Nathalie DE PALMAS

Supported strategic redesign of B2B commercial model to capture untapped growth opportunities in high-potential market. Led key initiatives to scale revenue and improve profitability.

• Redesigned national B2B strategy, ensuring alignment with Finance, Legal, HR, Marketing, and CRC.
• Led B2B strategic transformation, enhancing Go-to-Market strategy, improving profitability from 9% to 34%
• Initiated new distributor channel with Aramark, Compass, Sodexo, and Staples, driving over 70% organic growth in 2024
• Oversaw sales performance and operations of major sales agent in Western Canada and Ontario ( 30 Account Managers )
• Managed restructuring of direct team ( 3 FTEs ) to align with strategic priorities
• Served as primary contact for strategy alignment with business needs and field reality
• Ensured cross-functional alignment and organizational planning in fast-paced environment

Tasked with improving sales efficiency and performance visibility across B2B organization. Focused on CRM adoption, reporting, and operational excellence.

• Recruited, coached, and supervised intern (subsequently hired as permanent employee) to build enhanced Power BI dashboards supporting 40+ sales representatives
• Relaunched CRM tool (SAP) to track sales, increasing user adoption rate by over 50%
• Enhanced user experience by optimizing system and introducing new features to facilitate sales transactions
• Aligned cross-functionally with support functions (Finance, CRC, TQM) to optimize operational processes and lead preparation and execution of Nestlé audits
• Drove change as key pillar of Nestlé Continuous Excellence program, shared best practices, implemented trainings, and guided team towards more efficient working methods
• Successfully implemented sales pilot with national distributor for “full-service” model (Compass) leading to official onboarding of this partner

Recruited to drive B2B sales growth and market visibility in the Quebec eye care segment. Focused on sales development and practitioner engagement.

• Increased sales by 45% in 1 year with optometrists and ophthalmologists by developing new accounts (+50) and expanding existing customer base
• Improved understanding of dry eye disease among eye care practitioners through targeted education
• Oversaw product launches from local packaging adaptation to multi-channel communication

Entered as informal support to founder of local start-up developing Ecocert certified natural cosmetics brand. Progressively took over commercial development and go-to-market activation.

• Developed and executed retail strategy, successfully introducing full product range in organic retail chains and expanding market presence
• Secured and managed commercial partnership with international airline, resulting in 200%+ incremental sales
• Increased brand visibility through targeted social media campaigns and content initiatives

Tasked with developing DACH market for French industrial leader (2 plants, 120 staff) in orthopaedic packaging, operating in niche, high-precision market.

• Opened German-speaking markets generating +10% incremental sales per year
• Introduced customized product solutions to customers in orthopaedic industry working on long & complex sales cycles
• Acted as key interface with R&D and manufacturing teams to ensure development and implementation of customer solutions
• Actively participated and represented Pyxis at key market events and conferences worldwide

Joined the B2B team of Nespresso Germany to implement HQ-aligned marketing initiatives and support sales performance at national level.

• Supervised B2B marketing budget ( 600K € )
• Created & implemented local B2B marketing plan in line with HQ guidelines
• Ensured brand integrity across multiple channels
• Facilitated & enabled sales by developing & implementing new tools for the sales team
• Led preparation and roll-out of 30+ trade & sponsorship events per year
• Coached 2 trainees & engaged across multiple departments as well Nespresso HQ, other markets and design agencies
• Conducted market research & competitive analysis

Contributed to launch of Merck Thailand's inaugural Corporate Social Responsibility programme with Raks Thai Foundation.

• Implemented CSR strategy in collaboration with global NGO CARE, raising brand awareness
• Launched Employee Volunteering Program, engaging over 100 employees in community service