LOURDES SOTO
Newnan,Georgia
Summary
Skilled Business Development leader offering 12 years of experience in leading operations and enhancing revenue in the Southeast region. Bringing expertise in client acquisition and contract negotiation, along with excellent interpersonal communication, relationship-building and team leadership abilities. Results-driven and proactive with demonstrated record of accomplishment in meeting and exceeding sales and revenue objectives.
Overview
13
13
years of professional experience
1
1
Certification
Work History
Regional Sales Manager
DSV Air & Sea
08.2022 - 05.2023
- Managed diverse portfolio of accounts across various industries ensuring that each received personalized attention and support.
- Increased revenue by identifying growth opportunities within existing accounts and cross-selling additional products or services.
- Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
- Forecasted quarterly sales figures based on market trends and historical data, guiding company decision-making processes effectively.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
- Resolved client issues promptly by collaborating with operations teams, maintaining high levels of satisfaction among clientele.
- Enhanced profitability by developing pipelines utilizing marketing and sales strategies.
- Evaluated competitor strategies within the region to anticipate challenges and adjust tactics as needed proactively.
- Collaborated with upper management to implement continuous improvements and exceed team goals.
- Participated in relevant industry events, conferences and trade-shows as a representative of the company, increasing brand visibility among potential clients within the Southeast region and stay up-to-date with market trends and customer needs.
Regional Account Manager
Royale International
09.2020 - 06.2022
- Designed and implemented new regional sales strategy in order to prospect and develop accounts while successfully overcoming challenges posed by existing market conditions.
- Managed all phases of the sales cycle from prospecting/qualification to closure
- Delivered engaging presentations showcasing product offerings tailored to individual client needs, ultimately driving sales growth.
- Developed robust sales pipelines by networking at industry events, actively pursuing leads, and nurturing professional connections, increasing revenue by 6% yoy.
- Enhanced client satisfaction by proactively addressing concerns and implementing customized solutions.
- Achieved regional sales targets by developing strategic plans and executing effective account management practices.
- Conducted comprehensive market analysis to identify trends, competitor activities, and potential areas of improvement.
Regional Sales Manager
Hermes Aviation LLC
09.2019 - 08.2020
- Maintain business development goals and objectives through KPI reporting, process documentation and CRM analysis
- Negotiated contracts and tenders with key clients
- Use of CRM system to streamline sales process
- Cooperate with interline partners and expanded new commercial agreements - prepared action plans while working on multiple RFQ's and bids, market network and services, negotiate prices and conditions based on the type of service offered while proposing complementary services and products
- Manage sales pipeline and metrics, analyze market, and ensure targets were exceeded by creating a robust sales plan while finalizing sales contracts with high-value customers
- Collaborated with senior executives to evaluate performance in regional area and develop strategies to expand revenue generation.
- Negotiated contracts with clients, securing favorable terms that contributed to company success.
- Forecasted quarterly sales figures based on market trends and historical data, guiding company decision-making processes effectively.
- Conducted market analysis to identify potential growth opportunities and developed strategies accordingly.
Regional Sales Manager
AirFrance KLM Cargo
05.2010 - 07.2018
- Successfully broaden assigned territory sales from less than $1 million to +$5 million within a year, prospecting and selling to new customers using research tools and online technology
- Developed, along with partners (Delta Airlines, Alitalia Cargo), and won multiple contracts for Pharmaceutical and Aerospace companies, which doubled portfolio by 5% in yearly revenue increase
- Exceeded company targets for the revenue within account portfolio 15% by securing several contracts of continuous business on a record time of 6 months
- Handling of accounting processes; including rate calculations, price conversions, profit and loss analysis, and buying/selling rates to ensure profitability
- Demonstrated commitment to customer service and sales organization by adding a total of 7% new customers to my portfolio while maintaining premium service levels with existing accounts
- Significant growth of small and medium accounts in terms of revenue gains by discussing and coordinating on MPC's and MSR's
- Coached associates in product specifications and selling techniques, significantly increasing customer satisfaction while achieving sales objectives, developing successful strategies, and servicing accounts to strengthen business relationships.
Education
BBA - Hospitality Administration And Management
Inter American University of P. R.
Aguadilla, P. R. 05.2008
Skills
- Business Administration
- Sales Leadership
- Market Trend Analysis
- Operating Procedures and Policies
- Transportation, export, import all modes, warehousing
- Price structuring: budgets, proposals, forecasting
- Account management: market and territory expansion, relationship development, account growth, maintenance, and client retention, revenue generation
- Product and service sales and development, lead and guide RFP’s to a winning response
- MS Office, Google all products
- Cargo Wise, Cargo Spot, EDI Champ, Ascent on Demand, Cargo Base
- CRM: Salesforce, Oracle & Microsoft Dynamics
- Envirotainer certification
- WHO Healthcare certification (Pharma QMS)
- Spanish and English: Native proficiency
Certification
- Strategic Communications with DiSC for Sales - Certification - Emory University Atlanta, GA - 2016
- Negotiations Skills - Certification - Vanderbilt University Nashville, TN - 2017
- Supply Chain Management Fundamentals - Certification - University of G. A. Atlanta, GA - 2022
Timeline
Regional Sales Manager
DSV Air & Sea
08.2022 - 05.2023
Regional Account Manager
Royale International
09.2020 - 06.2022
Regional Sales Manager
Hermes Aviation LLC
09.2019 - 08.2020
Regional Sales Manager
AirFrance KLM Cargo
05.2010 - 07.2018
BBA - Hospitality Administration And Management
Inter American University of P. R.