Miguel J. Sancho

Research, design and production of emission control systems (catalytic converters and particule filters) for PC and LCV. Responsibilities: - Managing directly Key Accounts, and supervising all other accounts along with 3 Area Managers, 4 Customer Service and 20 national and international sales agents, with manufacturers, ITGs and wholesalers; clients and potentials. Annual turnover of 50M€. - Supervision of a proper supply chain service to be provided to clients, setting priorities, due payments, guarantees, stock clearance, returns, claims, training around Europe, visits to our premises, and visits to clients… - Monthly statistics análisis, deviations, competitors, news in legislation, market trends… - Definition of CRM and other BI tools to provide support to the whole sales team. - National and international exhibitions. - Search and provide data to the Industrial Department in order to make a proper forecast of production needs. - Making of the anual Budget for the Commercial Department, along with Dpts Industrial, Marketing & Product, IT… - Stablishing of promotional activities, and Marketing actions, to improve the company´s corporative image. Making of a Marketing Plan. - Defining improvements of logistics, etc to provide competitive advantages according to market trends/demands. - Searching, interviews and trainings of candidates for the Sales Department. - ISO 9001 quality norm accomplishment supervision.

Manufacturing of friction materials, both for PC (Passenger Cars) and CV (Commercial Vehicles), and commercialization of other products related with the braking systems, in all cases for aftermarket (IAM) in the Automotive sector. Areas: ▪ 2014-2015 & 2018-2020. BENELUX ▪ 2014-2016. SCANDINAVIA ▪ 2014-2018 & 2021-2023. EASTERN EUROPE and OTHERS ▪ 2016-2023. ASIA-PACIFIC ▪ 2018-2020. UK, Ireland, Italy and Greece. ▪ 2018-2023. Turkiye, AFRICA (except Maghreb), MIDDLE EAST. Responsibilities: ▪ Commercial strategy plan set up. Brand management. ▪ Key accounts & business development, engaging and presenting to CXO level. ▪ Coordination of commercial tasks with sales representatives, sales assistants and distributors. ▪ International certifications management (EAC, KC, ESMA, CCC...). ▪ Definition of CRM and commercial tools to be shared with the sales team. ▪ Marketing and promotion. Margin & pricing policy definition. Own brands and private labels. ▪ Coordination of dptmts involved with sales: administration, engineering, marketing, manufacturing, finance, logistics... ▪ Negotiation, definition and closing of contracts and tenders with clients. ▪ Trainings for sales teams and their clients. ▪ Data analysis set up (KPIs). ▪ International exhibitions and visits with clients to our facilities in Spain. ▪ Search, interviews and trainings of candidates for the Sales Department. ▪ earch of suppliers at international exhibitions, reporting to the Purchasing Director. ▪ Supporting and coaching our Community Manager for social networks maintenance. ▪ Extensive travel (around 70%), along almost all countries within my area of responsibility. ▪ Extensive use of online meeting platforms.

Design, engineering and manufacturing of HOME AUTOMATION devices, sold worldwide through local partners, importers, wholesalers, manufacturers of complementary products as OEM, etc. Responsibilities: - start-up, business process/brand/product definition, national & international commercial strategy planning (EMEA), sales, key-account management, purchasing, logistics… - national sales force & international partners search, training & management, trade shows. - definition/design of ERP/CRM, website, commercial, technical and demo material, catalogs, videos, stands, packaging, demo cases, bid templates, presentation guides, price lists, discounts policy, etc. - identification of new business opportunities & current products technical evolution… - initially as AVANZA DOMOTICA, local clients search (contractors, developers, engineering, architects, installers…).

Based in Pamplona, northern Spain, in AVANZA we do consulting, selling, installing, trainning and after sales service of New Technologies nationwide for EDUCATION: interactive whiteboards, projectors, audio, visualizers/document cameras, special trainning, digital books, classroom management software, digital resources, pads, tablet pc, audience response systems, screens, installations, maintenance... Responsibilities: - start-up, business process & commercial strategy definition, definition/design of ERP/CRM - clients search (schools, universities, corporate/professionals), consulting, training, maintenance, events organization…

Consulting about mobile services (AMENA/ORANGE), fixed/land lines, data, switchboards, PDAs/Smartphones (iOS, android, windows…), GPS, accessories and others. Professionals/corporate and particulars. Responsibilities: - start-up, business process definition, definition/design of ERP/CRM - sales (key accounts, commercial & telemarketing management), organization, implementation of the carrier´s national strategy in our area. - consulting, after sales, residential and professional promotions, agreements with associations…

Sales/Renting and after sales service of HYSTER lift trucks and material handling. Responsibilities: - national commercial strategy implementation into current sales force. - definition of systems for controlling, evaluation and monitoring. - relationship with official dealers, key accounts, used & renting lift trucks promotion…

Manufacturing of safe boxes, letter boxes, tool boxes, paper bins, coin boxes…being our clients locksmiths, contractors, hotels, wholesale market, retail market, large retail stores, common purchasing bodies… Responsibilities: - existing distribution channel management (distributors), training. - market research, exploratory visits, commercial strategy definition for each country/channel/partner. - guided visits to our facilities, in situ sales support in Morocco, Tunisia, Ivory Coast, Cameroon, South Africa, Kenya, Egypt, Israel, Lebanon, Jordan…and attending international trade shows. - design of catalogs and manuals, advertising, web site, stands…

Consulting for Temporary Work Services and Recruitment, being my interlocutors CEOs, Managing Directors, HR Managers, Production Managers…both from small and multinational companies. Responsibilities: - start-up in our area. - lead sales, recruitment & administration. - clients search, sales strategy definition, clients tracking and after sales. - implementation of ISO 9002…reporting straight to the North Area Manager.