Giancarlo Casareto

Giancarlo Casareto

Studies at:

Manchester Business School

Location in:

Manchester, United Kingdom

Giancarlo Casareto

Giancarlos connections

Currently

Studies at:
Manchester Business School
Location in:
Manchester, United Kingdom

Bio

A results driven leader with exceptional communication and team working skills. Over five years experience in business development and account management, most recently within the information technology industry. Strong understanding of multicultural environments acquired by studying in the US, the UK and Asia; and working in Latin America. Excels at building long-term business relationships.

Giancarlo has worked/studied in

  • Chile
  • China
  • Ecuador
  • Peru
  • Turkey
  • United Kingdom
  • United States of America

Giancarlo speaks

  • English
  • Spanish

Giancarlo has experience in

  • Technology

Join or Login to view the full profile

Only members of BusinessBecause can view full member profiles. Joining only takes one minute and you can sign in with your LinkedIn account...

Create a profile...


Work

2008 – 2010

Territory Account Manager

IBM , Peru
  • Led a sales support team of three to achieve the Technical Support Services division annual sales objectives of $4.5M. Assigned deals to team members according to their areas of expertise to fully support the clients business needs.
  • Developed and closed business opportunities with new and existing clients in the private and public sectors, exceeding revenue and profit targets.
  • Managed the design phase of technical support projects to ensure that multi-divisional solutions were delivered on time and tailored to clients’ specifications.
  • Analyzed clients’ technical support procedures to identify inefficiencies and provided solutions to decrease periods of inactivity.
  • Designed and implemented a process that tracked client meetings and prompted follow up visits. This increased the division’s ability to close new deals and ensured annual revenue targets of $10M were met.
  • Negotiated contract terms and conditions with clients and ensured that they met all the necessary commercial and legal requirements.
  • Forecasted and tracked monthly and quarterly sales to decide the short and long-term selling strategies to be implemented in the territory.
  • Prepared weekly reports based on sales performance to present them in meetings with regional sales managers. Discussed issues around deal closure, and suggested actions that ensured short and long term sales targets were continually met.
  • Liaised closely with other divisions in Latin America to launch new service offerings and create integrated proposals. Two of these proposals won the “Best Solution of the Quarter Award” in October 2008 and September 2009.
2007 – 2008
(Jan – Jan)

Key Account Manager

LAN Airlines , Peru
  • Designed and negotiated sales plans with business partners to secure the flow of passengers across national and international routes. Managed the highest revenue generating business partner who accounted for 30% of corporate sales. Implemented an innovative sales plan for this client based on ensuring minimum market shares for each specific route.
  • Performed customer segmentation analysis to identify and understand the buying behaviour of different passenger categories. Worked closely with the marketing division to introduce targeted promotional strategies to offset competitors’ low-cost offerings.
  • Conducted monthly meetings with business partners’ sales forces to review sales progress and align new selling strategies to be introduced in the market.
  • Presented partners’ sales progress in weekly divisional meetings to identify those who were not reaching their targets and to agree immediate action to resolve the situation.
2006
(Jan – Dec)

Sales Representative

Quimica Suiza , Peru
  • Monitored mid-market sales of pharmaceuticals and agreed actions required by account managers to achieve sales targets across all brands.
  • Presented new selling strategies, new product launches, and sales progress to partners’ sales forces to ensure that they selected the right tactic when negotiating with clients.
  • Selected from 200 applicants to join a 4 month Trainee Program of 10 people in 2006. Rotated through projects in 6 divisions before being chosen to join the Distribution Division.
2005
(May – Sep)

Client Representative

British American Tobacco , Peru
  • Conducted mid-market trade negotiations to gain and maintain privileged point-of-purchase space.
  • Analyzed competitors’ activity to compare and improve the marketing and sales strategies.
  • Worked closely with the marketing division to design promotional strategies across all distribution channels.

Work

2008 – 2010

Territory Account Manager

IBM , Peru
  • Led a sales support team of three to achieve the Technical Support Services division annual sales objectives of $4.5M. Assigned deals to team members according to their areas of expertise to fully support the clients business needs.
  • Developed and closed business opportunities with new and existing clients in the private and public sectors, exceeding revenue and profit targets.
  • Managed the design phase of technical support projects to ensure that multi-divisional solutions were delivered on time and tailored to clients’ specifications.
  • Analyzed clients’ technical support procedures to identify inefficiencies and provided solutions to decrease periods of inactivity.
  • Designed and implemented a process that tracked client meetings and prompted follow up visits. This increased the division’s ability to close new deals and ensured annual revenue targets of $10M were met.
  • Negotiated contract terms and conditions with clients and ensured that they met all the necessary commercial and legal requirements.
  • Forecasted and tracked monthly and quarterly sales to decide the short and long-term selling strategies to be implemented in the territory.
  • Prepared weekly reports based on sales performance to present them in meetings with regional sales managers. Discussed issues around deal closure, and suggested actions that ensured short and long term sales targets were continually met.
  • Liaised closely with other divisions in Latin America to launch new service offerings and create integrated proposals. Two of these proposals won the “Best Solution of the Quarter Award” in October 2008 and September 2009.
2007 – 2008
(Jan – Jan)

Key Account Manager

LAN Airlines , Peru
  • Designed and negotiated sales plans with business partners to secure the flow of passengers across national and international routes. Managed the highest revenue generating business partner who accounted for 30% of corporate sales. Implemented an innovative sales plan for this client based on ensuring minimum market shares for each specific route.
  • Performed customer segmentation analysis to identify and understand the buying behaviour of different passenger categories. Worked closely with the marketing division to introduce targeted promotional strategies to offset competitors’ low-cost offerings.
  • Conducted monthly meetings with business partners’ sales forces to review sales progress and align new selling strategies to be introduced in the market.
  • Presented partners’ sales progress in weekly divisional meetings to identify those who were not reaching their targets and to agree immediate action to resolve the situation.
2006
(Jan – Dec)

Sales Representative

Quimica Suiza , Peru
  • Monitored mid-market sales of pharmaceuticals and agreed actions required by account managers to achieve sales targets across all brands.
  • Presented new selling strategies, new product launches, and sales progress to partners’ sales forces to ensure that they selected the right tactic when negotiating with clients.
  • Selected from 200 applicants to join a 4 month Trainee Program of 10 people in 2006. Rotated through projects in 6 divisions before being chosen to join the Distribution Division.
2005
(May – Sep)

Client Representative

British American Tobacco , Peru
  • Conducted mid-market trade negotiations to gain and maintain privileged point-of-purchase space.
  • Analyzed competitors’ activity to compare and improve the marketing and sales strategies.
  • Worked closely with the marketing division to design promotional strategies across all distribution channels.

Education

2010 – 2012

Manchester Business School

MBA (MBA)
2011

Fudan University School of Management

MBA Exchange Programme (MBA)
2000 – 2004

Indiana University Northwest

Economics and Internetional Studies (Bachelors)

Additional Info