Sales Development

JAD

Juan Antonio Díaz

*** ***** **** ****** *** 112 MSC 411 ! San Juan, PR 00926

787-***-**** ! ***.**@*******.***

Objective

Entrepreneurial executive with 20 years of Management, Administration and Operations at regional corporate levels for

Telecom, business-to-business products and services. Experience in sales and marketing, motivational management style

with a sound record of building and retaining highly motivated teams. Successful identifying opportunities for accelerated

growth. Exceptional knowledge of the Telecom Business, P&L Management, Sales and Business Development. Oriented

to achieve goals under pressure and with limited resources. Experience in managing large sales teams, restructuring,

compensation plans, strategies, channel partners programs, wholesalers and tactics.

Experience

Executive Vice President of Business Development (Consultant Project)

Insight Communications San Juan, PR June 2013 - February 2014

As a consultant for Insight Communications I was responsible for the development of a 5-year strategic business plan to

expand the contact center and other technology business units to Puerto Rico, Dominican Republic and US markets.

Develop and strategize a plan on company’s EBITDA & Business plan of 15MM in Revenue and 10MM in COS.

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`Deliver new policies to employees providing high quality service to meet company’s goals.

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Develop and implement strategic sales plan in Collections, Outsourcing and Technology products.

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Responsible for training and development of direct reports in order to obtain COPC, CIAC NMSDC Certifications

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embrace the new mission and vision of the company.

Develop of Product strategies, Proposal templates, Contracts, Compensation plan, Research, and Implementation.

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Participated and enrolled the company in local organizations, such as Chamber Commerce, Puerto Rico

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Manufacturers Associations, Sales and Marketing Associations and US Professional Association for Customer

Engagement.

Development of a Channel Partner Program.

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Sales Director Puerto Rico & US

Wireless Idea Inc. San Juan, PR September 2012 - June 2013

Manage and Maintain relationship with carriers and aggregators such as, AT&T, Claro, Open Mobile, T-Mobile,

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TracFone, Payfone, Open Market and VoodooVox, In Latam, America Mobile, Tigo, Movistar.

Ensure the compliance of MMA and carrier guidelines to maintain short code inventory and day-to-day business.

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Manage & Coordinate with Acquisition Department the different LOB investments considering the highest ROI and

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EBITDA impact.

Manage territory EBITDA & Business plan of 5MM in Revenue and 2MM in COS.

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Established sales objective by forecasting and developing annual sales quotas for regions and territories. * Develop

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and implemented strategies for TV Media and Business Partners.

JAD

Responsible for the training and development of 7 direct reports.

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Create and Performed forensics diagnostics on daily sales, monthly sales, annual sales to determine when and how

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to increase our gross-sales and net-profits.

Vice President of Business Development

NCO Group Inc. San Juan, PR January 2010 – August 2012

Responsible for the development and maintenance of new and existing accounts in PR, Panama, Guatemala, Antigua

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and Dominican Republic.

Solid business process outsourcing (BPO) sales development with emphasis in new logo sales and strategic account

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growth.

Consistent top sales performer with broad expertise including live agent, interactive voice response (IVR) and e-

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Commerce (web-chat and email) Customer Relationship Management (CRM), Account Receivable Management

(ARM), and Multi-channel Contact Centers solutions.

Grew revenue and EBITDA over 10%.

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Manage top line growth of 2MM with contracts with Oriental Bank, Wells Fargo and AEE.

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Redirected company strategy from large collection agency to a full service, business services outsourcing firm BPO.

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Ability to effectively manage tactical plan implementation and build strategic view for new market presentation.

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Also P&L responsibility, financial analysis, budget and expenditures.

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Responsible for the training and development of direct reports. Participate in development, product strategies,

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research, and implementation.

Participated in local and US events to generate leads and name recognition.

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Sales Director Special Accounts

Centennial Business Solutions (now AT&T) San Juan, PR May 1999 – September 2009

Oversaw wireline and wireless sales to Major Accounts. Led and motivated a team of sales executives, pre-sales engineer

and customer field support specialist. Providing customers communication services and generating more than 60MM in

annual revenues. Coached team members to drive revenue through development of communication solutions.

Led a team of 26 to 100+% of sales target each of the past 10 years.

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Increase the average monthly wireless activation on major accounts per sales persons from 50 to 350 by revamping

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sales trainings and compensations plans.

Increase wireline sales revenues by 20% in 2003 to 2006.

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Established sales objective by forecasting and developing annual sales quotas for verticals and territories.

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Implemented sales reps competitions by offering free: New York trips, Exotic cars for a month, gas cards, dinners and

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other incentives.

Maintain sales volume, product mix, and selling price by keeping with current supply and demand, changing trends,

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economic indications, and competitors.

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JAD

Recruit train, coach and development of staff.

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Development strategic plans for expansions into Public Internet Project (E-RATE), hand-picked by Executive Vice-

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President of Sales for this special project.

Presidents Club Winner in 2000, 2001, 2002, 2003, 2004, 2005, and 2008.

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Sales Director’s Awards 2008 and 2009.

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Represented Centennial in Chamber of Commerce of Puerto Rico, Manufacturers Associations of Puerto Rico, Sales

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and Marketing Associations of Puerto Rico (SME) and The US Professional Association for Customer Engagement

(PACE).

Extensive knowledge Switch Access, ATM, Frame Relay, VoIP, Toll Free #’s, Internet and Cloud Services.

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Education

Interamerican University of Puerto Rico

May 1992 San Juan, PR

B.S. Aeronautical Science

December 1985 - 1993

Naval Basic Training

Naval Aviation Training

Naval Avionics School

Skills

Computer & Software Literate: Office, Windows Excel, PowerPoint, Visio, ACT, Salesforce, Miller Heiman Strategic

Selling, Franking Covey, Strategic Selling, Solution Selling, Leadership Program, Dale Carnegie Sales Program.

• SME Board Member

• Pace Member

• Seven Times Presidents Club Winner Centennial Business Solutions

• Bilingual: Spanish & English.

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