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Vice President Sales

Pasig, National Capital Region, Philippines
January 15, 2018

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January *, ****

Dear Employer,

Thank you for allowing me to send my resume.

I am Yolanda O. Mariano, a business executive with 26 years of combined work experience in the Telecommunications, Computer Systems Technology industries and most recently in an Advertising/Publication/Media industry.

As part of my career growth, I would like to explore and obtain a position in the fields of Business or Channels Development, Sales Management or Sales Strategy Development & Operations with the aim of applying my management and leadership skills, create strategies to develop & expand customer/market reach.

Highlights of my experience include:

●Developing and leading high performance teams focused on general operations, sales and after-sales service – coordinating teams and business processes (with Six Sigma Certification) to drive sales and customer service success.

●Sales Channel Management & Business Development – managing, developing and driving business objectives and strategies for sales channels both in Consumer and Enterprise Markets.

●Development of business plans for sales channels including below the line marketing campaigns, product-channel mix, policies, systems and procedures for managing customer segments

●Multiple product knowledge – ability to sell and distribute a range of products/services/solutions through organic and inorganic sales channels in a national or regional scope.

●Successful implementation of the Go to Market plans, process improvements and sales automation projects.

●Development and deployment of sales/marketing systems/tools/process engineering and re-engineering.

My skills in team development and leadership have been finely honed and with my commitment to excellence, coupled with my solid educational foundation, I am certain I would make a valuable addition to your organization.

The chance to offer more insight into my qualifications would be much appreciated. I look forward to discuss employment opportunities with you soon. Thank you.


Yolly O. Mariano

63.917-***-****, 63.947-***-****

Yolanda O. Mariano


Pasig City, National Capital Region, Philippines

Contact Nos: 091*-*******, 094********, 3987813



26 years of extensive professional experience leading sales and cross-functional teams in Consumer, Enterprise & Corporate Markets.

Core Competencies: Business Process Engineering & Re-engineering, Sales Strategy Dev’t. and Operations, Distribution & Retail Management, Display Advertising, Business Development., Channels Development and Management, Trade Marketing, Organizational Dev’t. Policy Dev’t., and Project Management


Nickname: Yolly

Age: 48

Civil Status: Married

Number of Children: Three (3)


May 1, 2017 to Present


Instrumental in the development and analysis of business operations and procedures.

Recommends strategies that increased efficiency and other operations that helps a business increase its overall performance

Help plan, evaluate and implement business projects, process improvements and automation.

October 10, 2016 to April 2017

VP & Head for Advertising Sales, Philippine Daily Inquirer

●Re-structured, developed and managed sales strategies, marketing programs, policies and processes for the Display and Supplement Advertising Sales team to deliver and grow an annual revenue target of 1.5B.

●Instrumental in the transformation of the Advertising Sales’ organizational structure, sales model, people, process improvements and documentation, tools and internal alignment.

May 18, 2015 to July 31, 2016

Head - Affiliates & Communities Sales Channels, Sales & Distribution

San Miguel Corporation/Bell Telecommunications Phils., Inc.

Developed an effective execution of GTM strategies.

Authored several sales policies and business processes (sales to cash, order management & delivery, activation/installation, campaign management, etc.)

Developed business plans for SMC Affiliates and Community channels, including ATL & BTL marketing plans and distribution channels

Developed optimal organizational structure and selling models to reduce cost of sales

Liaised with IT and Product Dev’t. and engaged services of IT/SI Vendors for the development of systems and/or enterprise solutions for the target markets.

November 1, 2007 to April 30, 2015

Head, Sales Channel Development, Consumer Sales - Globe Telecom, Inc.,

Sales Channels: Broadband Direct Sales Channels, National Commercial Accounts/Modern Trade and Emerging Sales Channels (Inbound/ Outbound Telesales and Online)

Formulated strategies & business/selling models including policies, operational standards and process improvements

Developed additional revenue streams for the Sales Channels/ Resellers/Business Partners that helped improved their business by more than 20% YoY.

Co-developed with Marketing & NTMG the ATL/BTL programs/campaigns, GTM strategies, product offerings, promo bundles

Co-developed with Marketing and Product Dev't groups the right Channel-Product mixes.

Developed commission schemes, rewards & recognition and retention programs for each Market segment and its Sales Channels/Resellers/Business Partners.

Liaised with Product Dev’t. and engaged services of IT/SI Vendors for several sales/marketing processes and tools/system automation such as: Broadband & Retail mapping, Sales Channel Portal, Location-based Campaign Mgt. System.

Nominations: Most Outstanding Leaders of Globe Telecom, Inc. (Individual Category), March 2008

Jan 2006 to October 31, 2007

Head, NCR & Luzon Sales – Consumer Broadband Group

Innove Communications, Inc. wholly-owned subsidiary of Globe Telecom, Inc.

Recruited, trained, deployed and managed more than 300 third party agencies, telesales partners and contractors/re-sellers that delivered profitable growth of more than 20% per year in targeted markets.

Developed and Grew the Consumer Market segment of Globe covering voice and data services both wired and wireless (LEC, CDMA, DSL, WIMAX, GPON/FTTH, 3G, 4G, LTE technologies)

Awarded with: Quarter on Quarter Growth by Region (given during Globe Telecom, National Conference in Feb. 2008)

Aug. 24, 2004 – Dec. 31, 2005

Strategic Sales Head, Residential & SME Markets, Innove Communications, Inc.

Developed and built the team with 6 Area Managers managing more than 80 Telemarketing Partners/Resellers/Business Partners nationwide for Consumer and SME markets covering voice and data services and delivered more than 100% sales achievement MoM.

Jan 1, 2002 - July 31, 2004

Sales Head, Channels Management, Corporate & SME Markets

Bayan Telecommunications, Inc.

●Overall in charge of the whole Business market’s revenue, volume and collection targets covering new accounts acquisition, account & territory management as well as AR and Churn management. Products & Services: DSL, LEC, IGF, Domestic & International Leased Line, Domestic & International Frame Relay, IPVPN, and Internet Services.

●Engaged services of several IT/SI Vendors in bundling enterprise solutions/services.

Sept. 1, 1997 - Dec 31, 2001

Sales Manager, Consumer Market, Bayan Telecommunications, Inc.

Overall management of Metro2 Business unit and delivered net revenue of 500M exceeding sales targets YoY.

Awarded Area Manager of the Year 1998.

Jan 1996- Aug 1997

Area Sales Manager for Corporate Sales, Bayan Telecommunications, Inc.

Grew and expanded the business with vertical markets in particular Banking & Finance, Government, Manufacturing, Oil & Energy Industries. Products/Services offered: Domestic Leased Line, International Private Line, Frame Relay, VOIP and Data services.

Awards: Top Group Sales Order (2nd Quarter 1997)

Top Group Revenue (2nd Quarter 1997)

Top Group Revenue (1st Quarter 1997)

Top Group Performer (4th Quarter 1996)

February 1993 – December 1995

Sr. Account Manager, Corporate Sales, Bayan Telecommunications, Inc.

Developed and managed key enterprise and corporate accounts offering business solution packages to Top 500 corporations with various telecommunications requirement. Products/Services offered: VSAT, Domestic Leased Line, International Private Line and Frame Relay.

Awarded Top Sales Order & Rev. Performer of the year

Feb 1992-Jan 1993

Technical Supervisor, Computer Support Center, Inc.

Supervised the technical services, repair & maintenance and on-site installation of new products to the customers (UPS, GenSet, PABX)

Supported the Sales group by providing technical hands-on training, demonstration and presentation of products to the customers

Conducted comprehensive study & technical evaluation of new products coming from Foreign suppliers


Management/Executive Leadership Program

Asian Institute of Management, Makati City

Jan - Dec 2003

B.S. Electronics & Communications Engineering

New Era University, Quezon City

1986 – 1991

Arellano University, Pasig City

High School Diploma


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