ACCUCOMS TEAM IN SPOTLIGHT: EUROPE

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1 ACCUCOMS TEAM IN SPOTLIGHT: EUROPE October 2016

2 TABLE OF CONTENTS Team Introduction...3 Team setup...6 A decade at ACCUCOMS...7 Publishers we represent...8 Events we attended...9 Connect with us of 10

3 TEAM INTRODUCTION has been with ACCUCOMS since During the past years, she has held several roles in managing the marketing team, building sales, managing accounts, providing strategic consultation, project management, and marketing plan development for ACCUCOMS products and services. Currently Raluca is managing the European sales team. Raluca is licensed in Political Sciences and speaks Romanian, English, Dutch and Italian. Raluca Pop Commercial Manager Europe Edwin Hofman Global Telesales Manager has over 15 years experience within the information industry. He gained a wealth of experience in subscription management during his work at Swets & Zeitlinger, where he cared for major corporate and academic accounts. As Account Executive at Extenza Marketing Solutions he was responsible for the management of telemarketing campaigns and market research projects. As Global Telesales Manager at ACCUCOMS, Edwin manages major European accounts and coaches the team of inside sales representatives at the Dutch office. Edwin is fluent in Dutch and English and speaks German, French and Spanish. holds a Master Degree in Business and a Bachelor Degree in Public Relations. Before joining ACCUCOMS, she has worked as a Business Intelligence Analyst in the international retail market. She also runs her own blog and social media channels. A native Portuguese speaker, Erika is also fluent in English and Dutch. In her free time Erika fulfills her passion for writing. Erika Elenbaas Account Manager Telesales erika@accucoms.com has a degree in International Business Administration and is bringing over five years of industry experience from her time at Swets Germany. At Swets she has worked as a Marketing Communications Manager and Sales Executive within Germany, Switzerland, Austria and Eastern Europe. Tessa has built a great customer network, she has a can-do attitude, is ambitious and has strong competencies in building and maintaining relationships with key clients. Tessa is fluent in English and German and in her time off she likes travelling and sports. Tessa Horka Regional Manager for DACH tessa@accucoms.com 3 of 10

4 Nahriman Dougarem Regional Manager France & Southern Europe has a bachelor s degree in Foreign Applied Languages and MA in Negotiation, International Business, and International Purchasing from the School of the Chamber of Commerce and Industry of Paris. She has gained experience as a consultant in event organization and recruitment, lead generation, and acquisition management for France/Belgium/ Luxemburg/Switzerland for different companies in Rotterdam. A native French and Arabic speaker, Nahri is also fluent in English and Spanish. She is based in our Leiden office, and is responsible for growing our publisher sales in France, Suisse Romande/ French Switzerland, Iberia (Spain, Portugal), Greece and Cyprus. studied at Dawson College in Montreal, Canada where she achieved a Diploma in Chemical Technology. She has extensive work experience in the Pharmaceutical and Medical Industry from her previous jobs in international companies in Canada and Poland. Ewa joined ACCUCOMS in 2004 and since then she provides high quality customer service and sales support in Polish, English and Russian. Ewa Bartnicka Regional Manager, Eastern Europe & Russia ewa@accucoms.com has a bachelor s degree in Economics and Tourism from the University of Perugia (Italy). She has gained experience in the tourism industry and become expert of Italian leisure industry market. Barbara joined ACCUCOMS in 2013 as Inside Sales Representative offering professional knowledge and high quality service to customers in Italy and rest of South Europe. She is a native Italian speaker and is also fluent in English and Spanish. In her spare time, she enjoys art, music, yoga and traveling. Barbara Valcelli Sales Representative Italy barbara@accucoms.com Lee Tumelty Regional Manager UK & Scandinavia lee@accucoms.com joined ACCUCOMS in January 2016 and is responsible for growing publisher sales in the UK, Ireland and Scandinavia. Lee has 7 years of experience in the offshore finance industry and a further 7 years of experience as a sales team leader with Point Carbon Oslo / Thomson Reuters within the energy and environmental industry, specifically within the carbon trading market. Lee is a native English speaker, can hold a conversation in Norwegian and has a basic grasp of French, Dutch and Spanish. In addition Lee is a qualified PADi scuba dive instructor and divemaster and has recently been teaching diving in Asia and Latin America. 4 of 10

5 Daniela Draghici, Inside Sales Representative, joined ACCUCOMS in February Previously, she has worked at Energy Trading International in Italy where she managed the billing and admin department and was also active as Commercial Office. She has also been co-owner of an Italian B&B. She is a fast-learner and a motivated person and enjoys watching movies, reading and baking in her free time. She is a native Romanian and speaks English and Italian next to her mother tongue. Daniela Draghici Inside Sales Representative daniela@accucoms.com has a background in law and experience in international organizations like The United Nations. Fanny is a native Spanish speaker and she speaks fluent English and Dutch. Since she joined ACCUCOMS, she provides support to teams that work with Europe and Latin America. In her free time Fanny enjoys to read a good book. Fanny Monegro Inside Sales Representative fanny@accucoms.com joined ACCUCOMS in June 2015 as Inside Sales Representative after obtaining a Master s degree in Cultural Anthropology. He studied at Utrecht University and one semester at the Universität Wien. Oncko did qualitative fieldwork in Guatemala about micro credit and in Hamburg about the fans of FC St. Pauli. He strongly supports this football club and tries to visit matches as often as possible, but he also follows all kinds of other sports. Besides his mother tongue Dutch Oncko speaks English, German and Spanish. Oncko Heldring Telesales Representative oncko@accucoms.com joined ACCUCOMS in October Throughout her time at ACCU- COMS, Fortunate has gained extensive knowledge of high quality customer service and telemarketing. Fortunate has a Higher National Diploma in Marketing Management from Harare Polytechnic in Zimbabwe. She has been living in the Netherlands for 10 years and speaks English, Dutch in addition to Shona, her mother tongue. Fortunate Mudzwiti Inside Sales Representative fortunate@accucoms.com 5 of 10

6 SUCCESS STORY During the last years it has become more difficult to sell in the European market as library budgets have been stagnating. But even though library budgets are resurging, ACCUCOMS Europe Team has been using the harder times to explore new ways to improve their sales performance. In order to do so, ACCUCOMS has been working on increasing the cooperation between the different teams within the Leiden headquarter. This will ensure the most effective use every team member s skills optimally. In the beginning of 2016, the various entities in the Europe Team have started to work closer together than before. Now, the Telesales Team does not only perform Telesales campaigns, but they also work closely together with and assist the sales staff. A number of Telesales Representatives have been retrained to become Inside Sales Representatives, which means that they now support both the Sales Team and the Telesales Team. Today, the Regional Managers are increasingly able to focus their time on key accounts and larger opportunities, letting the Inside Sales Representatives use their experience from the Telesales department for generating leads and customer service. Successfully finishing such an integration always takes time. But already early on did Nahri learn the benefits for having an extra person helping her reaching out to libraries in her territory. While performing customer service calls in Spain, an ISR called the Andulusian Health Service to ensure that their subscriptions were running as they should. Such calls often do not receive as much attention from Regional Managers, but retaining subscribers is equally important as gaining new ones. The ISR learned that the library had been looking into the possibility of adding a major journal from Nahri s portfolio to their collection. After collecting as much information about the interest as possible, she passed the information on to Nahri. And after a couple of more calls and negotiating the price, Nahri was able to close the deal for EUR. The sale was the first of a promising cooperation between the teams. Improving the cooperation creates the synergy necessary to improve sales across the board. Off-site breakfast meeting of sales team Europe (February 2016) 6 of 10

7 A DECADE AT ACCUCOMS On Thursday the 15th of September Raluca Pop celebrated her 10-year anniversary as an employee in ACCUCOMS. We celebrated her in the head office in Leiden with a gift, cake, a cup of coffee and team members sharing stories about the years that have gone by. Anniversaries invariably create a sense of nostalgia. Especially among the senior staff that have been such a big part of Raluca s 10+ years in ACCUCOMS. Ewa Bartnicka, Egon Menardi and Edwin Hofman have all witnessed Raluca s growth from a green rookie in the publishing industry to the Commercial Manager she is today. Because of the nostalgic nature of such a celebration, the event was flooded with stories of ACCUCOMS in the years that have passed since it was started The senior members shared important, quirky and amazing stories from ACCUCOMS 12-year history. The stories had a profound impact on those that have not been with the company as long as Raluca. The stories call forth an idea of a company, which on the one side is not a final entity, but which is being created every day by its hard working team members. But on the other side the anniversary and seniority testify a sense of a company which is rooted and larger than the individual. The Europe Team consist of the following entities: Sales, Telesales and Operations. The Sales team consist of Raluca Pop, Commercial Manager for Europe, Lee Tumelty, Regional Manager for UK and Scandinavia, Ewa Bartnicka, Regional Manager for Central and Eastern Europe, Barbara Valcelli, Regional Manager for Italy, Nahriman Dougarem, Regional Manager for France and Southern Europe and Tessa Horka, Regional Manager for Germany, Austria and Switzerland. The regional managers are the backbone of ACCUCOMS representation efforts in Europe. Assisting the sales team, is a team of Inside Sales Representatives. The ISR s execute calling campaigns on behalf of the regional managers as well as assisting the telemarketing efforts of the Telesales Team. Fortunate Mudzwiti focuses on the UK and Scandinavia with Lee, Fanny Monegro assists Nahri with Southern Europe and Daniela Draghici assists Ewa with Eastern Europe. The ISR s also assist the Telesales Team executing renewal and promotion campaigns on behalf of publishers worldwide. The Telesales Team is led by Edwin Hofman, the Global Telesales Manager, he is assisted by Erika Ellenbaas, Account Manager Telesales and Oncko Heldring, Telesales Representative, in the European office. Edwin, Erika and Oncko receive assistance from Telesales Representatives from across the globe. 7 of 10

8 PUBLISHERS WE REPRESENT IN EUROPE Independent Scholarly Publishers ISPG Group 8 of 10

9 EVENTS ATTENDED ACCUCOMS has recently attended the following events in Europe. AGMB September 2016 Göttingen, Germany Attended by Tessa Horka & Egon Menardi NEICON September 2016 location: Estoril, Portugal Attended by Raluca Pop & Ewa Bartnicka DEFF Online May 2016 Copenhagen, Denmark Attended by Raluca Pop & Lee Tumelty EBLIDA 9-10 May 2016 The Hague, The Netherlands Attended by Raluca Pop & Rasmus Andersen Visit to see more of our past and upcoming events. 9 of 10

10 CONNECT WITH US facebook.com/accucoms/ twitter.com/accucoms linkedin.com/company/accucoms-bv plus.google.com/+accucomsbv pinterest.com/accucoms instagram.com/accucoms 10 of 10