SENIOR CORPORATE SALES at Cosmote Romania ( member of OTE- Deutsche Telekom Group )



Work category




A self-motivated and result ( target ) oriented sales professional with more than 10 years of experience in all aspects of business to business selling, major account relationship management and development with expertise in client needs analysis through consultative approach and SPIN selling.

A positive and creative, flexible and trustful, straight forward and open minded person with key competencies in the areas of: Key Account Management and Key Account Risk Management, Business Development ( new and/or existing), Direct Sales & Solution Sales, Networking & Relationship Building, Contract Negotiation, Customer management and retention with proven leadership skills, including managing and motivating staff to achieve company objectives and sales teams building experience.

DUMITRICA FELIX's Professional Experience

2009 - Present

Cosmote Romania ( member of OTE- Deutsche Telekom Group ) - SENIOR CORPORATE SALES

Main Responsibilities:

•Business Development on Corporate (large accounts) segment through strategic analysis, planning & implementation of sales plans in order to support and achieve the company’s business goals in the assigned area : a higher market share and increasing revenue ;
•Executing effective marketing plans, including P&L structures designed to assure achievement of agreed-to volume, market share and profit objectives;
•Preparing business presentations and providing data according to management requirement for our internal Quarterly Sales Review Meeting in order to monitor results against sales plan;
•Initiate any new and innovative activities at corporate level in order to build the company’s commercial goals and business image;
•Representing the company on any necessary meetings, conferences, seminars and debates ;

•Client Relationship Management by building and maintaining healthy business relations with clients, ensuring high customer satisfaction matrices by achieving delivery & service quality norms;
•Maintaining separate track sheets for every customers and visiting them on regular basis;
•Initiate necessary job structure and organisational changes in order to increase work efficiency in the assigned area and cooperate with other departments to assure all necessary resources and condition to meet the company goals;

Organizational achievements:

•Achieved and exceeded the sales objectives, boosted sales revenue and expanded the market share with 4.000 new subscribers to Cosmote’s mobile business services in 1 and ½ year;
•Generated the highest volume of new subscribers company-wide in one quarter, performance that was recognized with an “Sales Award “ in 2009 and build an impressive and constant record of target achievement ( 100%-300%) that has also recognized with an “ Sales Award for constant sales result ” in 2009;
•Expanded the Large Accounts Segment by concluding (signed and implemented) over 50 new business deals and generated new sales revenue at 50% growth over initial portfolio for the region;
•Reshaped existing products & services, contractual documents and work flows through S.W.O.T. and Market Analysis and developed Product Sheet Specifications for some Value Added Services;
•Created a regional sales reporting and performance monitoring system;

Personal achievements:
•How to analyze my competitive position and plan an effective strategy based on sales methodologies that have been extremely successful, including “Cross Group Collaboration”;
•Working smarter by focusing sales effort on the best opportunities ;
•Evaluating business opportunity trough efficiency rather then effectiveness ;
•Moving from 'seller' to 'trusted adviser'.

Key Skills
Business Development data Innovative Marketing Regional Sales strategy Team management
2004 - 2009

Orange Romania - Senior Business Development Executive

Main Responsibilities:

•Managing ( securing and developing ) a portfolio of Business accounts (over 200 major and strategic accounts) with an fixed contractual value of 4,5 mil EUR;
•Acquisition of new major and strategic accounts / services from competition;
•Strategic sales planning based on customer and verticals, execute and implement the approved strategies and plans within assigned area;
•Obtaining commitments for collaboration and contract negotiation with customers;
•Increasing contractual value by identifying new business opportunities for each client;
•Account planning and accurate account revenue forecasting;
•Getting Orange to be the main provider for accounts in the portfolio by offering Strategic Business Solutions;
•Proactive selling based on client’s needs ;
•Cultivating, maintaining & building positive relationships with customers at all levels to ensure account retention & growth and contract observation throughout its entire period;
•Participating in marketing activities, technical presentations, workshops, conferences, etc. ;
•Reporting to the management on a timely basis;
•Pricing strategy. Bid and Offering management. Sales Pipeline and Business Plan;
•Responsible for the overall implementation of technical solutions through a team of Consultants, Project Managers, Systems Engineers, and Engagement Managers/Professional Service Executives ;
•Recruiting, Coordinating and Coaching for Junior Business Development Executive, Business Development Executive and also for Corporate Sales Administrator positions ;

Organizational achievements:

•Achieved and exceeded sales objectives - tripled the portfolio value in 4 years by signing over 700 contractual agreements ;
•Concluded a contract of 360.000 EUR (10.000 EUR monthly invoice for 36 months) with an Austrian customer (Hydro Power Business sector) for all Orange’s services ( voice & data , fixed & mobile );
•Managed, developed and secured / retained the largest business account on the western area – 600.000 EUR;
•Generated the highest volume of new subscribers company-wide, performance that was recognized in 2005 with an “ Excellence in Sales Award in a Business Sprint Contest ;
•Increased revenue on exiting portfolio by providing business solutions and expanded services: up sell & cross sell;
•Consultative sales approach restored relationships with many major accounts and kept the churn rate below 1%;

Personal achievements:

I have improved my sales performance and developed personal techniques in order to:
•Gain a superior understanding of customers buying processes;
•Maximize account penetration ( up and cross selling);
•Uncover and influence decision criteria more effectively;
•Identify blocks to success and plan strategies to eliminate them;
•Develop strategies to influence key decision-makers;
•Treat objections and to uncover client’s needs and transform it into desires

Key Skills
Administrator Business Development data engineers Marketing Negotiation proactive strategy
2002 - 2004

Orange Romania - Business Sales Representative

Main Responsibilities:

•Direct selling of products and services within defined market segment-SOHO&SME - Acquisition for new business accounts related job:
•Identify new business opportunities within competition share market by learning and understanding customer business and communication needs;
•Ensure the development of the most appropriate solutions that respond to customers needs within the best capabilities of the company ;
•Negotiate the agreements with the competition clients in order to became Orange customers


•Constantly achieved sales targets and helped increasing regional business market share with over 200 new Soho / Sme clients in one year;
•Improved abilities to influence a decision in order to change an existing GSM provider;
•1st Place in a national Orange product selling contest ;

DUMITRICA FELIX's Education and Qualifications

Bachelor/Degree - 1997, Finante, Asigurari, Banci si Burse de Valori Faculty;

Academia de Studii Economice din Bucuresti

DUMITRICA FELIX's Additional Information



Professional training courses:
• SPIN selling
• Account strategy for major sales
• Major Sales Process
• Negotiation techniques – The Negotiate Workshop
• Major account development and key account management
• Persuasive sales and Professional sales Techniques
• Time Management, Communication, Body Language and Planning
• Project Management – Complete Guide