Mag. Adrian Dumitru

Customer Relationship Management for specified Deutsche Telekom National Operators Increased company revenue by more than 8% due to my sales activities: Understanding the customer requirements, translating 3rd party resource requirements into cloud computing resources and hardware resources for the bill of materials Coordinated Demand Management, Change Management, Legal and Contract Management, Customer Requests and Issues Management, Enterprise Risk Management and Billing Management

Consulted on eProcurement offerings and most suitable implementation. Coordinate team IBM to ensure digital implementation and one voice to the customer. Consulted on boarding process. Triggered and monitored boarding activities. Significantly contributed to the design of new effective and consistent processes supporting the expansion of the eProcurement team to Bratislava while addressing the needs of multiple stakeholders and consistently surpassing targets.

Took actions to increase usage and awareness of benchmarking tools. Improved the quality of the monthly reporting process. Prepared monthly reporting for the benchmarking team. Transformed digital format of process classification framework for use with business process software. Ensured the benchmarking documentation is loaded, visible and tracked in the company’s ECM solution. Performed benchmarking consultancy to internal customers, to use with external company clients.

Expanded the workstation exception request process from Pilot status to all the IMTs. Helped clarify and solve policy/process inconsistencies Ensured local compliance with Global strategy / Technology directions. Interlocked with Business responsible to define business/users’ needs and concerns as well as deployment cadence, asset management, service quality / cost balance.

Provided comprehensive direction and support to a 21-member CEE Subscription & Support (S&S) team in the sales of 1-year support service subscriptions for customers who failed to purchase regular software license renewals. Delivered 70% of the sales goal in the 1st quarter after starting in the position, followed by 102% of target in the 2nd quarter, representing total contract value in excess of 7.5M €. Discovered, documented and addressed a serious potential source of inaccurate revenue recognition

Contacted customers whose initial software support term was scheduled to expire to propose renewal, negotiate terms and pricing, present quotes and complete order placement, working directly with clients or through business partners. Surpassed over 90% sales targets throughout the period.

Sold a broad range of IT software solutions and hardware, including Juniper and Cisco networking equipment, as well as related services such as systems configuration and launch, security scans and data centre planning/delivery. Instrumental in accomplishing IBM’s first sale (consisting of core networking equipment) to a key regional telecommunications provider.

Handled sales of the entire company portfolio, including hardware, software, services and financial products in white space territory. Consulted with sales specialists in the various business units to develop complex solutions and pricing structures. Secured new clients, completed sales transactions, addressed client questions/concerns and ensured optimal customer satisfaction. Initiated contact and closed a major sale with one of the county’s leading media trusts.

Identified and contacted potential new customers, assessed requirements, determined appropriate solutions, presented proposals, negotiated contracts/pricing and acted as project manager to ensure successful delivery in accordance with agreed-upon terms. Maintained client relationships to provide customer service until transfer to long-term account (farming) teams. Furnished expert advice/assistance to the programming team in developing improvements to the internal CRM tool