Sales Manager

RICHARD HONEY

*************@*****.***

PROFESSIONAL SUMMARY :

• Senior executive sales leader with over 15 years of international management experience with leading high tech companies in hardware and software sales in USA, Europe and Latin America.

• Communicates a clear, strategic sales vision, effectively having led, trained and coached interdisciplinary sales teams across multiple locations and countries to drive gains in revenue, market share and profit.

• Influences and negotiates with multiple areas of company; marketing, finance and operations to attain sales objectives while being a driver for results building loyal customer relationships.

EXPERIENCE :

Apple Spain / California 6/2010 – 4/2016

Sales Manager

• Responsible for sales strategy for Apple products, both hardware and software solutions to enterprise customers through direct sales, channel partner, and retail channels.

• Create annual sales strategy roadmap with Apple HQ, marketing, finance and operations teams for country, with market growth in region reaching 160% of forecast since 2010.

• Provide accurate reporting pipeline and qualification of deals while coaching sales teams and working alongside sales managers and account managers to close deals through consultative selling.

• Manage sales P&L for region, hiring, training sales team while tracking sales on weekly, monthly and quarterly basis.

• Contribute to success as Spain is leading Europe in adoption and percentage of growth in market share for iOS and Mac product while growing sales team from 2 employees to 31 today.

• Accustomed to dealing with ambiguity alongside continued coordination engaging stakeholders in Europe and USA in a fast moving sales cycle and product refresh environment.

Vodafone Spain / United Kingdom 2007 –2010

Business Development Manager

• Responsible for drafting sales and marketing roadmaps to increase Vodafone corporate mobile solutions market share.

• Drove southern European and LATAM relationships with strategic accounts while providing value added global IT services alongside partners such as Google, IBM, Nortel, Nokia, Alcatel-Lucent, Cisco and carriers.

• Coordinated and tracked sales metrics, KPI ́s, for Vodafone distribution network while establishing their sales objectives, and benchmarking competition for sales KPI ́s.

• International business development experience with Vodafone major partners, leveraging trade marketing partner programs through direct sales strategy across multiple channels. Vodafone Spain 2004 – 2007

Regional Sales Manager

• Managed 16 account managers, surpassing forecast by 35% in the three years.

• Coached sales teams, both direct and indirect sales associates a long with leading Vodafone partners.

• Reported and segmented Vodafone client data base through ARPU and churn parameters, strong project management skills.

• Developed a Strong understanding of mobile customer needs through the mobile operator, retail and direct sales channel distribution model. OneNet Ibérica Spain 2001 - 2004

General Sales Manager

• Implemented sales strategy while identifying new ISP business and partner opportunities for accounts managed for Southern Europe and Latin America.

• Sold and managed corporate solutions in the Spanish telecommunications ISP market while developing pricing and strengthening partner relations with tier one carriers.

• Managed new account strategy that included accounts both in Spain and throughout the EMEA territory in a variety of sectors including banking, telecom, government, and media. Salomon Smith Barney Investment Bank California 1998 - 2000 Cisco IT Partner Global Account Manager

• Sold Cisco networking technology, and studied ways in which new projects could be implemented within the banking sector to improve the solutions architecture.

• Developed an IT partner relationship strategy that increased corporate product sales for Cisco in the account generating $20 million in sales over 2 years while managing and consolidating partnership.

• Managed and supervised several IT hardware projects from initial project offering to implementation and follow through in Europe and South America. E-Trade Financial California 1995 – 1998

Business Analyst

• Formed partner and alliance strategy with sales departments within Yahoo!, Amazon, American Online, and Microsoft.

• Launched and promoted E*Trades first targeted international expansion regions for global sales strategy comprised of Australia, Canada, UK, and New Zealand partnering with McKinsey and Accenture analysts.

EDUCATION :

ESADE Business School Barcelona, Spain 2006 - 2007 Masters in Sales Management and Marketing

Polytechnic Engineering University UPC Barcelona, Spain 2001 - 2002 Post Graduate Degree in Strategic and Operative Marketing University of California Berkeley Berkeley, California 1993 - 2000 B.A. Interdisciplinary studies degree in Business Economics LANGUAGES :

Spoken fluently: English, Spanish

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