Henrieta Todorova
Account Director
Wien
Summary
An experienced professional with vast knowledge of people management and development in the financial information industry and media. Utilizing my analytical and managerial skills, I have created and led teams under my supervision towards growing and retaining business across various cultures. I have successfully led my teams with my coaching and mentoring managerial style and by putting customer at the center of business. Major focus I put on consistent development of my teams with emphasis on technical skills, business acumen and business processes management. My achievements are sustainable revenue growth of business in my territory, timely and accurate task and project completion while focusing on client success.
Overview
29
29
years of professional experience
2
2
Languages
Work History
Account Director
Data and Analytics, LSEG
01.2021 - Current
- Leading a team of senior and experienced Account Managers responsible for key and major clients in the financial information and technology business in Austria, Hungary and the South East Europe.
- Growing and retaining over 40 million GBP ARR (Annual recurring revenue) in Sales and Trading, Investment Management, Research and Advisory, Wealth, Commodities, Risk (Financial and Know Your Customer), Indices and Regulation businesses.
- Focus on financial data, news and complex solutions crucial for customer success and growth
- Successfully transitioning the team into the corporate culture and values of LSEG (London Stock Exchange Group) post-acquisition of Refinitiv and closely involved in adopting and introducing LSEG products and services to the territory
- Supervising and managing complex data and solutions projects in my territory
- Supporting cross department projects and product roll outs and implementation
- Working with Central Banks, Regulators and big financial organizations and corporations to support their advance and success
- Developing new markets, onboarding new logos and roll out of new products across managed territory
- Building internal and external business networks in order to apply best practices with regard to new technologies, state of the art risk management, excellence, product trends and people management
- Major accomplishments in the last years are steady revenue growth, gross sales overachievement and business retention of 98.2% in my territory
- Developing and supporting a team of competent overachievers and creating an atmosphere of trust and partnership for individual growth.
Account Director
Refinitiv Austria
01.2018 - 01.2021
- Leading a team of skillful Account Managers and driving the growth and retention across Austria and Central and South Eastern Europe
- Successfully managing the team transition during the Blackstone acquisition of Thomson Reuters and establishing of Refinitiv brand
- Solid experience in change management
- Most important activities I was responsible for were: gross sales and revenue growth, new logos, leading and supporting the development and functional expertise of a multicultural and multi-location teams to provide for smooth business operations I have navigated company’s activities for product roll out and migration, marketing of new solutions, event management and presentations
- Solid contribution to sales forecasting and customer expectations management
- Full ownership of company business across all silos and products in the assigned territory
- Revenue under management 30 million GBP ARR
- Managing and developing a team of success driven account managers, training, coaching and mentoring
- Stable gross and revenue growth in risk, KYC and investment banking and retention of business in sales and trading across the assigned territory
- Major accomplishments include supervision of product roll outs in Austria, Hungary, Romania, Check Republic and Slovakia, Data acquisition projects in Bulgaria, Croatia and Serbia
- Trading solution roll out in Albania and Serbia
- When KYC Risk business of Refinitiv was added to our portfolio, supervising training and development of my team and successful marketing and sales of GRC (World Check and Datafile) to my territory.
Sales Manager Austria SME, Slovakia and South East Europe
Thomson Reuters Austria
10.2014 - 01.2018
- Creating a brand-new team of account managers, post company restructuring, responsible for the company financial and risk business across small and medium enterprises in Austria as well as all customers in Hungary, Slovakia and South Eastern Europe
- Major activities included developing and supporting new starters to make sure they meet the standards of the company culture, supervising the reintroducing the company business in the owned territory, coordinating cross teams the gross sales and retention activities
- Utilizing my skills and strengths to support, coach and mentor both experienced colleagues and new starters to provide for the seamless operations in the territory
- Major accomplishments included change management, conflict management and resolution, mentoring and motivating a diverse team
- Solid gross sales growth in sales and trading business of the company
- Roll out of Risk and KYC business across the territory with very successful new logo sales and across the existing customer base.
Client Specialist South East Europe
Thomson Reuters Austria
05.2012 - 10.2014
- Acting as major contact person for all financial customers of Thomson Reuters in the region of South East Europe
- Major activities include migration of main transactional and desktop products
- Commercial negotiations with customers, contractual finalizations and product implementation
- Being a focal point and the only face to face resource for the region
- Extensive travelling, more than 80% of time in order to retain and grow customer business
- The result was a robust new product sale in the customer base
- Working closely with Account Management, Solution Specialists, Technical Specialists and Business operations to secure customer success
- Major achievements include 100% retention following product migrations of two of the flagship products of Thomson Reuters across all customers in territory
- Training the individual users onsite
- Organizing classroom trainings in all major cities
- Successfully negotiating product migration terms, most of the times with an upsell of services
- Focus om customer success and development
- Establishing strong relationships with users and C level executives in various countries which was very important for my next roles
- Commercial negotiations with Central Banks and government financial institutions.
Account Manager
Thomson Reuters UK
10.2010 - 05.2012
- Experience in managing small and medium accounts across EMEA
- Customers included Nordics, UKI, MENA and South Africa
- Responsible for a portfolio of customers across EMEA working in the fields of trading and commodities
- Customers included PIMCO, China State Petroleum Company in UK, RP Martin Sweden and many others
- Main accomplishments were successful remote client management, new product and solution direct sales, excellent customer relationship management
- Strong in cross team communication and coordination, contract and billing management, admin and CRM management
- Team Lead role in the Trading area of the team business
- Sales forecasting and execution.
Account Manager
Reuters Bulgaria and South Europe
01.1995 - 05.2010
- Experience in various roles in Reuters business in South East Europe – Customer Relations, Data and Exchange Owner, Account Manager
- Involved in acquisition and management of financial data in the region from exchanges, official institutions and individual contributors
- Media Sales Manager responsible for all Reuters media and database products and customers in the region
- Sales experience in text, pictures and video (multimedia) new sales, Reuters Business Briefing and Factiva
- From 2005 to 2010 responsible for the entire book of business across South East Balkans ARR under management 10 million ARR USD
- Acting as a representative in Bulgaria for all company business
- Sales forecasting, negotiating and execution
- Main contact for all Reuters customers in the territory
- Major accomplishments were successful sales of international video news to 10 TV stations in the region, negotiating and establishing a third-party pictures reseller
- Successful onboarding of all data from Bulgarian, Macedonian and Albanian stock exchanges
- Successful onboarding of Bonds data from all countries in the region, roll out of primary auctions system in Bulgaria
- Marketing promoting company solutions via events and training seminars.
Education
Master of Arts - Lingustics
Sofia University St Kliment Ohridski
Sofia, Bulgaria 04.2001 -
Public Relations And Organizational Communication
USDA Experiment in International Living Program
Washington, USAVocational Coach
International Coaching Academy
USASkills
Fluent in English and Bulgarian Basic knowledge of Russian, Spanish, German, Serbian, Croatian, Macedonian Profound knowledge of LSEG, Refinitiv products and solutions, SalesForce and Siebel CRM, Postive Psychology and Leadership Internal training
undefinedNon Profit Experience
Experience in the non-profit sector and The British Council
Core Experience
Drive for results, Decision Quality, Strategic Agility, Customer Focused, Coaching, Project and Process Management, Developing Direct Reports, Motivating Others, Timely Decision Making, Problem Solving, Conflict Management.
Additional Information
Member of the Regional Committee of LSEG Foundation
Experience in the non-profit sector and The British Council
Timeline
Account Director
Data and Analytics, LSEG
01.2021 - Current
Account Director
Refinitiv Austria
01.2018 - 01.2021
Sales Manager Austria SME, Slovakia and South East Europe
Thomson Reuters Austria
10.2014 - 01.2018
Client Specialist South East Europe
Thomson Reuters Austria
05.2012 - 10.2014
Account Manager
Thomson Reuters UK
10.2010 - 05.2012
Master of Arts - Lingustics
Sofia University St Kliment Ohridski
04.2001 -
Account Manager
Reuters Bulgaria and South Europe
01.1995 - 05.2010
Public Relations And Organizational Communication
USDA Experiment in International Living Program
Vocational Coach
International Coaching Academy
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