Fernando Medina

Responsible for sales objective achievement (25 MM €) by leading a 40 people team and offering a range of diverse off-line, internet advertising products (Search & Display) , and direct marketing solutions to both private major accounts and public administration clients. I was also in charge of reintroducing Yell services to media agencies.

Due to a successful result implementing the multinational initiative in Spain, I got a promotion to become Sales Manager. Reporting to the Sales Director, my role was to manage a senior account executives team in order to penetrate target multinational accounts (MNCs) in Spain by offering a fully integrated portfolio of Telco services (Fixed/Mobile, Voice/Data), leveraging Orange customer base worldwide.

Matrix support to the Key Accounts sales department in order to pursue opportunities in multinational companies. Promotion and introduction of Orange Spain capabilities to successfully deploy Telco projects for large multinational accounts in Spain. Build/establish links (agreements/contracts) with other business units within Orange Group. I was also the local responsible for Orange MNC (international entity focused in selling mobile services to multinational accounts).

Responsible for achieving team sales objective. Planning, follow up, support and reporting of Account Managers sales activities on the Commerce & Services Market. Support, preparation and evaluation of tenders and bids.

Responsible for selling telecom portfolio composed by fixed services (voice & Data). Due to the successful result I had in hunting key accounts (i.e.: UPS, HERTZ, AC NIELSEN, etc) I got an additional responsibility to coach Junior Account Managers. I was also assigned to do a first approach to France Telecom´s international accounts in Spain. Finally, during 4th Q 2002 I was assigned to manage the Northern Region Office, based in Bilbao, leading a 5 people team.

International sales responsibility over countries such as Colombia, Venezuela, Ecuador, Peru, Panama and Trinidad, leading a 3 people team. Introduction and business development of a new system (field instrumentation, controllers, HMI/SCADA software) for industrial market (mainly Oil & Gas, pharmaceutical, Food & Beverage), thru both direct sales and indirect sales force (integrators/VARs.). I was also in charge of presenting the new platform in trade shows, specialzed fairs and events.

Along with the General Manager, we were responsible for starting up the Honeywell subsidiary in Colombia. As Key Account Manager, my main task was to get control of top customers, formerly managed by local distributor. Other key assignment I had was to properly position Honeywell in the market: Unlike worldwide leading position in industrial automation, in Colombia the position was very weak, with a strong presence and large installed base of a direct competitor (Foxboro).