Ioannis Vasilos
Commercial Excellence Manager
Agia Paraskevi,Attiica
Summary
Commercial performance leader with 15+ years’ experience in FMCG and enterprise environments.
Specialized in revenue optimization, route-to-market strategy, sales effectiveness, and incentive design.
Proven track record in improving productivity, forecasting accuracy, and commercial decision-making.
Strong background in analytics, stakeholder management, and GTM execution.
Overview
17
17
years of professional experience
8
8
years of post-secondary education
1
1
Certification
Work history
Sales Analytics Manager
TTEC - Adobe
Athens, Greece
06.2025 - 02.2026
- Lead sales performance reporting and analytics for Adobe’s regional commercial and enterprise segments, driving data-informed decision-making and strategic planning.
- Develop and maintain interactive dashboards and reports (Power BI) to track KPIs such as pipeline health, quota attainment, conversion rates, and revenue growth.
- Automate recurring reports and forecasting models, improving efficiency and reducing manual workload across the analytics function.
- Provide data-driven recommendations to improve sales strategy, customer segmentation, and GTM execution.
- Present findings to senior stakeholders and influence strategic decisions with clear and compelling data stories.
Route to market, SFA and Analytics Professional
Campari Hellas
Athens, Greece
11.2023 - 05.2025
- SFA Tools Management:
- Implement and manage Sales Force Automation tools to streamline sales processes and improve efficiency.
- Train and support sales teams in the effective use of SFA tools to maximize productivity.
- Route to Market Strategy:
- Develop and execute strategic route to market plans to enhance distribution efficiency and market penetration.
- Analyze market trends and sales data to identify growth opportunities and optimize route planning.
- Analytics and Customer Base Management:
- Conduct in-depth analysis of customer data to identify key insights and drive data-informed decisions.
- Develop and maintain customer segmentation models to better target sales efforts and improve customer relationship management.
- Sales Bonus Scheme Development:
- Design and implement sales bonus schemes that align with business objectives and motivate the sales team.
- Monitor and evaluate the effectiveness of bonus schemes, making adjustments as necessary to ensure alignment with performance goals.
- Reporting and Performance Monitoring:
- Create comprehensive sales and performance reports for senior management, highlighting key metrics and trends.
- Utilize business intelligence tools to visualize data and present actionable insights.
- Cross-Functional Collaboration:
- Work closely with marketing, finance, and operations teams to align sales strategies with overall business goals.
- Lead and participate in cross-functional projects to drive continuous improvement and innovation.
Sales Insights Analyst
PeopleCert
Athens, Greece
03.2020 - 11.2023
- Responsible for Sales Reporting for top managements and also for other departments as marketing.
- Led the creation and the management of Business Development Incentive Plan, Sales Forecasting and monitoring Business Development Managers and Associates Performance which resulted in +30% increase revenue.
- Also responsible for the management and the creation of promo codes to support sales and marketing aligned with the commercial strategy.
- Creation and management of power BI reports linking our data warehouse with external sources.
- Customer’ segmentation base on GSR, volume and number of exams.
- Sales Reporting and Sales Insights
- Business Development Managers Allocation and creation of Territories
- Creation of New Sales Incentive Plan
- Reporting to Sales Force with various KPIs as CRM activities, new partners and products
- Sales Performance Analysis
- Creation and maintenance of promo-codes
GR & CY Sales Force Performance Management Analyst
COCA COLA Hellenic (Coca Cola – 3E)
Athens, Greece
01.2015 - 02.2019
- Responsible for the Sales Force Performance Management for total Greece and Cyprus. Coordinated the change management and data across quality different departments and acted as a link between them.
- Drove the ABP & Rolling Estimate (Targeting) process by consolidating Field Sales, Marketing and Business Insights feedback, also provided the necessary feedback, to secure organizational perspectives
- Designed the new Sales Bonus system based on quantitative & qualitative factors, unique for every territory business type and trade type
- Weekly, monthly and quarterly monitoring of Sales Bonus KBIs and led quarterly meeting with Sales Force and designed recommendations and areas for improvement aligned with business strategy
- Working close with Marketing to run extra incentives about new launches and boosting brands according Annual business Plan
- Introduced a sophisticated tool to drive the Sales Force Training Process and set up the Training Coaching Report
- Redesigned the new Sales Force Performance Management Dashboard (“SFPM report”) for Field Sales to measure the Sales Force’s performance and ranking the total performance through “one number score”
Operational Routing Planner
COCA COLA Hellenic (Coca Cola – 3E)
Athens, Greece
10.2010 - 04.2012
- Responsible for customers’ segmentation base on their type and potentiality, the creation of geographical territories and daily routes plus the annual calculation of sales force headcount needed
- Run the Time and Motion Study to calculate the facing time in the outlets based on Business Developers activities
- Segmentation of customers (Fragmented Trade and Modern Trade) after the Call Concept and Frequency Questionnaire
- Sales Force Headcount calculation
- Reporting to Sales Force with various KPIs as Visit Strike Rate and Order Strike Rate to improve sales and reach monthly targets
- Creation of Sales Force Territories and Routing
- Islands Categorization based on active outlets and shipping routes
Master Data
COCA COLA Hellenic (Coca Cola – 3E)
Athens, Greece
10.2008 - 09.2010
- Master data Management and Maintenance.
- New Sap Wave 2 Roll out
- Master data Management and Maintenance of suppliers, vendors, customers, employees
- SAP ERP
Sales
e-Shop.gr
Athens, Greece
10.2007 - 04.2008
- Sales department at Stournari E-shop point
- PC building at Central Warehouse
Masterdata
Public Power Corporation (PPC) - ΔΕΗ
Athens, Greece
09.2006 - 01.2007
- Gathering data and reporting the daily power consumption in Greek islands.
Education
MSc - Business Administration, Analytics and Information Systems
National and Kapodistrian University of Athens
Athens 11.2017 - 06.2021
Bsc - Biosystems Engineering
Technological Educational Institute of Thessaly
Larissa 01.2000 - 01.2012
Skills
- Professional Skills: Strong Analytical Skills, Analyzing and solving complex problems, Organized, Leader, Sustain under Pressure, Change Management Culture, Teamwork oriented
- Technical skills: MS Office Suite Expert (Excel, Access, Word, Powerpoint), MS PowerBI, SAP BW, MS SQL Server, MySQL, ArcGIS
Languages
Greek
Native
English
Fluent
French
Beginner
Affiliations
- Volunteering
- Hiking
- Climbing
Certification
Microsoft Certified: Power BI Data Analyst Associate
“Passion to Lead” Harvard University Training Program
“Leadership Presence” Belle Linda Halpern and Kathy Lubar of The Ariel Group
Other
Certified Lifeguard
Timeline
Sales Analytics Manager
TTEC - Adobe
06.2025 - 02.2026
Route to market, SFA and Analytics Professional
Campari Hellas
11.2023 - 05.2025
Sales Insights Analyst
PeopleCert
03.2020 - 11.2023
MSc - Business Administration, Analytics and Information Systems
National and Kapodistrian University of Athens
11.2017 - 06.2021
GR & CY Sales Force Performance Management Analyst
COCA COLA Hellenic (Coca Cola – 3E)
01.2015 - 02.2019
Operational Routing Planner
COCA COLA Hellenic (Coca Cola – 3E)
10.2010 - 04.2012
Master Data
COCA COLA Hellenic (Coca Cola – 3E)
10.2008 - 09.2010
Sales
e-Shop.gr
10.2007 - 04.2008
Masterdata
Public Power Corporation (PPC) - ΔΕΗ
09.2006 - 01.2007
Bsc - Biosystems Engineering
Technological Educational Institute of Thessaly
01.2000 - 01.2012