Universidad de Sevilla

Confederación de Empresarios de Andalucía

General Manager International and Head of UK Sales at Ticketer

Masabi

VP Business Development - Iberia and Latin America

Bledsystem

Strategic Advisor to the Board of Directors

Sfey

Chief Commercial Officer (CCO)

Career Break

Health and well-being

Ticketer

Head of UK Sales

General Manager, International

VP Business Development - Southern Europe and Latin America

Freelance

Sales and Commercial Director | Business Development | Managing Director

Europe, with a relevant overall market size similar to that of North America, was not a targeted geography by the time I took this position. 

Based on offer suitability, market size and growth potential, I selected tier-1 targets, and defined a business development roadmap to open the Norwegian and French markets. 

During this time I have
- identified a pipeline for growth and selected main strategic pursuits
- built excellent relationship with the key customers
- established strategic partnership agreements with the key local players
- driven the change and broken the status-quo within the organization 
- pushed the bid process in a very complex internal context

Schneider Electric

Senior Sales and Business Development Director

After a deep strategic and organizational change, three Competence Centers were created within the Transportation business unit in Schneider. It was then when I took the role of Business Development Director for Traffic Solutions, which at that time accounted for 70% of the Transportation business revenue.

The main challenges we had were:
- maximizing growth synergies with the rest of Schneider
- defining and implementing a segment strategy that would drive growth in new geographies

During the period I held that position, we settled position in a new country for us (Peru) with the award of a contract with the concession "Rutas de Lima", and prepared the land for putting our feet for the first time with a project in Colombia, a few months later.

Director of Business Development - Traffic Solutions

Following the good performance of Rail business and the recent acquisition of a bus fare collection company (Maexbic), I was asked to do similar job with the bus offer as I did previously for the railway solutions offer, constituting both together the Transit solutions offer.

During this period very important milestones were achieved:
- long term partnership agreement signed with CAD/AVL worldwide leader to complete the portfolio with a key missing brick
- business development activity started in North America, and the first project awarded (Calgary Transit fare collection system) soon afterwards
- a new and complete public transport story at the heart of the Smart-City strategy of the company, was available to al the salesforce worldwide

Another key responsibilities I had:
- segment strategy definition and execution
- market and competition analysis
- segment performance (revenues and profitability) evolution tracking
- coordination between R&D department and business units for product support
- where the company had already presence, local salesforce training and "evangelization"
- coordination with Marcom department for the sales material preparation
- representation at congresses and trade fairs

Telvent

Business Development - Transit Product Manager

Having participated closely in the sales and tender process for the project as Rail Product Manager, I was asked to take the role of Project Manager for the development of a rail traffic simulator for Adif, the Spanish Railway Administrator.

As part of my duties of project manager, I had to:
- plan and define the team and other resources needed
- build and lead the project team
- coordinate the effort with the R&D department (to guarantee the project results would be re-usable)

Needless to say, the above always sticking to the very demanding requirements of quality, schedule and budget, and modulating customer expectations on project results.

Project Manager

As Railway Product Manager, I was assigned the mission of putting together past projects results and experience, that together would constitute the Railway Solutions offer. With a very limited international footprint, also I had to select the foreign markets to target, and define a strategy to jump into. 

We quickly found success with:
- the award of several rail projects (Jaén and Cádiz in Spain, Morocco, Algeria...)
- the award of a strategic project (rail traffic simulator) with ADIF that would help consolidate our railway offer and position in Spanish market

Another responsibilities during my role as Railway Product Manager were:
- segment strategy definition and execution
- market and competition oversight 
- segment performance (revenues and profitability) evolution tracking
- coordination between R&D department and business units for product support
- where the company had already presence, local salesforce training and "evangelization"
- coordination with Marcom department for the sales material preparation
- representation at congresses and trade fairs

Business Development - Railway Product Manager

As part of the client team (Regional Health Authority), I had the responsibilities for project planning, sizing, requirement specification and supervision of health IT systems development.

Main projects:
- implementation of Regional Health Authority Information Systems Master Plan
- new community based intranet/extranet

Fundación i-Avante, Junta de Andalucía

Project Coordinator

Project planning, sizing, requirement specification, procurement and supervision of fare collection and other traveller/station systems for Renfe commuter trains.

During the time I spent at Renfe, we introduced a procurement model new to date in the department, changing from big turnkey contracts including design, equipment, civil works and software development altogether, to a more flexible and convenient independent contract model, enabling the execution of parallel tasks and therefore reducing the overall project duration. 

Main projects led:
- Asturias access control plan
- Barcelona access control plan - phase III
- Automatic Ticket Vending Machines for Spain - AVANCE phase II

Renfe

Project Engineer

Design and implementation supervision of telecommunication networks (Phone - TV - Radio - Data) for house and commercial buildings.

Antonio Carmona