NAME: Michele McCann

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CURRICULUM VITAE
MICHELE McCANN
PERSONAL INFORMATION
NAME:
Michele McCann
POSTAL DETAILS:
PO Box 2005
Bromhof
RANDBURG
2154
RESIDENCY:
South African
HEALTH:
Excellent
LANGUAGES:
English
Afrikaans
DRIVING LICENSE
Code 08
CONTACT DETAILS:
Mobile: (0)72 148 6702
[email protected]
CURRICULUM VITAE – MICHELE McCANN
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QUALIFICATIONS
MANAGEMENT DEVELOPMENT PROGRAMME
University of Stellenbosch
Subjects:
 Business Management
 Introduction to Economic and Management Environment
 Accounting
 Commercial Law
 Business English
 Consumer Behaviour
 Economics
 General Management
 Industrial Psychology
BCOM MARKETING MANAGEMENT
Current: UNISA
Subjects:
 Business Management: 1A & 1B
 Introduction to Economic and Management Environment: 1A & 1B
 Commercial Law 1A
 Business English
 Consumer Behaviour
 Economics 1A (current)
 General Management (current)
 Industrial Psychology 101 (current)
IMM SALES AND MARKETING MANAGEMENT (with first class)
DAMELIN
EXECUTIVE SECRETARIAL DIPLOMA (with first class)
KELLY-GREENOAKS SECRETARIAL COLLAGE
Subjects:
Legal Practice
*Word Processing (Master class)
Typing (50 wpm)
Business English (Level 3)
*Bookkeeping (with distinction)
Financial Life Skills
Business Communication
72%
82%
MS Excel
MS PowerPoint
Information Technology
Office Management
Introduction to Travel
Introduction to Public Relations
60%
92%
88%
66%
* Wrote the Pittmans International Exam.
SENIOR CERTIFICATE (with exemption)
BRYANSTON HIGH SCHOOL
English (first language)
Afrikaans (second language)
Biology
CURRICULUM VITAE – MICHELE McCANN
Accountancy
Geography
Mathematics
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96%
91%
87%
74%
80%
67%
EMPLOYMENT RECORD
Teraco Data Environments (Pty) Ltd.
(April 2012 – current)
Head of Business Development & Interconnection
 Member of the EXCO team
 Focusing on development of new business opportunities for Teraco & NAPAfrica
 Promotion of open peering model within client base as well as future opportunities
focussing in the sub-Saharan Africa region.
 Building a content aggregation community within Teraco to serve southern African
region
 Building partnerships with African teleco operators
 Building an interconnection policy knowledge base
ARC Telecoms (Pty) Ltd
(March 2010 – April 2012)
Commercial Director
 Member of the Board of Directors, reporting directly to the Chief Executive Officer.
 Creating and delivering commercial strategies including sales, product development and
marketing.
 Developing future growth plans, providing vision, direction and leadership.
 Development of new infrastructure focusing on delivering ISP products and services to
the SME market
 Formulate and implement strategies in conjunction with the COO and CEO
 Presentation and reporting of commercial strategy to Board in order to obtain buy in
 Change management of existing structures during mergers and acquisitions
 Identify new product opportunities based revenue and customer strategy
 Relationship building of strategic partners and suppliers
 Negotiation and review of vendor agreements
 Developing strategy, tactics, sales plans and profit targets.
 Delivering sales by developing relationships with key customers.
 Identifying and reporting on business opportunities in target markets
 Creating, developing and maintaining the ARC telecoms Brand and corporate identity
 Taking responsibility for profit and loss
 Increasing market share in existing markets and maximise new business development
opportunities.
 Achieving targets for revenue, profitability and sales growth
 Conducting ongoing training programmes for all business units including, sales,
operations and technical. Training programmes primarily focused on servicing the
business market including newly introduced products and technologies
iBurst Group (Pty) Ltd
(August 2008 – March 2010)
HOD: iBurst Business
 Development of new business unit focusing on delivering products and services to the
SME market
 Management and mentorship of three direct product development reports responsible for
development and delivery of Data, Voice and value added products
 Management and mentorship of Sales consultants, National Sales Manager, Admin and
project teams
 Formulate and implement strategies in conjunction with the Head of Commercial
 Presentation of business strategy to Manco in order to obtain buy in
 Change management of existing structures from retail focus to include business market
segment requirements
 Identify new product opportunities based revenue and customer strategy
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Relationship building of strategic partners
Negotiation and review of vendor agreements
Conducting ongoing training programmes for all business units including, sales,
operations, legal, HR and networks. Training programmes primarily focused on servicing
the business market including newly introduced products and technologies
HOD Product Development: Business
 Development of new business unit focusing on delivering products and services to the
SME market
 Management and mentorship of three direct product development reports responsible for
development and delivery of Data, Voice and value added products
 Formulate and implement strategies in conjunction with the Head of Commercial
 Presentation of business strategy to Manco in order to obtain buy in
 Change management of existing structures from retail focus to include business market
segment requirements
 Identify new product opportunities based revenue and customer strategy
 Relationship building of strategic partners
 Negotiation and review of vendor agreements
 Conducting ongoing training programmes for all business units including, sales,
operations, legal, HR and networks. Training programmes primarily focused on servicing
the business market including newly introduced products and technologies
iBurst Group (Pty) Ltd
(October 2007 – August 2008)
Product Development Manager
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Identify new product opportunities based on feedback from various channels primarily
focused on development of the VOIP network, including interconnect negotiations.
Research market needs and requirements and assess demand
Analyse and interpret data to formulate recommendations
Ensure information found is shared and engage in discussion with various stakeholders
Assist with identifying and evaluating new business opportunities
Identify and formulate pricing strategy
Vendor liaison and negotiation
Identify role-players and ensure that you get as close to the source as possible
Engage vendor to solicit proposals
Evaluate proposals and make recommendations
Present to Management to get feedback and buy in on the proposal
Ensure that Project Management plan and implementation process is in place and well
mapped out to meet timelines
Ensure that product implementation plan is executed and the required documentation as
per company standards are in place
Liaise with various Departments during implementation
Determine resource requirements and manage costs and times
Manage launch of product on time and within budget
Ensure all stakeholders are trained
Ensure all documentation and communication is distributed and approved
Ensure sales and channel have comprehensive product toolkits (fact sheets, proposals,
price lists, calculators etc)
Conduct product training
Ensure Sales and Partners are trained.
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Ensure all relevant departments have the necessary product knowledge to complete their
functions proficiently
Storm Telecommunications (Pty) Ltd
(February 2004 – October 2007)
Product Development Specialist (70% Voice / 30% Data)
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To play a fundamental role in the development of new products, as well as the reengineering of existing products:
Product Development - Establish the following in conjunction with Product
Manager/Business Unit Manager:
 Product Feasibility and Market
 Margins
 Forecasts
 Technical Definition and viability
Project planning development and implementation of new products and enhancements
Manage the delivery of the product from inception to sales, including delivery of technical,
financial, sales and support documentation.
Dependency liaison - to ensure key dependencies deliver in their areas of responsible,
both in full and within the agreed timelines
Monitor Implementation – Ensure new processes have been implemented within the
business and that they are meeting the intended business requirements.
Ensure sales and channel have comprehensive product toolkits (fact sheets, proposals,
price lists, calculators etc) – assistance from the Product Marketing specialist.
Product training (in areas of responsibility)
Ensure Presales are trained on products and are fully up to date.
Ensure Sales and Partners are trained.
Ensure all relevant departments have the necessary product knowledge to complete their
functions proficiently.
Competitor reviews and comparison to ensure Storm products within area of responsibility
remain competitive and hold advantages over competition
Assist Sales from time to time and where required, in the area where ownership of the
product exists
Pre-sales Consultant
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Offer specialist technical support during exploration of the customer opportunity.
Offer technical guidance to sales.
Present technical elements of the solution to the customer.
Deal with any questions regarding technical aspects of the solution.
To ensure accuracy of all proposals before sending out to a customer.
Ensure all deals offered are within Storm’s commercialised product portfolio.
Ensure the customer expectations are set correctly with respect to implementation time
lines and product performance.
Understand the customer’s technical and commercial requirement and capture the
business case for the storm solution in a customer proposal.
Draft Visio diagrams of the current infrastructure and the storm solution for presentation to
the customer.
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To accurately document a customer's requirements and provide all possible solutions with
a focus on increasing the customer’s saturation with Storm products.
Technical and operational review of existing products – taking responsibility for the
technical soundness of solutions.
Report back on market changes and new developments required – maintaining updates
to the product register.
Quality control of products prior to launch.
Implement performance testing of products prior to launch.
Participation in product development initiatives from time to time including market
research, drafting technical specifications and review of technologies needed for further
product offering.
Senior New Business Executive
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Solution selling across all product ranges including VOIP, VPN, Diginet Lines,
Hosting and Least Cost Routing
Achieving monthly and quarterly sales targets through new business, up-sell and
cross-sell opportunities
Cold Canvassing – Research and contacting potential leads
Conducting client needs analysis in order to sell nationally,
Project management of installations,
Drafting Proposals,
Preparation of presentations,
Sales reporting including updating of database, pipelines and weekly activity reports,
Retention of clients
Analysis of client portfolio’s to ensure needs are met,
Follow up and resolving client queries,
Internal communication with all departments including management, operations, presales and sales support,
Assist in training of new staff members,
Research on industry trends and products,
Portfolio Account Manager
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Responsible for managing and maintaining relationships for assigned key accounts
Solution selling across all product ranges including VOIP, VPN, Diginet Lines,
Hosting and Least Cost Routing
Achieving monthly and quarterly sales targets through new business, up-sell and
cross-sell opportunities
Cold Canvassing – Research and contacting potential leads
Researching and selling nationally,
Project management of installations,
Drafting Proposals,
Preparation and conducting presentations,
Fault and client query resolution
Training of new staff members,
Sales reporting including updating of database, pipelines and weekly activity reports,
FirstLink Insurance Brokers (Division of FirstRand Bank Group)
(September 2002 – February 2004)
Account Executive – High Net Worth
Responsible for a large portfolio of clients, which included:
 Meeting High Net Worth clients on a regular basis to ensure that the renewals are
done timeously and correctly.
 Telephonic follow up of renewals on a regular basis with all clients.
 Assisting regularly with queries.
 Auditing of client files on a regular basis to ensure that Underwriting Criteria is met.
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Telephonic discussion / negotiation of endorsements with clients.
Ensuring that endorsements are processed promptly.
Ensuring that Age Analysis is cleared on a monthly basis.
Negotiating premiums with management and waivers with the Underwriters.
Receiving calls for High Networth and general call centre.
Obtaining referrals from existing clients.
Cold Canvassing.
Meeting with new business clients on a regular basis to discuss Short Insurance
requirements.
Processing quotations and forwarding to the clients.
Handling enquires regarding quotations.
Upon acceptance of quotation assist client with completion of proposal.
Discussing new proposals with management and obtaining authorization.
Contacting client to confirm authorization of proposal.
Delivering and discussing policy wording with new business clients
The People Business (February 2001 – May 2002)
Office Administrator
 Receiving all external CV’s via e-mail and responding to the candidates as well as
forwarding the CV to the appropriate consultant,
 Matching of candidates to the appropriate requirements,
 Prospecting suitable candidates for requirements by using our database, Career
Junction and filed CV’s,
 Prospecting new clients through Internet, word of mouth, media, requests from and
candidates,
 Coordination of candidate correspondence including CV typing and data capturing,
 Assist with the training new staff members with regards to computer skills, reception
skills, customer liaison, database and CV typing.
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