THE SALES ACCELERATION PROGRAM FOR SMALL AND MEDIUM ENTERPRISES: MASTERING THE SALES PROCESSSpeakers / Presenters

Rafael Soltero VenegasRafael Soltero Venegas
Instructor
Department of Marketing & Logistics, FIU College of Business

EDUCATION
Master of Business Administration, Rochester Institute of Technology Executive Development Program, Strategic Marketing, University of Minnesota Kodak Bridge Program for Electrical Engineering. Rochester Institute of Technology BS in Chemical Engineering, University of Puerto Rico.



AREAS OF EXPERTISE

  • International sales and sales management
  • Key account management
  • International market development
  • Managing Distributors and expanding distribution networks
  • Product planning, launch & implementation
  • Retail sales planning and implementation
  • International contract negotiations
  • CRM implementation
  • Sales and leadership coaching
  • Entrepreneurship

PROFESSIONAL ACTIVITIES
Professor Soltero brings 25+ years of progressive experience in product development, managing teams, B2B and consumer sales and marketing, including high-tech capital products and consumables. He has extensive Latin American and Worldwide field experience in establishing new country sales and distribution networks. He served as Director of Latin America for the Digital Printing Business unit of Eastman Kodak for 7 years. He has served as Vice President of Sales and Marketing for three different companies selling in America, Japan and Europe.

Professor Soltero joined FIU as an adjunct professor in 2012 and as a full-time instructor in 2014. He has been teaching face to face and online Sales, B2B Marketing and Sales, and Sales Management courses. He has also developed and delivered Executive Training sessions for national and international companies.

Professor Soltero is an active participant and coach for the FIU Sales Society. He coaches the FIU Sales Team that competes in the ISCS, AMA and NCSC collegiate sales competitions. He is also Faculty Advisor to three student organizations at FIU: Sales Society, Entrepreneurs Club, and Alpha Kappa Psi.

FUN FACTS
Professor Soltero was a founder of HOLA, the Hispanic Organization for Leadership and Advancement in Rochester New York to help develop leadership skills for Hispanic professionals. He loves to play and watch basketball. Although his last name means single in Spanish, he is happily married and has a son who is a Dentist in South Florida.

Nicolo AlaimoNicolo Alaimo
Adjunct Professor
Department of Marketing & Logistics, FIU College of Business

Professor Alaimo is a successful senior sales and business management executive with strong leadership capabilities and extensive worldwide experience in sales, marketing, services and Learning & Development. Proven record of solution sales and business management execution covering a wide range of products and services.

In addition to his Academic role, Prof. Alaimo leads the Sales Management and Enablement Practice at Sales Outcomes, a consulting firm focused on helping business-to-business companies to grow revenue by helping them to connect marketing and sales strategy to execution. He is also a founding member of the Sales Enablement Society.

Most recently, as the Global VP for sales enablement for the US $4B software business of HP, he led a globally dispersed team to develop and deliver innovative field enablement programs and trainings that increased sales productivity. He also implemented a set of enablement metrics based for the first time on sales productivity.

Previously he was the Regional VP for HP's software in Latin America where he led his organization to impressive growth and market leadership. During his tenure, the Software organization grew revenue and profitability more than seven fold in the Region.

Earlier in his career he managed the sales, operations and marketing teams for Servers and Storage business; growing this business to over US $400M in Latin America; delivering over 100% of revenue and profit goals every year and increasing market share in most countries in Latin America. During this time, he created and implemented a consultative solution-selling model that leveraged servers, storage and professional services to solve specific customer problems.

As Marketing and Channel Development Manager for HP in Brazil, Mr. Alaimo created and executed a plan to manufacture servers in Brazil; created aggressive marketing and channel programs and delivered excellent results that brought the company to become the number one server provider in the market.

He holds a degree in Electronics Engineering from California State University, A Master of Sciences in Professional Management from the University of Miami, and an MBA from the same University. He is fluent in English, Spanish, Portuguese and Italian. He resides in Miami, Florida.

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