Manager Sales

JOS ALMIRALL

617-***-****. abm0wy@r.postjobfree.com . Miami, FL

VALUE PROPOSITION

Ability to prioritize business issues based on profitability, to structure

problems analytically and creatively, and to lead change and exert

influence cross-functionally through strong relationship building. I am a

"big picture," strategic thinker with superior data modeling skills.

EXPERIENCE

IBM Miami, FL

Market Insights Market Analyst - North and Latin America 2007-Present

. Improved Share through Revenue Mix: Developed a model to analyze and

mitigate the effects of revenue

mix on share in North America and recommended resource rebalance actions

that will enable overall share growth

. Set International Market Strategy: Created a go-to-market plan for entry

into the Indian insurance

outsourcing market prioritizing over 50+ potential offerings and 20+ target

customers

. Evaluated Co-existing Channels: Identified potential revenue opportunity

of an alternative business delivery model. Disaggregated the value chain

and highlighted potential conflict-of-interest areas between IBM and its

partners

. Identified Emerging Market Opportunities: Developed model to assess the

impact of macro-economic and technological trends on the demand for IT

products and services to find new opportunities and to improve sales

planning

. Diagnosed Business Performance: Analyzed IBM's quarterly performance

against top competitors

through share win/loss analysis for 20+ products and 30+ vendors

MCKINSEY & COMPANY Colombia/Venezuela

Summer Associate Consultant Summer 2006

. Assessed Product Strategy: Assessed product development strategy for top

wireless carrier. Analyzed

global trends and local market conditions to determine company's right mix

of next-generation wireless features

. Evaluated Internal Processes: Developed roll-out plan for a telecom

company's entry into DSL market.

Designed survey for small and medium enterprises, evaluated client's

internal capabilities and re-designed their provisioning and customer

service operations

AT&T Bedminster, NJ

AT&T Wholesale Markets, Senior Finance Manager 2003-2005

. Enabled Strategic Pricing Decision-making: Modeled and evaluated

profitability of customer contracts worth between $30M - $1B each.

Assisted sales teams in strategic pricing decisions helping them achieve

over 20 executed contracts

. Improved Price Approval Process: Designed and implemented electronic

approval system for sales contracts and customer credits reducing average

approval time from 30 to 5 days, and resulting in a higher percentage of

deals closed.

Financial Leadership Program, Associate Financial Analyst 2001-2003

A 2-year development program designed with MBA-level courses taught by

executives and four distinct job rotations:

. AT&T Treasury - Cash management and bank relations

. AT&T Latin America - External Reporting

. AT&T Consumer Services - Profitability team

. AT&T Business Services - CAPEX analysis team

EDUCATION

MIT SLOAN SCHOOL OF MANAGEMENT Cambridge, MA

MBA, Concentration in Global Strategy, Marketing and Technology, GPA:

4.9/5.0 2005-2007

. Teaching Assistant for Financial Accounting

BOSTON UNIVERSITY SCHOOL OF MANAGEMENT Boston, MA

B.S. in Business Administration, Concentration in Finance, GPA: 3.7/4.0

1997-2001

. Teaching Assistant for introductory management course

. Founder & President for Team Learning Organization

. Teamed with the Starlight Children's Foundation to build

team-building exercises while assisting seriously

ill kids at the Boston Commons (200+ students). Awarded with AT&T Best

Organization Award

. Dynamic Team Management Workshop: Designed and led all-day

workshop with focus on developing team management skills.

Workshop included 4 keynote speakers. Funded by GE for

Commitment to Team Learning

Skills

. Market Analysis: market landscape, opportunity sizing, revenue and

profitability mix, competitive insights

. Data Mining: regression, nearest neighbors, decision tree analysis,

neural networks, simulations

. Financial Modeling: DCF analysis, contribution margin/ differential

analysis, ROI

. Deep understanding of financial and managerial accounting concepts

. Tools: XLMiner, Crystal Ball, Excel - Solver

Awards / honors

Professional Awards:

. IBM Bravo Award (2008): Awarded for winning 1st place in competition for

best consulting engagement amongst first-year analysts

. IBM Thank You Award (2007-2009): Received numerous times (7) for going

"above-and-beyond" on customer projects

. AT&T Finance Excellence Award (2004-2005): Twice received divisional

award for designing, implementing and rolling out an electronic approval

system to 600 users and for excellent business case work for a particular

high-profile customer contract

. AT&T Regional VP Award (2003-2005): Awarded by Sales VP for continuous

business case work leading to over 20 signed and executed contracts

Academic Honors:

. MIT Siebel Scholar (2006-2007) - Scholarship awarded to top second-year

business students for outstanding academic performance and leadership

. MIT NSHMBA Scholar (2005-2007) - Scholarship awarded to top Hispanic

students

. MIT Diversity Scholar (2005-2007) - Scholarship awarded to top minority

first-year students

. Boston University Beta Gamma Sigma (2000-2001) - Awarded to top 7% of

business students

. Boston University Scholar (1997-2001)- Scholarship awarded to top

students in management

LANGUAGES / INTERESTS

. Fluent: English and Spanish. Introductory: French, Italian and Japanese

. Interests: baseball, jogging, guitar, and dog training

References

IBM - Market Insights Market Analyst

"Jose Almirall worked for me in a Market Analyst role, providing analyses

and expert opinion in the size and growth expectations of the technology

market in the context of country, brand, industry, competitor, or latest

business initiative. His marketplace analysis and insights were

complemented by external sources like IDC, Gartner, and leading trade

journals and publications. The Market Analyst role, required in-depth

knowledge of the technology market as well as, the ability to distill large

volumes of data and analyze the data using regression and correlation

algorithms. Jose was an outstanding performer and often called "the brain

trust" of the team."

Rhonda Price, Manager at IBM

"I worked with Jose Almirall on a 6-month strategic consulting engagement.

Jose's background and experience have prepared him well to be a thinker on

several dimensions. A conscientious high-achiever who is very hard to

perturb, Jose develops insights of highest quality (both in terms of depth

and breadth). However, what caught my eye is that Jose also demonstrates

high emotional intelligence time and again. Jose strikes a fine balance

between factually convincing others of his hypotheses and reading,

supporting, encouraging and adjusting to other view points on the team.

What also makes working with Jose so much of a pleasure is the element of

humor he brings to the table. While structured, critical, analytical and

creative thinking are some of the skills necessary to be a leader, "great"

leaders go above and beyond. Great leaders are able to regulate both their

own emotions (personal competence) as well as the emotions of others

(social competence) -- thus demonstrating high emotional intelligence.

Without a doubt, I consider Jose to be of the latter kind - a great leader

with strategic and analytical skills, but more importantly, with an

exceptionally high EI. If there is one thing that I would recommend Jose to

do is to not be so unassuming. I would work alongside Jose anytime.""

Vishwa Kolla, Segment Analyst at IBM

MIT Sloan School of Management - MBA Student

"I am currently an associate professor at the Massachusetts Institute of

Technology, where I have taught accounting classes to first and second year

MBA students from MIT, students from Harvard's Business school, and

students from the Kennedy school extension at Harvard. It is against this

reference group that I am comparing Jose. In the first year core accounting

class, Jose scored the highest grade on the midterm, and was in the top 1%

of the class of 370 students currently enrolled in MIT's MBA program,

earning and A+ for the class. . Based on his performance in the class, I

hired him to be my Teaching Assistant for next fall. In my opinion, Jose is

among the top 1% of the MBA students that I have taught in the last six

years."

Joseph Weber, Tenured Professor at MIT

"Jose and I were on the same core team while at Sloan. From the start, Jose

impressed me with his raw MBA skill aptitude - quickly, he established

himself as one of the top MBA students at Sloan in accounting, probability

and statistics, economics, and strategy. His analytical skills are top

notch. As an academic leader, he was chosen as one of just a few Siebel

Scholars from our class. He also emerged from a highly competitive teaching

assistant selection process with a highly sought-after post as second-year

MBA teaching assistant for accounting. But what makes Jose truly special is

his willingness to help others - he would spend hours with any classmate

struggling in these disciplines, helping them work through their

challenges. His caring attitude and his sensitivity to learning styles and

to stress levels are just a fraction of what makes him a great person, in

addition to a great professional. It's extremely rare for one person to

have both best-in-class analytical capabilities AND honed "people skills".

Jose has my strongest recommendation."

Alex Slawsby, Manager at Innosight

AT&T - Senior Financial Manager

"Jose is a valuable member of my team and has received numerous accolades

for his contributions to the organization. Jose's function is to provide

financial support and analysis to a division of AT&T Wholesale with sales

in excess of $1B annually - supporting nearly 100 sales personnel and 50

key customers. In concert with excelling at this primary responsibility,

Jose initiated additional tasks to the benefit of the entire organization,

including process documentation of methods and procedures for Sarbanes-

Oxley compliance and the development of systems requirements for customer

contract management. Jose is ranked high among his peer group and has taken

a lead role in my organization - primarily on his own initiative because

Jose naturally gravitates to the leadership role. Jose demonstrates strong

initiative and frequently assumes the lead outside the scope of his

responsibility. Jose expands and redirects the thinking of others by

pointing out critical relationships and proposing innovative alternatives.

Members of the team, including myself, rely on Jose for his creative

solutions to ordinary work problems. Jose consistently demonstrates he is a

team player and assumes a leadership role in a natural and friendly manner.

I frequently observe Jose leading a group of more senior sales and

marketing personnel to a consensus on a work problem - usually under the

intense pressure of a short turn-around time to prepare for an executive

review. One of Jose's greatest strengths is his unique combination of

interpersonal and financial skills. He facilitates the understanding of

complex issues in a way that non-financial personnel can realize the

situation and make a decision that impacts how we do business. I believe

Jose is technical by nature, but he is also a very good strategic thinker.

Without doubt, in the future I believe Jose will be managing a corporate

planning or strategy function for a company within either the technical or

financial sector. In ten years, I wouldn't be surprised if Jose was my boss

- and I believe I would enjoy working for him!"

Walter Barnes, CFO AT&T Wholesale

"Over 14 months there have been many opportunities to witness Jose

Almirall's competence in areas such as interpersonal relationships, problem

diagnosis, business case modeling, leadership, teamwork, and process

improvement implementation. Jose is also acutely aware of personal

leadership style and approaches all tasks in an enthusiastic, objective,

and creative manner While supporting sales personnel on contract renewals

it isn't uncommon for these proposals to contain attributes (e.g., pricing,

terms & conditions) that fail Business Case thresholds given pressure for

AT&T to "win at all cost." In these matters, Jose's confidence has grown

in protecting AT&T's cost structure (including market exposure) by non-

approval of transactions and thus sharing difficult verbal or written

messages. If Jose had any initial reservations about handling these type s

of situations it is no longer evident and a testament to his frequent

pursuit of continuous improvement."

Lou Mercado, Manager at AT&T

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