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Sales Manager

Location:
Quezon City, NCR, Philippines
Posted:
April 20, 2016

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Resume:

ROWELL NGO PEÑA

ECE, CDCP, Global Sales Professional

Unit 604 The Darling Heights Condominium @ Celebrity Sports Plaza,

Capitol Hills Drive, Diliman, Quezon City, Philippines 1119.

P1 B4 L35, Carnation Street, Metroville Complex, Bgy San Francisco,

Binan City, Laguna, Philippines 4024.

Mobile No: +63917.507-7170; E-mail: acuff7@r.postjobfree.com

As Regional Country Manager for the Philippines, Pakistan and Brunei based in Singapore for almost 8 years and a Product Marketing Manager of Creative Labs for Middle East operation, company will surely benefit from my international business management best practice discipline dealing with different cultures and races.

EXECUTIVE SUMMARY

Extensive 28 years working experience with accomplishments in the IT industry with network of customers.

Strong channels and direct sales experience dealing with distributors, resellers and end customers.

Senior Client Executive of IBM Philippines and closed major deals in telecos and manufacturing industries.

Country Manager for the Philippines at Eaton Power Quality Pte Ltd and JIT Electronics.

Enterprise Storage Business Unit Head of Hewlett Packard dealing mostly with Data Centers.

Established Creative Labs (ME) FZE for Middle East operation.

ACCOMPLISHMENTS & ACHIEVEMENTS

Implement and install PC connectivity with AS400 and IBM Mainframe machines in 1989.

Sold the first telephone systems connecting Makati and Pulilan, Bulacan in 1992.

The following are the first in IT industry accomplished between 1993 and 1999 with Remax International Inc and grew the company from 49 to 180 employees.

oIntroduced and sold the first On-line Line Interactive UPS in the Philippines.

oSold the first Frame Relay wide area network to Allied Bank.

oSold the first Rotary UPS in Metrobank, Piltel, Landbank, NAIA and Meralco.

oSold the first IBM Mainframe and Storage compatible from Hitachi Data System to Solidbank.

Introduced HP’s StorageWorks from 2000 to 2005 in the Philippines.

Established Creative Labs (ME) FZE in 2005 its Middle East operation in Dubai, UAE.

Earned the respect of Eaton Singapore from 2006 to 2014 closing a million USD project with a telco where my predecessor never had sold before. Implement a new GTM model which later became Eaton SEA model.

Closed major deals with a telco for IBM Philippines.

CERTIFICATIONS & TRAININGS

Feb 6, 2001 StorageWorks Full Line Sales Training Compaq, Singapore

Mar 2002 Selling Storage Solutions to Senior Executives Compaq, Singapore

Feb 26, 2003 Target Account Selling Siebel eBusiness, Philippines

Aug 24, 2004 Channel Management HP Channel Academy, Philippines

Dec 13, 2004 Solidifying The Team Foundations Guthrie Jensen, Philippines

Nov 14, 2006 Rules of the Road Eaton University, Singapore

Mar 8&9, 2007 Fundamentals of Business Intelligence Eaton University, Singapore

Jul 30&31, 2007 Customer Value Analysis Eaton University, Singapore

Nov 1, 2007 Antitrust Compliance Eaton University, Singapore

Nov 15, 2007 Basics of Budgeting Eaton University, Singapore

Nov 16, 2007 Financial Basics for Non-Financial Managers Quicknowledge.Com, Singapore

Nov 19, 2007 Intercultural Business Etiquette Quicknowledge.Com, Singapore

Nov 22, 2007 Creating An Effective Sales Team Eaton University, Singapore

Oct 14, 2008 Ethics @ Work: Doing The Right Thing Eaton University, Singapore

Jul 4, 2011 Global Anti-Bribery:

Doing Business with Foreign Public Officials Eaton University, Singapore

EXPERIENCE

June 15, 2015 to present IBM Philippines Inc. Philippines

Senior Client Executive, Enterprise Business Unit

Duties and Responsibilities

Ensure to meet revenue and signing targets by end third quarter and exceed on the fourth quarter.

Level up on client satisfaction in all our deliverables.

Deepen understanding about client’s business and find CAMSS application which will help improve and grow their business that will bring new business for IBM Philippines.

Ensure to perform duties and responsibilities in accordance with BCG at all time.

Accomplishments

Hit 96% of my second half 2015 target.

Helped to level up customer satisfaction rating in my assigned clients.

Passed our Global Sales School training and a member of the winning team in the program.

Became a Global sales professional with highly effective selling skills at C-Level.

October 28, 2006 to February 2014 Eaton Power Quality Pte Ltd Singapore

Regional Country Manager for the Philippines, Pakistan & Brunei

Duties and Responsibilities

Ensure to meet and exceed yearly revenue target and customer satisfaction rating for the assigned countries.

Ensure execution of sales and marketing plan and create demand generation programs.

Ensure roll-out or marketing programs for all assigned countries.

Ensure timeliness of product delivery by coordinating with our product marketing team as well as our logistic team.

Accomplishments

Turned around Eaton AC business to these countries from a slumped of -36% to unprecedented +191%.

Turned around Eaton DC business from nil to a million dollar business after just a year.

Developed a highly effective marketing plan which eventually became SEA regional model.

Developed Rules of Engagement to eradicate channel conflicts.

Consistent Country Manager every year.

November 28, 2005 to May 21, 2006 Creative Labs (ME) FZE Dubai, UAE

Product Marketing Manager-Middle East

Duties and Responsibilities

Ensure execution of marketing events such as product training and presentation for the whole Middle East countries.

Responsible for product management, including life cycle management, timely product update and launches, field readiness and positioning, and maintaining enough stock inventory.

Responsible for inventory management for the whole Middle East.

Ensure timeliness of product delivery by coordinating with our regional planners.

Maintain close coordination with our regional marketing and product managers to ensure product roadmap and updates are delivered to our regional partners.

Ensure No Fault Found (NFF) at its minimum level.

Guarantee customer satisfaction by providing excellent after sales support

November 13, 2000 to May 16, 2005 Hewlett Packard Phils Corp. Makati, Philippines

Business Unit Head

Duties and Responsibilities

Lead in business development, marketing and pre-sales activities, such as joint customer calls with account managers or channel partners in identifying prospect’s storage requirements, solution conceptualization, pricing and quotation.

Develop, coordinate and ensure execution of marketing plan, programs, events or activities, including estimating and requisitioning required resources.

Responsible for storage product management, including life cycle management, timely product update and launches, field readiness and positioning, price releases, and demo acquisitions.

Responsible for frontlog management and product forecasting.

Ensure timeliness of product delivery by coordinating with our regional counterparts and planner.

Conduct sales storage training and quarterly product update to both our Enterprise Sales Force (ESF) and channels sales force.

Do Quarterly Business Review (QBR) with our resellers.

Roll out the Storage Area Network (SAN) Starter pack, the industry’s entry level and cost effective SAN solution.

Roll out bundling programs for NSS Volume products.

Feb. to Nov. 2000 Photokina Marketing Corp. Makati, Philippines

Sales Manager - Hitachi Data Systems (HDS) Division

Duties and Responsibilities

Managed Hitachi Data Systems (HDS) storage devices and storage area network (SAN) business of Photokina Marketing Corp. Provide our principals all reports on sales and marketing activities. Provide business plan and forecast for the year.

Perform account management function. Carry out high-level negotiation. Formulate technology-base solutions from computer to networking LAN, WAN, SAN and SWAN. Design and configure the necessary hardware and software for the project and prepare proposal. Conduct informational interview and stakeholders survey with the clients.

Perform sales management function. Managed five account officers who were assigned to their respective industries. Equipped them with good sales and product training. Provide them marketing intelligence on competition. Assist them in closing their accounts. Join them on their pre-bid conference; ask questions and together reply to bid specifications for compliance with the assistance of our engineers and our principal’s technical support.

Carry out project management and monitor project implementation.

Responsible for recruitment, training and establishment and fulfillment of sales goals.

February 1999 to February 2000 JIT Electronics Pte Ltd Singapore

Country Manager - Philippines

Duties and Responsibilities

To carry out sales for the Philippines region through appointed Value Added Resellers (VARs) and Dealers and not to sell direct to any end users,

Provide and arrange technical training to VARs and Dealers as part of their commitment in becoming one,

Perform marketing by visiting friends in the different industries and former customers and pass on sales leads to the respective VARs and Dealers assigned on different industries. Provide marketing intelligence and product update to VARs and Dealers.

Provide pre-sales support to VARs and Dealers by joining them on pre-bid conferences. Check and comment on their design before finalizing the offer.

Provide sales support by monitoring their orders, shipment and assisting them with the documents needed to make sure they will receive the orders completely.

To provide bi-weekly sales report and update to the Sales Manager in Singapore.

February 1993 to February 1999 Remax International Inc. Makati, Philippines

Senior Sales Manager

Duties and Responsibilities

Perform principal management function. Provide our principals all reports on sales and marketing activities. Provide them business plan and forecast every year. Represent our company to annual sales conference held outside the country. Attend sales and technical training.

Perform account management function. Carry out sales function and close accounts. Formulate technology-base solutions from computer, networking design both wire and wireless, smart card and power management with the emphasis on customer’s profitability. Design and configure the necessary hardware and software for the project and prepare proposal. Regularly do product update with clients both hardware and software. Assist clients incorporate new application that will run on the network. Conduct informational interview and stakeholder survey with the clients.

Perform sales management function. Managed eight sales engineers assigned to their respective industries. Equipped them with good sales and product training. Provide them marketing intelligence on competition. Assist them in closing their accounts. Join them on their pre-bid conference; ask questions and together reply to bid specifications for compliance with the assistance of our engineers and our principal’s technical support. Assists these sales engineers design network solutions and trained them perform project management.

Carry out project management and monitor project implementation.

Responsible for recruitment, training and establishment and fulfillment of sales goals.

1991 to 1993 Tricom OA Inc. Makati, Philippines

Sales Engineer

Duties and Responsibilities

Conduct informational interview and stakeholders’ survey with the clients.

Configure Iwatsu Key Telephone Systems and Fujitsu PABX with corresponding software necessary for the project.

Prepare the proposal for the clients.

Attend pre-bid conference and ask questions. Reply to bid specifications for compliance.

Carry out sales function and close the accounts.

1989 to 1991 Abenson Sales Corporation (ABSCOR) Makati, Philippines

Service Engineer

Duties and Responsibilities

Report every morning to our Service Manager for the day’s assignment, either in-house or fieldwork.

Perform after sales service, product quality assurance test and conduct training to our junior service engineers.

Perform board level to chip level trouble shooting of computers (AST and IBM PS/2 computers).

Install PC connectivity to different host platform like AS400 & S3X IBM Machine.

Install local area networking (LAN) with Novell Network Operating System.

Introduced, marketed and successfully sold Comprehensive Annual Maintenance Program to our clients.

1987 to 1989 Phil-Data Business Systems Inc. Makati, Philippines

Service Engineer

Duties and Responsibilities

Report everyday to our Service Manager for the day’s assignment, either in-house or fieldwork.

Assemble, burn-in test and troubleshoot at an average of 20 units of computers a day.

Perform on- and off-site troubleshooting at an average of five clients a day.

Perform board and chip level troubleshooting.

EDUCATION

March 30, 2016 Guest speaker of Anima Christi Center for Learning and Human Development

Commencement Exercise with theme “Look up and make the big leap in the direction of your dreams”.

2011 Certified Data Center Professional Singapore

1987 Professional Regulatory Commission Manila, Philippines

Passed government licensure board examination for Electronics and Communications Engineer

Registered Licensed Electronics & Communications Engineer with ECE No. 3591

1982 - 1987 University of the East Manila, Philippines

Bachelor of Science in Electronics & Communications Engineering graduate.

1972 - 1982 Saint Anthony School Manila, Philippines

Graduated Primary and Secondary School



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