Santiago Rocca

Role: COO (Chief Operating Officer) | Partner Business project selected by the IE Business School Incubator (Area 31)

- Led EMEA projects (Europe, Middle-East, and Africa) from design to implementation. Areas of responsibility: Sales operational excellence, customer satisfaction, operational cost reduction, sales efficiency, continuous improvement, transactional activities off-shoring. - Provided business processes consultancy to EMEA Sales Operations Directors/Managers. Providing steering to EMEA Project Managers. Areas of responsibility: e-Commerce (B2B), performance management.

- Managed the Volume Direct Sales Operations team, being in charge of the “Quote to Order” process for 3 business units within Spain and Portugal. - Managed a team of 27 people (3 team leaders & 13 individual contributors in Spain + 1 Manager & 10 people in dotted line in India) of different roles (service project managers, process improvement process managers, customer care & sales support agents, e-Commerce administrators & back-office agents) in 4 cities (Madrid, Barcelona, Lisbon, Bangalore).

- Led a team of 18 people, within Spain and Portugal, different roles.| Operational excellence metrics.

- Performed sales project management to drive direct sales projects within their different phases (definition, proposal, implementation, closing) for 25 corporate customers, while reducing operating costs (for HP as well as for customers). | Performed external and internal consulting activities related to purchasing processes and HP e-Commerce solution.

- Led the implementation project of online sales channel (B2B ecommerce) in HP Spain and Portugal for Iberian corporate customers.

Participated in the european project in order to implement a new organization to sell directly to consumers through a the Business-To-Consumer ecommerce portal (HP Store). tre el equipo Preventa, Partners financieros y logísticos y Soporte técnico.

Managed the relationship with seven Corporate Customers. | Performed successful face-to-face consultative selling of IT business solutions (hardware, software, maintenance services, complex services, retail industry business solutions) for customers belonging to the distribution sector (local and global customers: Wal*Mart, McDonalds, Auchan, other local important supermarket chains). | Metrics: Revenue (annual quota responsibility: 8M$), Gross Profit Margin; Customer Satisfaction.

"Sales & Marketing"

Lean Sig-Sixma - Fundamentals

Training on change management for EMEA Operations Directors

Training for Managers / Team Leaders

Training for Managers / Team Leaders

Training for HP New Managers

Training on coaching skills for Managers.

Cursado en ESI International, Londres, UK

Cursos: Project Management Fundamentals; Negotiation Skills for Project Managers; Project Management, Leadership and Communication; Program Management

Participo en un programa de mentoring en People Management (Mentor: Director de la empresa)

Curso para desarrollar y mejorar las habilidades de coaching para liderar equipos, procesos y resultados de negocio.

Curso sobre conceptos fundamentales del project management. Fases de un proyecto, definición, planificación, administración, cierre.

Cursos para desarrollar la venta consultiva de soluciones de negocio para los clientes.

Cursos intensivos de cuatro semanas de inglés general y de negocios (Londres, Inglaterra)

Certificados expedidos por la Universidad de Cambrigde - English for Speakers of Other Languages): - 1998: Ceritificate in Advanced English (C.A.E) - 1996: First Certificate in English (F.C.E.) (Centro de enseñanza en Buenos Aires: Links English School)

Mención especial al trabajo - "Rol social de las grandes empresas"

Mención de Honor - Año 93 / Mención de Honor - Año 91