Nathalie Camus
Poole,United Kingdom
Summary
A creative, passionate and accomplished Sales Management and Learning and Development specialist with over 15 years experience in FMCG Healthcare BTC sales and training. Currently responsible for leading and developing a nationally based team of 11 Pharmacy Field Sales Representatives, selling OTC (over the counter) products into Independent Pharmacy and Multiple Pharmacy groups. Representing global brands for an extensive client base including Proctor & Gamble, Viatris, Prestige, Alliance Healthcare, Essity and Wisdom.
Adept at analysing sales and industry trends to create innovative strategies that meet individual client needs whilst delivering consistent profitable results year on year. Combines Learning and Development knowledge and extensive sales experience to cultivate high-performing teams focused on exceeding targets.
Overview
25
25
years of professional experience
1
1
year of post-secondary education
Work history
National Sales Team Manager
Ceuta Healthcare, Part of IQVIA Group
Bournemouth, UK
03.2023 - Current
- Achieved over 10% growth against previous year, reaching £4.4m, and tracking at +9% YTD.
- Upskilled team members, driving a 25% revenue increase across over 200 accounts.
- Surpassed budgeted Performance Related Bonuses by 5% across multiple clients.
- Established a cross-mentoring programme to leverage team skills for development support.
- Refined on-boarding process, reducing time off the road by two weeks.
- Successfully recruited and inducted eight field sales representatives, ensuring probation completion.
- Collaborated with CRM provider to develop Monthly Sales Tracker, enhancing management productivity by six days monthly inclusively.
- Delivered Career Progression Pathway Programme, resulting in three promotions to managerial roles.
- Orchestrated a national 'new business' initiative, +900 accounts converted +£400k in incremental business achieved
- Successfully transitioned the team through the IQVIA acquisition process, delivering team and individual training sessions, mitigating any loss in productivity
- Devised a ‘Winter Pre-sell Strategy' for two brands, which included an alignment of marketing and detailing strategies +36% and +17% increase achieved vs SPLY
- Created ‘Putting the Plan into Action' sessions focused on developing the teams' skills in various areas of the ‘Steps of the Call' process
Group L&D Manager
Ceuta Group (Promotion)
01.2016 - 03.2023
- Scoped, created, and implemented a Behavioural Competency Framework for recruitment, performance management, and progression.
- Re-mapped all Job Descriptions against the new competency framework and restructured recruitment processes.
- Project managed migration of online learning platform from LMS to new LXP, overseeing branding and site design.
- Constructed a Live Booking functionality for all courses and developed regulatory training alongside launch communications and user training.
- Re-built all regulatory training in-house, achieving £14k cost saving against budget.
- Engaged with departments to drive user engagement, resulting in over 10,000 completions by 350 employees in four months.
- Restructured learner feedback process to inform future strategies with tangible results.
- Introduced peer-to-peer learning using SMEs to reduce external spend and enhance productivity within L&D function.
- Increased learner attendance by creating and delivering be-spoke ‘Power Hour' training modules face-to-face and online which could be incorporated into the working day
- Adapted the entire portfolio of Face-to-Face training modules during and post COVID for remote delivery
- Designed and delivered an ILM accredited 12-month Leadership & Management programme, training over 50 current and new managers across the business
- Innovatively operated and managed a training budget to ensure the effective use of internal and external resources to deliver annual cost savings
Training Manager
Ceuta Healthcare (Promotion)
09.2008 - 01.2016
- Redesigned 'Steps of the Call' process to align with industry trends in collaboration with Sales Director.
- Project managed new LMS system delivery within eight weeks.
- Developed and implemented training programmes across multiple divisions, including Field Sales, Key Accounts and Client Management.
- Facilitated company wide 'Insights Discovery Workshops' to enhance collaboration and streamline workflows.
- Coordinated annual appraisals to create individual development plans for employees.
- Researched, developed and facilitated Development and Assessment Centres, supporting career progression and skills enhancement.
- Conducted regular Field Visits with Field Sales representatives, providing coaching and training on role responsibilities.
Pharmacy Operations Executive (P&G Team)
Ceuta Healthcare (return from maternity leave)
Bournemouth
02.2006 - 07.2007
- Resolved all customer and wholesaler queries regarding P&G portfolio.
- Developed office procedures to streamline operations and enhance service delivery for in-store promotions.
- Created engaging sales presentations and briefs by liaising directly with clients.
- Maintained and updated CRM system for accurate tracking of client interactions.
- Generated comprehensive sales reports and ad hoc requests for clients and management.
Pharmacy Field Sales Representative
Ceuta healthcare (Promotion)
, Field Based (South & Southwest)
03.2003 - 02.2005
- Managed over 200 pharmacy accounts across South and South West, achieving consistent KPI and sales target exceedance.
- Delivered territory growth of 25%, maintaining 'Top 3' national position.
- Leveraged commercial data and sales insights to enhance conversion rates.
- Cultivated strong relationships with healthcare professionals to improve product visibility.
- Conducted comprehensive training sessions for pharmacy staff, ensuring robust product knowledge.
- Provided exceptional customer service across account base, fostering loyalty and satisfaction.
Telesales Executive (Bayer & Boehringer)
Ceuta Healthcare
Bournemouth
02.2002 - 03.2003
- Cultivated customer relationships, boosting account profitability by 50% within six months.
- Achieved all KPIs related to coverage, value, volume, and distribution.
- Created targeted marketing tools that significantly increased sales across entire portfolio.
- Managed designated accounts, driving successful sales initiatives for Bayer and Boehringer products.
Assistant Manager
Bankes Bistro (Wadsworth Brewery)
Poole
07.2000 - 01.2002
Education
ILM Level 4 - Managing Diversity, Equality & Inclusion
EW Group
08.2022 - 03.2023
Insights Discovery Client Practitioner - Behavioural Profiling
Insights Discovery
2016 -
CIPD Level 3 - L&D Practitioner
Bournemouth & Poole College
09.2007 - 07.2008
BTEC National Diploma - Fashion Design
Arts University Bournemouth
1992 - 1994
GCSEs -
Ashdown Secondary School
PooleCPCAB Level 2 - Certificate in Counselling Skills
Bournemouth & Poole College
2001 -
Skills
- Ability to lead, motivate and develop others to deliver result orientated outcomes
- Effective negotiator focused on collaborative approaches to find creative, mutually beneficial solutions
- Able to work under pressure and manage multiple tasks and projects within time constraints
- Strategically analyse sales data and business performance to make informed recommendations
- Preparing & delivering impactful presentations to clients and senior management to effectively communicate results
- CRM proficient, effective in extracting key relevant data to support recommendations and improve business performance
- Approaches problems methodically and develops solutions with sustainable & measurable results
- Effective change agent, creates a sense of shared vision and excitement for change, whilst persuasively communicating the rationale for change
- Nurtures and motivates talent by ensuring that they have the correct support tools, training and opportunities for development
- Is demanding of self and others in pursuit of outstanding client/customer results
- Excellent verbal and written communication to articulate goals, provide feedback, and build strong relationships with a team, clients and internal stakeholders
Timeline
National Sales Team Manager
Ceuta Healthcare, Part of IQVIA Group
03.2023 - Current
ILM Level 4 - Managing Diversity, Equality & Inclusion
EW Group
08.2022 - 03.2023
Group L&D Manager
Ceuta Group (Promotion)
01.2016 - 03.2023
Training Manager
Ceuta Healthcare (Promotion)
09.2008 - 01.2016
CIPD Level 3 - L&D Practitioner
Bournemouth & Poole College
09.2007 - 07.2008
Pharmacy Operations Executive (P&G Team)
Ceuta Healthcare (return from maternity leave)
02.2006 - 07.2007
Pharmacy Field Sales Representative
Ceuta healthcare (Promotion)
03.2003 - 02.2005
Telesales Executive (Bayer & Boehringer)
Ceuta Healthcare
02.2002 - 03.2003
Assistant Manager
Bankes Bistro (Wadsworth Brewery)
07.2000 - 01.2002
Insights Discovery Client Practitioner - Behavioural Profiling
Insights Discovery
2016 -
BTEC National Diploma - Fashion Design
Arts University Bournemouth
1992 - 1994
GCSEs -
Ashdown Secondary School
CPCAB Level 2 - Certificate in Counselling Skills
Bournemouth & Poole College
2001 -