Summary
Overview
Work History
Education
Skills
Languages
Training
Timeline
Generic
Anneli Lainela

Anneli Lainela

Tartu

Summary

Sales professional with 15+ years of experience in the areas of business and sales channel development for global organizations. Passionate, results-driven leader with a deep technical understanding and strong ability to identify, cultivate, and maintain strategic relationships with partners to achieve company-wide goals and objectives.

Overview

18
18
years of professional experience

Work History

Business Development Manager

TBD Pharmatech OÜ
07.2023 - Current
  • Representing company at trade association meetings to promote CDMO services;
  • Resolving customer complaints;
  • Selection and mapping of target markets including market research and analyses;
  • Finding new customers in foreign markets;
  • Compilation and monitoring of sales forecasts and subsequent analysis;
  • Identification of sales opportunities and implementing those into the plans;
  • Compilation of price calculations and quotations;
  • Managing of credit control to ensure the collection of payments;
  • Development relationships with key decision makers of target customers/segments for generation of new business leads on different markets: Germany, Switzerland, Belgium, Israel, Sweden, Denmark, Netherlands etc.
  • Compilation and review of sales contracts and other documentation related to sales transaction development;
  • Daily communication and negotiations with customers and partners;
  • Arrangement and participation in foreign client meetings and exhibitions;
  • Handling of complaints;

Head of Sales Dep.

TBD Pharmatech OÜ
09.2020 - 07.2023
  • Organizing the comprehensive work of the sales department;
  • Recruiting people and organizing their work;
  • Representing company at trade association meetings to promote CDMO services;
  • Resolving customer complaints;
  • Selection and mapping of target markets including market research and analyses;
  • Finding new customers in foreign markets;
  • Compilation and monitoring of sales forecasts and subsequent
    analysis;
  • Identification of sales opportunities and implementing those into the plans;
  • Preparation of sales budgets;
  • Compilation of price calculations and quotations;
  • Managing of credit control to ensure the collection of payments;
  • Development relationships with key decision makers of target customers/segments for generation of new business leads;
  • Compilation and review of sales contracts and other documentation related to sales transaction development;
  • Daily communication and negotiations with customers and partners;
  • Arrangement and participation in foreign client meetings and exhibitions;
  • Handling of complaints;

Export Sales Manager

Print Best OÜ
04.2011 - 07.2020
  • Selection and mapping of target markets including market research
    and analyses;
  • Finding customers in foreign markets: Germany, Norway, Denmark, UK,
    France, Finland, Sweden, Poland, Latvia, Netherlands, Ireland
  • Compilation and monitoring of sales forecasts and subsequent analyses;
  • Identification of sales opportunities and implementing those into the plans;
  • Organizing and coordinating the work of sales assistants and customer managers;
  • Preparation of sales budgets;
  • Compilation of price calculations and quotations;
  • Managing of credit control to ensure the collection of payments;
  • Development relationships with key decision makers of target
    customers/segments for generation of new business leads;
  • Compilation and review of sales contracts and other documentation
    related to sales transactions development;
  • Daily communication and negotiations with customers and partners;
  • Arrangements and participation in foreign client meetings and exhibitions;
  • Handling of complaints;
  • Organizing printing starts in accordance with customers needs;
  • Preparation of related documentation and verification of service
    compliance according to requirements/standards;
  • Cooperation with repro department to ensure that service and quality of products meets customer`s requirements;
  • Coordination of drawings/technical documents; if needed performance of quality control;
  • Monitoring of production volumes and planning suitable projects in the production;

CEO

Tarme AS
06.2008 - 04.2011
  • Daily management of the company (appr. 80 employees);
  • Ensuring the production volume of the company by finding new customers in foreign markets: Finland, Sweden, Norway, UK, Ireland, Germany, Denmark, Poland, Latvia);
  • Ensuring smooth day-to-day operation of the company;
  • Compilation and handling of the production plan and management of production processes;
  • Budget management and provision of financial resources;
  • Purchasing of equipment and strategical materials;
  • Compilation of sales forecasts and budgets, monitoring with their execution;
  • Compilation of company`s strategies;
  • Recruiting employees and holding meetings with the team and various units;
  • Solving of various problems in company`s daily work;
  • Compilation of price calculations and quotations;
  • Coordination of drawings/technical documentation;
  • Representing the company

Sales Manager

Eerung AS
01.2007 - 05.2008
  • Organizing the daily work of sales department;
  • Compilation of sales forecasts and budgets, monitoring with their execution;
  • Daily communication and negotiations with customers and partners;
  • Mapping of target markets and finding new customers;
  • Cost benefit analysis of products;
  • Compilation of price calculations and quotations;
  • Managing of credit control to ensure the collection of payments;
  • Development relationships with key decision makers of target customers/segments for generation of new business leads;
  • Resolving of complaints;
  • Organizing foreign exhibitions and representing company;
  • Substituting of HR manager.

Sales Assistant

Eerung AS
10.2006 - 01.2007
  • Compilation of price calculations and quotations;
  • Communication with customers and subcontractors;
  • Resolving of complaints;
  • Organizing foreign exhibitions and representing the company;
  • Preparation of load plans and arrangement of logistics;

School Practice

Viljandi Metall AS
05.2006 - 08.2006
  • Substituting during their vacation: HR manager, secretary; data entry
    engineer

Education

Master of Arts - Business and production management

Tartu University
02.2024

Master of Arts - International marketing

IATTO, Sweden
05.2012

Bachelor of Science - Economic law

Estonian Entrepreneurship University of App. Sc., Estonia
06.2008

High School Diploma - Math-physics advanced class

Carl R. Jakobson Gymnasium
06.2005

Skills

  • Verbal and written communication
  • Staff Management
  • Continuous improvements
  • Lead Generation
  • Goal Setting
  • Strategic account development
  • Sales Tracking
  • Persuasive Negotiations
  • Negotiation
  • Key account growth
  • Pipeline Management
  • Marketing
  • Relationship Building
  • Profitability Optimization
  • Sales tactics
  • Revenue Forecasting
  • Sales strategy development
  • Sales processes
  • Resolution-oriented
  • Business development and planning
  • Business Development
  • Extensive personal network
  • B to B sales
  • KPI Tracking
  • Analytical problem solver
  • Product and Service Sales
  • Market Research
  • Strategic Planning
  • CRM Software
  • Negotiation expertise
  • Review of contracts
  • Key Account Management
  • New Business Development
  • CRM proficiency
  • Solution selling
  • Decision-Making
  • Flexible and Adaptable
  • Estonian
  • Time Management
  • Adaptability
  • Teamwork
  • Negotiations

Languages

Estonian
Native language
English
Advanced
C1
German
Intermediate
B1
French
Beginner
A1
Estonian
Proficient
C2

Training

  • Most Business School: Digital marketing (2021-2022)
  • HAL Consult OÜ: Conducting effective development conversations (2021)
  • Excellence development and training center: Practical management training: from a specialist to a leader of people (2021)
  • Produktiivsusklubi: Time planning master class training (2021)
  • Peep Vain Consulting: Time planning (2013)
  • Christiansen Consulting: LEAN (2013)
  • Peep Vain Consulting: Sales Management (2013)
  • Christiansen Consulting: LEAN (2010)

Timeline

Business Development Manager

TBD Pharmatech OÜ
07.2023 - Current

Head of Sales Dep.

TBD Pharmatech OÜ
09.2020 - 07.2023

Export Sales Manager

Print Best OÜ
04.2011 - 07.2020

CEO

Tarme AS
06.2008 - 04.2011

Sales Manager

Eerung AS
01.2007 - 05.2008

Sales Assistant

Eerung AS
10.2006 - 01.2007

School Practice

Viljandi Metall AS
05.2006 - 08.2006

Master of Arts - Business and production management

Tartu University

Master of Arts - International marketing

IATTO, Sweden

Bachelor of Science - Economic law

Estonian Entrepreneurship University of App. Sc., Estonia

High School Diploma - Math-physics advanced class

Carl R. Jakobson Gymnasium

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Anneli Lainela