Luis Abarca Sales Director with S trong International Experience

*** ******* *****, ********, ** 12518 e-mail: L acdo2e@r.postjobfree.com Cell: 914-***-****

Executive Summary: Unafraid of Tackling New International Markets

Senior executive team member with strong leadership, b usiness development, marketing, cultural competence, team

building, strategic planning, account management, customer relationship building, technical ability and 20 years of

international experience; MBA in Global Business and BS in Engineering; fluent in English/Spanish; P/L responsibility

as well as board/shareholder presentation experience; highly technically savvy; with capital equipment as well as

consultative hosted software selling; high integrity, high energy, with transferable experience who is unafraid of

tackling new industries/markets.

Key Accomplishments: Amazing Performance

Capital Equipment Sales Performance Past Sales Capital Equipment Performance

• Responsible for $12+ million of capital equipment sales in the • Achieved highest regional growth of 9% and 22% for 2005 and

Latin American market. 2006 as a regional sales manager selling capital equipment.

• Selling directly to business owners. • Opened new markets in Latin America, Asia, Russia and Eastern

• Grew Business Unit sales by 55% over four years (2008-12). Europe.

• Negotiated and closed several major capital equipment accounts

• Achieved sales growth of 4%, 14% and 22% for 2009, 2010

through the implementation of Strategic Selling; including a

and 2011 in capital equipment.

$2.5M account.

• Achieved healthy 56% net profits without exceeding expense • Changed corporate selling mentality from a box sale to a system

budgets.

sale business model.

• Grew international business from 49% to 64% of our total • Increased sales from $50K to $2M in less than 4 years selling

annual sales in four years.

capital laboratory equipment in the Latin American market.

• Expanded new markets: Medical Devices, Orthopedics, Glass, • Earned top sales awards in 1999, 2001, 2005, and 2006.

Food and Packaging.

• Presented performance to Board of Directors, quarterly, as

well as to shareholders at Annual Meetings.

• Established 32 worldwide distributors and channel partners.

• Managed 10 professional sales people.

Diverse Sales and Business Development Experience

CHICK MASTER INCUBATION, Englewood, New Jersey. 2013 – 2014

Director of Sales, Latin America (2013 –2014)

• Managing a team of Latin America distributors selling

capital equipment into the poultry industry.

• Direct selling to business owners and C-level executives in

the Latin American market.

• Responsible for $12+ million of capital equipment sales in

the Latin American market.

• Forecasted sales quotas and set goals for all members of the

sales team as well as distributors. Set capital equipment and parts forecast for each country.

• Hired and managed an internal sales support team of 5

people and 3 outside support engineers.

• Responsible for the overall direction, coordination, and

performance evaluation of the entire sales team.

• Effectively conducted presentations to all distributors.

• Analyzed and organized marketing programs, webinars,

trade shows and adjusted strategy and tactics to increase effectiveness.

SONO-TEK CORPORATION, Milton, New York. 2004 – 2012

Sono Tek Corp., (SOTK) is a global provider of ultrasonic coating systems.

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Director of Sales and Marketing, Strategic Business Unit (SBU) (2008-2012)

• Member of the senior executive team with business

development and marketing responsibilities.

• Designed and implemented a 2-5 year business development

strategic plan.

• Achieved capital equipment sales growth campaigns of 4%,

14% and 22% for 2009, 2010, and 2011 respectively via a successful strategy even during a tough

worldwide economic downturn.

• Responsible for all P&L for the SBU. Obtained 50-56% net

profits for all four years.

• Managed sales, marketing, SBU expenses, trade shows, new

product development, seminars and sales incentives both international and domestic markets.

• Responsible for the global annual sales and marketing

strategy for the Medical, Pharmaceutical, Glass, Optical Lenses, Automotive, Electronics, Textile and

Food industries, both domestic and world-wide.

• Hired, managed, mentored and trained/educated a sales team

of 10 composed of regional sales managers, applications engineers, sales support and marketing

associates. Responsible for the overall direction, coordination, and annual performance evaluation of the

entire SBU team.

• Opened and expanded new markets in Asia, Europe, Middle

East, Africa, USA and Latin America.

• Set sales quotas for worldwide territories by revenue and by

product mix for all sales managers.

• Uncovered and established new markets in the diagnostic

medical device and food processing fields.

• Established, managed, trained and measured on specific

sales goals and annual budgets for all 32 international channel partners, OEMs and distributors.

• Open door management style with self-empowering attitude.

Encouraged team members to participate, in sales and marketing meetings to increase revenue.

• Effectively presented SBU quarterly updates to the

management team, entire company and Board of Directors.

• Presented sales strategy and performance updates at

shareholder meetings and answered questions.

Regional Sales Manager, International Market Development (2004-2008)

• Earned top sales recognition awards for consistently

achieving 50% of total company monthly sales.

• Achieved highest regional growth of 9% and 22% for 2005

and 2006 respectively.

• Opened and expanded new markets in Europe, Middle East,

Africa, Japan and Latin America.

• Established and managed distribution channel to provide

coating solutions to Fortune 1000 companies, universities and R&D facilities in the Automotive,

Electronics, Pharmaceutical, Biomedical, Food, Fuel Cell, Solar Cell, and silicon wafer manufacturing

industries.

• Identified market potential, established pricing and market

strategies, estimated potential sales, introduced new products into market and managed

distribution/channel issues.

• Managed day-to-day progress of sales and established

strategic marketing plans to achieve corporate objectives for products and services.

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• Planned and managed execution of promotional activities

including print, electronic media, trade show, and direct e-mail campaigns.

• Negotiated contract terms with independent distributors and

representatives.

• Analyzed marketing programs and adjusted strategy and

tactics to increase effectiveness.

• Conducted market research to identify opportunities for

increased sales.

• Reviewed analysis of marketing surveys and customer

feedback on current and new product concepts in order to recommend future product development.

• Developed global strategies to increase revenue growth for

drug-eluted stent coating systems and other implantable devices.

• Trained and mentored international, independent sales force.

2001 – 2004

ZTECH COMPUTERS, New Windsor, New York

ZTech is a privately held company focused in IT, Internet solutions, and IP surveillance cameras

Sales and Marketing Manager

• Developed strategic sales and marketing plans for IP surveillance/monitoring cameras.

• Responsible for targeting and selling turn-key security systems to local SMEs.

• Assisted small businesses in the installation, service of Wi-Fi (wireless) networks, domain registration,

website development, broadband installation, E-Mail, PC and printer troubleshooting, Microsoft Software

(Windows 95, 98, NT, 2000, XP, Office, etc.), Anti-Virus and e-commerce.

CRITICAL PATH, INC., San Francisco, California. 2000 – 9/11/2001

Critical Path, Inc. (CPTH) is a global provider of Internet messaging infrastructure products and services for corporate

enterprises and service providers via desktop, wire line or wireless medium around the world.

Senior Sales Account Manager

• Exceeded 104% of quota for both 2000 and 2001, which resulted in an increase in revenue of $3.5M.

• Achieved growth recurring revenue quota of 12% per month ($50k-$100k+/month) for internet hosted

services.

• Responsible for managing strategic accounts, developing account strategies and establishing and

expanding B2B relationships with customers throughout the East Coast, Canada and Latin America.

• Extensive experience negotiating service contracts (MSA, SLA and SoW) with C-level executives.

• Prepared business proposals, responded to RFQs and RFPs, negotiated contracts and presented program

status reports to satisfy contractual requirements.

• Developed and delivered presentations, demonstrations, technical proposals and evaluation tests to

educate the customer and establish the value of products.

• Developed and executed account plans to achieve revenue growth and account penetration.

• Awarded sales achievement bonuses for being top revenue and collection salesperson.

• Generated accurate monthly and quarterly forecast and project management reports.

• Directed team efforts to manage company resources to meet customer service issues, account problems

and pre and post contractual requirements.

GRETAGMACBETH LLC, New Windsor, New York. 1994 - 2000

GretagMacbeth LLC, is a color systems and software company whose purpose is to quantify, communicate, and simulate

color and provide color solutions to all markets.

Regional Sales Manager – Latin America (1/94 – 7/00)

• Increased sales from $50K to $2M in less than 4 years.

• Negotiated and closed several major accounts through the implementation of Strategic Selling; including

a $2.5M account.

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• Identified customers' technical problems and success criteria and developed winning technical strategies

to drive new business.

• Opened new channels of distribution by interviewing, negotiating and contracting VARs, reps,

distributors and dealers. Created and developed sales commission plan, account assignments and

performance reviews.

• Responsibilities included weekly teleconference sales meetings, monthly account activity reviews,

individual account sales strategy, set-up and creation of all sales related systems, weekly estimates, monthly

projections and annual forecasts

• Established, trained and managed 12 new reps to distribute hardware and software solutions to Fortune

1000 companies in the automotive, retail, pharmaceutical, textile, computer, printing and food industries.

• Attended national and international trade shows and product market launches.

Education

B.S. Electrical Engineer, Union College

MBA, University of Phoenix, 2006

Sales Seminars:

• Value Selling,Value Vision Associates

• Stephen Heiman and Diane Sanchez’s New Strategic Selling Seminar

• Fundamental Selling Techniques Seminar, American Management Association (AMA)

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