Sports
Mariano Michavila
Director Of Sales
Mexico City
Summary
Accomplished Sales Manager offering 22 years of experience developing and maximizing international sales. Diligent in building and retaining accounts by providing support and attentive service. Expertise in marketing strategies, product promotion and merchandising to achieve market penetration. Successful record of expanding network connections through persuasive brand imaging.
Performance-oriented Sales Leader offering exceptional record of achievement. 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
23
23
years of professional experience
4
4
Certifications
3
3
Languages
Work History
Director of Sales
Wolters Kluwer Health, Learning, Research and Practice
7 2015 - Current
- In charge of managing a team of 3 sales reps and one dotted line in Brazil
- Liaison between print and online divisions
- Work with Marketing to align marketing efforts with Sales plans from the team
- Working directly with Product Strategy and Product director to drive better sales results in the region by creating products and collections that better fit our customers
- Creating the sales structure for LATAM.
Director of Sales
eTech (ProQuest Distributor)
2015.01 - 2015.06
- In charge of managing a team of 10 sales reps throughout the LATAM region
- Work with Marketing and Sales to align sales and marketing campaigns
- Reporting to the VP of the company.
Regional Manager for e-Products LATAM
ELSEVIER – Mexico City
2013.02 - 2014.07
- In charge of managing a sales team of 13 people throughout the LATAM region
- Coordinate with Marketing and align sales plans with marketing campaigns
- Review the budget every month and approve all Sales Agreements
- Participation in Industry Trade Shows and conferences
- Reports directly to the GM at Elsevier Mexico, Pedro Turbay (matrix product reporting to Elsevier in London).
Country Manager, Spain and Portugal
EBSCO PUBLISHING
2010.07 - 2013.02
- Responsible for all commercial activity in Spain and Portugal for both EBSCO divisions
- Working with a sales team of 7 people, 3 Regional Sales Managers, 3 Account Executives, and 1 Sales Support
- Coordinated visits and reports between both EBSCO divisions
- Managed VIP customers directly
- Reported directly to the Senior Director of Sales for Latin Europe, Gianluca Di Bella
- Key Achievements included: 2012: Against a tough macroeconomic climate, grew revenues in Spain and maintained volumes in Portugal
- 2011: Double-digit revenue growth for Spain and Portugal (15%+).
Regional Sales Manager
EBSCO PUBLISHING
2006.11 - 2010.06
- Sales, training, and renewals in the territory assigned
- Headed up a team of 3 (+1 Account Executive and +1 Sales Support)
- Supervised Licensing content for our Spanish and Portuguese databases
- Key Achievements included: Average revenue growth of 15% over the period.
Regional Sales Manager
EBSCO PUBLISHING
2001.08 - 2006.10
- Responsible for Mexico, Central America and Cuba
- In charge of sales, training and contract renewals in the territory assigned
- Provided support to the other EBSCO divisions in the territory.
Sales Manager Assistant
EBSCO PUBLISHING
2001.01 - 2001.08
- Renewals for print and e-journals
- Customer quotation and conference organization
- Marketing campaigns.
Education
Bachelor of Science in Marketing -
Universidad del Valle de Mexico
Electronic resources for Academic Libraries, study and evaluation - undefined
Universidad Nacional Autonoma de Mexico
Skills
- Sales team motivation
- Sales training and leadership
- Sales Presentations
- Sales Reporting
- Sales strategy development
- Sales Pipeline Management
- Territory Management
- Pipeline Development
- Sales Coaching
- Revenue Forecasting
- Key account targeting
- Teamwork and Collaboration
Personal Information
- Date of Birth: 01/16/1977
- Nationality: Mexican and Spanish
Certification
SPIN Selling
Interests
Music
Traveling
Timeline
Precise Selling
2019-02
Miller Heiman Strategic Selling management
2018-09
Director of Sales
eTech (ProQuest Distributor)
2015.01 - 2015.06
Miller Heiman Strategic Selling
2014-02
SPIN Selling
2013-07
Regional Manager for e-Products LATAM
ELSEVIER – Mexico City
2013.02 - 2014.07
Country Manager, Spain and Portugal
EBSCO PUBLISHING
2010.07 - 2013.02
Regional Sales Manager
EBSCO PUBLISHING
2006.11 - 2010.06
Regional Sales Manager
EBSCO PUBLISHING
2001.08 - 2006.10
Sales Manager Assistant
EBSCO PUBLISHING
2001.01 - 2001.08
Director of Sales
Wolters Kluwer Health, Learning, Research and Practice
7 2015 - Current
Bachelor of Science in Marketing -
Universidad del Valle de Mexico
Electronic resources for Academic Libraries, study and evaluation - undefined
Universidad Nacional Autonoma de Mexico
Similar Profiles
Shahnish KhanShahnish Khan
Publisher at Wolters Kluwer HealthPublisher at Wolters Kluwer Health
Harry De La Cruz DM, MBAHarry De La Cruz DM, MBA
Regional Sales Manager- Latin America & Spain at Wolters Kluwer Health- L&PRegional Sales Manager- Latin America & Spain at Wolters Kluwer Health- L&P
Lisa ScarolaLisa Scarola
Customer Service Representative at Wolters Kluwer HealthCustomer Service Representative at Wolters Kluwer Health