Sales director

I’m responsible for account management responsibility for a specific customer set of IT Service Providers focused to UCC and VOIP solutions. I’m leading a sales team distributed in several countries, developing and executing on the overarching local strategy. I’m in charge of products and/or services, consumer demographics and ratings, points of differentiation, merchant economic models, revenue and profit drivers. I made an effectively articulate business value across text, slideshow, in person and on the phone.
   
Sales & Business Development: 
•	Develop and lead the business development strategy for primarily Top 100 Large Accounts in the area of competence;
•	Territory / Vertical identification and research, to formalize a go to market strategy and create qualified target accounts;
•	Develop a tactical market penetration plan for a selected combination of market segments, solutions and geographies;
•	Business development by identifying cross & up-selling opportunity within key channels & customer portfolios;
•	Achieves sales forecasts by generating new business from existing and new customers;
•	Hands-on involvement in deals with partners as part of the coaching. Find new business opportunities, qualify new opportunities, and close new business;
•	Developing key account channels (distributors, resellers and system integrators) to penetrate market from SMEs to large internationals;
•	Track record of effectively developing new business with new strategic customers using a systemic approach to manage a portfolio of new opportunities.

Country Management: 
•	Responsible for planning and management of budget & sales forecast and for submission to senior management, for the regions, on a 6-monthly cycle;
•	Responsible for establishing goals for both sales and revenue in the geographic area of competence;
•	Experience managing P&L;
•	Define short, medium and long-term business strategies for all product and business lines within the company portfolio, in accordance with Corporate policies;
•	Build and develop a highly motivated sales team, through my leadership & motivational skills and work to develop their skills.

Marketing & Channel Strategy: 
•	Ensure the major Distributors are fully focused on Poly by building and maintaining relationships at the most senior levels possible;
•	Responsible both for the marketing budget dedicated to the different distribution channels (finalized to the trade marketing activities on the field, digital marketing, visual merchandising, influencers, youtubers and so on) and for the handling of communication/promotional budget. Managing of local advertising agency for all related activities;
•	Focus on channel development & recruitment and development of channels incentive programs;
•	Control the ROI and success parameters of Marketing development funds and Opex;
•	Developing sales & marketing strategy and action plans to strategically position our products in the market and create brand awareness via positive visibility in the markets.

Achievements:
	Tripled annual sales volume within five years and growing the sales from $2 million in 2014 to $7 million in 2019;
	In 2019 I increased the margin of the product line that I managed by 10%;
	In 2019 I increased the number of Key Customers by 25% and inserted our products in most retail chains, in the best e-commerce players, in the main carriers and in the most important enterprises.

I drove the expansion of the Business in the country geographically and manage and supervise the selection strategy of Italy. I was responsible for building and developing partnerships with distributors, resellers, end users and service providers while delivering on aggressive sales and growth targets. I was responsible to seek out new accounts and develop the current range of products and propose new items based on the needs of each customer. 
•	Senior key account for all Italian, Swiss and Greek Telecom Operators (management of products purchasing agreements processes for Vodafone, Telecom Italia, Wind, H3G, Swisscom, Orange, Cosmotè and so on);
•	Review product portfolio; agree the strategically important products and make sure that the right line-up and focus is reflected within the key partners – Reseller and Distributor;
•	Analysis of our competitors in order to both build the best sales strategies and understand the market orientation;
•	Handling of communication/promotional budget and managing of local advertising agency for all related activities.

Handling of both product marketing and technical activities with the headquarter and with related customer people (such as for example product specifications definition in according with the carrier's product specs requirements). I was responsible for product development and features/services implementation. I was in charge of the management of product approval and certification (for both SW and HW compliance) process. I was in charge of the study and the analysis of market leading technologies applied to mobile devices to implement in the new product.