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20 Nachlieli St., Hod Hasharon 45355, Israel |
Tuvia Marmarelli Phone:
+972 (9) 7403211 E-mail: tuviam@hotmail.com |
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INTERNATIONAL
BUSINESS MANAGEMENT Proven Track Record in Global Business Development, Market
Penetration & Expansion Sold in over 20 Countries & Developed New Markets Throughout Results-driven, dynamic leader
in international sales with 17 years of C-level, sales experience and proven
achievement driving benchmark-setting sales performance in European markets.
Repeated success identifying and capitalizing on multimillion-dollar deals
through relentless individual and leadership efforts. Forged over 100 channel
partnerships and led lean, fast, and hard-hitting multicultural sales team.
Maintains large contacts database of Telecom, IT and Hi Tec channel
executives in most European countries, and have warm personal relations with
many. Sophisticated world traveler; savvy in international business
practices, markets, and protocol. Well-prepared to enter into new challenges
and drive growth in new and existing markets. |
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Core Competencies:
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$1 billion global leader in Voice
Mail, Billing & VAS systems, with strong Fortune 500 customer base. AVP, Managing Director - RegioNAl Sales Director (2002-2003) Account Manager (2001) Promoted to
manage team of 15 and provide leadership for sales development and personal
sales within Initially
tasked to turnaround
an under-performing territory, with pronounced service, HR, payment
collection, and image deficiencies. Conducted comprehensive research
regarding areas for improvement and implemented strategic plan to bolster all
phases of the sales process. Selected Accomplishments: q
Closed $9
million in sales within first 8 months
in q
Wining and
held end-to-end ownership of the first and largest Next Generation flagship
product deal for 2003, with agreement and initial q
Rehabilitated
company’s prior negative image in major German operator and repaired numerous
relationships with previously dissatisfied customers to fuel business
objectives. q
Achieved
unprecedented turnaround success, delivering explosive 400% increase in sales
within 2 years, from 4-years plateau of $7,000,000 to $27 million in 2003. q
Reached status
as #1 performer for territory growth category in first year and #1 for
overall performance-by-quota in 3rd year. Selected 7 times by president as
“MVP in Sales.” q
Renegotiated
payment schedule that led to recovery of $1 million in debt previously
declared uncollectible. Increased collection rate to near-100% and
significantly boosted profitability. q
Built and
developed a cross cultural sales team into one of top-performing groups
within organization; subsequently used as prototype for other teams within
company. q
Cultivated
sustainable, profitable relationships with key channel partners, including
Siemens, Nortel, Ericsson and Nokia. Magic Software – Paris & Tel Providing software solutions to
large customers, system integrators and software houses. Vice President – European distribution AND BUSINESS
DEVELOPMENT (1998 – 2000) RegioNAl Sales Director (1996 – 1997) Challenged to drive
company’s growth in the European arena in preparation for IPO activity. Recruited and directed a cross-functional
team of 6 sales and marketing professionals in the fulfillment of corporate
objectives. Established and revised sales channels; Directed all facets of
business development function, including planning & budgeting;
Identifying and assessing opportunities; negotiating & contracting;
acquisitions; subsidiary and partnerships build up; Hi level presentations;
Personal and team sales of direct large software and Internet projects
(specifically in the B2B and CRM arena) at major accounts etc. advertising
and trade show/seminar presence. All is done from our European HQ in Selected Accomplishments: q
My P&L center
contributed 17% of the company’s profitability in 1999. q
Forged and
expanded distribution and VAR network
to over 500 companies q
Negotiating, acquiring and supervision of 30 people
software house in q Personally Negotiated and closed the largest sale to a major institution in the territory q
In 1997 – received an excellence
Award as “Sales Person of the year” Backup technologies Intl. – Tel Aviv, Imaging and storage startup
activity Managing Partner Development, Marketing
& Sales of “Photomedia Imaging System” (Image
scanning, enhancement, compression & archiving; Hardware & Software
system). Photomedia systems were sold in the q
Creating a
network of distributors in q
Introduction
of communication software clients and projects to large OEMs, most European PTTs, largest Internet service providers, Magazine
publishers and distributors. Creating strategic relationship with major
European partners on Internet Secured communication and Internet advertising
projects. Inteligent
Information Systems – Haifa, Israel 1984
– 1990 $30 million public company of
data communication systems and peripheral equipment Director of Sales – Product Manager (1984-1986) Lead the
penetration to the IBM AS/400 market segment as
product manager, from NO PRODUCT to capturing 45% market share from IBM in
2.5 years. Managed all key aspects of business of that product line,
including market research, product definition and development, pilots, market
introduction and customer sales. Trained and lead local sales team in product
functionality and benefits; worked jointly with all departments to ensure
on-time, high-quality product delivery.
In 1987 was promoted to lead the company’s efforts in Europe (for all
business lines), forging and creating from scratch a distribution and OEM
channel network in 16 countries, with
sales of 4 Million $ via distributors and additional 6 Million $ via
OEMs. * Prior positions 1981 - 1984 Comptrade – Tel Building a nationwide network of resellers for Sinclair & Amstrad
products. Apart from personal and team
sales, responsibility included Marketing & advertising campaigns,
day-to-day operations including supervision of the technical service
department. 1980 IPE, 1973 – 1980 IDF (MAMRAM),
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n
Family Status Married, 3
children n
Language Fluent
Hebrew & English. Partial French Understands
Spanish & Italian n
Military Service 1973 - 1980, as an
officer (Major) , a project manager in Mamram n
Hobbies Table
tennis, Arts, Internet n
Other Creative |
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“The level to which Tuvia has integrated himself with the staff and
management in Central Europe, at all operator levels, is hard to believe…I
have never seen anyone with this combination of tenaciousness and cultural
sensitivity,….” – Gabor
Kovacs, Director, Central Europe, Siemens Austria n
“If I
needed to choose a team member to attack a new market, my choice would be
Tuvia.” – Benjamin Levy, VP of
Account Development and Sales, Comverse, Tel Aviv n
For additional recommendations go to www.linkedin.com and search for Tuvia Marmarelli’s
profile |
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