Michele Sparano Email and Phone Number

• Reporting to Vice President Sales for EMEA and AMER Regions and supporting the commercial team with preparing and presenting data for forecast, planning and funnel calls.• Analyse and Present data coming from Salesforce and Power BI and identify business opportunities to pursue. • Working with FP&A team in cost analysis, pricing strategies and forecasts.• Preparing annual sales incentive plans with sales targets and quotas.• Managing Pricing related topics and dealing with… Show more • Reporting to Vice President Sales for EMEA and AMER Regions and supporting the commercial team with preparing and presenting data for forecast, planning and funnel calls.• Analyse and Present data coming from Salesforce and Power BI and identify business opportunities to pursue. • Working with FP&A team in cost analysis, pricing strategies and forecasts.• Preparing annual sales incentive plans with sales targets and quotas.• Managing Pricing related topics and dealing with pricing related inquiries back to global subsidiaries and distributors Show less

• Reporting to Vice President EMEA and leading a team of seventeen salespeople across the EMEA region. • Driving segment consistency, efficiency and standardization across the EMEA region in order to manage customers’ portfolio: contract renewals, sales pipeline, sales inquiries, pre-approved contracts and Salesforce enhancements (SF analytics, SF dashboards and SF cases).• Grow existing business in EMEA and set up Digital Sales Strategy to win new prospects through an automated sales… Show more • Reporting to Vice President EMEA and leading a team of seventeen salespeople across the EMEA region. • Driving segment consistency, efficiency and standardization across the EMEA region in order to manage customers’ portfolio: contract renewals, sales pipeline, sales inquiries, pre-approved contracts and Salesforce enhancements (SF analytics, SF dashboards and SF cases).• Grow existing business in EMEA and set up Digital Sales Strategy to win new prospects through an automated sales cadence.• Drive the segment strategy and working cross-functionally (Sales Operations, Sales Enablement, Marketing, Finance, Legal, Human Resource) to accelerate operational implementation and growth.• Build executive presentations and present quarterly results to the Leadership Team including actions needed to achieve segment growth.• Develop and measure KPIs to ensure business goals and sales productivity are met using performance dashboard in Salesforce and SAP Business Objects. Show less

• Responsible for supporting strategy development for travel solutions in Europe (travel agency business) and drive the execution of the go-to-market strategies.• Schedule regular business reviews and communication cadence with country leaders (sales results, forecast and planning, sales pipeline, sales actions and recovery initiatives).• Analyse business results based on key performance metrics and present recommendations to the Sales Leadership Team.• Work with complex strategic… Show more • Responsible for supporting strategy development for travel solutions in Europe (travel agency business) and drive the execution of the go-to-market strategies.• Schedule regular business reviews and communication cadence with country leaders (sales results, forecast and planning, sales pipeline, sales actions and recovery initiatives).• Analyse business results based on key performance metrics and present recommendations to the Sales Leadership Team.• Work with complex strategic analysis projects and create business cases to determine impact and priority.• Implementation of productivity and process improvements in sales/operations and large commercial negotiations (Salesforce, SAP Business Objects, Qlik data analytics).• Define Sales Targets, Quotas and Incentive Plans with country leaders.• Negotiate and execute distribution agreements for virtual cards and deliver product training to Sales and Account Management team on virtual card value proposition and competitive landscape. Show less

• Manage a team of four people responsible for medium/small B2B business (travel agencies).• Develop and maintain relationships with existing customers and new customers.• Proactively prospect, qualify and grow customers’ portfolio.• Sales presentations and development of commercial proposals, contract drafting, negotiation and closing for large and top customers.• Work with support and delivery teams to ensure customer needs are met and strengthen renewal… Show more • Manage a team of four people responsible for medium/small B2B business (travel agencies).• Develop and maintain relationships with existing customers and new customers.• Proactively prospect, qualify and grow customers’ portfolio.• Sales presentations and development of commercial proposals, contract drafting, negotiation and closing for large and top customers.• Work with support and delivery teams to ensure customer needs are met and strengthen renewal opportunities.• Present products, services and deals to all levels of the organization both internal and external. Show less

• Manage sales pipeline and review sales activity in order to meet sales objectives with country directors in Europe.• Work with country directors in Europe to develop and implement sales strategy. • Part of the EMEA team to provide deals and proposals analysis and approval support.• Responsible for the planning and implementation of global projects to support sales and account management organization in EMEA.• Develop, track and analyze sales targets and performance against… Show more • Manage sales pipeline and review sales activity in order to meet sales objectives with country directors in Europe.• Work with country directors in Europe to develop and implement sales strategy. • Part of the EMEA team to provide deals and proposals analysis and approval support.• Responsible for the planning and implementation of global projects to support sales and account management organization in EMEA.• Develop, track and analyze sales targets and performance against Plan, Forecast and Prior Year(s) used by management team and directors to measure and track sales performance.• Administer sales territory targets and related sales incentive plans Show less

• Manage a team of six people including performance appraisal and objective setting.• Negotiate contracts and close agreements to maximize profits.• Maintain and develop relationships with existing and new customers.• Effectively cross-sell additional products and services to customers.• Perform pre-sale activities, analyse customers' enquiries to determine appropriate products and pricing schedules. • Structure ad hoc deals/proposals with legal and finance departments.

•Provide analysis of financial data for customers, account executives, sales, vendors with respect to contract, billing, collection and customer service.•Set up billing and liaise with customers where conflicts exist; research billing/contract enquiries, coordinate and provide timely feedback via telephone and written correspondence for dispute and product resolution. •Analyse credit data and customer financial statements, send reminders, set up payment plans for customers, prepare… Show more •Provide analysis of financial data for customers, account executives, sales, vendors with respect to contract, billing, collection and customer service.•Set up billing and liaise with customers where conflicts exist; research billing/contract enquiries, coordinate and provide timely feedback via telephone and written correspondence for dispute and product resolution. •Analyse credit data and customer financial statements, send reminders, set up payment plans for customers, prepare customer files for legal action.•Prepare weekly and monthly reports, provide assistance to sales managers regarding contractual and product issues. Show less

•Responsible for overall account service in: Italy, Greece, Spain and Portugal (EMEA Southern division).•Matching and coding invoices, issue vouchers, expense claims, raising cheques and transmitting electronic payments.•Preparing accruals and prepayments and reconciling supplier statements. •Liaising with banks and internal departments

•Buying & selling of foreign currency.•Processing cheque payments.