Sales & Marketing Manager
Auto Sports S.A.
Keywords
Skills
CRM, Information Management, Database Management and Processing (RFM Segmentation, Loyalty Clusters), Database, GIS, Data Warehouse, Clustering, Analytics, Telecommunication, CRM softwares, Microsoft Office, Project, SQL, Oracle Designer
Project history
06/2008
-
11/2017
Leading a team of seven sales, marketing and advertising professionals. Reporting to the CEO
of the motor racing economic unit in Grupo Clarin. One of the most important Argentina's
economic groups. Focused in the organization and commerce of SuperTC2000 and
Carburando, an argentine motor racing category and content provider.
Accomplishments:
* 2017 sales goal accomplished: AR$45 Mill
* Sales goals were achieved within all the period: 2008-2017
* Successful renegotiation of no less than 90% of the year-on-year portfolio
* Developed the first Sales team in the Company's history
* Positioned the Company as a Corporate Service Provider, focused on large companies, not
related with the automotive industry.
* Developed the first sales information management processs for the Company. Including
Database management, CRM concepts and sales process statistics.
* Closed the first contract with an advertisement agency
* Optimized activation tasks. Including sold services activation and post-sale in every event.
* Industry recognition for the organizational and production quality of sales activations within
the speedway.
of the motor racing economic unit in Grupo Clarin. One of the most important Argentina's
economic groups. Focused in the organization and commerce of SuperTC2000 and
Carburando, an argentine motor racing category and content provider.
Accomplishments:
* 2017 sales goal accomplished: AR$45 Mill
* Sales goals were achieved within all the period: 2008-2017
* Successful renegotiation of no less than 90% of the year-on-year portfolio
* Developed the first Sales team in the Company's history
* Positioned the Company as a Corporate Service Provider, focused on large companies, not
related with the automotive industry.
* Developed the first sales information management processs for the Company. Including
Database management, CRM concepts and sales process statistics.
* Closed the first contract with an advertisement agency
* Optimized activation tasks. Including sold services activation and post-sale in every event.
* Industry recognition for the organizational and production quality of sales activations within
the speedway.
11/2005
-
06/2008
Marketing Intelligence Analyst
Telefónica Data S.A.
Responsible for the building of the Industry Competitive Map, within the Strategic Marketing
area. Searching, managing, analysing and reporting all the information regarding Competitors,
Market Tendencies, tracking the Company´s performance by vertical segments. Supervising the
relationship with external consultants, industrial chambers, official statistics organizations. Being
the main source of information for the Regional Strategic Planning group.
Accomplishments:
* Leaded the marketing and sales projections in Impsat's due dilligence process, with an 95%
of success for the 2006 final results estimation
* Developed the Bank Hinglights monthly report, with detailed Industry information about
market and business opportunities
* Became the main source of information, for Argentina and the region, about the several
acquisitions produced within the Industry (Impsat, Ertach, etc.)
* Leaded new business opportunities analysis for the Financial Industry, brought by new
players of transactional processing for payment cards
area. Searching, managing, analysing and reporting all the information regarding Competitors,
Market Tendencies, tracking the Company´s performance by vertical segments. Supervising the
relationship with external consultants, industrial chambers, official statistics organizations. Being
the main source of information for the Regional Strategic Planning group.
Accomplishments:
* Leaded the marketing and sales projections in Impsat's due dilligence process, with an 95%
of success for the 2006 final results estimation
* Developed the Bank Hinglights monthly report, with detailed Industry information about
market and business opportunities
* Became the main source of information, for Argentina and the region, about the several
acquisitions produced within the Industry (Impsat, Ertach, etc.)
* Leaded new business opportunities analysis for the Financial Industry, brought by new
players of transactional processing for payment cards
06/2004
-
11/2005
Director
Estudio Maggi de Marketing Analítico
Independent marketing consultant, running the own company and having built up a strong
relationship with clients. Developing analytical marketing services, such as: Competitive
Intelligence, Business Intelligence, Database Marketing, CRM tools set up and Information
Analysis.
relationship with clients. Developing analytical marketing services, such as: Competitive
Intelligence, Business Intelligence, Database Marketing, CRM tools set up and Information
Analysis.
09/2000
-
06/2004
Marketing Intelligence Manager
Telmex Argentina S.A. / AT&T Latin America
Managed the Business and Competitive Intelligence area within Marketing. Responsible for all
information regarding market share, market analysis and competitive tracking. Focus Group
support and coordination. Market segment research and leads management, in support of
Marketing, Product Managers, Sales initiatives, Customer Care operation and the Senior
Management. Strategic Plan contributions. Submitting monthly Market Information Reports to
regional headquarters. Implementing direct marketing campaigns for business and individuals
markets. Actively participated in a number of strategic initiatives within AT&T Latin America.
Accomplishments:
* Hired and supervised six direct reports, since Start-Up
* Coordinated and implemented primary research with aid of local and international
consultants (Pyramid, IDC, Nielsen, Convergencia)
* Selected and supervised the implementation of a $25.000 GIS Project for strategic
planning, marketing and network deployment decision taking
* Travelled within five Latin America countries as regional marketing User Leader for GIS
and Data Warehouse projects design
* Developed a Loyalty Program for individuals, with 80% of customer retention for the Long
Distance service. Almost an 18% of company's incomes
* Coordinated demographic and psychographic research for the individuals market with aid
of outside consultants
* Increased in almost 70% business customer retention, through the daily Cross-Selling
Opportunities Seeker Report, with recommendations for sales executives. Almost 28% of
company's incomes
* Increased sales effectiveness to a 25%, by redesigning the segmentation approach in the
business market
* Increased the daily average ARPU (consumption) through suggestive leads clustering
techniques
* Successfully supervised the implementation of INFO, the Marketing Information System.
Then replicated in other offices of the region (USA, Colombia, Peru, Brazil and Chile)
information regarding market share, market analysis and competitive tracking. Focus Group
support and coordination. Market segment research and leads management, in support of
Marketing, Product Managers, Sales initiatives, Customer Care operation and the Senior
Management. Strategic Plan contributions. Submitting monthly Market Information Reports to
regional headquarters. Implementing direct marketing campaigns for business and individuals
markets. Actively participated in a number of strategic initiatives within AT&T Latin America.
Accomplishments:
* Hired and supervised six direct reports, since Start-Up
* Coordinated and implemented primary research with aid of local and international
consultants (Pyramid, IDC, Nielsen, Convergencia)
* Selected and supervised the implementation of a $25.000 GIS Project for strategic
planning, marketing and network deployment decision taking
* Travelled within five Latin America countries as regional marketing User Leader for GIS
and Data Warehouse projects design
* Developed a Loyalty Program for individuals, with 80% of customer retention for the Long
Distance service. Almost an 18% of company's incomes
* Coordinated demographic and psychographic research for the individuals market with aid
of outside consultants
* Increased in almost 70% business customer retention, through the daily Cross-Selling
Opportunities Seeker Report, with recommendations for sales executives. Almost 28% of
company's incomes
* Increased sales effectiveness to a 25%, by redesigning the segmentation approach in the
business market
* Increased the daily average ARPU (consumption) through suggestive leads clustering
techniques
* Successfully supervised the implementation of INFO, the Marketing Information System.
Then replicated in other offices of the region (USA, Colombia, Peru, Brazil and Chile)
01/1999
-
12/2000
CRM Project Manager
IMIPIRIC / WUNDERMAN CATO JOHNSON (Young & Rubicam Group)
Responsible for project managing the implementation, integration and development of
Wunderman CRM services . Leading a cross-functional team that attended the major loyalty
programs accounts, from different industries (retail, oil, telecommunications, newspaper).
Accomplishments:
* Named regional CRM Practice Leader, coordinated every active CRM project
* Managed the Ford Motor Company Argentina account. Implementing a Loyalty Program,
"Ford Mira", consisted of establishing a long-term relation with the Customer, till the next
repurchase. Annual sales of $3 M
* Designed the marketing module of the Repsol YPF loyalty program, Serviclub. Including
promos, marketing campaigns, instant prizes in POS
* Developed the Loyalty Framework at Telefónica de Argentina, a telecommunications
industry leader. Generating customer retention for almost monthly $500K
* Saved $150.000 for a project delay penalty, by reorganizing the project team and
methodology, meeting time-sensitive deadlines and expected deliverables. For a Loyalty
project in Unifon (now Movistar, leader in mobile telephony)
Wunderman CRM services . Leading a cross-functional team that attended the major loyalty
programs accounts, from different industries (retail, oil, telecommunications, newspaper).
Accomplishments:
* Named regional CRM Practice Leader, coordinated every active CRM project
* Managed the Ford Motor Company Argentina account. Implementing a Loyalty Program,
"Ford Mira", consisted of establishing a long-term relation with the Customer, till the next
repurchase. Annual sales of $3 M
* Designed the marketing module of the Repsol YPF loyalty program, Serviclub. Including
promos, marketing campaigns, instant prizes in POS
* Developed the Loyalty Framework at Telefónica de Argentina, a telecommunications
industry leader. Generating customer retention for almost monthly $500K
* Saved $150.000 for a project delay penalty, by reorganizing the project team and
methodology, meeting time-sensitive deadlines and expected deliverables. For a Loyalty
project in Unifon (now Movistar, leader in mobile telephony)
01/1992
-
01/1999
Quantitative Analysis Supervisor
TELEFONICA
Coordinated the development and maintaining of information resources in order to enhance the
analytics and reporting provided to the key decision-makers throughout the company.
Approaching the mission from the User's perspective and delivering its product through close
cooperation with Information Technology.
Accomplishments:
* Supervised five direct reports
* Selected as Argentina's representative in Brazil's Telecommunication System privatization
(Telebras). Taking part in a multinational team, performing consumption analysis and
forecasts. 1998, Brasilia (Brazil)
* Assisted in the advertisements implementation , merchandising policies and programs
* Supervised the implementation of DSS and GIS projects, installing Business Objects and
MapInfo, with the development of diary process of information update
* Developed and maintained a tracking and reporting database system. Giving information
for the development of Long Distance discount offers
* Succeeded in substantially reducing access time to consumption information, that
supported the first focused marketing programs
* Developed strong relationship with other areas for information interchange
analytics and reporting provided to the key decision-makers throughout the company.
Approaching the mission from the User's perspective and delivering its product through close
cooperation with Information Technology.
Accomplishments:
* Supervised five direct reports
* Selected as Argentina's representative in Brazil's Telecommunication System privatization
(Telebras). Taking part in a multinational team, performing consumption analysis and
forecasts. 1998, Brasilia (Brazil)
* Assisted in the advertisements implementation , merchandising policies and programs
* Supervised the implementation of DSS and GIS projects, installing Business Objects and
MapInfo, with the development of diary process of information update
* Developed and maintained a tracking and reporting database system. Giving information
for the development of Long Distance discount offers
* Succeeded in substantially reducing access time to consumption information, that
supported the first focused marketing programs
* Developed strong relationship with other areas for information interchange
Local Availability
Only available in these countries:
Argentina
