Michel Skaf Email & Phone Number

Canada

Canada

Achievements Top 5% National Business Manager (circle of excellence) from 2005 to 2018 Self-starter: built all the accounts that I managed (was given no accounts in the beginning) Fulfilled monthly, quarterly and yearly sales quotas and achieved targets by 125 to 158% Closed business deals that were approached before by other managers or pending but never acquired Trained and forged ten new sales representatives into strong account managers

Gta

•Managing & establishing Public Sector accounts such as government, municipalities, healthcare, education verticals, as well as medium and large business accounts across Canada, while fulfilling their prospective needs with niche products and services•Developing new business opportunities and competitive strategies to improve the monthly performance and to assess and plan for the sales pipeline forecast•Frequently negotiating deals with clients such as chief decision makers, such as managers, directors and vice presidents•Creating proposals, price-plan-analysis and presentations for clients to meet their wireless needs and decrease their wireless expenses•Partially Responsible with the PMO in the execution methodology of the project scope and deliverable definition in compliance with the governing contract documents, quality requirements for my customers' projects and any additional customer requirements•Providing technical and/or analytical information to Customer leadership•Organizing cross functional activities with the PMO ensuring that the projects and programs are completed on schedule and within budget constraints for all the project stakeholders•Adopting a customer-centric approach to drive profit, gain competitive advantage and to brand and position myself in the mind of my customers as a service and solution provider as opposed to a product seller•Conducting monthly reviews summarizing developments, prices, retention & lost accounts, and reporting to directors •Increased the sales volume in excess of $11.5 M and built strong communication and relationship with existing and potential customers to bolster my sales process, and initiated B2B sales calls•Trained more than 25 new sales representatives about the company’s new products & services, and pitched sales tools for the trained representatives•Discussing the company’s marketing positioning with the sales representatives in training to incorporate it in their sales approach

•Organized and taught salesmanship and technical training for all salespeople•Constructed “Sales matrix” & goals with the collaboration of the VP sales•Redeveloped Sales function: transitioned the sales force from a retention focus to new business acquisition through the evolution of a new sales compensation system•Defined and implemented sales strategies and plans to outperform quota and deliver net profit•Provided mentoring and motivation to the sales team, and attended B2B sales visits with them to help closing deals•Established new vendor relationships with major hardware distributors• Analyzed the competitors’ pricing and prepared price listsAchievements Constructed “sales matrix” & goals with the collaboration of the VP Sales Redeveloped sales function: transitioned the sales force from a retention focus to new business acquisition through the evolution of a dynamic compensation system Succeeded to outperform quota by 38% and delivered higher revenues and net profit

•Started as an Account Manager and was promoted later to Sales Manager•Initiated public relation & outside corporate B2B sales visits•Was responsible for the Hardware product line growth and development as well as the Microsoft OEM Licenses•Assigned strategies to the sales team (group of eight people)•Helped the sales team negotiating pending deals•Measured the performance of the sales team•Analyzed the achievements of the sales team and set new sales strategies and goals•Studied the market changing trends with the marketing manager•Monitored the competitors’ achievements and promotions

Mba, Management, Marketing & Entrepreneurship, A

Bs, Computer Science