Rosa Franco

Oversee day-to-day operations to ensure consistent attainment of commercial business goals. Identify staffing needs based on workload requirements. Evaluate new technology applications to modify business processes. Coordinate with marketing team to develop collateral, outbound marketing efforts, and website updates to generate traffic. Recommend value-added solutions by thoroughly assessing company performance. Develop Salesforce.com via agile project methodology.

• Transformed commercial business operations through effective strategic plans.
• Worked in matrix management environment with oversight of division level managers, operations, sales, finance, human resources, safety and compliance.
• Identified shortfalls by simplifying commission calculations and deploying system to provide sales target v's budget visibility.
• Recruited, hired and trained initial personnel, working to establish key internal functions and outline scope of positions for new Commercial Operations stream.
• Identified and pursued valuable business opportunities to generate new company revenue and improve bottom line profit.
• Boosted web conversions by introducing new marketing initiatives and applying lead-generation tools.
• Coordinated innovative strategies to accomplish marketing objectives and boost long-term profitability.
• Cultivated trusted rapport with management and key stakeholders for business expansion strategies execution.
• Reduced churn and increased organic accounts’ growth by building an Enterprise Customer Success Management team.
• Equipped Coople’s Commercial team with continuous guidance through optimal learning strategies and programmes, such as designing, bespoke courses, career plans, and workshops.

Led operations associated with operational improvements within defined budgetary and time constraints. Headed lead management processes in collaboration with marketing and lead nurturing programmes to convert sales leads into customers. Measured and reported sales performance for executives via optimal programmes and advanced tools.

• Driving operational improvements, responsible for monitoring and continually improving performance.
• Analysed, developed, and implemented programs and tools to measure & report on sales performance to the senior management team.
• Successfully managed process to migrate contract T&C's from print to online.
• Advanced productivity KPIs to achieve key business goals and objectives.
• Identified procedure or process changes required to improve performance and productivity.
• Uncovered lucrative growth opportunities for sales teams by administering total addressable market (TAM) analysis.

Headed all facets of exploring top-tier venues, suppliers, and contractors. Liaised with clients to meet and exceed event requirements. Improved brand presence on social media and at trade shows via upgraded marketing initiatives.

• Studied market to determine optimal pricing of services and capitalise on emerging opportunities.
• Identified business development challenges and customer concerns for proactive resolution.
• Introduced prop hire to expand business within timeframes.
• Tactfully negotiated contract terms and recruited reliable suppliers.
• Launched business venture hosting 10 medium to large events per year and generating profit within first two years.
• Prepared annual budgets with controls to prevent overages.
• Developed innovative sales and marketing strategies to facilitate business expansion.
• Shaped solutions and approaches by leveraging trends in customer marketplaces and industries.

Devised and directed the implementation of the global operations strategy, to support the launch of the Financial Times online news paywall for the B2B market. Including opportunity pipeline management, sales support, and audit compliance policies. Led commercial operations and delivery for B2B online and print sales of the Financial Times. Improved commercial leader business plans to ensure accurate business forecasting. Encouraged and promoted positive team-oriented and cross-functional work environment.

• Implemented process improvement to shape organisational culture, optimise procedures for higher efficiency and help company evolve and grow.
• Reduced lead times by evolving quality-driven processes.
• Proactively oversaw renewals of SME contracts over £2M in revenue.
• Nurtured relationships with domestic and international partners for print delivery.
• Implemented technology solutions (Salesforce, Docusign, and Royalties payment system) to improve productivity.
• Supported product development, core projects, and other corporate projects as prioritised by the business, via both waterfall and agile project methodologies.
• Gained understanding of customer goals, objectives and processes through advisory boards to meet client business needs.
  

Administered all facets of sales management. Provided senior leadership support to the Sales Directors and Sales Support team. Provided in-depth competitor and market share analysis. Changed sales support processes by upgrading infrastructure of systems and tools for the sales team.

• Reported performance and results by developing metrics to maximise selling opportunities and improve sales conversions.
• Satisfied and retained customers and sales staff by improving support by 75% in six months through new efficient sales
  support services.
• Boosted team member productivity by enhancing performance monitoring and instituting motivational approaches.
• Reduced budgetary expenditures by effectively negotiating contracts for more advantageous terms.
• Maintained energy and enthusiasm in fast-paced environment.