Experienced sales manager dedicated to motivating and inspiring team members, leveraging extensive industry knowledge to expand into new markets and drive product promotion. Skilled in assessing individual and group performance to identify areas for improvement and establish ambitious objectives. Proven track record in cultivating profitable partnerships and a relentless work ethic make me an ideal candidate for sales management roles. Possess the drive and determination to revitalize sales operations, optimize procedures, and achieve maximum profitability and client acquisition. With a successful history of streamlining sales processes, a versatile leader who takes an analytical and diligent approach to building and guiding high-performing teams.
Hi, I’m
Horatiu Grigorescu
B2B Sales Manager
București
Summary
Overview
28
years of professional experience
11
years of post-secondary education
2
Languages
Work History
IKEA Romania SA
B2B Sales Manager
05.2019 - Current
Job overview
- Build and lead a team of 10 B2B Account Managers and 3 Interior Designers to raise brand awareness, hunt for new customers and protect existing key accounts customer base
- Redefine objectives and commissioning schemes
- Directly reporting to the SEE Regional Manager and Market Manager
- Develop and execute strategic plan to achieve sales targets and expand our customer base
- Accountable for sales currently at 120% achievement over budget
- Partner with customers to understand their business needs and objectives
- Develops and communicate country sales strategies
- Responsible for the Country Sales Business Plan
- Maintains a detailed understanding of the competitive environment, communicate, and deliver competitive sales strategies to the channel sales force
- Facilitates funnel review and submit accurate forecast with sales force and Market Manager
- Explores and develops accounts jointly with reseller sales through demand generation activities, sales program and grow the sales opportunities
- Handled customer relations issues, enabling quick resolution, and client satisfaction.
- Increased sales revenue by developing and implementing effective sales strategies.
Orange Romania SA
Regional PrePay Sales Manager
09.2012 - 05.2019
Job overview
- Build and lead a team of 25 Prepay Sales Representatives and 3 Area Sales Managers in order to contribute to the achievement of PrePay Sales Department
- Coordinate Orange PrePay sales distribution (visit a portfolio of POS'es - Point of Sales) through dedicated Partners, in region
- Achieves the PrePay sales objectives
- Follows and develops the PrePay sales activity in the allocated region
- Follows each allocated partner for merchandising, stock turnover policy, promotions
- Solves administrative matters related to PrePay distribution
- Participates in the elaboration of action plans, program analysis, correction measures to consolidate and increase sales process quality in Partners distribution network
- Active role in Partners' loyalty and in securing sales
- Participates to transversal projects
- Establishes dedicated promotional campaigns and participates in Orange PrePay Merchandising definition for the allocated region together with PrePay Sales manager
- Supervises the merchandise of the PrePay Distribution Network in the allocated region
- Participates in transversal projects related to the development of alternative recharging methods
- Identifies new potential PrePay distributors
- Provides PrePay sales reports
- Handled customer relations issues, enabling quick resolution, and client satisfaction.
- Increased sales revenue by developing and implementing effective sales strategies.
UPC Romania SA
Sales Manager Strategic Accounts
11.2010 - 09.2012
Job overview
- Build and lead a team of 4 Strategic Account Managers to protect key accounts customer base and take customers from the competition
- Redefine objectives and commissioning schemes
- Responsible for revenue streams generated by existing customers
- Achieve new revenue objective
- Implement KPI's for team members
- Recruit and select experienced people to fill in new headcount
- Win people's commitment on the individual objectives
- Regularly assess salespeople's performance in one-to-one sessions
- Create and follow up individual development plans
- Implement action plans for people with poor performance
- Offer support in difficult negotiations
- Monitor the budget line for my area of business and the selling expenses
- Build trust-based relationships at the executive level within customer organizations
- Manage key relationships with business community and act as company's ambassador
- Get involved in defining the strategy of the B2B commercial department
- Get involved in redefining target market and differentiators
- Monitor the market and competitors
- Handled customer relations issues, enabling quick resolution, and client satisfaction.
- Increased sales revenue by developing and implementing effective sales strategies.
UPC Romania SA
Strategic Accounts Manager
05.2009 - 11.2010
Job overview
- Manage and profitably grow the assigned regional customer date base, by providing the best fixed data & voice solutions for their specific business needs
- Acquire new strategic customers with complex communication fixed data& voice needs by creating and promoting tailored solutions
- Identify business opportunities by understanding customer business and communication needs
- Develop new prospects by identifying new business opportunities
- Must know all company's products and services, business management, financial proposals, key competitor products services and portfolio
- Must be able to develop a convincing case against the competition based on our products and services, pricing policy, services values and differentiators
- Develop the most appropriate solutions to fit to customers' requirements, within the best capabilities of the company, by effectively coordinating the internal resources
- Managing the relationships at all executives' levels, based on trust and common objectives
- Achieve customer satisfaction through high level account management proactively promoting new products and services and to new customers
- Win the customer's commitment
- Get involved in customer's specific business community and keep an update on industry knowledge and trends
- Sustain company brand on the market in all interaction with existing and potential customers
- Enhanced client relationships by consistently delivering strategic insights and tailored solutions.
- Monitored sales performance metrics to achieve strategic account objectives.
Telekom Romania SA
Large Account Manager
04.2007 - 05.2009
Job overview
- Manage a customer base of approximately 250 customers, with a total monthly invoice of more than 200.000€
- Delivers the ordered product and services to the customer as defined by the purchase contract
- Sale company products and services to existing customers by proactively or reactively promoting new services or products introductions
- Negotiate the contracts with the customers
- Expand the sale area and increasing sales
- Keep informed on market developments and competition
- Monitor activity through weekly reports and regular visits
- Increased client satisfaction by building strong relationships and addressing their needs promptly.
- Successfully resolved escalated issues, preventing potential loss of valuable clients while maintaining positive relationships with all parties involved.
SIAD Romania
Key Account Manager, New Technologies
04.2006 - 04.2007
Job overview
- Promoting and selling new technologies, managing existing key accounts customers, training the partners
- Sale company products and services to existing customers and distributors by proactively or reactively promoting new services or products introductions
- Delivers the ordered product and services to the customer as defined by the purchase contract
- Negotiate the contracts with the customers
- Enroll and lead the partners toward our consumer market vision and partner channel strategy by constantly promoting our business values and opportunities
- Build and manage effective business relationships with partners based on trust and common objectives, by ensuring professional and benefit-based communication process in a timely manner
- Ensure a better distribution by solving distributors and Key Accounts' requests
- Train the partners in order to increase the performance
- Expand the sale area and increasing sales
- Keep informed on market developments and competition
- Day to day contact regional managers to ensure sales plan are achieved
- Provides strategic and tactical directions to team; develops sales team performance
- Monitor activity through weekly reports and regular visits
- Conducted regular account reviews with clients to assess performance, identify areas for improvement, and strategize future growth opportunities.
- Analyzed sales and customer data to identify trends and opportunities for increased profitability.
Vodafone Romania SA
Sales, Customer Care And Warehouse Administrator
09.2004 - 04.2006
Job overview
- Presents, sells and up sells Vodafone services and related products to potential and existing customers in order to achieve Corporate Store s sales target and ensure an accurate registration of all client s information in the database
- Provides information in a courteous and efficient manner to potential and existing individual and corporate customers regarding product and service features, pricing, delivery, contractual conditions, warranty coverage and service support
- Maintains the company s standards and image by delivering quality services and professional behavior to all customers
- Prepares daily reports in terms of sales and activation contracts
- Manages the customers flows when acting as Customer Care Representative only
- Back up manager
- Oversaw annual physical inventory counts, reconciling discrepancies quickly to maintain up-to-date stock information for all products.
- Conducted regular audits of warehouse inventory to maintain accuracy and prevent discrepancies in stock levels.
Vodafone Romania SA
Admin Clerk
05.2003 - 09.2004
Job overview
- Carry out admin clerk tasks
- Register and monitor the invoices/PA of the department
- Fill in different types of forms (orders, replacements, VIP forms) and obtain all the necessary approvals
- Contact providers to facilitate internal needs
- Ensure a proper interaction with other departments in administrative related issues
- Keep accurate stock of department equipment / inventory
- Circulates outgoing and incoming documents
- Resolve all requests/problems that arise
- Import bank payments
- Resolve some technical problems
- Entered data into system and updated customer contacts with information to keep records current.
- Communicated with customers via phone and email to confirm deliveries and respond to inquiries.
SC TRAISA GRUP SRL
Area Sales Manager
10.1996 - 09.2004
Job overview
- Build and lead a team of 15 people in order to take customers from the competition and to find new ones
- Day to day contact regional managers to ensure sales plan are achieved
- Provides strategic and tactical directions to team; develops sales team performance
- Monitor activity through daily reports and regular visits
- Keep informed on market developments and competition
- Provides periodical concise reports to superiors
- Managed a successful sales team, consistently achieving and exceeding monthly sales targets.
- Expanded market share through effective prospecting, lead generation, and negotiation skills.
Customer Service Representative, Activation Officer & Collection Officer
06.1998 - 05.2003
Job overview
- Resolves customer questions, complaints and requests
- Perform the necessary actions to collect the money from customers
- Contact customers & offer information related to invoices that he/she should pay
- Restrict the customer's access to the network
- Disconnect customers that refuse to pay
- Educate customers to pay invoices
- Answer to any questions regarding the invoice and the payment procedure
- Verify the address for customers and perform changes if needed
- Provide information to potential or existing consumers about products and services features, pricing, contract terms and conditions, warranty, coverage, and service support
- Contribute to professional development of their new colleagues, by sharing with them information
- Contribute to the 'Connex Land' program
- Sorting and activating contracts
Education
University"POLITECHNICA" of Bucharest
M.D. from Industrial Chemistry
04.1994 - 01.2001
University Overview
"Mihai Viteazul"
High School
01.1990 - 01.1994
University Overview
Skills
Sales planning
Training
Training
- Lead the change. Be the change, Equatorial, 07/01/15, 12/31/15
- Modeling Behavior, Trend Consult, 01/01/12, 01/31/12
- Maximizing employees potential, Qalta, 06/01/11, 06/30/11
- Consultative Sales Training, 05/01/07, 05/31/07
- Negotiation, Sales Techniques, SIAD Italy, 03/01/06, 03/31/06
- Selling New Technologies, SIAD Italy, 10/01/05, 10/31/05
- Presentation Skills Program, TMI Training & Consulting, 09/01/04, 09/30/04
- Winning Together, Advanced Sales Techniques, TMI Training & Consulting, 05/01/04, 05/31/04
- Be a Double Bagger, Achieve Global Romania, 09/01/03, 09/30/03
- Microsoft Office Package, Pro Management, 06/01/03, 06/30/03
- Managing Collection Experience, Achieve Global Romania, 06/01/02, 06/30/02
- Achieving Extraordinary Customer Relations, Achieve Global Romania, 02/01/02, 02/28/02
- C.R.E.D, Achieve Global Romania, 01/01/02, 01/31/02
Personal Information
Personal Information
Driving License: B, since 1996Availability
See my work availability
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Languages
Romanian
Bilingual or Proficient (C2)
English
Advanced (C1)
Timeline
B2B Sales Manager
IKEA Romania SA
05.2019 - Current
Regional PrePay Sales Manager
Orange Romania SA
09.2012 - 05.2019
Sales Manager Strategic Accounts
UPC Romania SA
11.2010 - 09.2012
Strategic Accounts Manager
UPC Romania SA
05.2009 - 11.2010
Large Account Manager
Telekom Romania SA
04.2007 - 05.2009
Key Account Manager, New Technologies
SIAD Romania
04.2006 - 04.2007
Sales, Customer Care And Warehouse Administrator
Vodafone Romania SA
09.2004 - 04.2006
Admin Clerk
Vodafone Romania SA
05.2003 - 09.2004
Customer Service Representative, Activation Officer & Collection Officer
06.1998 - 05.2003
Area Sales Manager
SC TRAISA GRUP SRL
10.1996 - 09.2004
University"POLITECHNICA" of Bucharest
M.D. from Industrial Chemistry
04.1994 - 01.2001
"Mihai Viteazul"
High School
01.1990 - 01.1994
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