CRN 2018 Women of the Channel Details

Luisa Bianco

Pricing & Contract Manager, ACC Business, a division of AT&T

Location: Bedminster, NJ


Number of years in current position: 14

Number of years involved with indirect sales: 16

Twitter Handle: @ATTBusiness

Fun Facts:

Has a female boss (or is top executive at company)
Sits on a company board
Has a mentor
Is a mentor
Loves Instagram
Has climbed a mountain
Can ride a horse
Has always wanted to be a teacher

Biography and Background:
Throughout her 24+ years working in both the indirect and direct sales organizations within AT&T, Luisa Bianco has established herself as a skilled and proven leader. She started her career as an Italian bi-lingual outbound telemarketer with AT&T. Her career journey includes various leadership positions spanning training, program management, vendor management and retention. She now leads pricing and contract management for ACC Business in AT&T's National Business organization. As part of this organization, she spearheaded a retention program to minimize churn and maximize revenue for the company. Building a world-class team is what she contributes to her department's success. Luisa plays a key role in a cross-functional team, partnering with the AT&T Business marketing and operations teams for new product roll outs. The team is responsible for developing processes, process documents, flow charts, job aids and pricing system planning/development. Her contributions extend beyond her job, to the community at large. She is an active local leader in her community as a Recreation Commissioner, Library Board Member Trustee, Union County Community Redevelopment, Resident Interface Vice-Chair for Downtown Redevelopment, Scotch Plains Democratic Committee Treasurer and Executive Board 5th Vice-Chair Union County Democratic Committee.

How have you personally helped advance your company's channel business over the past year?
Over the past year, I have provided cross-functional support for pricing and contracting development initiatives. Among the initiatives are pricing system development, automation of quotes, process documentation, new product roll outs, training facilitation and creation of job aids and training materials. These initiatives played a critical role in our sales channel's ability to sell high-level strategic services, as well as facilitating new sales revenue attainment.

What are your goals for your company's channel business over the next year?
2018 will certainly be an exciting year for ACC Business! With almost double the sales force, my team will need to be laser-focused on ensuring we are equipped to handle the volume of new and existing quotes. And we'll need to do so in the most efficient manner possible. My focus is to continue automating our pricing tools, as well as thoroughly reviewing our existing processes. The goal is to streamline and minimize the hand-offs for pre-sale support. Accomplishing these goals will ensure our sales team will have more time to handle sales-related activities, as opposed to administrative tasks.

What honors, awards, or commendations have you won over the past year?
Beyond exceeding all performance metrics, I was instrumental in developing and supporting various pricing initiatives, which allowed my sales organization to sell a large volume of strategic products. As a result, I was awarded the Diamond Club Award by the AT&T Business Marketing Organization. This award is given to those who provide major contributions to the success of AT&T Business.

Outside of your family, please name a woman you admire and why:
I admire the young lady, Malala Yousafzai, who was shot by the Taliban in Pakistan. When you hear her story it's hard to imagine that a person so mature and full of such deep wisdom could be so young. Her courageousness, tenacity and refusal to not give up her dream to advocate for education rights for girls and women is so inspirational to me. The fact that she didn't want to seek revenge against her shooter speaks volumes about her character. Our world would be such a better place if more people filled their hearts with love, rather than hate.

What advice would you give your 16-year-old self?
I would tell her to always be true to herself. She should not strive for perfection because perfection doesn't exist. That will only be a roadblock to achieving her dreams. I would also tell her that with hard work and determination, any goal she wants to achieve is within reach.

If you could master any new job-related skill, what would it be and why?
I would like to master Artificial Intelligence or Augmented Intelligence and Machine learning. These are transformative skills, which will only help our sales channel automate our processes. At the same time, they would help us look for ways to better analyze our data to help drive business decisions. Working faster, smarter and more efficiently is the only way we can keep up with the ever-changing landscape of our industry.

What's the best book you read this past year and why did you like it?
The 5 Second Rule -Transform your Life, Work and Confidence with Everyday Courage. I had the privilege of seeing Mel Robbins live at an AT&T function. I found her presentation to be so inspirational. Her book discusses how making just one small change can help to break the habit of self-doubt, which can have a life-changing impact. The book shares many stories of people who have used her methodology and outlines the success that they have had using it. I must admit that I'm a motivational and inspirational book junkie, so reading her book was an absolute treat!

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