Armando Paz
Senior Business Development Financial Services
Walchwil,Germany
Summary
Seventeen years of professional experience as a specialist in the financial markets working with banks, insurance companies and asset managers in the DACH region as a senior sales manager of different financial platforms, software and services. Results-driven, committed and articulate sales representative with excellent communication skills and a high level of customer commitment Multi-skilled with the ability to plan and manage territory whilst maintaining and developing existing and new customers through ethical sales methods and consistently high customer service.
Overview
15
15
years of professional experience
3
3
years of post-secondary education
5
5
Certificates
4
4
Languages
Work History
Senior Sales Business Development Manager
TXF Ltd, Fitch, Fitch Company
Frankfurt
07.2019 - 08.2020
- Financial Data, Financial Research, Platform Analytics and Strategy Consulting for small start-up
- Defining sales strategies for new build TXF Intelligence department
- Setting up go-to-market strategies
- Building new business relationships to grow awareness with Banks in the DACH region
- Inhouse consultant to member of the board regarding solution selling issues
- Enterprise Selling within the bigger Accounts and usage of Account Plan
- Planning new Sales campaigns
- Initiating new technological needs with our R&D department
- Being the official face for the TXFdata.com and tagymydeals.com platforms
- Growing the trust and relationship with Banks, ECA and Corporates
- Covering more than 100 different Banks ( Tier 1 and Tier 2 )
- Demonstrating credibility with a proven competency and knowledge of the financial services sector
- Influencing the direction of products by providing feedback to TXF business managers on user workflow demand, competitor intelligence, and financial market trends
- Evaluating competitor activity and developing appropriate responses
- Training sales team and writing playbooks and storyboards for sales team
- Growing usability of platforms www.tagmydeals.com and www.txfdata.com
- Book of Business of 2 Million
- In charge of Sales and Revenue growth target by 50 per cent a year for all TXF Intelligence products, Germany
- Fundamental Financial Data, Ratings
Sales Director, Business Development
Fitch Solutions Deutschland GmbH
Frankfurt
01.2017 - 06.2019
- Book owner of 12 Million USD and covering the biggest clients in the DACH Region except for strategic accounts
- Covering 80 clients in Germany with Banks (Tier 1 and Tier 2), Asset Managers (Union Investment, Deka), Insurance Companies (MunichRe)
- Increasing the pipeline by a net 9 per cent a year with a new business focus
- Enterprise Selling within the bigger Accounts and usage of Account Plan
- Responsible for selling a suite of products and services within Fitch Solutions that include
- Research and ratings data services / Data and services for credit derivatives and market-implied ratings and Valuation, workflow and analytical tools for structured finance transactions and CDOs
- Responsible for our new Macro Intelligence Data and Research (BMI Research) and focus on cross sales within existing accounts
- Working closely with product specialists and the strategies department to arrange campaigns within my region
- Giving leadership to the account manager and also our client service department in Germany to improve the client relationship and find the gaps within the accounts
- Forming clear strategic business plans for business development within a specific market and geography to track the quarterly goals
- Coordination and leading of the RFP process with Compliance, Legal, Products Specialists and Marketing
- Arranging C-Level Management meeting with our CEO and President Ranjit Tinaikar
- Created reports and presentations were detailing business development activities.
- Completed and submitted monthly and yearly reports to support executive decision-making.
- Negotiated global MSA, prepared and signed contracts with clients
Vice President of Business Development
State Street Global Exchance
Frankfurt
03.2016 - 12.2016
- Analytics Sales and Business Development EMEA, Business development for the EMEA region and representing the analytics offerings to potential and existing State Street clients
- Sales Pipeline of 2 Million USD
- Covering European Asset Managers, Banks (Tier 1) and Insurance Companies
- Platforms: Sales of Risk management Software TruView, Data management Solution DataGX, TCA products, 3rd party risk feeds, reporting solution (Solvency II, UCITS V and Liquidity reports)
- Coordinating new business products in terms of MIFID II solutions with different departments
- Coordination and leading of the RFP process with Compliance, Legal, Products, Financial Engineers, and Marketing to finalize RFPs (RFP size between 500K and 3 Million Euro)
- Contributing pipeline and reporting timely call notes in Salesforce
- Representing State Street Global Exchange in Events, Funds after work and BVI.
- Solution-oriented approach and consultive selling within the asset management and pension funds sector
- Preparing cold calling lists and prospect's profiles for cold calling sessions weekly
- Performing product demonstration with PowerPoint and the pre-sales team
- Translated customer needs into solution requirements using powerful value propositions and negotiation skills.
Senior Sales Representative
Bloomberg L.P
, Austria
01.2014 - 02.2016
- Prospecting and generating new sales leads and growth through referrals, cold-calling and market research within the Bloomberg client base
- Managing a Team of three sales assistants in Austria
- Caring of Austria (Vienna, Graz, Klagenfurt, Linz) with 130 clients and nearly 700 Bloomberg users
- Banks (Tier 1, Tier2 and Tier 3), Asset Managers, Insurer and Corporates (Treasury Departments), Hedge Funds and Traders
- Relationship manager for the biggest buy-side and sale-side in Austria (Raiffeisenbanken in Austria), providing consultative solutions, aiming for customer relationships with superior competitors and maintaining a clear understanding of the partner's business needs
- Maximizing client knowledge, usage and dependency on the Bloomberg Professional service through strategic, proactive support within smaller clients in the region and Vienna with different clients Asset Managers, Public Sectors, Corporates, Risk Managers, and Traders.
- Demonstrating credibility with a proven competency and knowledge of the financial services sector
- Influencing the direction of products by providing feedback to Bloomberg's business managers on user workflow demand, competitor intelligence, and financial market trends
- Evaluating competitor activity and developing appropriate responses
- Providing accurate & informative sales reports and documentation
- Organizing client events (Focus days, Client training or Specialist training)
- Providing detailed counts, reports and lists to clients as well as identifying/assisting other departments with up-selling and cross-selling opportunities
- Strategic sales development within existing clients and accounts.
Senior Sales Representative
Bloomberg L.P
, Germany
01.2011 - 01.2014
- Prospecting and generating new sales leads and growth through referrals, cold-calling and market research within the Bloomberg client base
- Caring for the most prominent business area region in Germany (East Germany) with 118 clients and nearly 600 Bloomberg users
- Relationship manager for the biggest buy-side in Germany, DWS / AWM providing consultative solutions, aiming for a customer relationship with superior competitors and maintaining a clear understanding of the partner's business needs
- Covering Banks (Tier 1, Tier 2, Tier 3), Insurance, Asset Manager, Wealth Management, Trader
- Enterprise Sales of different products
- Negotiating Global MSA with Global Account Management
- Maximizing client knowledge, usage and dependency on the Bloomberg Professional service through strategic, proactive support within smaller clients in the region like saving banks, Volksbanken, Commerzbank, smaller insurance companies and asset managers.
- Demonstrating credibility with a proven competency and knowledge of the financial services sector
- Influencing the direction of products by providing feedback to Bloomberg's business managers on user workflow demand, competitor intelligence, and financial market trends
- Evaluating competitor activity and developing appropriate responses
- Dealing with a diverse range of clients in the private and the public sector
Client Portfolio Manager
Union Investment
Frankfurt
03.2008 - 12.2010
- Responsibility for driving the product range in line with the agreed business plan
- Analysing financial markets, especially during the financial crisis and reporting to the CIO
- Acquiring a detailed knowledge of fund structures and systems relevant to product lines of Union-Investment retail funds
- Promoting the Company as a leading asset manager
- Participating in meetings with representatives of Volksbanken
- Fund investment reports, marketing literature, RFP documents, press releases - presentations which had to be informative, comprehensive and focused on Volksbank`s needs. Sales representative
- Being involved in investment discussions, including attending investment and market-related meetings, both within the company organisation and with external experts outside the industry.
- Identifying tasks and implementing solutions that will help to develop new business relationships and communications relationships with the sales force
- Understanding and discussing relevant, current market and investment issues with sales and key clients
- Actively participated in project work to support business lines such as marketing and product management.
Financial Reporting Specialist
Union Investment
Frankfurt
01.2006 - 03.2008
- Assisting unit managers in interpreting reports for different departments within Union-Investment
- Monitoring of appropriate deadline and term sheet management within the business unit
- Analysis and reporting of financial data from electronic data sources such as Bloomberg, Reuters, SCD, Business Objects and FactSet for internal and external customers
- Design and development of databases, spreadsheets, and reports as requested by the Dean or other officers of the division
- Independent market and strategy research (and formulating) aiming the proposal of (solutions to make) recommendations to improve the working flow
- Reviewing and focusing reports to determine essential characteristics, such as origin and report flow format, frequency, distribution and purposes or function of financial reports
- Strong understanding of fund attribution reports and as well as Value at Risk and performance measurement report
Research Specialist
Executive Search, Wideresearch GmbH
Frankfurt
01.2005 - 12.2005
- Executive search in Europe
- Strong phone presence and cold calls within the financial industry, mainly Asset Managers
- Extensive desk research, maintaining the research database with new client information
- Research topics mainly in the financial sector area
- Providing project administration support by updating and maintaining project files
- Preparation of presentations and proofreading of client reports
- The main requirement of a methodical approach to responding client issues effectively to last-minute changes
- Working alongside client such as Michael Page, M3 and Hayes
Education
Master of Arts - Accounting and Finance
FOM Graduate School
Frankfurt 09.2008 - 05.2010
Bachelor of Arts (Honours) - Business and Management
University of East London
London 09.2002 - 09.2003
Higher National Diploma - Business and Management
European College of Business and Management
Diploma “Industriekaufmann - German business administration
European College of Business and Management
Skills
Business Development
Certification
SELLTRIC GmbH - Co-Founder in Switzerland (Zug)03/2020 - Present
Timeline
Senior Sales Business Development Manager
TXF Ltd, Fitch, Fitch Company
07.2019 - 08.2020
Sales Director, Business Development
Fitch Solutions Deutschland GmbH
01.2017 - 06.2019
Vice President of Business Development
State Street Global Exchance
03.2016 - 12.2016
Senior Sales Representative
Bloomberg L.P
01.2014 - 02.2016
Senior Sales Representative
Bloomberg L.P
01.2011 - 01.2014
Master of Arts - Accounting and Finance
FOM Graduate School
09.2008 - 05.2010
Client Portfolio Manager
Union Investment
03.2008 - 12.2010
Financial Reporting Specialist
Union Investment
01.2006 - 03.2008
Research Specialist
Executive Search, Wideresearch GmbH
01.2005 - 12.2005
Bachelor of Arts (Honours) - Business and Management
University of East London
09.2002 - 09.2003
Higher National Diploma - Business and Management
European College of Business and Management
Diploma “Industriekaufmann - German business administration
European College of Business and Management
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