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MCVP Business Development Application - Abraham Amaya - AIESEC El Salvador 13.14
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MCV P Busi ness Dev elop me nt
A IESEC E l Salv ador 1 3. 14
C URRI C U LUM VI TA E
MCV P Busi ness Dev elop me nt
General
Questionnaire
A IESEC E l Salv ador 1 3. 14
P ERS O NA L I N FO RM A TI ON
Name Abraham Enrique Amaya Castaneda
Birth Date September 18th, 1991
Nationality Salvadorian
Skype ID bram.amaya
E-Mail Address [email protected]
Phone Number (503) 7255 8223
University Universidad Dr. José Matías Delgado
Career Business Administration
MCV P Busi ness Dev elop me nt
AIES EC IN FO RM A TI ON
i. AIESEC Experience
Role LC/MC Dates Main Achievements
National Support Team
– External Events -Project Manager El
Salvador Youth to
Business Forum.
-Project Manager
Diplomado Más
IMPACTO
AIESEC
El Salvador
January
2013 – To
present
-Direction of the first Youth to
Business Forum outside San Salvador
(Santa Ana). -Direction of the first Diploma Couse
(in CSR) of AIESEC El Salvador (Más
IMPACTO).
-Financially sustainable events.
-Brand positioning with companies.
-Insertion of new members trough the
OC’s recruitment.
Organizing Committee
President – El Salvador Youth to Business Forum
AIESEC
El Salvador
September
–
November
2012
-Compliance sales goals.
-Organizing committee committed to
the project.
-Positioning of the brand.
National Coordinator
Discover Colombia
Project
- National oGCDP
Recruitment Member
AIESEC
El Salvador
August –
November
2012
-Execution of info sessions and
interviews for EPs recruitment.
-3 matches with AIESEC Colombia.
Team Member of Talent
Management
AIESEC
Matías /
El Salvador
June –
September
2012
-General planning and execution of
functional areas training.
Accreditations Manager
– El Salvador Youth to
Business Forum
AIESEC El Salvador
May – July 2012
-Creation and implementation of
registration and tracking systems. -Creation of the accreditations
process.
Exchange Participant –
Global Community
Development Program
AIESEC
Pereira /
Colombia
December
2011 –
February 2012
-Planning and implementation of 3
types of workshops.
-Direct impact over 200 people.
A IESEC E l Salv ador 1 3. 14
ii. Events Attended
Event Date Role Location
ACTIVATE 2013 May 3, 4 &5, 2013 Delegate El Salvador
El Salvador Youth to Business
Forum April 6th, 2013
Project
Manager El Salvador
National Congress 2013 January 19 & 20, 2013 FACI El Salvador
El Salvador Youth to Business
Forum November 13, 2012 OCP El Salvador
Leadership Development
Seminar 2012 November 2, 3 & 4 2012 Delegate El Salvador
Presidents & Leaders Meeting September 22, 2012 Delegate El Salvador
El Salvador Youth to Business
Forum July 16, 2012 OC El Salvador
National Planning Seminar July 15, 2012 Delegate El Salvador
AIESEC Development Day November 12 & 13, 2011 Delegate El Salvador
MCV P Busi ness Dev elop me nt
Business Development
•During the last year I had theopportunity to work in the 3Youth to Business Forums (1st
– Accreditations Manager, 2nd
– OCP, 3rd – Project Manager),which has given me theopportunity to develop withinthe area through a continuousprocess of learning. With this,not only have I learned how toorganize and direct a nationalevent, but also to empowerthe OC's and managingpartners and sponsors. TheY2B Forums that I had theopportunity to run generateda profit margin that promotedfinancial sustainability ofAIESEC El Salvador and helpedthe brand positioning to anaudience of over 700 youngpeople and to the mostrecognized companies andorganizations in the country.
Talent Management
•I started my AIESEC XP locally(AIESEC Matías) as TemMember of TalentManagement, where I met allprocesses, worked on theplanning of the area andorganized the first training fordifferent functional areas ofthe committee. Alsoparticipated in nationaloGCDP recruitment of 2012where I applied differentTalent Managementprocesses performing infosessions, interviews andprofile selection. Additionallymy experiences as ProjectManager and OCP allowed meto develop team managementskills from recruitment ofthese to the motivation andempowerment.
Marketing & Information Management
•Just as the Y2B helped medevelop in the areaof Business Development, justas it did in Marketing andInformation Management. Inmy experience asAccreditations Manager in the1st Y2B Forum, I applieddifferent processes, such ashandling mass messaging tokeep all the participants of theevent, also managed theregistration process in anorderly manner and devised asystem of accreditation inaccordance the necessity ofthe event. In my experiencesas OCP and Project Managerin the Youth to BusinessForum and de “DiplomadoMás IMPACTO” I had to findadvertising solutions thatpromote the generation ofresults for projects.
iii. 3 Main Areas in AIESEC
I think most of my experiences in AIESEC have been focused on delivering results, which is a
mindset that in my opinion should also stay within the MC. During the different projects that I
have learned I have implemented both the successes and the mistakes made. This experience
will not only help in planning and predict the results, but in the implementation of projects to
be done with quality.
A IESEC E l Salv ador 1 3. 14
Proactivity Commitment Sinergy
MO TI VA TI O NA L Q U ESTI O NS
iv. Who are you? What are your values? How does this value shape your leadership style?
Abraham Amaya is a 21 years old guy from Sensuntepeque, Cabañas. At present I’m
majoring my Business Administration Bachelor and I strongly believes that we can get so far
as we intend. Although I come from a small town, since childhood I set high goals, which has
contributed greatly to my personal and professional development. Sometimes a little quite,
but always open to new ideas, I enjoy to discover new places and different points of view.
This three values shapes my leadership style because I am someone who takes into account
his values and principles at the time of making decisions (the real proactivity) and at the
same time, I look for being involved to the extent possible in any project I undertake from
beginning to end, giving everything the project or the team needs from me and promoting
teamwork for great results.
v. Why do you consider AIESEC El Salvador as your next step on your AIESEC experience?
Since I was a teenager I was involve in social causes and now I found in AIESEC the perfect
opportunity of combine my professional development, helping and promoting a better
society. AIESEC El Salvador has given me the opportunity to live wonderful and enriching
experiences, developing my professional and leadership skills and is my next step because I
want to continue contributing to the growth of this organization in my country.
MCV P Busi ness Dev elop me nt
G EN ERA L K N O W E LED G E
vi. SWOT Analysis of AIESEC Globally
Strengths Weaknesses
-Well defined vision.
-Good structure of internal processes.
-Presence in over 113 countries and
territories.
-Good distribution of leadership roles.
-Presence of excellent human talent in the
different committees.
-Attractive and well-defined programs for
sale.
-Different opportunities to personal and
professional growth of youth people.
-Direct Social Impact.
-Shortly brand posit ioning in some countries.
-Programs that require some high purchasing
power to be part of them.
-High turnover of members.
-Poor control of local experiences that can
reduce the quality of programs.
Opportunities Threats
-Increased social associations.
-Social networking boom.
-Growth of Social Responsibility contribution
by companies.
-Young generation with more professional
ambitions.
-Increased appreciation of the importance of
having a global mind.
-Increased appreciation of the importance of
making a social impact.
-Weakening economy.
-Political instability in some countries.
-Increased violence and insecurity in some
countries.
A IESEC E l Salv ador 1 3. 14
vii. SWOT Analysis of AIESEC El Salvador
Strengths Weaknesses
-More brand positioning in the last year.
-Trend to exchange growth during last years.
-Good human potential.
-Well defined products that promote the
financial sustainability (oGCDP & Y2B).
-Presence in the most important universities in El
Salvador.
-Members of different fields of work
(economics, health sciences, architecture &
others) that brings different perspectives to the
organization.
-Members motivated.
-Increase of partners and sponsors of strong
popularity.
-Difficulty achieving goals.
-Little focus on results at the local level.
-MC with very few members who can not
cope with all national and local needs.
-Low interest at the local level to use tools
that align processes nationwide.
-Lack of innovation in programs promotion
mechanisms.
-Lack of quality control alignment of
experiences between MC and LC's
Opportunities Threats
-New members of other universities that are
interested in open new LC’s or Specialize Units.
-More people (from different institut ions)
aware of what is AIESEC and interested in
partic ipating in our programs.
-Increased support for Social Responsibility
actions by Salvadoran companies.
-Increased youth partic ipation in social causes.
-More interest of our target audience to learn
new languages and experience other cultures.
-Increased networking of AIESEC El Salvador.
-Universit ies are not focused on supporting
youth organizations.
-Economic slowdown in El Salvador.-
Political instability.
-Government uninterested in supporting
youth init iatives.
MCV P Busi ness Dev elop me nt
oGCDP EwA Projects TMP
viii. What do you think should be AIESEC El Salvador´s three main focus programs
for next term?
ix. Why? And what are the results (based on programs) you expect to see at the
end of your MC term for AIESEC El Salvador?
Why? Expected Results
oGCDP
Clearly oGCDP has become the
flagship of AIESEC El Salvador and
has contributed greatly not only to
the financial stability of the
organization but also the positioning
of this. During the past two years
about 49 people have traveled to
make their GCDP's but I think that
there is still much ground to cover
and we can optimize these results
much more, which will further
promote the growth of the
organization.
-Relative increase of 201% in
oGCDP’s, equivalent to 80 EP’s
Realized in comparison to the 26
realized in 2012. If we consider that
there are 4 LC's established so far,
we could assume that each only have
a quota of 20 EP's in one year, for
which in my opinion, are in the ability
to do. Moreover, if we translate into
money 80 EP's, would have a total
income of USD$11,200.00.
A IESEC E l Salv ador 1 3. 14
Why? Expected Results
EwA Projects
The EwA Projects, specifically the
Youth to Business Forum has been
one of the key pillars of growth of
AIESEC El Salvador in the last year.
I think it is important to continue and
renew a cycle of national events
that allow us to, first, be a
presentation card to our target to
increase the number of experiences
and to work towards national
partners to promote the generation
of TN's and financial income.
-Organization of three Youth to
Business Forums in the MC 13.14
period with a direct impact on at
least 800 people (participants) and
a profit margin of at least
USD$2,000.00 per event.
-Increase the positioning of AIESEC
nationally.
-Increased national and project
partners.
-Creating and posit ioning of a new
brand of open conferences that
promote social issues and
simultaneously our programs.
TMP
In order to get the results we want,
we need members empowered and
able to implement all the strategies
and Required Actions so we should
invest in their training and
motivation. I think it is important to
consider that as AIESEC should
provide more integral experiences
that go beyond partic ipation in a
conference or an integration
activity, we need to improve and
encourage the professional work
and achieving results by TMP's,
stressing that in the short term, will
be they who will take over as future
EB's or NST's.
-120 team member experiences
realized.
-Motivated members that through his
work got fulfill all the goals
defined.
- Membership with more specialized
job descriptions and they really met.
MCV P Busi ness Dev elop me nt
x. Create a year plan proposal with key strategies, key activities, results expected,
and dates.
Strategies Activities Dates Results
Optim
ization
of…
Sales &
Brand
Youth to Business Forum Q3 (Sept)– Q1 (Feb) –
Q2 (May)
-Financial Stability. -Bran positioning.
-Direct Social Impact. -Increase in the number
of @XP (TMP or OGX). -Increase of National
Partners. -ICX improvement.
LC’s Cycle of Open Conferences
Q3 (Aug – Oct)
CRM Implementation &
Tracking Q3 (July)
Improvement of Sales Portfolio
Q3 (July)
Más IMPACTO Q4 (Oct – Dec)
PR & Networking Events Q4 (Nov) – Q1 (March)
Brand Refreshing & National Alignment.
Q3 (July)
Participation in Leadership
or opportunities events. All year.
Members @XP
National Congresses Q3 (Aug) – Q4 (Nov) – Q1 (Feb) – Q2 (May) -Increase of Quality &
Results in TMP’s @XP. -Members Empowered.
-Best transition for the 2014 EB’s.
-Processes better executed.
National members Meetings Q3 – Q1 (All months)
Continuous Trainings of
Functional Areas Q3 – Q1 (All months)
Implementation of Tracking Tools
Q3 (July)
One by One Coaching
Sessions Q4 (Oct – Nov)
Exchanges
Alignment of national and locals strategies of oGCDP
& oGIP
Q3 (July)
-Accomplish of OGX
goals. -Exchanges Programs
Positioning.
Opportunities Forums (Q4 (Oct)
Global Village Q2 (April)
National (Massive) Info Session
Q4 (Oct) – Q2 (April)
National & Locals EP’s
Tracking Tool Implementation
Q3 (July)
A IESEC E l Salv ador 1 3. 14
Specific
Questionnaire
MCV P Busi ness Dev elop me nt
xi. In your opinion, what are the 3 main trends that will shape El Salvador in the
next couple of years? How can AIESEC in El Salvador capitalize on them?
I think these are three trends that we noted in the national reality and in my opinion will
remain in the coming years. Both in the tourism sector as in the MIPYMEs sector, we can find a
niche market that we can really take advantage. AIESEC El Salvador may include in its
national sales portfolio, iGCDP programs or even iGIP to be aimed at areas such as
language teaching, which can be of great help to hotels or other companies to train their
employees or research topics or marketing advice. About the increase in youth participation
in social causes, it's definitely an opportunity for our OGX and TMP programs to grow and
we can remain as opportunities generators for these young people to develop at the same
time generate a significant social and clearly this will promote our growth as organization.
xii. What will be the three main focuses of Business Development the next year in AIESEC in El
Salvador? What strategies do you want to use to achieve each focus?
Business Development: Obviously business development would be the main element of my
work. Basically I'd focus on developing the market for AIESEC El Salvador, focusing on
national sales generation that promotes our growth, not neglecting to ensure the stability of
the national projects running. For this, we follow a strategy based on the connectivity and
monitoring of companies and organizations that trust us and looking for future allies be it at
conferences or any other event where AIESEC El Salvador may be present.
Increased Youth Participation in Social
CausesIncrease in Tourism
Strengthening Support to MIPYMEs
A IESEC E l Salv ador 1 3. 14
Youth to Business Forum
• The Y2B was the eventthat most promotedbrand positioning ofAIESEC El Salvador in2012, both at the youthmarket and with thecompanies. I think theyshould continue tobenefit but betterreorient its initialobjectives, which are:OGX Generation,Generation NewMembers ICX (plusprofits that an event likethis leaves).
Local Cycle of Open Conferences
• The creation of a newcycle of conferences forthe LC's run themselves,is a strategy that notonly promote theirdevelopment in terms ofevent management,sales, etc.. But also willpromote financialstability. Improvementof the image to theuniversities and brandpositioning as localcommittee.
PR Events
• In addition toconferences, I would liketo continue doing publicrelations events such asthe Global Village orothers who are relatedto Networking toincrease our exposureand reach to our targetaudience, promoting thegeneration of numbers(OGX and TMP) andimage to companiesthat trust in us or arelikely to work with us.
EwA Projects: As I explained in the General Knowledge, Ewa projects bring many benefits
to AIESEC El Salvador and to my opinion it should continue with more frequency and variety
but at the same time more strategically:
ICX Support: Continuing with the role of developing the market for AIESEC El Salvador,
always focusing on the Connectivity and Monitoring. In this case, you need to tap your allies
or new contacts that were generated, it is necessary first to consider the reality of the
business and provide the program that we can generate benefits to both (In this case ICX). In
other words, customers pass to the Incoming Exchanges area.
MCV P Busi ness Dev elop me nt
xiii. Besides annual conference cycle package and exchange program, what will be
the products that AIESEC in El Salvador should focus in order to ensure our
financial sustainability on the MC an LC level? Please detail the customers you
will target.
1 Although sold as a product of ICX (iGCDP) are not included in the national sales portfolio
because they are projects that arise for a specific company. Example: TIGO (Embajadores
del Interntet) As well, the target is determined until the project has been raised. It is also
possible to handle as an internal volunteer project (like the projects that were implemented in
Más IMPACTO with FUNDEMAS), but again, everything would depend on the
company/organization and the specific project.
2 The idea of this conference venue cycle is that the LC's learn to manage events of this kind
and in the short term to be able to make an event like the Y2B themselves. In addition, the
aim is also to posit ion their exchange or membership programs in the university , enhance the
image to the institution and promote their financial stability.
CSR Projects1
• Large and mediumenterprises.
• Residents of vulnerableareas
Youth to Business Forum
• Youth 15-30 years ofsecondary or highereducation across thecountry.
Local Cycle of Conferences2
• Students of theUniversity of the LocalCommittee that isexecuting de project.
A IESEC E l Salv ador 1 3. 14
xiv. Which 3 sectors of AIESEC in El Salvador should focus in order to achieve its
financial goals according to external trends? What will be your approach
towards them and the products you will sell?
Tourism
• Tourism in the country isincreasing and I think itis an ideal area whichcan cater AIESEC. Thefirst thing we need is anapproach with theauthorities of this sectoras MITUR orCORSATUR. As MCVPBD would seek analliance that directlybenefits our exchangeprograms and with theICX area offer aproject for examplebased on languages ormarketing , to bringEP's to make theirGCDP in hotels ortourist companies whoneed marketingadvices or languageclasses for theiremployees.
MIPYMEs
• I think that MIPYMEs willcontinue to grow notonly in operations but insupport, so it wouldfollow a strategy verysimilar to the onementioned in the tourismsector. Approachinginsitutions like theCONAMYPE or otherorganizations thatsupport these smallbusinesses not only tosell TN's but also tobring them to our eventsas the Youth to BusinessForum.
Education
• When I say education,I'd focus on collegesand language schools,making an approach tovalidate our exchangeprogram at universitiesand be validated asofficial internships orpractices (that aregratuationrequirements) andpromote the generationof TN's be it inlanguage or researchprograms. Also, closerto our conferences cycleto bring qualityknowledge to morepeople and increaseour number of sponsors(as INCAE, HULT,FUNIBER).
MCV P Busi ness Dev elop me nt
xv. Design a national sales strategy for the duration of minimum one year. Specify
timeline, strategies, focuses and targets.
To create a sales proposal, I'd focus on two main focuses since their processes are very
similar. One that encompasses the Y2B, national congresses or other national events and one
that is focused on the search for national partners and CSR projects partners, which means
that their proposals should be made custom for them. Importantly, these strategies are
focused to get a better "initiation" to the sale process to the companies or organizations.
Focus: Youth to Business Forum & National Congresses
Target: Medium, Large Companies and Educational Institut ions.
Strategies / Dates Q3 Q4 Q1 Q2
National Sales Team Up
Creating of Events Sales Package
AIESEC Results Report Creation
Company segmentation
Tracking companies supporting national
events in 2012/13
AIESEC Newsletter (for companies)
Focus: National Alliances & CSR Projects
Target: Companies and Educational Inst itut ions.
Strategies / Dates Q3 Q4 Q1 Q2
National Sales Team Up
Analysis and Market Segmentation
Creating proposal (customized to company)
AIESEC Newsletter (for companies)
A IESEC E l Salv ador 1 3. 14
xvi. Having in mind the aim to grow national partnerships of AIESEC in El Salvador,
how would you establish and structure a national sales team? How would you
find enough people to fill in all positions?
My national sales team would basically compose of two NST’s, which Job Description I detail
below. Additionally, because of the absence of a VP or Manager of the Information
Management area, I would add one more NST to support to the two sellers.
Since I have worked with most of the OC's last year, I was able to identify people who have
and have developed through their events, sales skills that can further contribute to AIESEC El
Salvador. Besides headhunting, is necessary to create a selection process to ensure that these
people are the indicated ones.
NST - Corporate Sales
• In charge of design and implementation of sales strategies aimed at companies. Will also be responsible to lead the Sales Manager of national events OC's.
NST - Non Profit Organizations Alliances
• Responsible for managing the national strategy to non-profit organizations (such as NGOs, government or educational institutions) in order to achieve partnerships that promote the integration of these to our national projects (whether alliances, support to conferences, institutional support, etc. )
NST - CRM Manager
• Responsible for creating and monitoring the CRM national system. Verifying that all accounts are maintained with updated information in both the BD sales as ICX sales.
MCV P Busi ness Dev elop me nt
xvii. How will you ensure that LCs support (OC and Sales) National conferences and
events?
First, I think that will be necessary to ensure that each OC has at least one member of each
committee, to promote a sense of belonging to these. In addition, work with them in their
local projects to promote proper implementation and support them to become a learning
cycle that promotes their development and in a short term they be able to manage national
events. I think it is also important maintain effective communication with the locals EB’s so they
are aware of all the events involved an work directly with the sales managers of the local
committees so they can attend meetings with national partners , so they will be identify with
the projects.
xviii. How can you, as MCVP BD, empower the LCs to ensure a high quality
performing sales culture?
I would like to do a team work with the LCP’s and VP’s TM, to create strategies that promote
the AIESEC culture and work in commitment and motivation and then work directly in a
educational cycle of sales to help them to be focus in results. After that I would follow up on
all sales managers, performing one by one coaching’s, try to include me in meetings with
local partners to see how they are doing the sales process, checking in CRM to learn the
status of monitoring companies and identifying new strategies according to the reality of
each committee.
A IESEC E l Salv ador 1 3. 14