PROFESSIONAL EXPERIENCE
May 2004 – Present
Aviat Networks
Aviat Networks, Inc. (NASDAQ: AVNW) is a leading global provider of microwave networking solutions. Headquartered in Santa Clara, California, Aviat Networks operates in 46 countries, has 850 employees and achieves 435$ million global sales. It was established in 2007 as Harris Stratex Networks after the merger of Harris Corporation – MCD and Stratex Networks, and was rebranded in 2010 to Aviat Networks, Inc.
Presently: Head of Bid Management, Europe – Russia & CIS
After being promoted to Head of Bid Management Europe & Russia, I have taken additional responsibilities, managing the regional sales forecast reporting. Under this capacity, I work with the sales team to track, follow up and keep the sales opportunities funnel up to date, and provide corporate management with sales forecast reports on a weekly basis.
February 2006 – April 2014
Bid Manager, Europe – Russia & CIS
Main Achievements under the Bid Management Process Owner:
I have created and implemented a bid management process in the region based on the Shipley best practicesprinciples, along with a comprehensive set of support tools (a bid/no-bid process matrix, centralized bid management & archiving tool, work templates, bids tracking system, documentation libraries, etc.). Part of my role as the process owner is also to train my colleagues on the company’s processes & tools. In the past 9 years I have coordinated all bid activities in the region, including $50million + bids with a high level of complexity, both from internal perspective, as I had to coordinate virtual teams located around the world, and from customer perspective, as we have participated in multi-year & multi-country bids for various customers profiles, from utilities companies, public administration and Security & Defense entities to Tier 1 global telecom companies such as Vodafone, Vimpelcom, France-Telecom / Orange, Telefonica, Deutsche Telekom (T-Mobile Poland, T-Mobile USA), Bouygues Telecom, SFR, TeliaSonera.
From the bid management perspective, our track record is excellent:
– 100% of bids submitted on time
– Zero incomplete bids
– Excellent feedback from our partners and customers regarding our responsiveness & quality of the proposals
– Low volume of clarification questions after bid submission.
Main achievements under the Active Bid Manager role:
I lead through example and consensus, and I have an end-to-end approach to bid management, being active in coordinating all phases of the bid:
– From defining the virtual project team with corresponding department leads (technical, legal, sales, services, product P&L, etc.) to leading the bid efforts and managing the escalation paths.
– From leading the (pre-)bid reviews & bid/no-bid meetings to organizing all interactions between departments through work schedules & responsibility matrixes
– From outlining the bid approach & theme to defining pricing strategies and ensuring relevant approvals are requested and obtained in a timely manner
– From ensuring timely and complete submission of tender response to coordinating our follow-up efforts during the clarifications phase (if any) and participating to proposal defense meetings.
I have received Aviat Networks’ Exceptional Performance Award for my region in December 2012.
May 2004 – February 2006
Sales Support – Europe
I was employed at Harris Corporation – MCD as contractor for the Sales Support position, covering Eastern Europe, Russia, Spain, France, UK. Main responsibilities:
– Build customer offers, from basic product quotes to more complex proposals including technical and commercial responses, pricing.
– Support the sales team in defining commercial approach strategies, as well as pricing and margin analysis, including margin evolution and trending
EDUCATION
1998 – 2002 Academy of Economic Studies in Bucharest, General Economics Faculty
Majored in “Business law and economy”
Feb. 2016 APMP Foundation Level Certification;
Currently working on my Practitioner Level Certification
