Summary
Overview
Work History
Education
Skills
Accomplishments
Certification
Interests
Timeline
Technical Skills
Generic
Corina Negru

Corina Negru

Commercial Lead, Sales Enablement
Amsterdam,Noord-Holland

Summary

Committed and encouraging people leader, reflective and empathic communicator, focused on building genuine profound relationships.

Versed in bringing cohesion across teams, enabling achievement of team targets through coaching, inclusion, clarity and strategic insight.

With an all-round experience in revenue operations, sales enablement, marketing, finance and business operations, I am seeking a dynamic team leadership role, where effective collaboration, problem-solving, project management and tenacity can contribute to commercial success.

Overview

21
21
years of professional experience
18
18
Certificates
4
4
Languages
4
4
years of post-secondary education

Work History

Secondment Global Research Solutions

Elsevier
Amsterdam, The Netherlands, NH
10.2023 - Current
  • Effective collaboration to enable NOAM sales team to upskill and scale up in the transformation to Open Access business model
  • Process design and handover to facilitate multiple sales teams to work together following a massive reorganization
  • Compensation and revenue allocation responsibility as part of the transition to Open Access business model

Sr. Market Development Manager Cell Press (2.5 Years)/The Lancet (5 Years)

Elsevier
11.2017 - Current
  • Under my leadership both brands thrive - new revenue responsibility ($1.8M Cell Press, +11% CAGR (2021-2023) and $1M The Lancet +47% CAGR (2018-2022).
  • Successfully leading the Greater China strategy for premium brands (new revenue +9% CAGR (2020-2023)).
  • Smooth onboarding of 6 new team members. Key areas: product, segmentation, effective cross-departmental collaboration, sales engagement and commercial delivery, marketing strategy, learning & development.
  • Developed a blue-print for effective onboarding of new Sales FTEs, ensuring the first sale is made within 6 weeks.
  • Created a competence based framework to create growth opportunities for Customer Success Managers.
  • Bi-monthly meetings with regional sales teams and management to ensure momentum and revenue generation for premium brands.
  • Led the collaboration with product, sales and marketing to create and optimize a digital marketing program that generates 10% of the new revenue for Cell Press & Lancet ($250k). Impact can be tracked in pipeline and bookings.
  • Building strategic partnerships with Product, Sales management, Pricing, Account Support, Sales Insights and Editorial teams to ensure the successful execution of the sales enablement strategy (training, onboarding, role-play, prospecting, tools & insights, pricing models, offers for national deals, digital marketing funnels, email campaigns, webinars, f2f events, conferences, trials, marketing collaterals).
  • Successfully deployed the go-to-market strategy for 8 new journals (new revenue $900k).
  • Increased revenue from existing accounts through upselling and cross-selling initiatives.
  • Increased new Cell Press journals penetration (55% of total new revenue).
  • Target setting, phasing and runway definition, monthly operating reports.

Sales Compensation Manager

Elsevier
03.2016 - 10.2017
  • Consultant to VPs, part of Sales MT meetings, ensuring awareness and adoption of compensation models.
  • Actively coached the team in maintaining a positive attitude in extremely challenging situations.
  • Created a framework for learnign& deelopment, got buy-in from management to allocate training budget
  • Created successful cross-functional collaborations with Finance, Account Support and Legal which ensured the achievement of key compensation milestones.
  • Project managed the territory planning, new sales quota setting process, by working collaboratively with Business Development, Sales and Finance.
  • Set-up solid processes and open communication channels that increased Sales trust in the compensation mechanisms.
  • Delivered Sales trainings to ensure transparency and trust in the comp mechanisms.
  • Ensured fair and timely compensation of 150+ Sales FTEs.

Sales Data Expert

Elsevier
09.2011 - 02.2016
  • Gained strong project and stakeholder management skills by deploying large change projects in cross functional teams.
  • Led a cross-functional team assigned to deliver a new technical solution and reporting layers that brought insights on $2B revenue.
  • Led a change management process that increased agreement data quality to 98%.
  • Used my strong problem-solving skills to generate an innovative solution to bring visibility into large consortia deals.
  • Consultant to Sales VPs in a large reorganization, regarding territory and FTE planning.
  • Obtained buy-in from management to reprocess 6000 historical agreements.
  • Worked collaboratively with Business Development, Finance, Strategy and Sales to deliver the yearly runway review and territory design.
  • Delivered workshops for Sales FTE to ensure team cohesion and alignment on joint market opportunities to pursue.
  • Seconded to the Strategy team to create an analytical model to assess the ROI of each type of sales FTE in different regions.
  • Worked effectively with BTS, Sales Operations, Finance and Sales on a $1M business case for a new technical software to administrate sales compensation.
  • Successfully collaborated with external consultants and implementation partners to customize a software solution (Oracle SalesCloud) to the Elsevier business needs.

Owner/ Market Research Consultant

Field Research
06.2009 - 12.2011
  • Developed as an all-round professional, running the company Sales, Marketing, Accounting, and Operations activities.
  • Cotracted, trained, and managed a team of 5 agents to enhance revenue.
  • Fostered an environment promoting continuous improvement and empowering my team to identify opportunities for enhancing operational efficiency.
  • Oversaw daily operations, ensuring tasks were completed accurately and efficiently by team members.
  • Negotiated contracts with customers to ensure fair value exchange.
  • Managed financial aspects of the business, including budgeting, financial reporting, and tax preparation.
  • Implemented marketing strategies to increase brand awareness and attract new customers.
  • Performed field research activities for large cross-country research studies
  • Learned Portuguese to be able to engage with the target groups for one of the projects

Business Analyst Foods (1.5 Years)/ FoodsSolutions

Unilever South Central Europe
01.2006 - 02.2010
  • Financial activities focussed on revenue management, forecasting and reporting for a $60M B2C retail business , as well as full P&L for a $5M B2B business.
  • Successfully collaborated cross-funtionally, with external consultants, and management team to implement SAP software, and deploy the associate change management processes.
  • Advisor to senior leaders on revenue and costs target achievement.
  • Led initiatives to automate repetitive tasks, freeing up time for more strategic projects and analyses.
  • Championed a data-driven culture within the organization by offering training sessions on analytics tools and techniques.
  • Managed budgets for multiple marketing campaigns simultaneously while ensuring alignment with overall business objectives.
  • Designed business-cases for profitable new product introductions and re-sourcing.

Account Manager/Client: Procter & Gamble

Grey Global Group
04.2005 - 11.2005
  • Established clear communication channels between clients and internal teams, ensuring seamless project execution.
  • Increased client satisfaction by building strong relationships and addressing their needs promptly.
  • Cultivated strong relationships with key stakeholders in assigned accounts, fostering trust and loyalty among clients.
  • Provided market analysis and campaigns performance reports to clients, enabling them to make data-driven decisions about future investments.
  • Created successful communication strategies that increased market penetration (+42% Pampers).
  • Led the in-store activity, stocks, and budgets of 280 in-store promoters.

Marketing Analyst (1.5 years) / Internship (6 months)

Mitsubishi Caterpillar Forklifts Europe
01.2003 - 12.2004
  • Advised on price discounts and ROI of the promotional activity
  • Maintained contact with clients and suppliers to improve service levels
  • Master's thesis topic: Customer integration in the new product development process
  • Conducted regular competitive analysis to stay informed on industry trends and adjust marketing strategies accordingly.

Education

Exchange Program - Business Management

ICADE Madrid
Madrid, Spain
02.2002 - 07.2002

Master of Science - Business Management

Tilburg University
Tilburg, The Netherlands
09.1999 - 09.2003

Skills

Problem-Solving

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Accomplishments

    2021 STMJ Award for driving innovation in monetizing premium journals.

    2017 Special Recognition Award for increasing trust of Sales in the compensation processes.

    2015 Nominated for the Business Development Person of the Year Award for my leadership skills.

    2013 RE Cares Award for setting up a skill-building program at the Slootermeer School in Amsterdam.

    2007 Merit Award for supporting the Foodsolutions team in achieving a value growth of 28%.

    2007 Social Involvement Award for setting up a charity organization offering supporting orphan centres.

Certification

Associate Certified Coach, International Coaching Federation, US

Interests

Literature

Hiking

Mindfulness

Timeline

Secondment Global Research Solutions

Elsevier
10.2023 - Current

Member of the International Coaching Federation, US

05-2023

Leader Coach Acreditation, Association for Coaching, UK

04-2023

Certified Integral Coach, New Ventures West, US

02-2022

Professional Certified Coach (PCC), Centre for Coaching, CH

02-2022

Professional Coaching Certification, University of Cape Town, SA

02-2022

Associate Certified Coach (ACC), New Ventures West, US

01-2021

Integral Coach Training, University of Cape Town, SA

01-2021

Female Leadership Talent Program, Elsevier, NL

09-2020

Courageous Conversations Certification, RELX, UK

08-2020

Accountable Leadership, SkillsSoft, US

08-2020

Becoming an Emotionally Intelligent Leader, SkillsSoft, US

08-2020

Leadership Development Program, RELX, UK

08-2020

Powerful Conversations in Practice, Workday, US

06-2020

Strategic Problem Solving, Rotterdam School of Management (ERASMUS)

11-2019

Sr. Market Development Manager Cell Press (2.5 Years)/The Lancet (5 Years)

Elsevier
11.2017 - Current

Sales Compensation Manager

Elsevier
03.2016 - 10.2017

Persuasive Communication for Women, In-Touch, NL

03-2016

Project Management: Prince2 Foundation Certification, NL

04-2014

Practical Project Management Course, Pearce Mayfield, UK

02-2013

Sales Data Expert

Elsevier
09.2011 - 02.2016

Owner/ Market Research Consultant

Field Research
06.2009 - 12.2011

Business Analyst Foods (1.5 Years)/ FoodsSolutions

Unilever South Central Europe
01.2006 - 02.2010

Account Manager/Client: Procter & Gamble

Grey Global Group
04.2005 - 11.2005

Marketing Analyst (1.5 years) / Internship (6 months)

Mitsubishi Caterpillar Forklifts Europe
01.2003 - 12.2004

Exchange Program - Business Management

ICADE Madrid
02.2002 - 07.2002

Master of Science - Business Management

Tilburg University
09.1999 - 09.2003

Technical Skills

Outlook, Excell, Power Point, Teams, Zoom, Trello, Salesforce, Clari, Tableau, ELS Usage, SiebelCRM, Oracle BI, Oracle SalesCloud, Scopus, SciVal, Pardot, HubSpot, Canva, Adobe Campaign, MS Project

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Corina NegruCommercial Lead, Sales Enablement