Markus Nave

Markus Nave

Work History

Work History
Mar 2009 - Present

Senior Sales Executive

Unisys
Jan 2006 - Feb 2009

Account Director

BT Germany

FOCUS: „HUNTING“; focussed on new logos. Amongst others: first direct sales into Austria

                                                    ØExperienced handling with global organiced customers

ØIdentification and acquisition of Managed Service / Outsourcing Projects

ØControl sales approach„Target Account Selling“

Øpower to negotiate

ØAcquisition and win of new projects/prospects

ØEstablish Account Development concepts and Target Account concepts

ØQualify and prioritization of Bids

ØOverall responsibility for Order-Entry-Quote regarding of the Fiscal year

ØA-B-C analysis about the prospects

ØSolution Skills for acquisition and controlling of complex business projects on higher levels

ØProposal preparing and modification considering of all relevant BT internal processes

ØDeveloping Account Managements Know-How (functional, strategical)

ØProfessional reporting and documentation of all sales activities

In addition since 2008

Stand-in for my Line Manager (Sales Director Region South - Germany)

Applicants evaluation Trainee Program

Mentoring

HIGHLIGHTS BT Germany

2008 – „Talent Sky“ (BT Development program)

2007 – Major win new customer for BT (adidas)

2006 - +120% target achievement 

1998 - 2005

Key Account Manager

DeTeWe

responsible for multinationals Nortel Accounts in southern Germany

FOCUS: „FARMING“ international Key Accounts provided with  NORTELsolutions

ØIndependent and revenue responsible aquisition of new customersand managing of allocated customers

ØEnhance strategic major clients to Key Accounts

ØEstablish of cost-benefit analysis following the customers requirements

ØIdeal utilization of the market potential through methodical customer penetration

ØEstablish proposals, calculations, product presentations, account development plans

ØActive support of fairs, trainings and customer events

ØObservation and benchmark of market development and competitors

ØReporting and data administration within the given CRM tools

ØTake over of Nortel Networks customer in Bavaria                                                         e.g. Microsoft GmbH (responsible move 2000)

ØExtend of the existing potential

ØDevelop new/additional business areas within my customers

ØOrganisation of workshops, Presentations

ØSolutions from Nortel Networks (e.g. CallCenter, UMS, VoIP)

ØAcquisition, analysis and consulting

ØConclusion of a sale, project support

ØForecast and reporting

HIGHLIGHTS DeTeWe

2003 + 2004 <100>

2002 - #1 „order entry“ DeTeWe Germany

2000 + 2001 <100>

KEY ACCOUNT

Microsoft (Europe)

Aug 1996 - Dec 1997

Controller

BayWa AG

ØEditing revenue/sales/margin, prognoses

ØForecast, reporting to the government agency (BfW)

ØGenerate presentations (worst/best case scenarios)

ØProduce Board presentations

ØCollaborate in planning and SAP

                                                     ØCollaborate strategy, conzeptions

Jul 1995 - Jul 1996

civilian service (sheltered workshop)

Katholisches Jugendsozialwerk München e.V.

Process planning, supervision and quality check

                                                    Looking after disabled and mentally handicapped people

Jan 1995 - Jun 1995

Controller

BayWa AG

ØEditing revenue/sales/margin, prognoses, forecast

ØReporting to the government agency (Bundesamt für Wirtschaft)

ØGenerate presentations (worst/best case scenarios)

Ø Collaborate in planning and SAP

Education

Education

different trainings

September 08own capital „voice and tongue“

April 08                                    Sales Excellence Program (international)

June 07“measurable” sales success

February 06Target Account Selling

October 05Product- and Salestraining Lexmark (France)

January 01Managing Strategic Accounts

November 2000Winning Complex Sales

February 2000Basic principles of successful sales rhetoric

September 98Marketing training IIITime management, follow-up to trainings I+II

July 98Marketing training IIDifficult customer meetings, several customer situationsproposal presentations, conclusion of a sale

May 98Marketing training IStructure of sales cycle, customer selection,factor of success of a company, potential analysis

Skills

Skills

sales driven

Confident presenter and public speaker, comfortable with all levels of management. Advanced user of Excel, Powerpoint, Word and Microsoft Outlook. Practical experience in high-profile negotiations and financial analysis

Summary

Sales professional (Key Account Managment) with international background specialising in Telco & IT. +10 years experience in consultative sales of complex IT infrastructures and applications for large multinational clients. Delivering IT solutions to large corporations that are under intense time and cost pressure. Managing virtual teams internationally with revenue responsibility, control budget spending and overall responsibility.

Objective

A challenging and rewarding outside sales position in a growth-oriented organization which offers diverse job responsibility and the potential for advancement.

(Opportunities working abroad (USA/CA) preffered.)

Custom

Refernces available upon request.