Fernando Bez

Hi, I am Fernando Bez, Maintenance Inside Sales at SAP.

Fernando Bez's Bio:

Fernando Bez's Experience:

• EMEA Support Maintenance Renewals at SAP Business Objects Division

  June 2011 - March 2012

  Core Responsibilities: o Minimised the value of lost revenue per quarter by developing win-back strategies for deals at risk o Supported and drive key initiatives and growth plan (reducing discounts, new pricing models, conversions, data management) o Participated in the development and implementation of new processes for Renewals organization in EMEA o Worked with and support peers from other teams, by getting involved in site functions, cross functional networking and problem resolution with colleagues

• EMEA Conversion Desk Specialist at SAP Business Objects Division

  January 2010 - May 2011

  o Protected the maintenance revenue stream o Converted legacy customers to new license model, product mapping and conversion proposal o Analysed of customers' current license landscape and renewal status o Liaised with the Sales (EMEA Region), Order Management, Maintenance and Legal Departments o Worked closely with Product Marketing to identify issues and process changes in relationship to newly released products and changes in the existing guidelines o Worked with account managers daily to explain conversion results and possible options in order for the conversion results to work with the deals being negotiated. o Acted on on-going educational opportunities that are needed for various sales team members. o Updated various CRM systems / data updates

• Customer Service Representative at Xerox

  May 2009 - December 2009

  o Technical support, place orders for consumables, track delivery status, update customer details, contract and warranty information in internal systems (eSap). o Provided Support as Main Contact to partners and end users for all of Europe. Worked and liaise with local Xerox Entities, Xerox Europe and Welcome & Support Centre team on contract and entitlement issues. o Management of queues in internal systems to ensure customer response time. Contributed positively towards the achievement of performance targets in all aspects of the teams' activities.

• Catering Assistant Manager at Q Cafe Company

  May 2007 - December 2008

  o Assisted in the supervision of day-to-day catering activities of subordinates and assigns responsibility for specific work or functional activities. o Performed day to day assignments in addition to lead duties. o Stock control, staffing roosters, till management, goods receivement, orders to suppliers, customer service and event management.

• Production Line Team Leader at Comil Onibus S.A.

  August 2004 - December 2006

  o Reported into a Manufacturing Supervisor, responsibility spanned across workplace safety, continuous improvement, quality, and most importantly, people management. o Coached and motivated a team of 15 people to meet and exceed key performance indicators. Influencing, communication and building relationships with all levels of the business o Problem solving ability helping to deliver on a number of continuous improvement projects o Ensured through team work that all Service Level agreements were met consistently.

• Cost Supervisor at Triel-HT

  March 2003 - July 2004

  o Analysis of cost, strategic planning, reporting management. Sales reports, follows up with customers to establish relationships, handle queries, negotiate final quotation and responsible for the area of information technology.

• Senior Inside Sales at Peccin S.A.

  September 2000 - April 2002

  o Analysis of sales, support to customers, representatives, regional managers, strategic planning of sales. Reporting management, projection of sales, profitability assessments, follows up with customers to establish relationships, handle queries.

• Inside Maintenance Sales at SAP Business Objects Division

  April 2012

  Core Responsibilities: o Selling Business Objects' support services to existing customers (Standard, Enterprise, plus add-on options) over the telephone, annually as maintenance becomes due o Discuss and negotiate maintenance pricing, whilst striving to drive maintenance revenue o Minimise the value of lost revenue per quarter by developing win-back strategies for deals at risk o Support and drive key initiatives and growth plan (reducing discounts, new pricing models, conversions, data management) o Adhere to business guide lines and policies to maximize margins on all renewals o Hold regular forecast reviews with team manager to ensure a fluid pipeline of opportunity for current and future quarters, planning account strategies in line with quarterly quotas o Manage the completion of all back office tasks (GAFs/quotes sent, general reporting, CRM tracking, bad debt resolution) o Participates in the development and implementation of new processes for Renewals organization in EMEA o Work with and support peers from other teams, by getting involved in site functions, cross functional networking and problem resolution with colleagues o Follows up with customers to establish relationships, handle queries and negotiate final quotation o Responsible for driving the Project for Maintenance at Risk (MAR) for the EMEA Region in 2012 o Core abilities: Very strong customer focus, target driven (exceeded sales target every quarter), resilience, open communication, collaboration and teamwork o Handled up to EUR 3 Mil quarterly target with deals negotiated between EUR 25k-EUR 1million o Achievement in Q3 2012 - 121% o Achievement in Q4 2012 - 116%

Fernando Bez's Education:

• Dublin Institute of Technology

  2011 – 2013
  Masters Degree (M.Sc)

• Atlas Language School

  2007 – 2008
  Concentration: English Course

• Universidade Regional Integrada do Alto Uruguai e das Missoes

  2001 – 2006
  Bachelor`s Degree (BBA)
  Concentration: Business Administration with major in Foreign Trade