Camélia Berrada

Supporting Clients in Their Digital Transformation (Focus on the Banking, Financial Services, and Automotive sectors). My role within this data-focused consulting firm spanned across three main areas:

1. Business Development and Portfolio Management:

• External Development (Hunting): Identifying new business opportunities and opening client accounts in strategic sectors.
• Internal Development (Farming): Client retention and management of key accounts, ensuring ongoing relationships through monthly and quarterly steering committees and maintaining long-term partnerships.

Crisis Management: Account recovery for strategic clients, restoring trust and strengthening team retention, enabling the opening of new subsidiaries.

• Cross-functional Development:

Developing sales strategies (objectives, action plans, and processes).
KPI Monitoring: Regular analysis of conversion rates, growth, profitability, and turnover to ensure efficient management of the Business Unit.
Promoting the firm’s products and solutions, crafting value propositions, and demonstrating ROI to maximize impact.
Collaboration with Pre-Sales Teams: Responding to RFPs, contract renewals, and developing Group Partnerships.

Working in a matrix environment, reporting to different leaders simultaneously.

2. Management of Consultants and Sales Engineers:

• Coaching 2 Sales Engineers: Supporting them in managing their client portfolios, tracking commercial performance, and developing their sales skills (prospecting, negotiation, closing), assisting with strategic client meetings, etc.
• Consultant Management: Overseeing the quality of deliverables and supporting consultants in their skills development.
• Talent Retention: Training, promotion, defining career plans, and conducting annual reviews in a highly competitive market.

3. Recruitment and Talent Management:

• Recruitment of specialized profiles in data (Data Analyst, Engineer, Scientist, Product Owner, Data Architect, Data Governance) and conducting validation interviews.
• Managing candidate pools and supporting them until placement in specific missions or client projects.

• Prospecting for New Client Accounts and developing productivity plans for existing accounts in HR and Finance sectors.
• Management of a team of 28 consultants, from recruitment to career development, including performance monitoring and training.
• Development of RPA tools for clients.

• Leadership and Strategy: Sector analysis and identification of business opportunities.
• Portfolio Management: Managing a portfolio of 315 clients, generating annual revenue of €13.8 million.
• Commercial and Marketing Actions: Sales of the group's products and services.
• Sales Campaign Deployment and New Product Launches.
• Client Retention and Advisory: Providing technical training to client teams, monitoring product performance, and offering consulting to optimize the lifecycle of Michelin products.