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Work Background
Veeam SoftwareSenior Inside Sales Director
Nov. 2018Bucharest, RomaniaDrive, manage and execute the business and revenue targets for the Inside Sales Department covering EMEA region. Leading a team of 30 Managers and Team Leaders and 300 individual contributors.
• Drive, manage and execute the business and revenue of an Inside Sales team located in Bucharest, by meeting key performance indicators for various inside sales roles • Set Bucharest Site strategies in order to achieve results, generate, sustain and increase people's engagement and motivation, facilitate professional development, assessing training needs and deploy training plans
• Recruit, coach and develop staff members both personally and as a facilitator/stakeholder on behalf of Inside Sales in collaboration with Recruitment & Training teams • Nurture a successful and positive team environment in Bucharest office • Educate team on significant industry factors including competitive products, trends, customer needs, and pricing
• Establish and report on metrics to measure team performance • Collaborate with Inside Sales Team Leaders on execution sales tactics
• Accurate forecasting quarterly revenue and deploy pipeline generation strategies and focusing on closing deals
• Develop a plan that allows full and regular review of the team and their individual and collective performance. This includes: creating and maintaining accurate job profiles, setting SMART objectives, carrying out regular 121 performance feedback discussions and perform annual appraisals
• Design a departmental succession plan to capture key talent • Collaborate with departmental Team Leaders and other key stakeholders to redefine processes, if needed
• Network across the Veeam organization to build a support network to ensure sustainable long term growth.
HoneywellInside Sales Leader
May. 2017 - Nov. 2018Bucharest, Romania• Deliver the revenue assigned quotas for a set of accounts across 3 different lines of business (Productivity Products, Embedded Products and WFS sales organizations).
Manage the team leaders for 4 different business lines
• Accurate forecasting of quarterly revenue. Identify, generate and close New Business Opportunities (NBO’s) in line with the business strategies. Manage the qualifying of leads from various campaign sources.
• Developing an plan that allows full and regular review of the team and their individual and collective performance. This includes: creating and maintaining accurate job profiles, working with individual contributors setting SMART objectives, carrying out regular 121 performance feedback discussions and perform annual appraisals. • Assessing training needs and designing a departmental succession plan to capture key talent • Positively manage and develop a team of Inside Sales people, Lead Specialist and Campaign Executors/Tele-qualifiers
• Collaborating with departmental Team Leaders and other key stakeholders to redefine processes if required
• Ensure that individual contributors have clear standard work patterns outlined and know what the daily, weekly tasks are that need to be completed.
• Set up a world class Sales Operating System (SOS) using the TAS methodology tools to deliver top tier growth rates
• Network across the HON organization to build a support network to ensure sustainable long term growth.
Adrem EngineeringSales and Marketing Director
Jun. 2015 - Jan. 2017Bucharest• Participates in companies strategy generation for medium and long term, afterwards generating the sales strategy that emerges from companies strategy • Based on this strategy, propose annual plan of sales and marketing actions, development and to CEO • Defines KPIs for sales and marketing and commissioning scheme • Proposes and implements sales prices and discounts politics according to company strategy and market conditions; periodically adapts commercial offers according to this politics • Generates and implements annual sales and marketing budgets • Identifies new positioning directions and tendencies with specific market research tools; based on feasibility analysis directs business towards unexploited market niches • In charge with differentiating company solutions against competition • Monthly evaluates subordinates results • Elaborates job descriptions for subordinates • generates, implements and improves the reporting system and work flows of Sales and Marketing Department • Participates at internal and international fairs from own activity domain and manages the relationship with professional networks that Adrem is a part of
Orange Romania SARegional Corporate Sales Manager
May. 2007 - Nov. 2014Bucharest, Romania• Manage and coordinate Bucharest Corporate Sales team of 15 Sales Executives, 1 support assistants and 1 reporting officer
• Reach qualitative and quantitative objectives established by Department Director
• Create and execute internal control of processes, activities and the accuracy of their financial implications
• Responsible for cooperation with similar job roles in order to obtain the involvement of all necessary resources in order to achieve targets and develop the team members
• Responsible with analyzing the local processes in order to optimize resources and to find new methods to improve sales process
• Responsible with improving sales qualitative indicators (sales success rate, speed of sales stages)
• Define and implement local sales strategies
• Define, measure and evaluate salesman kpis
• Establish and implement a continuous development plan for each subordinate, according to its competency level
• Responsible to plan and optimize available resources
• Coach and teach team members regarding direct and consultative sales • Organizes and distributes team members portfolios and targets
• Visits to corporate clients for acquiring and developing new services, portfolio loyalization, PR, cancellation threats, acquisition from competition, recovering debts
• Responsible to collect, synthesize and escalate specific market information
• Elaborate work instructions for Bucharest direct sales
Orange Romania SASenior Corporate Accounts Executive
Apr. 2002 - Apr. 2007Bucharest, Romania• Managed an individual corporate accounts portfolio (existing and potential customers)
• Acted like business advisor, problem solver and proposed direct benefits offers in order to meet customer’s needs • Found new corporate prospects and sales opportunities
• Follow-up on clients contracts in order to expand the services range and to establish a long-term profitable business relationship
• Retained the existing corporate accounts in order to preserve the sales potential of individual customers portfolio
• Met the performance criteria assigned for the Corporate Sales force
• Coordinated transversal teams involving portfolio’s customers projects
Orange Romania SABusiness Development Assistant
Jun. 2001 - Apr. 2002Bucharest, Romania• Insured operational assistance for Sales procedures and processes, involving also working in transversal teams and coordinating activities • Direct Mailing on Corporate clients • Carried out support work to main projects; this would include research, preparation of spreadsheets, preparing presentations, drafting letters and minutes, conclude all daily and monthly reports for Corporate Department • Assisted the Sales Operations Manager in all administrative and office work • Insured administrative support to the Sales team (facilities orders, budget follow-up, legal paid leaves follow-up, faxes, phones, e-mails, forms, organize meetings and conferences) • Assured and improve the link between regional sales teams and other corporate units • Registered and archived the new contracts concluded by Business Development team and performed welcome calls
Orange Romania SACorporate Sales Telemarketer
Feb. 2001 - Jun. 2001Bucharest, Romania• Identified, qualified and followed up the potential customers. • Established main sales objectives and details of a first meeting by providing the Corporate Sales team the detailed prospect file.
• Sustained the direct Corporate Sales in administrative tasks by providing market information and sources. • Made sales and accounts reports and analysis regarding the portfolios of 11 Corporate Accounts Executives and update them regularly (approximately 3000 clients and potential clients)
Orange Romania SACorporate and Major Accounts Representative
Aug. 1999 - Feb. 2001Bucharest, Romania• Managed and developed the existing accounts (approximately 200 major accounts): increase the loyalty of our clients, increase the invoice value and reduce the churn for this specific segment of the market
• Negotiated business agreements and controlled payments.
• Made regularly visits to my portfolio clients in order to determine the real communication needs, increase customer satisfaction by offering customized solutions and by having a friendly and honest attitude in relation with our clients
• Developed data bases for Corporate Clients; tested and trained other on new special services
Orange Romania SACustomer Care Assistant
Mar. 1998 - Aug. 1999Bucharest, Romania• Provided information, technical assistance to prepaid and postpaid Orange customers and solved their requests.
• Offered assistance in using GSM products and services
“Ziua Magazin”, “Magazin de Buzunar” and “Jurnalul de Sambata”Reporter
Feb. 1994 - Mar. 1998Bucharest, Romania• Responsible for gathering and writing about the news as it happens
• Find stories that keep readers or viewers informed or entertained
• Investigate issues of public concern
• Interview people who can provide insight on the issues and build a story over time
• Background research in order to add depth to news stories
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