- Responsible for sales of Optical Cables to utilities (OPGW, ADSS and SkyWrap) and other specialty cables including heavy duty FOC for railways and optical cores for HV submarine and umbilical cables.
- Team Leader for the EMEA Energy & Industrial Sales Team, responsible for sales of AFL’s product suite, mainly Aerial Cable Solutions, but also connectivity and services to Power Utilities, utility contractors as well as subsea HV and umbilical. Sales Team Revenue: c$55m.
Direct sales responsibility for the Western Europe: France, Spain, Portugal and Italy.
Relationships:
(a) Subordinates
- Energy & Industrial Sales Team:
- Regional Sales Director, France & Africa
- Regional Sales Director, DACH, NL & HU
- Regional Sales Manager, C&E Europe
- Account Manager C&E Europe
- Regional Sales Manager, Middle East
- Specialty Sales Manager
(b) Superiors
- BU GM AFL Swindon, UK
- BU GM AFL Mönchengladbach, Germany
(c) Others
- Commercial Managers for Swindon & MGB
- Product Managers in Swindon & MGB
- Customer Services teams in Swindon & MGB
- Sales Team for Service Provider Market from
- Fujikura Europe and AFL Hyperscale
- Customers, Agents and Internal employees.
Principle accountabilities:
Main activities ｜ Results achieved
- Daily management of Energy & Industrial Sales Team ｜Individual and Team Sales results and target objectives achieved. Personal relationships built with each team member.
- Customer Senior Management relationship management ｜ Provided AFL access to key customer C level to maximize AFL visibility and share of customer spend.
- Provide forecast information to Commercial Managers & BU GM’s ｜ Commercial Managers able to forecast accurately and maximise BU capacity and profitability.
- Key Contract order & negotiation support to EMEA Sales Team ｜ Supported successful closure of key contracts in EMEA region.

- Responsible for business development and sales of Optical Cables and Connectivity from Prysmian factories in Europe and Asia (Spain, France, UK, Romania, Turkey and China) to telco operators, utilities, contractors and distributors in Middle East (UAE, Saudi Arabia, Oman, Qatar, Kuwait, Bahrain, Iraq, Egypt, Lebanon and Jordan).

Main tasks:
- Prepare and follow up Management Plan and strategy for Telecom Products in Middle East.
- Report monthly to VP Sales based in HQ and CEO of MEAT.
- Represent Prysmian Group in Middle East for Optical Cables and Connectivity Business Units in fairs & exhibitions and local industry organizations.
- Collect and analyze market information.
- Present Prysmian and its product to end customers, provide best technical and commercial solution for each customer request.
- Manage the day-to-day relationship with main distributors and agents.
- Consolidate current customer accounts.
- Explore new opportunities; negotiate and close agreements.
- Coordinate with the factories the preparation of technical/commercial offers.
- Coordinate post order services support from the factories including deliveries, invoicing and quality issues.

- Responsible for the export sales of Optical Cables and Connectivity to South Africa and Middle East. Managing inter-company Connectivity sales from UK to other affiliates.

Main tasks for Export:
- Achieve the targets and objectives for the financial year.
- Increase Export optical fiber cables and connectivity sales and contribution margin within the delegated markets, including:
o Africa: South Africa, Angola, Botswana, Democratic Republic of Congo, Kenya, Malawi,
Mozambique, Namibia, Tanzania, Zambia and Zimbabwe.
o Middle East: UAE, Saudi Arabia, Bahrain, Qatar and Oman.
- Update regularly pricing structure and price lists to Export customers.
- Update customers with new product developments and solutions from across the group.
- Work with export customers to define and bring to R&D new products and solutions required by the market.
- Increase awareness within internal sales team of the impact of cultural differences in export sales.
Main tasks for Connectivity Inter-company sales:
- Expand the intercompany Connectivity business by strengthening relationships with affiliates.
- Define and maintain UK Connectivity inter-company pricing strategy.
- Provide technical sales support on UK Connectivity products to affiliates.
- Follow up UK Connectivity planning and production to improve inter-company service levels.
- Develop junior internal sales team members technically and commercially.

Leading a team of Export Area Managers selling OPGW cables and systems worldwide.
Main tasks:
- Prepare the annual management plan of fiber optic cables sales to electrical utilities.
- Report to headquarters BU management and country CEO sales on monthly basis.
- Coordinate actions with Sales Directors of other Prysmian affiliates worldwide.
- Lead a team of 4 Export Area Managers covering EMEA, CIS, APAC and NA, 2 Contract Manager and one pre-sales Engineer.
- Implement new CRM system (salesforce).
- Focus in enhance Prysmian OPGW foot print in the North European market.
- OPGW product management; including planning, forecasting and marketing tools.
- Renew OPGW value proposition in order to reposition Prysmian against low cost producers with similar technical proposals.
- Organize and attend industry events.
- Liaise with product development and technology departments in order to increase the product range of Prysmian fiber optic cables solutions for utilities.
- Create more synergies with high voltage installation department in order to increase revenue of OPGW installation services.
- Analyze and develop new business opportunities with external partners and subcontractors.
List of countries visited for developing Prysmian OPGW business:
- Europe: Spain, France, Germany, UK, Ireland, Belgium, Italy, Poland, Czech Republic, Slovakia, Hungary, Romania, Moldova, Bosnia, Croatia, Greece, Ukraine, Belarus, Latvia, Estonia,
Lithuania, Finland, Norway, Sweden.
- Africa: Morocco, Tunisia, Algeria, Egypt, Mali, Namibia, South Africa.
- Middle East: Saudi Arabia, UAE, Kuwait, Turkey.
- Asia: Kazakhstan, India, Nepal, Bangladesh, Korea, Myanmar, Vietnam, Malaysia.
- America: USA, Canada.
- Australia
Achievements:
- Increased market share in Northern Europe and Middle East.
- Increased number of agents/partners in Africa and APAC.
- Maintained and increased relationships and business with main EPCs worldwide.
- Increase connectivity and installation services sales.
- Renew the OPGW Export Area Managers team (3 out of 4). Train and coach young graduates joining the team.
Results:
- 2014 Sales OPGW vs. MP: 87%
- 2015 Sales OPGW vs. MP: 94%
- 1H 2016 Sales OPGW vs. MP: 95%
- 2014 Contribution Margin OPGW vs. MP: 86%
- 2015 Contribution Margin OPGW vs. MP: 103%
- 1H 2016 Contribution Margin OPGW vs. MP: 103%

- Export sales of energy and optical cables. Dealing with local agents, distributors, contractors and electrical utilities in Europe, North of Africa and Hindustan Area.
Main tasks:
 Prepare the annual budget of sales for the assigned regions.
 Business development in the assigned regions. Focus on high voltage and OPGW cables but also involved in other export projects requiring standard fibre optic cables, fire resistant low voltage cables, special cables for railways infrastructure, oil resistant cables for oil & gas applications etc.
 Lead all the sales process; including:
o Prospect and due diligence of new agents. Check, motivate and stimulate their performance.
o Hold meeting with Utilities and EPC (Engineering procurement and construction)
contractors in order to present Prysmian portfolio of solutions and gather general market
requirements to be discussed internally with R&D department.
o Gather specific projects requirements.
o Design technical and commercial proposals with help from Engineering department.
o Present our proposals and attend public tender opening sessions.
o Negotiation and deal closing with the help from Administration and Legal department.
o Monitor production with Supply Chain department and Factory.
o Attend and support Quality department during factory acceptance tests.
o Follow up delivery with Logistics department and payments with Finance department.
o Explore additional needs and ask for referrals.
 Develop Sustaining and long term relationship with key accounts in the regions. Examples:
o Germany: 50Hz, E.ON (Bayernwerk, Avacon, Thüringer Energie), RWE, TenneT, Siemens,
SAG, LTB Leitungsbau.
o France: RTE, EDF, Eiffage - Forclum, ENGIE Ineo, Bouygues Energie Services (ETDE),
GE Grid Solutions (Areva T&D - Alstom Grid).
o UK: Scottish and Southern Energy, ScottishPower, Northern Ireland Electricity Networks,
UK Power Networks, Western Power Distribution.
o Sweden: Svenska Kraftnät, E.ON Sweden, Eltel Networks TE AB.
o Morocco: ONEE, ONCF, OCP, Jacobs Engineering, Cegelec Maroc, Siemens Maroc, SPIE
Maroc, Inabensa Maroc, Maroc Telecom.
o Algeria: Sonelgaz, Sonatrach, Kahrif, Kahrakib, Cameg, Kou.G.C.
o Tunisia: Steg, Steg International, MMI (Gamesa Tunisie), Alstom Tunisie.
Achievements:
 First successes of Prysmian OPGW cables in several Central and North European countries:
Belgium (Elia), Slovakia (VSD & ZSE), Lithuania (Litgrid), Latvia (Latvenergo), Sweden (E.ON).
 Officially qualify Prysmian OPGW cables in several Utilities in Europe and North of Africa: France
(RTE), Germany (50Hz), Morocco (ONEE), Egypt (EETC), Lebanon (EDL), Israel (IEC).
 Develop new OPGW markets in Hindustan: Bangladesh (PGCB) and Nepal (NEA).
 Develop standard optical fibre cables business in Tunisia for Prysmian Spain (Tunisiana - Ooredoo).
 Award of 90kV underground cables for a Cobra project in Mauritania: Drinking water supply project for the city of Nouakchott.
 Award of HV underground cables received for a grid network project in Kenya.
 Award of cable supplies by Korean EPC contractors for building a refinery for Sonatrach Algeria.

- Selling fixed phone and data networks to key accounts in Barcelona region.
Main tasks:
 Responsible for managing several local Key Accounts for Orange Spain.
 Visit clients regularly in order to generate new revenues (farming).
 Prospect the market for new clients (hunting).
 Liaise with engineers in order to prepare technical offers.
 Analyze P&L for specific projects with Sales Director in order to decide about feasibility.
 Discuss commercial proposals with clients and deal closing.
 Coordinate with technical department the deployment of specific networks/equipment to clients.
 Take part in the cross-departmental “new products development task force”.
 Commercially - manage a project for deploying cutting edge telecommunications networks interconnecting key business sectors with high-tech resources and research centers:
http://www.anellaindustrial.cat/en
 Manage an external sales task force dedicated to sell Orange solutions to Automobile Dealers.

- Selling mobile voice and mobile data networks to mid-size companies in west Paris region (92).
Main tasks:
 Integrated in a team made of account managers, each responsible for a portfolio of mid-size companies in the geographical area of Hauts-de-Seine (92).
 Being a specialist in mobile voice and mobile data networks, support these account managers with the sales of mobile services.
 Develop horizontal synergies between equivalent teams of Orange Business Services (marketing of mobile services) and France Télécom (data networks, fixed voice networks and international business coordination).
 Renew contracts for clients with a fleet of between 100 and 1.000 users.
 Make new proposals to grow revenues in data mobile services (Blackberry and 3G cards).

- Account management in French electricity market and coordination of pan-European clients in France.
Main tasks:
 Manage key accounts for Endesa in France during the opening of electricity market to
competition (Opening started in 2000 with 30% of the market, 107 TWh, 1300 sites consuming more than 16 GWh/year and continued in 2003 up to 37% of the market, 123 TWh, 3200 sites with more than 7 GWh/year).
 Examples: Groupe SEB, Kraft Foods, Praxair, SCA, Altadis, BIC, Philips, Heineken.
 Design commercial offers with support from pricing department in Madrid and electricity trading office based in in London.
 Answer and coordinate with other Endesa affiliates pan-European quotations.
 Negotiate new supply contracts with the help of legal department in Madrid and close the deals.
 Follow up electricity supply contracts with demand & planning department in Madrid.
 Support Commercial Director in the development of new business proposal for supplying natural gas in France (sourcing, transport and marketing).