ADRIANO III ZABALA
Woolooware,NSW
Summary
Skilled Business Development leader offering 10 years of experience in leading operations and enhancing revenue. Bringing expertise in client acquisition and generating new business, along with excellent interpersonal communication, relationship-building and team leadership abilities. Results-driven and proactive with demonstrated record of accomplishment in meeting and exceeding sales and revenue objectives.
Overview
18
18
years of professional experience
Work History
Business Development Manager
Flexera
Sydney, NSW
11.2022 - Current
- Leveraged industry events to network with potential clients, generating significant brand exposure and driving new business acquisition efforts.
- Enhanced profitability by developing pipelines utilizing marketing and sales strategies.
- Facilitated regular communication with clients to ensure their needs were met, fostering long-lasting relationships built on trust and mutual respect.
- Established valuable partnerships with complementary businesses, creating mutually beneficial synergies that accelerated growth for both parties.
- Established relationships with key decision-makers within customer's organization to promote growth and retention.
- Generated new business with marketing initiatives and strategic plans.
- Developed customized solutions for clients based on a deep understanding of their unique pain points, delivering exceptional value and driving repeat business.
- Delivered recommendations to long-term accounts to promote brand awareness to key audience.
- Delivered compelling sales presentations to prospective clients, highlighting the unique value proposition of our products and services.
- Consistently met or exceeded monthly quotas through diligent prospecting efforts, relentless follow-up activities, and expert negotiation skills.
- Monitored market trends and competitor activities to identify areas of potential opportunity.
- Kept meticulous client notes and updated account information in company databases.
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
- Managed accounts to retain existing relationships and grow share of business.
- Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
- Increased client base by identifying new business opportunities and cultivating strong relationships with key decisionmakers.
- Streamlined internal processes by introducing innovative tools and technologies, enhancing overall operational efficiency.
- Collaborated closely with marketing teams to develop targeted campaigns that generated high-quality leads for the sales pipeline.
- Conducted comprehensive market research and analysis to identify emerging trends and potential areas of expansion.
- Represented company and promoted products at conferences and industry events.
- Liaised with sales, marketing, and management teams to develop solutions and accomplish shared objectives.
- Reached out to potential customers via telephone, email, and in-person inquiries.
- Cultivated interpersonal skills by building positive relationships with others.
- Demonstrated respect, friendliness and willingness to help wherever needed.
- Organized and detail-oriented with a strong work ethic.
- Assisted with day-to-day operations, working efficiently and productively with all team members.
- Passionate about learning and committed to continual improvement.
- Strengthened communication skills through regular interactions with others.
- Worked effectively in fast-paced environments.
- Demonstrated creativity and resourcefulness through the development of innovative solutions.
- Skilled at working independently and collaboratively in a team environment.
- Worked effectively in Outbound prospecting and Inbound Follow up in a timely manner.
- Demonstrated a high level of initiative and creativity
- Demonstrated a Positive Attitude, a Farmer attitude and full of persistence.
Inside Sales and Business Development
AYRA
Sydney, NSW
02.2021 - 11.2022
- Kept detailed records of daily activities through online customer database.
- Contributed to event marketing, sales and brand promotion.
- Pitched plans and investment strategies to potential partners to raise capital.
- Identified new market opportunities and developed targeted sales strategies for increased growth.
- Optimized sales pipeline management, increasing conversion rates across all stages of the funnel.
- Boosted company revenue through effective business development and partnership-building efforts.
- Communicated with leadership teams by spearheading regular meetings to discuss objectives.
- Streamlined internal processes to maximize team efficiency and performance in meeting sales targets.
- Monitored service after sale and implemented quick and effective problem resolutions.
- Attended monthly sales meetings and quarterly sales trainings.
- Researched competitor offerings to maintain an up-to-date understanding of market trends, enabling informed strategy adjustments as needed.
- Selected correct products based on customer needs, product specifications and applicable regulations.
- Built relationships with customers and community to promote long term business growth.
- Reduced churn rate by proactively addressing customer concerns and implementing targeted retention strategies.
- Consulted with businesses to supply accurate product and service information.
- Spearheaded product training sessions for both internal teams and external partners, enhancing overall knowledge of the company''s offerings.
- Networked among local business and community organizations to develop leads and generate business.
- Enhanced corporate reputation with a focus on building strong relationships with key industry stakeholders.
- Set and achieved company defined sales goals.
- Evaluated sales performance data to identify areas for improvement, leading to more focused coaching and skill development efforts for the team members involved.
- Used SalesForce to handle current portfolio and prospective leads.
- Worked with sales manager to collaboratively reach targets, consistently meeting or exceeding personal quotas.
- Brought in new accounts through successful networking strategies and promotional approaches.
- Expanded client base by implementing strategic sales and marketing initiatives.
- Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
- Performed effectively in self-directed work environment, managing day-to-day operations and decisions.
- Recorded accurate and efficient records in customer database.
- Compiled product and customer data to generate informed profit projections.
- Expanded business through effective network development, identifying new, and prospective clients.
- Implemented innovative lead generation techniques that attracted high-quality prospects.
- Developed business pipeline using cold and warm techniques.
- Organized successful trade show exhibitions, boosting brand visibility among target audiences.
- Demonstrated a high level of initiative and creativity while tackling difficult tasks.
- Learned and adapted quickly to new technology and software applications.
- Cultivated interpersonal skills by building positive relationships with others.
- Proven ability to learn quickly and adapt to new situations.
- Gained extensive knowledge in data entry, analysis and reporting.
- Managed time efficiently in order to complete all tasks within deadlines.
- Passionate about learning and committed to continual improvement.
Business Development Manager
Board Software
Sydney, NSW
03.2019 - 02.2021
- Optimised sales funnels by leveraging data-driven insights to refine targeting strategies and maximize conversion rates.
- Leveraged industry events to network with potential clients, generating significant brand exposure and driving new business acquisition efforts.
- Enhanced profitability by developing pipelines utilizing marketing and sales strategies.
- Facilitated regular communication with clients to ensure their needs were met, fostering long-lasting relationships built on trust and mutual respect.
- Generated new business with marketing initiatives and strategic plans.
- Developed customized solutions for clients based on a deep understanding of their unique pain points, delivering exceptional value and driving repeat business.
- Performed client research and identified opportunities for account growth, account penetration and market expansion.
- Delivered recommendations to long-term accounts to promote brand awareness to key audience.
- Delivered compelling sales presentations to prospective clients, highlighting the unique value proposition of our products and services.
- Consistently met or exceeded monthly quotas through diligent prospecting efforts, relentless follow-up activities, and expert negotiation skills.
- Monitored market trends and competitor activities to identify areas of potential opportunity.
- Kept meticulous client notes and updated account information in company databases.
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
- Managed accounts to retain existing relationships and grow share of business.
- Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
- Increased client base by identifying new business opportunities and cultivating strong relationships with key decisionmakers.
- Collaborated closely with marketing teams to develop targeted campaigns that generated high-quality leads for the sales pipeline.
- Resolved problems with high-profile customers to maintain relationships and increase return customer base.
- Conducted comprehensive market research and analysis to identify emerging trends and potential areas of expansion.
- Represented company and promoted products at conferences and industry events.
- Liaised with sales, marketing, and management teams to develop solutions and accomplish shared objectives.
- Reached out to potential customers via telephone, email, and in-person inquiries.
- Cultivated interpersonal skills by building positive relationships with others.
- Passionate about learning and committed to continual improvement.
- Worked effectively in fast-paced environments.
- Skilled at working independently and collaboratively in a team environment.
- Outbound and Prospecting Activities
Business Development Executive
Instructure
Sydney, NSW
01.2017 - 03.2019
- Contributed to team objectives in fast-paced environment.
- Built diverse and consistent sales portfolio.
- Developed and maintained strong working relationships with professionals within assigned territory.
- Developed tailored presentations for potential clients, showcasing the unique value proposition of our products and services.
- Provided timely updates on progress toward sales goals, informing management of any challenges or opportunities that arose during the process.
- Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
- Attended monthly sales meetings and quarterly sales trainings.
- Expanded business through effective network development, identifying new, and prospective clients.
- Successfully converted qualified leads into long-term customers through strategic follow-up communications and relationship building efforts.
- Exceeded target individual average revenue goals year over year.
- Fostered lasting relationships with customers through effective communication and quick response, resulting in long-term loyalty and expanded client base.
- Built strong relationships with prospective clients to establish trust and increase likelihood of successful partnerships.
- Expanded client base through targeted outreach efforts, resulting in increased sales.
- Collaborated with cross-functional teams to develop comprehensive strategies for pursuing new opportunities.
- Maintained extensive knowledge of company products and services to provide top-notch expertise to customers.
- Recorded accurate and efficient records in customer database.
- Achieved or exceeded company-defined sales quotas.
- Enhanced company presence at industry events, representing the organization professionally and networking effectively with potential partners.
- Participated in ongoing professional development initiatives, expanding knowledge of best practices in business development strategies and tactics.
- Used SalesForce to handle current portfolio and prospective leads.
- Developed business pipeline using cold and warm techniques.
- Worked with sales team to collaboratively reach targets, consistently meeting or exceeding personal quotas.
- Increased sales with execution of full sales cycle processing from initial lead processing through conversion and closing.
- Utilized CRM tools to track communication with prospects and maintain an organized pipeline of potential deals.
- Generated new business leads by conducting market research and identifying potential clients.
- Brought in new accounts through successful networking strategies and promotional approaches.
- Contributed to event marketing, sales and brand promotion.
- Proven ability to learn quickly and adapt to new situations.
- Demonstrated a high level of initiative and creativity while tackling difficult tasks.
- Developed and maintained courteous and effective working relationships.
- Organized and detail-oriented with a strong work ethic.
- Cultivated interpersonal skills by building positive relationships with others.
- Skilled at working independently and collaboratively in a team environment.
Sales Advisor
MINDBODY
Sydney, NSW
01.2016 - 01.2017
- Used customer insights to develop innovative sales strategies to increase sales.
- Increased sales by offering advice on purchases and promoting additional products.
- Kept detailed records of daily activities through online customer database.
- Exceeded sales targets consistently through effective product demonstrations and persuasive communication skills.
- Increased sales with execution of full sales cycle processing from initial lead processing through conversion and closing.
- Set and achieved company defined sales goals.
- Provided expert product knowledge to customers, leading to informed purchasing decisions and increased satisfaction levels.
- Responded to in-person and telephone requests for information about company offerings.
- Fostered lasting relationships with customers through effective communication and quick response, resulting in long-term loyalty and expanded client base.
- Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
- Attended monthly sales meetings and quarterly sales trainings.
- Participated actively in weekly sales meetings, sharing insights from personal experiences that contributed to team success.
- Utilized CRM software to manage customer accounts and track performance metrics.
- Streamlined processes within the sales team for a more efficient workflow, leading to better time management and increased productivity.
- Handled difficult situations professionally by addressing customer complaints and finding mutually beneficial solutions, preserving long-term relationships.
- Stayed current on company offerings and industry trends.
- Developed and maintained comprehensive understanding of products, services and competitors to enhance sales presentations.
- Gained customer trust and confidence by demonstrating compelling, persuasive and composed professional demeanor.
- Generated new leads through networking and attending industry events.
- Collaborated with managers to provide customer feedback and recommend operational changes to meet emerging trends.
- Managed key accounts, resulting in increased repeat business and higher revenue growth.
- Managed customer accounts to secure customer satisfaction and repeat business.
- Recorded accurate and efficient records in customer database.
- Built relationships with customers and community to promote long term business growth.
- Developed long-lasting client relationships by providing exceptional customer service.
- Scheduled appointments and managed master calendar.
- Increased sales by establishing rapport with customers and identifying their needs.
- Analyzed market trends and customer feedback to identify areas for potential growth or improvement.
- Contributed to team objectives in fast-paced environment.
- Demonstrated features, answered questions and offered solutions.
- Demonstrated respect, friendliness and willingness to help wherever needed.
- Delivered services to customer locations within specific timeframes.
- Self-motivated, with a strong sense of personal responsibility.
- Proven ability to learn quickly and adapt to new situations.
- Skilled at working independently and collaboratively in a team environment.
- Adaptable and proficient in learning new concepts quickly and efficiently.
Territory Sales Account Manager
Stage II
Sydney, NSW
03.2013 - 12.2016
- Set and achieved company defined sales goals.
- Worked with vendors and suppliers to support timely delivery of products and services.
- Fostered lasting relationships with customers through effective communication and quick response, resulting in long-term loyalty and expanded client base.
- Facilitated contract negotiation processes, ensuring mutually beneficial outcomes for both clients and our organization.
- Monitored customer buying trends, market conditions, and competitor actions to adjust strategies and achieve sales goals.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Met existing customers to review current services and expand sales opportunities.
- Maintained thorough knowledge of industry trends and competitive landscape, positioning company offerings effectively against competitors.
- Established strong rapport with key decision-makers across various organizations to build trust in our brand''s value proposition.
- Negotiated prices, terms of sales and service agreements.
- Planned and conducted weekly sales meetings to keep sales representatives up-to-date on new products and strategies.
- Recorded accurate and efficient records in customer database.
- Managed NSW accounts within NSW territory.
- Established successful account relationships by building rapport and maintaining consistent communication.
- Researched competitor activity and used findings to develop sales growth strategies.
- Kept detailed records of daily activities through online customer database.
- Cultivated relationships with key accounts in territory and provided support to drive customer satisfaction.
- Maintained current knowledge of evolving changes in marketplace.
- Collaborated with managers to provide customer feedback and recommend operational changes to meet emerging trends.
- Presented professional image consistent with company's brand values.
- Developed sales strategy based on research of consumer buying trends and market conditions.
- Achieved or exceeded company-defined sales quotas.
- Strengthened client relationships through regular communication, addressing concerns, and providing proactive support.
- Communicated regularly with territory, regional, and strategic managers for daily support and strategic planning for accounts.
- Developed and maintained strong working relationships with professionals within assigned territory.
- Identified potential areas of expansion within the territory by researching untapped markets or under-served industries.
- Collaborated with internal teams for effective product launches, ensuring seamless integration into the territory.
- Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
- Met with customers to discuss and ascertain needs, tailor solutions and close deals.
- Stayed current on company offerings and industry trends.
- Conducted market analysis to identify trends and adjust sales strategies accordingly for continuous improvement.
- Utilized CRM software to track sales activities, analyze performance metrics, and develop actionable insights for continuous improvement efforts.
- Attended monthly sales meetings and quarterly sales trainings.
- Conducted regular market analysis to identify new opportunities for territory sales growth.
- Informed customers of promotions to increase sales productivity and volume.
- Developed and monitored sales representative goals and performance to drive territory goals.
Account Sales Executive
Westfarmers
Sydney, NSW
08.2010 - 03.2013
- Maintained ethical and positive working environment to reduce turnover and promote high retention rates.
- Handled customer relations issues, enabling quick resolution, and client satisfaction.
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
- Established and cultivated solid business relationships with new or existing customers.
- Met with clients, delivering presentations, and educating on product and service features and offerings.
- Conducted comprehensive product presentations, demonstrating the value proposition of our offerings to potential clients.
- Attended industry shows, conventions, and other meetings with primary mission of expanding market opportunities.
- Streamlined sales processes, resulting in reduced lead time and increased efficiency.
- Prepared sales presentations for clients showing success and credibility of products.
- Monitored sales analytics regularly to identify areas of improvement in overall performance metrics.
- Closed lucrative sales deals using strong negotiation and persuasion skills.
- Championed a customer-centric approach within the sales team, emphasizing the importance of understanding client pain points and delivering solutions that address their unique challenges.
- Utilized CRM tools effectively to maintain accurate records of client interactions, appointments, and follow-ups – enhancing productivity levels across the board.
- Increased profit margins by effectively controlling budget and overhead and optimizing product turns.
- Liaised with sales, marketing, and management teams to develop solutions and accomplish shared objectives.
- Built relationships with customers and community to establish long-term business growth.
- Expanded market share by identifying new opportunities and targeting untapped markets.
- Developed customized proposals for high-value prospects, tailoring solutions according to their specific requirements.
- Utilized CRM tool for account management, opportunity tracking, task management and logging and maintained key customer data.
- Provided timely feedback to management on market trends and competitor activities, aiding in informed decisionmaking.
- Delivered recommendations to long-term accounts to promote brand awareness to key audience.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
- Worked within specific geographic territory to cultivate new prospects, cross-sell solutions, reach goals, and close sales.
Buyer Manager, Sales
Gucci Group
New Zealand
03.2006 - 08.2010
- Analyzed inventory usage and assessed trends to provide maximum coverage for each time period.
- Researched and evaluated potential suppliers to determine best fits for company needs and to identify cost savings opportunities.
- Forecasted purchasing trends and improved merchandising strategies.
- Reviewed bid proposals, negotiating contracts within budgetary limitations and scope of authority.
- Communicated with vendors regarding inventory needs and negotiated prices to maintain profit margins.
- Collaborated with buyers for special events and seasonal promotions to maintain adequate product stock and drive sales.
- Evaluated past spending patterns and developed recommendations on how resources could be better allocated.
- Improved inventory management by implementing strategic purchasing plans and monitoring supplier performance.
- Worked with vendors to obtain product or service information.
- Dispensed purchase orders to suppliers with accurate pricing, deadlines and terms and conditions.
- Analyzed market and delivery systems to assess present and future materials availability.
- Developed and tracked metrics to measure supplier performance and cost savings.
- Maintained accurate records of all purchases, streamlining audits, and compliance checks related to the purchasing function within the organization.
- Collaborated with sales team to forecast demand accurately and plan inventory levels accordingly.
- Monitored inventory levels and avoided shortages with timely replenishment of stock.
- Negotiated pricing and terms with vendors to secure best value for company.
- Enhanced profitability by negotiating bulk purchase discounts from key suppliers.
- Coordinated with cross-functional teams to address supply chain issues promptly, minimizing production downtime.
- Communicated regularly with suppliers to uphold accountability for quality standards and timely delivery of goods.
- Managed vendor purchase order dispatch, delivery, and invoicing to set contractual guidelines and maintain budgetary regulations.
- Passionate about learning and committed to continual improvement.
- Worked effectively in fast-paced environments.
- Assisted with day-to-day operations, working efficiently and productively with all team members.
- Skilled at working independently and collaboratively in a team environment.
Education
Bachelor of Science - Business
Auckland University
New Zealand03.2000
Skills
- Sales expertise
- Negotiations
- Business Analytics
- B to B sales
- Relationship building and rapport
- Territory Management
- Strategic Planning
- Marketing
- Account Management
- Pipeline Development
- Brand-building strategies
- Consultative Selling Techniques
- Salesforce Management
- HubSpot Management
- Salesloft Management
- Lusha Prospecting
- LinkedIn Prospecting
- Process Improvement
- Business development and planning
- Verbal and written communication
- Customer Service
- Closing Techniques
- Team Leadership
- Sales processes
- Team Collaboration
- CRM Platforms
- New Business Development
- Competitor Monitoring
- Sales Reporting
- Relationship Building
- Prospect targeting
- Lead Identification and Generation
- Solution selling
- Outbound prospecting
- Social Media Selling
Accomplishments
- Awarded as Most Valuable Achievement and High Performance Business Development Manager- Global (Canvas, Instructure Sales Event 2018 Utah,USA)
Timeline
Business Development Manager
Flexera
11.2022 - Current
Inside Sales and Business Development
AYRA
02.2021 - 11.2022
Business Development Manager
Board Software
03.2019 - 02.2021
Business Development Executive
Instructure
01.2017 - 03.2019
Sales Advisor
MINDBODY
01.2016 - 01.2017
Territory Sales Account Manager
Stage II
03.2013 - 12.2016
Account Sales Executive
Westfarmers
08.2010 - 03.2013
Buyer Manager, Sales
Gucci Group
03.2006 - 08.2010
Bachelor of Science - Business
Auckland University