Mónica Sáenz shares her day-to-day at the Sales department, in which she at her colleagues work as a drive lever that propels the contact between brands and the different beon. divisions.”
The Sales department, in most cases, is the first contact with a future client. We know that it is a vital area for the company. How would you describe your work?
My work has a great dose of detective practice and a bit of psychological approach.
I focus on researching, analyzing, identifying, listening, and pampering prospect brands, according to the commercial strategy, in order to expand our client portfolio.
The market is becoming increasingly competitive and brands are increasingly demanding, so it is necessary to keep pouring fuel into the engine to prevent it from turning off.
Within the department we define both the client profile and the target market, and we go for it. The main objective is to get a quality briefing to choose to work on proposals that eventually will end up being invoiced, and believe me, it is not a simple task. The marketing directors of the large companies we are targeting are often fed up with meeting event and communication companies. You have to hit the target to get a few minutes of fame, and of course, keep the magic so that it ends up in a successful collaboration.
I am like a sort of drive lever that propels the contact between brands and the different beon. divisions. But in all, this procedure is like a networking, teamwork to attain success.
What beon. values are their greatest assets?
With respect to sales, we have a rough diamond in our hands. And more hand and as we have been adding companies to the group, even more so.
Our different and special structure is a great differential value. Cross-cutting specialization by areas is something that clients value very positively when I tell them about the size of the company. “Wow, you have it all!” they use to say us.
Moreover, our potential in events is indisputable. In this sense, having the production in-house is what brands value the most. They see it as a great added value with respect to profitability, agility, and control during the process. Here, beon. Technology and beon. Entertainment are key to the sales process.
What elements will you say are they most valued by clients? Innovation, international and integrated services, technology, our expertise…
We live in a world where we all receive a lot of information, and therefore achieving differentiation is the key to success. Clients seek precisely that: differentiation through creativity, fresh ideas… and always linked to innovation and technology.
Obviously our international expansion is very welcome in multinational brands that have their headquarters outside of Spain.
And our credibility also increases when they see that behind this structure there is a great team, divisions that certify our expertise, and a solid professional career.
Constant contact with the brand is essential, especially when it comes to keep your finger on the pulse with respect to new industries in the industry. How this relation should be?
This relationship must always be focused on the long term and based on analyzes prior to our contact moments, both to guide our discourse and to advance with proposals and/or ad hoc and disruptive cases within their needs.
This is achieved by always being constantly investigated. First identifying the prospect brands, analyzing the corporate and communication news of those target brands, choosing the key people to whom to direct our speech, a discourse that has to be differentiating not only in the content but also in the form and focused on each case. And so, little by little, we get into a phase 2: the relationship. With constant and personalized communication at different times chosen to generate empathy and confidence. And once you have them, we move on to the pampering, caring stage.
Everything, evidently under a commercial strategy marked according to the objectives of the different business areas of the group.
What does #beunique means for you?
be unique is… be special, be original, be creative, be productive, be heard, be technological, be passionate… ALL in ONE. It is expertise in each business area, and what defines our model. We are a special, different format… and that is how we sell it.