Summary
Overview
Work History
Education
Skills
Certification
Languages
Timeline

Roberto Arcangeli

Laval,Canada

Summary

Results-driven Director of Sales with a proven track record of exceeding revenue targets and leading high-performing sales teams. Seeking a challenging leadership role to leverage strategic planning and business development skills to drive company growth and establish long-term relationships with clients. Ready to make a significant impact on the bottom line. A sales leader offering exceptional record of achievement over a 30-year career. Tenacious manager with strategic and analytical approach to solving problems, bringing in customers and accomplishing profit targets. Talented in identifying and capitalizing on emerging market trends and revenue opportunities.

Overview

24
24
years of professional experience
1
1
Certification

Work History

Director of Sales

Hive Data Center
11.2023 - Current
  • Spearheaded sales team to surpass targets by crafting and executing strategic sales plans
  • Recruited high-performing sales managers to propel results and cultivate a cohesive team culture
  • Resolved challenges promptly and efficiently to drive business success
  • Devised and implemented an upsell strategy to minimize churn and optimize sales forecasts
  • Enhanced company visibility in the market through cutting-edge sales tactics
  • Monitored and enhanced sales team performance to optimize profitability and achieve goals
  • Collected data-driven insights to refine sales strategies and streamline processes
  • Delivered precise sales forecasts to senior management to meet objectives and stimulate business expansion.
  • Enhanced customer satisfaction levels by addressing concerns promptly and providing tailored solutions.

Regional Sales Manager

Cogent Communications Inc.
03.2020 - 10.2023
  • Spearheaded a targeted coaching program that boosted the team's sales conversion rate by 30%, elevating the Montreal team from last to 8th place out of 75 teams within three years
  • Motivated and inspired sales team members to surpass targets by providing clear vision and direction
  • Communicated goals and expectations effectively to drive team success
  • Developed and executed successful sales strategies and plans, resulting in precise sales forecasts
  • Recruited top-performing sales representatives to enhance team performance
  • Implemented continuous training and development initiatives to foster team growth
  • Fostered a collaborative and supportive team environment to maximize productivity
  • Acknowledged and rewarded individual and team achievements to enhance motivation
  • Adapted to market, industry, and internal changes to sustain sales success
  • Proactively addressed challenges and resolved issues to ensure ongoing progress
  • Evaluated data and metrics to analyze individual sales performance and make strategic decisions
  • Managed a team of 10 sales representatives to drive customer acquisition and retention efforts
  • Cultivated relationships with key accounts, leading to a 15% growth in market share
  • Analyzed market trends and competitor activity to identify new business opportunities and drive sales growth.
  • Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
  • Increased regional sales by implementing strategic marketing plans and nurturing key client relationships.
  • Organized regular sales meetings, providing comprehensive updates on market trends, competitor analysis, and new product developments.
  • Generated detailed sales reports and forecasts to analyze performance and track progress.
  • Exceeded quarterly sales targets consistently by leveraging extensive product knowledge and effective selling techniques.
  • Participated in sales calls with direct reports to strengthen customer relationships and uncover possible opportunities for growth.
  • Consistently exceeded annual territory revenue goals by prioritizing high potential accounts and executing customized action plans.
  • Mentored new hires on best practices for building rapport with clients, ultimately contributing to a higher retention rate of customers within the territory.
  • Effectively recruited and hired highly talented individuals bringing exceptional skills and expertise to sales team.
  • Managed team of 8 regional sales representatives and consistently achieved high sales targets.
  • Recruited, interviewed and hired employees and implemented mentoring program to promote positive feedback and engagement.
  • Coordinated product demonstrations to showcase the value proposition of company offerings effectively.
  • Finalized sales contracts with high-value customers.
  • Set and achieved company defined sales goals.
  • Achieved or exceeded company-defined sales quotas.

Global Account Manager

Cogent Communications Inc
10.2014 - 03.2020
  • Developed and executed strategic account plans to drive revenue growth and exceed sales targets for key global accounts
  • Cultivated strong relationships with C-level executives and key stakeholders to enhance customer satisfaction and loyalty
  • Led cross-functional teams to deliver complex solutions and services to meet the unique needs of global clients
  • Conducted market analysis and research to identify growth opportunities and competitive advantages
  • Provided team leadership and mentoring to drive sales performance and professional development
  • Conducted sales forecasting and planning to meet revenue targets
  • Led negotiation and contract management processes to secure profitable deals
  • Demonstrated excellent communication and presentation skills in client interactions
  • Managed Net Centric global accounts, ensuring client needs were addressed promptly and effectively
  • Collaborated with cross-functional teams to resolve issues and enhance client satisfaction.

Carrier Relations Manager

Zamir Telecom UK Based
03.2012 - 10.2014
  • Established and nurtured relationships with Tier 1 and Tier 2 carriers, MSOs, cable and wholesale carriers to drive business development initiatives
  • Utilized Zamir platform to manage and expand customer base, identifying opportunities for additional business growth
  • Represented company at trade shows, delivering compelling presentations to showcase services and capabilities
  • Negotiated bi-lateral deals to secure mutually beneficial agreements with carrier partners
  • Generated sales forecasts and consistently met or exceeded quota requirements in a fast-paced and competitive industry.

Senior Account Manager

Enghouse Networks
08.2010 - 03.2012
  • Established relationships with Tier 1, Tier 2, Cable, MSOs, and wholesale carriers globally, leading clients through the sales cycle with demos and closing deals
  • Prepared and delivered 'sales centric' technical product demonstrations, presentations, and training sessions to diverse audiences, from C-level to end users, in support of the global sales team
  • Managed acquisition, retention, and overall relationships with 90+ clients and 20+ channel partner accounts
  • Responded to RFPs and RFIs, created and delivered client proposals, and coordinated with internal teams to develop proposal strategies and solutions
  • Provided industry assessments directly to Product Management and Engineering
  • Utilized Salesforce to provide daily customer/prospect updates, forecasts, and funnel reports to management.

Carrier Relations Manager

Totalconnexion
04.2006 - 08.2010
  • Established relationships with North American and International carriers through networking, cold calls, and trade shows
  • Acted as primary customer contact for all wholesale sales and customer service satisfaction issues
  • Negotiated bilateral deals involving buying and selling of domestic and international routes while maintaining profit margins and providing attractive LCR pricing lists to clients
  • Represented company at events and industry trade shows
  • Managed sales team, coordinated with Provisional's, hired techs, and directly involved in Billing and LCR operations
  • Participated in sales process of SIP PRI's to wholesale and B2B clients
  • Utilized Salesforce to provide management with daily customer/prospects updates, forecasts, and funnel reports
  • Executed customer agreements and identified new business opportunities with company executives
  • Developed and maintained strong relationships with carriers to ensure on-time delivery and cost-effective transportation solutions
  • Negotiated carrier contracts to secure competitive rates and terms, resulting in significant cost savings
  • Coordinated with internal teams to optimize carrier selection and performance, leading to improved efficiency and customer satisfaction
  • Resolved carrier issues and disputes in a timely and professional manner, enhancing overall supply chain operations.

Major Account Manager

Rogers Telecom
02.2004 - 04.2006
  • Held the position of Major Account Manager-sales within a top-tier telecom provider for business and wholesale clients
  • Reported directly to the Director of Commercial Sales
  • Successfully acquired new sales and sustained client relationships, guiding customers through the sales cycle
  • Consulted with clients to analyze their voice, data, and Internet service needs, offering tailored technical advice
  • Served as a key technical resource for sales, including delivering presentations, conducting customer visits, and ensuring retention
  • Customized solutions based on customer requirements to meet their voice, data, and Internet needs
  • Assisted in pricing solutions and coordinated timely provisioning by collaborating with marketing and internal departments
  • Achievements include achieving Leaders Circle status and exceeding sales targets by 20% year over year
  • Fostered relationships with key decision makers at Fortune 500 companies, resulting in a 15% increase in customer retention
  • Collaborated with cross-functional teams to launch new products and solutions, leading to a 30% increase in market share within major accounts
  • Conducted regular business reviews and presentations to executive leadership to showcase performance metrics and identify expansion opportunities.

Major Accounts Manager

GT Group Telecom /360 Networks
09.2000 - 02.2004
  • Reported to Director of Commercial Sales and managed major accounts for a Canadian independent telecommunications provider specializing in voice, EVS, data, and Internet products and services
  • Led customers through the sales cycle, consulting with them to analyze their voice, data, and internet services needs and providing strategic technical advice
  • Served as a technical resource for sales, including conducting presentations, customer visits, and retention efforts
  • Analyzed customer requirements and developed custom solutions based on their needs to meet voice, data, and internet requirements
  • Assisted in pricing solutions and ensured timely provisioning by collaborating with Sales Engineers, marketing, and internal departments
  • Recognized with inclusion in Presidents Club for outstanding achievements in sales and client management.

Education

Bachelor of Arts - Business Administration

Centennial Academy, Montréal, QC
06.1985

Skills

  • Team Leadership Professional
  • Negotiation Skills Professional
  • Sales Expertise Professional
  • Motivational Skills Professional
  • Work Ethics Professional
  • Disciplined Professional
  • Attentive to Details Professional
  • Business development, networking, results-driven
  • Sales training and leadership
  • Sales funnel management
  • Sales team training
  • New Business Development
  • Account Management
  • Sales Quota Management
  • New Hire Onboarding

Certification

Sales Certification: VASS- (VASS Training Group)

Languages

English
Native or Bilingual
French
Native or Bilingual
Italian
Limited Working

Timeline

Director of Sales - Hive Data Center
11.2023 - Current
Regional Sales Manager - Cogent Communications Inc.
03.2020 - 10.2023
Global Account Manager - Cogent Communications Inc
10.2014 - 03.2020
Carrier Relations Manager - Zamir Telecom UK Based
03.2012 - 10.2014
Senior Account Manager - Enghouse Networks
08.2010 - 03.2012
Carrier Relations Manager - Totalconnexion
04.2006 - 08.2010
Major Account Manager - Rogers Telecom
02.2004 - 04.2006
Major Accounts Manager - GT Group Telecom /360 Networks
09.2000 - 02.2004
Centennial Academy - Bachelor of Arts, Business Administration

Similar Profiles

CREATE PROFILE
Roberto Arcangeli