2018: Spearhead company events, including team building activities and annual Holiday parties
- Salesforce Canada MC Women - 2022: Lead and organize events, remote activities and fundraising
Timeline
ENTERPRISE ACCOUNT EXECUTIVE
Salesforce
04.2022 - Current
NATIONAL ACCOUNT MANAGER
A&C American Chemicals now Actylis
10.2016 - 04.2022
BUSINESS DEVELOPMENT EXECUTIVE
Medisca Pharmaceutique
08.2014 - 10.2016
CATEGORY MANAGEMENT ANALYST/ SALES REPRESENTATIVE
L’ORÉAL Canada
06.2012 - 04.2014
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