Lucie Ščučinská
Prague
Summary
Senior marketing and sales enthusiast with over 18 years of experience in segment marketing management, digital transformation across diverse industries and sales operations. Proven ability to lead high-performing teams, drive customer acquisition, and develop targeted marketing strategies. Expertise in go-to-market strategies, retention initiatives, and leveraging AI for sales excellence. Skilled at managing cross-functional teams and excelling in multicultural environments to deliver impactful business results.
Overview
19
19
years of professional experience
1
1
Certification
Work History
Head of Segment Marketing Management & Sales Ops
EUROWAG
01.2023 - Current
- Provided strategic oversight and leadership for marketing activities and sales operations across a diverse portfolio of 17 markets/countries
- Developing and implementing effective sales strategies that align with the organization's goals and marketing objectives with the goals to penetrate new markets, increase market share, and drive revenue growth
- Leading Segment Management team in developing and executing targeted marketing strategies aimed at specific customer segments; collaborate with marketing professionals to craft compelling campaigns, promotions, and initiatives tailored to address the unique needs and preferences of distinct customer segments
- Monitor campaign performance and conduct post-campaign analysis to evaluate effectiveness, optimize ROI, and drive continuous improvement in marketing efforts
- Leading Sales Excellence team and ensuring Sales Excellence strategy is being implemented
- Key strategic initiatives: Retention Team and Strategy - design comprehensive retention strategies leveraging customer insights, feedback, and market trends to minimize churn, maximize customer lifetime value, and drive long-term revenue growth
- Sales Transformation Project - a core member of the senior leadership transformation team tasked with delivering the Omnichannel Sales transformation initiative
- AI Sales and CC Supporting tool - MVP, concept, and strategy creation.
Group Sales Excellence Manager
EUROWAG
01.2022 - 01.2023
- Implementing sales processes and technology - collaborating with teams responsible for CRM systems, revenue management, and other to implement effective sales processes and tools
- Help to configure CRM systems to track sales activities, integrating new technologies to streamline sales workflows, and ensuring that sales teams are trained on how to use these tools effectively
- Providing training and coaching sales teams to improve their sales skills and overall performance - sales onboarding program creation
- Analyzing sales data to identify trends and opportunities for improvement, working closely with departments like marketing, customer service, and CRM to ensure synergy and alignment of sales activities with overall business objectives
- Formed an international Sales Excellence Team within one year, integrating personnel from acquired companies to establish a unified functional unit resulting in enhanced collaboration, efficiency and achievement of business goals.
Segment Marketing Manager
EUROWAG
02.2021 - 01.2022
- Collaborate with country managers across 17 countries to drive revenue through marketing and sales initiatives and support
- Translate business objectives into successful campaigns and activities
- Define integrated and multi-channel marketing campaigns for the segment
- Prepare B2B marketing activities with a strong focus on value proposition
- Develop and maintain marketing strategies to meet organizational objectives
- Manage multiple projects simultaneously, ensuring timely completion through effective time management skills (planning, execution, monitoring, evaluation, and learning)
- Responsibility for the segment's marketing strategy, including go-to-market planning.
Senior Segment Marketing Manager (small Business)
CSOB
09.2019 - 02.2021
- Utilizing big data to enhance messaging and target audience optimization throughout the customer journey
- Implementing and evaluating campaigns to achieve favorable business outcomes
- Identifying market size, crafting business plans, and contributing to innovative strategy proposals
- Developing marketing communication and distribution plans, tracking results by campaign, channel, and region, and preparing presentations for diverse audiences
- Overseeing project management initiatives
- Managing Profit and Loss (P&L) responsibilities for the segment
- Mapping customer journeys for online sales and onboarding
- Formulating marketing strategies and spearheading new product launches for the segment
- Analyzing competition, market dynamics, trends, and customer behavior through qualitative and quantitative research methods.
Segment Marketing Manager - SME (Micro)
CSOB
02.2014 - 09.2019
- Develop and implement segment strategies for small and medium enterprises (SMEs) with turnovers up to 40 million CZK (1,5 million EUR)
- Collaborate with Product Managers to tailor products and promotions for the segment
- Manage communication strategies, including overseeing and preparing TV campaigns
- Create programs to enhance customer acquisition and cross-selling efforts
- Provide recommendations for business growth to meet segment targets
- Manage Profit and Loss (P/L) for the segment
- Cultivate relationships with internal and external partners
- Plan, forecast, and report on revenue, costs, and business performance metrics as per bank guidelines
- Stay informed about competitor activity and share insights with product management.
Project Manager (Segment Management - SME)
CSOB
05.2011 - 03.2014
- Management of marketing and strategic projects with a focus on servicing entrepreneurs and small and medium enterprises (SME)
- Preparing marketing strategy, including product pricing policy
- Market analysis and competition monitoring, analysis of client needs
- Acquisition process, branch operating model, liaising with management and branch network
- Acceptance testing, training and user guides preparation (new segmentation introduction, creating and working with client portfolios and etc.).
Lease Support Manager (Cisco)
LPM Outsourcing (Rotschild)
10.2009 - 04.2011
- Responsible for day to day coordination of a sales documentation and administration on behalf of Cisco Financial Services
- Amendments, cancellations, reschedules, terminations, billing/invoicing
- Accountable of portfolio across the UK, Ireland, Spain, France and Portugal
- Communications with Cisco service managers and account managers on a daily basis and responded to all requests according to agreed Service Levels
- Producing weekly, monthly and quarterly reports for Cisco and senior management
- Provide analytical support (IRR, rental structure, pricing).
Business Development Manager
The Energy Exchange Ltd
01.2009 - 06.2009
- Market research, cold calling and establishing new relationships - CEE, CIS and Western Europe
- Identifying new topics in order to generate new sales, organizing and attending meetings to maintain and secure new relationships
- Clients: BP, Shell, Lukoil, Gazprom, Total, Gas de France.
Business Development Manager
Euromoney Institutional Investor
06.2007 - 01.2009
- Generate sponsorship/advertising sales revenue in line with agreed targets
- Interact with senior business decision makers, meeting with prospective clients, overseas travels
- Top clients: HSBC, CITI (Hong Kong), Standard Chartered, ANZ, AIG, Mizuho, BTMU, White & Case
- Accomplishments: Exceeded sponsorship/advertising sales targets by securing over £580,000, surpassing the set goal of £270,000 by an average of 214%
- Part of a team to launch a portfolio of Trade and Supply Chain Finance Conferences in Asia, Europe and Americas
- Successfully sold Trade Finance Directory (The Guide to the Emerging Markets) across the CEE region.
Relationship/Account Manager
Societe Generale Equipmnet Finance
11.2005 - 05.2007
- Identify emerging opportunities and devise strategies to attain business objectives
- Enhance vendor and client relationships to optimize profitability
- Conduct Net Present Value (NPV) and Future Value (FV) calculations, evaluate insurance offers, and assess credit proposals
- Execute cold calling initiatives, acquire new clientele, nurture existing relationships, and implement upselling and cross-selling tactics across accounts
- Achievements: Exceeded equipment finance (leasing) sales targets by generating over €4,000,000 in the first year with the company, surpassing the set quota €2,800,000 by an average of 140%.
Education
Master of Science - Economic And Business Studies
Masary University
Brno 06.2005
Skills
- Development of Marketing and Sales strategies
- Leadership in Marketing and Sales teams
- Sales enablement and collaboration
- Digital marketing and Campaign management
- Strategic planning and market analysis
Accomplishments
- Developed and executed comprehensive marketing strategies, including product promotions and digital campaigns, resulting in significant sales growth and increased brand visibility across 17 countries.
- Collaborated with cross-functional teams, including sales and product departments, to ensure alignment of marketing activities with business objectives and enhanced customer experience through tailored marketing materials.
- Led and inspired diverse marketing teams, ensuring the successful execution of marketing plans, promotions, and events while fostering a high-performance culture.
- Conducted ongoing market analysis and competitive assessments to proactively position the company in a competitive landscape, differentiating the brand through innovative communication strategies.
Languages
Czech
Native language
English
Proficient
C2
Spanish
Beginner
A1
Polish
Beginner
A1
Interests
Travelling
Fitness
Skiing
Certification
Academic certification - Spanish - Xunta de Galicia - 2004
Universidade da Coruňa - Econoic and Business Studies - 2004 Erasmus
Timeline
Head of Segment Marketing Management & Sales Ops
EUROWAG
01.2023 - Current
Group Sales Excellence Manager
EUROWAG
01.2022 - 01.2023
Segment Marketing Manager
EUROWAG
02.2021 - 01.2022
Senior Segment Marketing Manager (small Business)
CSOB
09.2019 - 02.2021
Segment Marketing Manager - SME (Micro)
CSOB
02.2014 - 09.2019
Project Manager (Segment Management - SME)
CSOB
05.2011 - 03.2014
Lease Support Manager (Cisco)
LPM Outsourcing (Rotschild)
10.2009 - 04.2011
Business Development Manager
The Energy Exchange Ltd
01.2009 - 06.2009
Business Development Manager
Euromoney Institutional Investor
06.2007 - 01.2009
Relationship/Account Manager
Societe Generale Equipmnet Finance
11.2005 - 05.2007
Master of Science - Economic And Business Studies
Masary University
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