Tina Flodin

Drive sales and marketing excellence for technology organizations through strategic transformation and sales enablement programs. Architect and execute commercial effectiveness initiatives aligning sales processes, methodologies, and tools for performance optimization. Lead projects across multicultural teams and facilitate organizational change for sustained impact.

• Deliver training workshops on sales methodologies and best practices

• Coach sales teams in Value Selling methodology

• Serve as expert speaker for sales and marketing events

• Design innovative value propositions that meet customer needs

• Develop go-to-market strategies to maximize revenue potential

Created global Sales Excellence function to strategically drive sales improvements working across 23 sales companies with hundreds of sales engineers. Driving projects and leading change management such as strategic sales KPIs, value added selling methodology and sales competence development, to enable solution selling at higher margins. Success realized through facilitating collaboration, leading communities, motivating teams while deploying the strategy.

• Achievement: Increased solution sales ratio with 3% per year and higher margins by teaching sales methodology and establishing/tracking KPIs

• Drove the project to define and implement the global Sales Competency Framework to improve sales performance

• Established and maintained a strategic sales KPI dashboard in CRM with measures required for strategic reporting

• Led sales process development project for global alignment, systematic approach for sales efficiency and solution sales

• Delivered the global Sales Introduction Program for new hires

• Defined the Value Selling methodology to support the process and strategy to drive solution sales

• Aligned CRM and sales supporting tools to the Value Selling sales approach for efficiency

• Managed sales training program and delivered trainings worldwide

• Developed sales enablement content emphasizing benefits and quantified value

b2market had as mission to help industrial and high-tech SMEs to generate more leads and close more deals. Services delivered were marketing strategy and planning, product marketing, content marketing, and sales enablement. Selected delivered projects:

GF Machining Solutions, Geneva

 Designed and developed the market driven approach and templates for segment strategic planning

 Developed a solution-oriented marketing approach including value messages, value pricing and sales enablement tools

SICPA, Lausanne

 Structured the products and services portfolio, provided a solutions framework, created descriptive commercial documentation and defined customer benefits

BOBST, Lausanne

 Led the definition of the Service Development Process for efficient and flexible new service development. Defined gate objectives, requirements, checklists and templates for project management. Launched the process and trained the organization.

Trimos, Lausanne

 Developed a digital strategy considering digital market threats, opportunities and company capabilities, and provided direction for change in business model, go-to-market approach, user experience, process, tools and culture

 Delivered the marketing plan with activities for improved brand visibility worldwide and developed the business plan for distribution channel effectiveness