Ignacio PELAEZ
Vancouver
Summary
Experienced B2B and B2C sales professional focused on building relationships and achieving sales targets. Holds a Bachelor's degree in Commercial Engineering with a specialization in Business Administration from the University of Santiago in Chile, along with additional certifications in Business and Sales from BCIT and Douglas College in Canada. Demonstrated success as a Sales Manager, Sales Representative, and Account Manager over a sixteen-year career. Skilled in leading sales teams, managing key relationships, and driving revenue growth. Proficient in all aspects of the sales process, from prospecting to closing deals and ongoing account management. Adept at identifying sales opportunities and delivering customized solutions through technical presentations. Seeking a position in B2B Area to utilize expertise in driving business growth and fostering strong client partnerships.
Knowledgeable sales person with a proven background in commercial sales engineering. Adept at identifying and capitalizing on sales opportunities while fostering strong client relationships. Demonstrated expertise in technical presentations and customized solutions to meet client needs.
Professional in commercial sales with strong technical acumen and problem-solving skills. Proven ability to drive results and contribute to team success through effective collaboration and adaptability. Expertise in customer relationship management, technical product knowledge, and strategic sales planning. Valued for reliability, flexibility, and results-driven approach.
Overview
22
22
years of professional experience
Work History
Commercial Sales Engineer
STORIES BY SWISSBO RETAIL
02.2022 - Current
- Develop business opportunities by connecting with the business community on a B2B basis in addition to building the Stories B2C customer base
- Responsible for creating and building a customer base that contributes to the profitability and long-term future of the business
- Along with management, leads multi-year annual, quarterly and monthly planning for the business so new goals in annual sales, gross margin and market share can be set
- Create and deliver powerful presentations and demos that communicate the uniqueness of the value proposition as well as attend industry tradeshows to network and showcase business products
- Analyze issues such as consumer demand and sales to help us maximize profits
- Forecast production and consumption of specific products based on records of consumption and general economic and industry-specific conditions
- Conduct research and develop models to forecast our business economic behaviour and patterns for management to develop a growth strategy and product targeting
- Partner with management to plan, prepare and execute strategic deals in complex sales cycles
Corporate Sales (B2B) and Complementary Channels Manager
RIPLEY RETAIL
04.2014 - 04.2019
- Responsible for leading 3 teams: Corporate Sales, After-Sales Service, and Invoicing (21 people)
- Responsible for generating new business with companies interested in making massive sales of products and gift cards
- (B2B)
- Negotiating with clients and supporting the sales force in every commercial process
- Planning and controlling sales strategies, customer retention and promotional campaigns
- Negotiating with internal suppliers to offer our final customers the best possible business proposal
- Developing new products and technologies according to clients’ needs
- Defining KPIs to determine the achievement of the team’s goals
- Defining new processes to improve operational flows of the area
- Responsible for the administration of supplier’s contracts, intermediaries and key accounts
- Creating reports of the periodic advances
- High effectiveness in business closing and keeping key accounts
- Responsible for the 64% growth of sales in the area between 2015 and 2017
Corporate Sales Manager
CMetrix Partner GOLD MICROSOFT
10.2012 - 03.2014
- Responsible for leading a pre-sales team (11 people), in charge of the research and evaluation of clients in an early stage
- Responsible for the sale of projects and platform implementations, such as CRM Dynamics, ERP AX Dynamics, SharePoint and Business Intelligence from Microsoft in Latin America
- Responsible for making events and performing massive presentations, to present the company and its solutions, focusing on specific industries
- Responsible for managing the complete commercial relationship, in which I lead the requirements gathering with the client, incorporating the consultant’s team in the process, aiming to make a final presentation in which the client can visualize its problem already solved by our proposed solution
- Making technical and commercial proposals considering the characteristics of the solution and scope defined along with the client
- Responsible for closing the business and for achieving the goals of the commercial area
- Responsible for implementing the solutions, making regular meetings with clients and internal team, where advances, activities and milestones of the process are reviewed
- Maintaining a long-term relationship with clients, keeping the satisfaction and trust levels at the highest point
Commercial Manager for ADD SALES SOFTWARE
CHILEAN CONSTRUCTION ASSOSIATION
01.2010 - 10.2012
- Responsible for creating and leading a new commercial area inside the company, with a team formed by 17 people
- Responsible for defining a new product (ADD SALES) oriented to housing companies
- This new product is a sales-management platform that allows controlling the complete commercial process for the sale of properties
- Responsible for the sale of the product and achieving the goals defined for the commercial area
- In charge of performing regular meetings with the client to better understand the problem to be solved
- In charge of making the final presentation of the solution to the client, along with the presentation of the Technical and Commercial Proposal
- Responsible for closing new business and keeping the commercial relationship with the outstanding client list, keeping the satisfaction and trust levels at the highest point
- After 18 months, the ADD SALES platform positions itself as the most used platform in the housing industry
Senior Product Manager
TRANSUNION
07.2006 - 01.2010
- Responsible for the definition, creation and commercialization of new products oriented to retail market
- These products are focused on evaluating the commercial risk of clients
- Responsible for defining the commercial strategy for each product
- Responsible for achieving the goals related to Budget per business unit
- Responsible for forming and leading the sales force (14 people), by supporting their business management
- In charge of directly managing the commercial relationship with the most important clients, making presentations, closing new business, and cross-selling with other product units
- In charge of defining budgets and goals per business unit
Key Account Manager Corporations VIP
MOVISTAR
05.2003 - 07.2006
- In charge of serving the corporate accounts of the company, looking to keep the satisfaction level at a 100%
- In charge of delivering the client with the best response time and solution to their problem
- Coordinating massive changes of team and phone-related technology for each corporate client, at the corresponding time
- In charge of detecting business opportunities
- In charge of incorporating new companies to the current portfolio, generating the closing of business
- Responsible for maintaining the following indicators at their best: Client Satisfaction; Invoicing (no delays); Inclusion of new lines; Introduction of new products; Loss of lines (avoiding the loss of telephone lines); Proactivity of the KAM executive
Education
Post Degree Diploma - Sales
Douglas College
Canada12.2021
Post Degree Diploma - Business Fundamentals
British Columbia Institute of Technology
Canada12.2019
Bachelor Commercial Engineer - Business Administration
University of Santiago
Chile12.2001
Skills
- Sales presentations
- Solution selling
- CRM software proficiency
- Customer support
- Sales proposals
- Formal presentation skills
- Pipeline management
- Field consulting
- MS outlook proficiency
- Cold calling
- Sales closing
- CRM software
- Persuasive
- Teamwork
- Communication skills
- Professionalism
- Problem-solving aptitude
Languages
English
Native or Bilingual
Spanish
Native or Bilingual
Portuguese
Professional Working
Training
- Strategic Leadership, Cámara de Comercio de Santiago
- Advanced Negotiation Techniques, Cámara de Comercio de Santiago
- Course: Excel, expert level, Cámara Chilena de la Construcción
- Course: Power Point, expert level, Cámara Chilena de la Construcción
- Course: Introduction to Norm ISO 9001:2000, Cámara de Comercio de Santiago
- Course: CRM Dynamics, advanced user, Microsoft
- Course: SharePoint, advanced user, Microsoft
- Course: Business Intelligence, advanced user, TABLEU
- Course: “Solutions Selling”, Microsoft
- Course: “Sure Step”, Microsoft
- Digital Marketing, Universidad Adolfo Ibáñez
- Sales Strategies, Universidad Católica de Chile
- Client Loyalty, Universidad Católica de Chile
Software
- MS Office, advanced level
- CRM Dynamics Microsoft, advanced level
- ERP Dynamics Microsoft, advanced level
- SharePoint Microsoft, advanced level
- Tableau Business Intelligence, advanced level
Timeline
Commercial Sales Engineer
STORIES BY SWISSBO RETAIL
02.2022 - Current
Corporate Sales (B2B) and Complementary Channels Manager
RIPLEY RETAIL
04.2014 - 04.2019
Corporate Sales Manager
CMetrix Partner GOLD MICROSOFT
10.2012 - 03.2014
Commercial Manager for ADD SALES SOFTWARE
CHILEAN CONSTRUCTION ASSOSIATION
01.2010 - 10.2012
Senior Product Manager
TRANSUNION
07.2006 - 01.2010
Key Account Manager Corporations VIP
MOVISTAR
05.2003 - 07.2006
Post Degree Diploma - Sales
Douglas College
Post Degree Diploma - Business Fundamentals
British Columbia Institute of Technology
Bachelor Commercial Engineer - Business Administration
University of Santiago
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