Account Executive
NCR
مجموع سنوات الخبرة :26 years, 7 أشهر
• Led interdisciplinary team of 21 senior professionals and subject matter experts in a USD 200K due diligence and strategic global bid management project for the acquisition of >USD 0.5B business
• Been in charge of 3 account teams dedicated to Telco, OEM and SI market leaders each delivering a multimillion revenue stream each to facilitate their transformation by developing long term service delivery outsourcing programs (5-7 year term)
• Headed partnership with electronics top 3 manufacturer to penetrate the global markets with innovative services solutions for enterprises completing the offer with top notch service delivery and managed services and be nr 1 in the field by 2020
Partner Management, Large Account Management, B2B, Complex Service Design, Strategic Selling, Multidisciplinary Team, Multicultural Team, Contract Management, Contract Negotiation, Negotiation, Opportunity Generation, Bid Management
• Initiated and coordinated the productivity of the interdisciplinary team of developers, Chief Scientific Officer, product marketing and marketing communication for delivering software releases on a timely manner and support re-launch of the Wave I (3D sound processor based on wave field synthesis)
• Created global strategic business positioning of the 3D sound system for professionals (B2B) by means of valuable Product Marketing and Strategic Sales with a 250% increase of commercial references and expansion of distribution channel (managed network of 7 distributors worldwide - selection, contractual negotiation, coordination)
• Launched global marketing programs: monthly newsletter (90% click-through rate), social networks presence and reserved access web space, initiation of the Academy (40 certifications in 6 months) and Global Distributors Program
• Supported global Sales Management in market analysis, account planning, strategic sales planning, contractual negotiation and monitoring to ensure company strategy compliance and implementation for target achievement
• Rationalized administrative processes, optimized sales support function and management of Sales Support team for 13 experienced and senior salespeople
• Global Bid Management: coordination of inter-departmental resources, accuracy assurance, standardization of 70% of response workload, opportunity analysis, 100% on time delivery rate
• Completed strategic repositioning: ensured profitability of 78% and above, improved supplier evaluation to excellent levels (>80%), widened share of wallet with full team engagement, attentive Account Team management, capable bid management and contract negotiation, resolutive escalation management
• Introduced team selling in the organization and consequently managed 3 account teams with efficient resources allocation to provide first class key account management to top ranking telco groups (Vodafone/Orange) and their operators: solid strategic account plans; boost collaboration (inter-hierarchical/interdepartmental); Minimized price sensitivity, Filled the gap buying/selling parties, Performed as trusted advisor
• Direct and indirect sales with MNO/MVNO; maintained constructive, top level relationship with major partners
• Covered both FMCG F&D and FMCG Non Food sectors
• Ensured completion of over 80 visits in the first 5 months of operations
• Earned excellent rating from all consigners
• Coached and managed So. Europe team to best performing BU for three subsequent quarters: delivered EUR 28M yearly sales target amid 8 months with a15% increase in sales; Selected/trained/coached/motivated/managed an in/out-bound sales team (6) and remote team (6 NAM’s) to ensure top customer relation; enhanced efficiency of market presence via ongoing market/competitive analysis and effective customer segmentation
• Optimized MDF by co-developing targeted activities for sales growth, brand awareness and customer fidelity
• Created an active customer base earning trust of over 100 PoS; managed and coordinated wholesale operations with 5 major distributors; Designed and executed sales strategy for all market segments and overachieving +20% Y-o-Y sales targets
• Extracurricular activity: Supported American Chamber of Commerce in Italy
• Managed AT&T as primary account + other local North American carriers: negotiation of bilateral and commercial agreements; Relationship management, provided intelligence information and leverage in business
• Performed as Foreign Billed traffic controller: adjustment of under-returns, recovery, Settlements Integrity; Collection of return traffic data and data analysis
• Supported the launch of the TI International Prepaid Calling Card: implementation and distribution in the United States (FCC filing, distribution, post-sale)
• Sales strategy Enterprise market; Sales Plan; Prepaid phone card program management (business case, execution)
• Selected, trained, managed sales team
04/99 - 04/00 ≈ Carrier Services Manager (Major Account: Telecom Italia)
• Interfaced with local PTT in Italy, Greece, Cyprus, Malta and San Marino (relation management); provide intelligence information and leverage in business
• Foreign Billed traffic controller/adjusted under-returns for recovery and reach of Settlements Integrity; Collection of return traffic data (region reporting). Data analysis
04/98 - 04/99 ≈ Military Channel Manager
• Tactical repositioning within US military/support organizations/US government; Marketing via partners (AAFES/NEXCOM/USO/MWR); People management (recruit, train, manage 9 consultants on/off base)
• Cellular phone service provisioning to the 6th Fleet US Navy; Designed hospitality program (+revenue; reward plan)
03/96 - 04/98 ≈ Consumer Marketing Manager
• Excellent success managing contracts for 600+ hotels and AT&T presence (Italy, Malta). Delivered sales training support, sales coaching, designed and delivered training package for tracking activities to 13 in-country managers
• Evaluated, managed and implemented destination and promotional marketing programs, retention plans
