Sales Management

BORISLAV IVANOV

**, **** **** ******, **. *, Apt. 6, 1404 Sofia, Bulgaria

Tel.: +359-***-***-*** +359-***-***-***

E-mail: ********.******@*****.***

P ROFILE

Senior commercial director with more than twelve years of broad and successful management

experience in multiple industries, most extensively in telecommunications, media and information

technology. Expert in managing sales, business development and client -related operations at both

start-up and established businesses. Good ability to cooperate with marketing and communication s

departments.

Motivational management style combined with prominent leadership skills and strong orientation

towards results. Good organizer with ability to deliver under pressure and sense of tact that

effectively helps avoiding problematic situations and deal with conflicts. Vast experience in sales

processes with focus on achieving the set targets and delivering the desired results.

Demonstrated success driving growth in targeted markets through implementation of key projects.

Solid leadership skills; able to build and guide top -performing sales teams. Adept at communicating

with management, vendors, and internal departments to coordinate overall sales efforts.

Management experience and professional specialties:

Strategic sales planning and execution Crisis and change management

Business transformation and turnaround Marketing and sales strategy formulation

New market and new business development Client relations and partnerships

P&L management and budgeting Team building, coaching and leadership

Sales reporting and analyses Dealers and partners chains management

Building strong and successful sales teams Business development management

Strategic marketing and campaign management Product and services development

Product management Marketing communication

Organisational transformation and change Marketing development

BORISLAV IVANOV

C AREER H ISTORY

Dec, 2012 – Present Commercial Director, Datecs OOD, Datecs GIS Center, Sofia.

Description of the position:

Responsibilities include the management of the overall sales and commercial policy of the GIS

center, management of the products and services portfolio, management of the overall sales processes

within the company, development of marketing and sales strategy concerning the distribution of GIS

software and GIS database, GPS products and services, public and private tender evaluation, documents

preparation and participation, formulation and implementation of digital business strategy concerning the

sales and development of www.bgmaps.com – web formats sales (banners, logos, advertising, Facebook

games, other), sales deals to direct customers, media and digital agencies, direct selling to large, medium

and small enterprises, business development of complex business models aiming to optimise the fleet

management process of large and SMB corporate customers, aggressive sales initiatives towards existing

and new customers, delivering regular reports and analyses concerning the sales results to the general

manager of Datecs GIS Center and owners, formulation of the detailed sales strategy of the company,

proposing and delivering instructions and rules for the operations of the sales department, other

responsibilities according to the job description.

Responsibilities:

Management of the Commercial Department in the GIS Center;

People management;

Change management;

Digital strategy formulation and execution;

New business models development and execution;

Proactive account management – sales target companies identification, contact, sales lead creation;

Optimization of the existing sales channels and increasing the importance of sales to corporate,

business and public organizations;

Introduction of a flexible and aggressive sales organization and strategy, aiming to acquire new

clients;

Introduction and organization of GPS sales through partner network (car distribution companies);

Product management;

Regular presentations to the general manager and owners concerning sales strategy, new sales

initiatives and web sales campaigns, newly acquired customers and generated revenues;

Key account management with focus on big enterprise and holding structures, public organizations

and ministries, media, web and digital agencies, large corporate customers.

Achievements:

• Steady increase of revenues and profit for 2013 compared to the results for 2012 (increase of

revenues with around 21%, increase of profit with around 80% due to increase of revenues and

optimization of operations and costs);

Successful sales organization model change in Commercial Department and improvement of the

existing market segmentation;

Successful introduction and implementation of aggressive sales strategy focused on media and

digital agencies (web advertising sales), sales through partners (GPS devices and services), tender

preparation and execution (GIS software and database), successful common sales initiatives with

other internet portals and media;

Successful joint web marketing activities with internet portals, social media sites, aggressive

promotions together with few digital agencies;

Introduction of a transparent and accountable approval of commercial conditions and strict schedule

of authority.

Apr., 2012 – Dec., 2012 Sales Manager Corporate Clients, System Integration Business

Unit, Telelink EAD, Sofia.

Description of the position:

Responsibilities include the management of the Corporate Sales Team within System Integration

Business Unit, preparation of projects and offers to SMB and enterprise customers, formulation of the

corporate customers sales strategy, management of partnerships and relations with new partners and

vendors, creation of new business models for proactive sales in the enterprise market segment, active

participation in negotiations with existing and new SOHO, SMB and corporate customers, participation in

formulation of sales and distribution strategy, other responsibilities according to the job description.

BORISLAV IVANOV

Responsibilities:

Management of the Corporate Sales Team within System Integration Business Unit ;

Organization of the existing sales channels and increasing the volume of sales within the enterprise

segment (SMB, business and corporate clients);

Introduction of a flexible and aggressive sales strategy, aiming to acquire new clients from the

competitors delivering system integration services in the enterprise market segment;

Collateral management of relationships with partners and vendors;

Regular presentations to directors concerning sales strategy, new sales initiatives, newly acquired

customers and generated revenues;

Key account management with focus on SMB, corporate, big enterprise clients and holding

structures, malls, business buildings and tech parks.

Achievements:

• Successfully executed large infrastructure project – Mall Bulgaria (complete telecommunication

solution and integration services);

Successful corporate sales organization model change in System Integration Business Unit and

improvement of the existing market segmentation;

Successful start-up vendor cooperation with Microsoft and EMC Corporation;

Nov, 2011 – Mar, 2012 Sales Manager Content Distribution, bTV Media Group EAD,

Sofia.

Description of the position:

Responsibilities include the management of the Distribution department within Sales Division,

delivering regular reports and analyses concerning the sales results and signed contracts for distribution of

bTV’s channels to TV operators, formulation of the Content distribution sales strategy, management of

partnerships and relations with cable, DTH, IPTV and OTT operators, proposing and executing legal

measures against incorrect operators, active participation in negotiations with big, medium and small

operators, participation in formulation of sales and distribution strategy concerning the launch of new TV

channels, other responsibilities according to the job description.

Responsibilities:

Management of the Content Distribution Sales Department within Sales Division;

Introduction of a flexible and aggressive sales practices concerning the distribution of new TV

channels;

Implementation of price and discount sales policies;

Management of long-term relationships with cable, DTH, IPTV and OTT operators;

Implementation of sales target setting process and execution;

Regular presentations to the directors concerning distribution and sales strategy towards TV

operators and generated revenues.

Achievements:

Introduction of sales dashboard concerning sales volumes achieved, percentage of sales targets –

set and achieved, problem operators, legal actions against incorrect and fraudulent operators;

Successful formulation and implementation of a new TV market and TV operators segmentation;

Sales execution of the yearly sales budget for 2012 realized in Q1 2012 - achieved 88% of re-signed

contracts with appointed TV operators and delivered 96% execution of yearly targeted revenues and

budget;

Successful introduction of a new business process concerning sales of TV rights for bTV Media

Group’s channels to hotels and chain of hotels in Bulgaria.

Nov, 2009 – Feb, 2011 Chief Commercial Officer, Trans Telecom AD, Sofia.

Description of the position:

Responsibilities include the management of the overall sales and commercial policy of the telecom,

management of the products and services portfolio of the company, management of the overall sales

processes within the company, development of marketing and communication strategy, delivering regular

reports and analyses concerning the sales results to the CEO and BoD, formulation of the sales strategy of

the company, management of partnerships and relations with dealers, proposing and delivering instructions

and rules for the operations of the Commercial And Sales Area, restructuring and implementation of new

sales and regional structure within Sales Area, participation in formulation of processes within the telecom

concerning different projects and initiatives, other responsibilities according to the job description.

Responsibilities:

Management of the Commercial Division on a national level;

BORISLAV IVANOV

People management - 30 people under supervision in three different departments;

Introduction of new sales division structure.

Reorganization of the existing sales channels and increasing the importance of sales to corporate,

business and public organizations;

Introduction of step-by-step organizational change and business transformation process aiming to

achieve operational efficiency, flat and lean sales structure, decreased time to market, fast reaction

to customer requests;

Introduction of a flexible and aggressive sales organization and strategy, aiming to acquire new

clients from the incumbent operator and other alternative operators for fixed and internet services;

Introduction and organization of dealers’ network within on national level;

Management of dealers’ relationships;

Product management and launching new bundles of Wimax services and tariff plans to market;

Local marketing campaigns in the major cities within the country;

Local promotions on starting of WiMax network in specific cities in Bulgaria;

Implementation of sales target setting process and execution;

Regular presentations to Board of Directors concerning sales strategy, new sales initiatives and

marketing campaigns, newly acquired customers and generated revenues;

Key account management with focus on big enterprise and holding structures, public organizations

and ministries, malls, business buildings and parks.

Achievements:

• Significant increase of subscriber base from 4500 WiMax subscribers (11.2009) to 14500 subscribers

(02.2011) on a national level – increased customer subscriber base with 322%;

Steady increase of revenues from corporate, direct and dealers sales channels from 55k BGN

(11.2009) to 650k BGN (02.2011) on a monthly basis – increased monthly sales revenues with

1182% / from 660k BGN (2009) compared to 6700k BGN (2010) – increased yearly sales revenues

with 1015%;

Over 8-fold increase of the number of business and corporate customers (SOHO, SMB, large

corporate, enterprise) customers with main focus in the business and large corporate market

segments due to aggressive sales and direct marketing initiatives, local promotions, marketing

events – from 450 corporate and business accounts (11.2009) to over 3750 accounts (02.2011);

Successfully executed large infrastructure projects – Mall Serdika (complete telecommunication

solution and services), Grand Mall Varna (complete telecommunication solution and services),

Galeria Mall Stara Zagora and The Mall (partial telecommunication solutions and services).

Successful sales organization model change in Commercial Division and improvement of the existing

market segmentation;

Successful introduction and implementation of marketing and communication strategy focused on

internet and TV presence, as well as joint marketing activities with internet portals, social media

presence, aggressive promotions with retail POS within large retail chains of stores;

Transparency and accountability in approval of commercial conditions and strict schedule of

authority;

Decrease of the churn levels and keeping these below the targeted levels – targeted 5%, achieved

4%;

Monthly target setting for regional offices; Strict follow-up on targeted and achieved sales results in

corporate, direct and dealers’ sales channels.

July, 2009 – Nov, 2009 Integrated Solutions Department Manager - Corporate Sales

Execution Division, Cosmo Bulgaria Mobile EAD, Sofi a.

Description of the position:

Responsibilities include the management of the sales execution and team management within the

Integrated Solutions Department, management of the overall sales processes within the I ntegrated

Solutions Department, delivering regular reports and analyses concerning the sales results to the Chief

Corporate Sales Officer, formulation of the sales strategy of the Integrated Solutions Department, proposing

and delivering instructions and rules for the operations of the I ntegrated Solutions Department, support of

directors at all levels within the company, participations in public and private tenders and projects

concerning Integrated telecommunications projects, participation in formulation of processes within the

Corporate Sales Division concerning different projects and initiatives, management of sales and negotiations

with strategic accounts and VIP clients, presenting different reports concerning the volume of sales, other

responsibilities according to the job description.

Responsibilities:

Management of Integrated Solutions Sales Team within Corporate Sales Division;

BORISLAV IVANOV

People management – 4 sales teams – Resellers, Integrated Solutions, Public Tenders, Private

Tenders; 11 people under supervision;

Increase of gross/net additions of corporate integrated services in the strategic and business

corporate segment;

MNO project – Start-up and implementation; Formulation and follow-up on sales strategy towards

MNOs;

Maintain and increase the revenues from corporate and integrated services from the strategic and

business corporate accounts;

Maintaining good relationships with strategic and large corporate accounts ;

Initiating new integrated solutions projects in new and existing strategic and business corporate

accounts with main focus on data services;

Participation in public and private tenders for telecommunication services;

Churn management of data SIM cards according to the Corporate Sales Division policies;

Retention of contracts with main focus on the largest strategic, business and re sellers accounts in

number of SIM cards and generated revenues;

Key account management with focus on data and integrated solutions projects in big holding

structures, large enterprise and business customers;

Responsible for revenue generation and retention of existing customers in the Resellers segment;

Decrease of fraudulent activations and practices;

Introduction of sales process, operations and successful strategy for approaching SOHO business

segment.

Achievements:

• Steady increase of strategic accounts subscriber base from 1250 strategic accounts (06.2009) to

1350 strategic accounts (11.2009) on a national level – increased subscriber base (number of

companies) with 108%;

Significant increase of strategic accounts subscriber base from 158000 SIM card s (06.2009) to

179000 SIM cards (11.2009) on a national level – increased subscriber base (number of SIM cards)

with 113%;

Successful start-up and implementation of MNO project – approaching over 250 MNOs, existing and

potential customers of Deutsche Telecom;

Successful implementation of a new project start-up in the SOHO segment; Strategy formulation,

bonus scheme introduction, process and activities formulation for the SOHO project;

Transparency and accountability in approval of commercial conditions and strict schedule of

authority levels and approvals of standard and non-standard commercial terms for the SOHO

segment and the Resellers segment;

Decrease of the churn levels and keeping these below the targeted level – targeted 8%, achieved

4,5%;

Significant decrease of fraudulent activities and activations of SIM cards within the Resellers

segment - decrease from 30% to below 5% of all gross activations from Resellers customers;

Successful implementation and transition process of Resellers accounts cards to wards retail/privately

owned accounts;

Targets communicated in the beginning of each quarter - not later than 5th business day of every

consecutive quarter;

Implementation of traffic analysis on each reseller account, strategic, corporate and enterprise

customer in cases of new acquisitions and contract renewals.

Nov, 2008 – June, 2009 Strategic Customers Department Manager - Corporate Sales

Department, Cosmo Bulgaria Mobile EAD, Sofia.

Description of the position:

Responsibilities include the management of the sales execution and team management within the

Strategic Accounts Department, management of the overall sales processes within the S trategic Accounts

Department, delivering regular reports and analyses concerning the sales results to the C hief Corporate

Sales Officer, formulation of the sales strategy of the department, proposing and delivering instructions and

rules for the operations of the Strategic Department, support of directors at all levels within the company,

management of sales and negotiations with strategic accounts and VIP clients, presenting different reports

and queries concerning the volume of sales, other responsibilities according to the job description.

Responsibilities:

Management of Strategic Corporate Sales Channel within Corporate Sales Division;

People management – 2 strategic accounts teams; 20 people under supervision;

Increase of gross/net additions in the strategic accounts corporate segment;

BORISLAV IVANOV

Maintain and increase the revenues from fixed voice, data, internet, mobile voice, other corporate

and integrated services from the strategic accounts under supervision;

Churn management according to the Corporate Sales Division policies;

Retention of contracts with main focus on the largest 200 strategic accounts in number of SIM cards

and generated revenues;

Key account management with focus on big holding structures, large enterprise and business

customers;

Responsible for revenue generation, retention of existing strategic customers, new strategic

customers acquisition;

Decrease of fraudulent activations and practices;

Introduction and improvement of customer base new segmentation.

Achievements:

• Steady increase of strategic accounts subscriber base from 1100 strategic accounts (2008) to 1250

strategic accounts (2009) on a national level – increased subscriber base (number of companies)

with 114%;

Significant increase of strategic accounts subscriber base from 115000 SIM cards (2008) to 158000

SIM cards (2009) on a national level – increased subscriber base (number of SIM cards) with 137%;

Significant increase of revenues from corporate strategic accounts from 2,950 million BGN (11.2008)

to 3,780 million BGN (06.2009) on a monthly basis – increased monthly sales revenues with 128% /

from 35,4 million BGN (2008) to 47,36 million BGN (200 9) – increased yearly sales revenues with

134%;

Successful implementation of a new market industry based segmentation;

Transparency and accountability in approval of commercial conditions and strict schedule of

authority levels and approvals of standard and non-standard commercial terms;

Decrease of the churn levels and keeping these below the targeted level – targeted 8%, achieved

4,5%;

Significant decrease of fraudulent activities and activations of SIM cards within the strategic

accounts corporate segment - decrease from 22% to below 5% of all gross activations from strategic

customers;

Monthly target setting for sales executives and strategic key account managers in both teams; Strict

follow-up on targeted and achieved sales results in the existing and n ewly acquired strategic

accounts with focus on revenue-generating SIM cards rather than number of gross activations;

Targets communicated in the beginning of each quarter - not later than 5th business day of every

consecutive quarter;

Implementation of traffic analysis on each strategic account, corporate and enterprise customer in

cases of new acquisitions and contract renewals.

Jan, 2008 – Oct, 2008 Chief Sales Officer, Trans Telecom EAD, Sofia.

Description of the position:

Responsibilities include the management of the overall sales policy of the telecom, management of

the overall sales processes within the company, delivering regular reports and analyses concerning the sales

results to the CEO and Board Members, formulation of the sales strategy of the company, management of

partnerships and relations with dealers, proposing and delivering instructions and rules for the operations of

the Sales Area, support of directors at all levels within the company, participation in formulation of

processes within the telecom concerning different projects and initiatives, presenting different reports and

queries concerning the volume of sales, other responsibilities according to the job description.

Responsibilities:

Management of the Corporate Sales, Direct Sales and Dealers Sales Channels on a national level;

People management - 30 people under supervision;

Introduction of new sales division structure. Reorganization of the existing sales channels and

increasing the importance of sales to corporate and public organizations;

Introduction of a flexible sales organization and strategy, aiming to acquire new clients from the

incumbent operator for fixed and internet services;

Introduction of dealers’ network within the country;

Management of dealers’ relationships;

Local campaigns in the major cities within the country;

Local promotions on starting of WiMax network in specific cities in Bulgaria;

Implementation of sales target setting process and execution;

Regular presentations to Board of Directors concerning sales strat egy, new directions, newly

acquired customers and gained revenues;

BORISLAV IVANOV

Key account management with focus on big enterprise and holding structures, business buildings

and parks.

Achievements:

• Steady increase of subscriber base from 1500 WiMax subscribers (01.2008) to 4500 subscribers

(10.2008) on a national level – increased customer subscriber base with 300%;

Steady increase of revenues from corporate and dealers sales channels from 10k BGN (01.2008) to

55k BGN (10.2008) on a monthly basis – increased monthly sales revenues with 550% / from 120k

BGN (2007) compared to 660k BGN (2008) – increased yearly sales revenues with 500%;

Over four-fold increase of the number of business and corporate customers (SOHO, SMB, large

corporate) customers with main breakthrough in the SOHO and SMB market segments – from 100

corporate and business accounts (01.2008) to over 450 accounts (10.2008);

Successful introduction of a new market segmentation and appointing and dividing the existing sales

executives and managers with focus on retail and corporate markets;

Transparency and accountability in approval of commercial conditions and strict schedule of

authority;

Decrease of the churn levels and keeping these below the targeted levels – targeted 5%, achieved

2.5%;

Monthly target setting for regional offices; Strict follow-up on targeted and achieved sales results in

corporate and dealers’ sales channels.

July, 2007 – Dec, 2007 Commercial and Operations Director, Mobil Svyat EOOD, Sofia.

Description of the position:

Responsibilities include the management of the overall sales and commercial policy of the company,

management of the product portfolio of the company, management of the overall sales processes within the

company, delivering regular reports and analyses concerning the s ales results, proposing and delivering

instructions and rules for the operations of the Commercial Department, support of managers at all levels

concerning projects for increasing the sales in the chain of stores MWorld, presenting different reports and

queries concerning the volume of sales, other responsibilities according to the job description.

Responsibilities:

Management of the Retail Sales Channel on a national level – a chain with over 60 stores;

Development of overall company’s policies and procedures regarding sales and operations,

marketing activities, new product development;

People management - over 80 people under supervision;

Expansion of the stores in new cities/better locations within cities;

Setting and organizing of a new regional sales structure on a national level;

Introduction and implementation of a new t arget setting system and bonus scheme - process setting

and execution.

Organization of local campaigns and promotions in the major cities;

Increase of gross and net additions provided from the stores, with major focus on post-paid SIM card

sales and handheld sets;

Churn management according the policy set by partner operator.

Achievements:

• Successful transition/change of partner operator;

Steady increase of gross additions - from 800 subscriptions per month (07.2007) to 3900

subscriptions per month (12.2007) on a national level – increased number of monthly subscriptions

with 488%;

Significant increase of revenues from sales of handhelds, accessories, gross activations from 660k

BGN (07.2007) to 1080k BGN (12.2007) on a monthly basis – increased monthly sales revenues

with 163%;

Decrease of the churn levels and keeping these below the targeted levels set by the partner operator

– targeted 9%, achieved 6.5%;

Significant decrease of fraudulent activities and activations of SIM cards within the retail chain of

stores - decrease from 17% (07.2007) to below 6.5% of all gross activations;

Monthly target setting for shops and regions; Strict follow-up on targeted and achieved sales results

in the retail chain of stores;

Targets communicated in the beginning of each month - not later than 10th business day of every

month;

Successful implementation of a new dealers’ brand MPort;

Successful launch of sale of new products – handhelds and accessories within the chain of stores.

Successful implementation of a new regional sales structure on a national level – changing the

mindset from on-demand sales to proactive, campaign-driven, entrepreneurial sales approach.

BORISLAV IVANOV

March, 2005–July, 2007 Head of Sales Quality Control Department, Sales Area with

MOBILTEL EAD, Sofia.

Description of the position:

Responsibilities include regular checks of the sales quality process within the M-Tel shops, support of

managers at all levels concerning projects for improving the quality of sales in the M-Tel shops, presenting

different reports and queries concerning the quality of sales, other responsibilities according to the job

description.

Responsibilities:

Management of the Sales Quality Control team within Commercial Division;

People management – leading a team of 5 professionals;

Setting standards for quality assurance and improvement of the service levels within the retail shops

of Mobiltel EAD;

Active participation in the setting of merchandize standards for the whole chain of retail stores;

Introduction and implementation of Sales Force Index, covering retail, corporate and dealers sales

channels; Introduction of SFI for each sales executive, key account manager, dealers’ executive;

Introduction of SFI for each retail shop, for each regional retail team, team of key account managers

and team of dealers’ managers. Strict follow-up and comparison of the SFIs at the different

organizational levels within Commercial Division;

Preparation of detailed analyses and reports for the Commercial director;

Reorganization of business processes and sales practices mainly within the retail structure and shops

of the company;

Organization of regular quality checks and reviews within the regional structure;

Organization of regular sales trainings with focus on sales target execution and sales service

improvement;

Linking the sales target setting process and execution within the three sales channels with the SFI;

Making recommendations for significant improvement with complete calls to action s for low

performing sales executives, teams, regions.

Achievements:

• Successful introduction of the SFI program;

• Steady increase of the SFI Index for low performing retail shops within the regional structure; Over

50% increase of the SFI for low-performing sales

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