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EXECUTIVE SUMMARY
Hands-on Senior level International Sales-Business Development professional with demonstrated leadership and ability to utilize corporate resources to drive and deliver financial and business growth in challenging markets. Highly experienced and productive in multicultural environments with proven successful accomplishments in International Sales, Business Development, Marketing and Distribution management in over 45 countries.
Multilingual: US Citizen fluent in Spanish, Portuguese, Italian, working knowledge of French
ACCOMPLISHMENTS and SKILLS
• International Sales and Business Development ASEAN, APAC, and LATAM regions
• Direct and Indirect Consultative Sales
• Sales and Distribution Management for Asia, Latin America, Europe
• Managed sales representatives in Asia and Latin America as well as industry focused managers
• Highly experienced in channel sales, distribution agreements, due diligence, market research
• Strong analytical, communication, organizational and negotiation skills
• Result driven International Project Management, Global Sales and Distribution channel development
• Excellent interpersonal skills and ability to build long term cross-cultural relationships
• Ability to work in multi-disciplined/cross functional teams in multicultural environments
• Liaison between Sales and Manufacturing plants in Japan, China, Brazil, Mexico, Germany, England, Spain and Switzerland
• Extensive work and travel experience in Asia-Pacific, Europe, Mexico, Canada, Central, South America and Caribbean Basin
• Ability to effectively work and develop business relationships in diverse cultures
• Technical product presentations and seminars in USA, Canada, Asia, Latin America, and Europe
• Excellent presentation skills
• Proficient in Word, Power Point, Excel
• Product experience in Industrial Automation, Oil/Gas Applications, Chemicals, Pressure vessels, Pumps, Valves, Electromechanical controls, Fluid power, Fire safety industrial products, Scientific and Diagnostic products
• Developed productive accounts and sales distribution channels in China, India, Japan, Korea, Taiwan, Australia, and all ASEAN, APAC and LATAM countries
• Responsible for Key Account Sales and Management including EPCs such as SKEC, LG, JGC, Technip, Chiyoda, CPEEC, DBE, Chubb, Rotary Engineering, CB&I, Foster Wheeler, CNOOC and others
PROFESSIONAL EXPERIENCE
Circor International, Manufacturer Instrumentation Process Controls 2008 - 2011
Director International Sales-Asia/Latin America
• Established short/long term sales strategies, budget and forecasts for Asia/Latin America markets
• Drove revenue growth by identifying key customers/projects initiative while increasing sales 25-35% with direct visits to key accounts and improved local support
• Identified EPC and OEM accounts in key world markets & drove specifications: Offshore and Downstream
• Achieved or surpassed assigned budgets achieving substantial bonus in 2010
• Prepared sales forecasts, account status reports and recommendations to enhance account growth and revenue potential
• Assured communication flow from sales to engineering was open based on local requirements
• Demonstrated ability to further develop existing business and executive level client relationships, and distribution support required to specify product range in new accounts
• Maintained strong knowledge/understanding of Asia/Latin America market dynamics as it relates to conducting business within each market and country cultural protocols
• Created and maintained detailed and accurate accounts, opportunity plans, reviews, updates and communicated regularly with engineering and sales support personnel
• Developed financial plan and estimated capital investments, budget, P/L
• Analyzed sales, market and industry information and set key performance goals to manage sales approaches; leveraged opportunities and determined strategic products and selling programs to meet or exceed key performance indicators
• Directly managed China Manager as well as Asia/Latin America distribution channels
• Key accomplishments include consecutive increase in sales, successful projects in Asia/Latin America such as Hyundai, Braskem, PDVSA, PEMEX, Petrobras, Samsung, Quip, and UTC. Achieving 25% bonus plan in 2009 and 2010
• Improved sales channels in China, Japan, Brazil, Mexico, Indonesia, Korea, Colombia by appointing new distribution channels, direct accounts, improved overall support, and consistent customer support
Chemguard Inc., Manufacturer of Engineered Systems and Chemicals 2006 - 2008
Senior International Sales Manager, Asia-Pacific
• Responsible for Sales, Distribution and Marketing of industrial engineered systems for all major markets in Asia-Pacific region
• Coordinated all Business Development and Distribution Management
• Managed P/L responsibility for plants in China, India, Thailand, Taiwan, and Malaysia
• Developed strategies to generate organic growth and achieve maximum revenues
• Conducted market research, competition review and analysis
• Directly managed all sales representatives in Asia and local plants
• Increased region sales by over 90% in first year due to new distribution and effective business development strategies
• Second year increase of over 50% including awards in new accounts and alliances in China, India, Thailand, Taiwan and Australia
• Received International Sales Achiever award
• Developed and managed international sales force to ensure success and support in all countries
• Key successful projects include Formosa Plastics, Chei Mai, SK, Caltex, BP, Shell, Petronas Group, CNOOC, Petrochina, Vietsopetro, Pertamina, PTT, ONGC, Woodside, Reliance, Algeria Power, Exxon-Mobil, CPC, Petron
• Achieved 34% bonus of base and International Sales Performer of the year Award
Kidde, a division of United Technologies Fire Safety and Security Products 2003 - 2006
International Sales Manager, Asia-Pacific Region
• Managed Business Development, Sales and Distribution network in the Asia-Pacific region
• Created strategies to increase market penetration and revenues from the region
• Reviewed performance and developed sectors where maximum revenues could be achieved in shortest period of time
• Conducted competitor intelligence analysis to ascertain areas where the company could benefit from new products/pricing
• Responsible for product introductions and product seminars in the region
• Successfully introduced products in markets where local regulations require complex registration, extensive follow up and testing procedures including Japan, Korea and China
• Developed major accounts in Japan, Korea, Taiwan, Vietnam, Philippines, Singapore, Malaysia, Indonesia, Brunei, China and Thailand. Record sales in Japan were highest in the company history for one single country $21 million total revenue after first introductory phase of $2.3 million.
• Worked closely with Engineering Project Contractors such as SK, LG, Samsung, JGC, Foster Wheeler, Chiyoda
• Key projects included Shell-Cnooc, Sinopec, Idimitsu-Kosan, Formosa Plastics, Taiwan Semiconductor, Mobil, Vopak, Petron, Petronas, Pertamina, Thai Oil, ATC, NPC, PTT, LNG Brunei, BSM, Malaysia LNG, Hong Kong Airport, Manila Airport, Caltex, Civil Defense, Port Authority Malaysia, Law Enforcement agencies in Asia, Brunei Shell LNG, Shell Oil, Air force Philippines, Thailand Army and Air force
• Increased revenues by 37% in spite of challenging economic conditions
Ross Controls Manufacturer of Automation Fluid Power products 2001 - 2002
Vice President Global Marketing & Engineering
• Responsible for all Sales, Marketing and Engineering development and Worldwide Marketing operations, including subsidiaries in Japan, UK, Germany, Brazil and India
• Position reported to President-CEO
• Partnered with Senior Executive team to strategically develop and execute high growth revenue plans
• Oversaw a successful implementation of Sales, Marketing and Engineering projects
• Managed worldwide distribution, Sales development through Global Industry Teams while developing Key Global Accounts
• Participated as key leader and driver of product development cycle to market launch
• Worked closely with Product Managers, Sales/Marketing teams, and Research and Product Development engineers
• Served as liaison with Sales, Engineering development and Marketing to ensure product development and technical support requirements
• Monitored and provided the ultimate Technical and Sales support to all customers worldwide
Recognized market needs and significant opportunities; developed sound strategies for penetrating existing and new markets
• Acquired working knowledge of key industry players (customers and partners) and activities, to foster strategic relationships
• Improved Marketing and Engineering Operations by focusing efforts on Communication Flow, Project Schedules and Product Release
• Recognized as liaison between Marketing and Engineering operations for Germany, UK, Japan, Brazil and India
• Directly managed North American Marketing, Sales and Distribution, Global Industry Focused team Managers, Engineering and Product Development North America
IMI Norgren, Inc. 1994 - 2001
Latin America Sales and Marketing Manager-Department Head
• Position reported directly to President of the Americas
• Responsible for International Sales-Marketing and Distribution of automation technologies and products through distributors in Latin America and Caribbean region
• Developed all sales and distribution channels in Central, South America and Caribbean
• Established assembly plants in Argentina, Chile, Colombia, Puerto Rico and Venezuela
• Created procedures and guidelines for the exportation of products from US, Canadian, German, Swiss, British and Spanish manufacturing plants within the IMI Norgren Group
• Increased sales and market share in all of Latin America each year
• Managed overall sales plans for territory and associated P&L and budget
• Developed and executed sales plans to position the company for sustained long term growth in the region
• Negotiated successful contracts with a number of top 100 corporations in Latin America including General Electric, Abbott Labs, PepsiCo, Bavaria Group, Intel-Telrad, Millipore, Coca-Cola, Polar, General Motors, Ford, Kimberly-Clark, Dow Chemical, Del Monte, Hewlett Packard, Baxter, CVG Aluminum, Metanex, International Paper, AT&T, Fiat, VW, Chrysler, Alcan, PDVSA, Petrobras, Ecopetrol, Goodyear
EDUCATION
Eastern Michigan University
Masters International Trade: Major International Business and Management
Major Courses: International Management, Economics, Marketing, Accounting, Finance, and Foreign languages
University of Michigan, Ann Arbor
Bachelor of Science
Major Courses: Life Sciences, Economic development, World Politics, International Business, and Economics
School of Business Administration minor in International Business
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