Daniel Etulain

*** ******** ***, ** * 425-***-****

Bellevue WA 98004 rdf2nz@r.postjobfree.com

Customer oriented professional specializing in international business development effective in cross-cultural communication. Experience in both import and export transactions, contributing to team success with proven results in developing new domestic and international markets with strong track record in Asia and Latin America. Fluent in Spanish, conversational in French and Basque. Beginning Mandarin and Thai. Decision maker accustomed to working through complex negotiations and ambiguity of foreign transactions. Knowledgeable of fair trade laws, and skilled in building sustainable partnerships, marketing initiatives and sales programs designed to open new multi-million dollar markets and opportunities to aggressively sell large-volume products and service. Proficient in Microsoft Word, Excel and PowerPoint

PROFESSIONAL EXPERIENCE

SCAFCO Inc., Spokane, Washington 2010 -2011

International Sales Manager

Develop and grow sales in Asian region by recruiting, appointing and developing new dealers as well as through existing channel sales.

• Successfully signed new dealers in Thailand, Indonesia, India, Vietnam and Pakistan resulting in $5 million in sales in the first 9 months.

• Developed marketing material to help gain access to new markets in SE Asia.

PACCAR Inc, Bellevue, WA 2003 – 2008

Brands Manager-PACCAR Parts (2007 – 2008)

Managed and maintained existing dealer incentive programs, commitments and policies with core business partners and customers for Western Region. Region included 45 Kenworth dealerships within the 10 western states with annual sales in excess of $24 million.

• Increased penetration of private label program from 21.96% to 23.65% in first year

• Assisted customers with sales, marketing, training, and program implementation of genuine PACCAR Parts and private label lines to maximize sales to the fullest market potentials

• Involved in planning and organizing annual operating plan, including expense plan, sales forecast and sales growth programs. Identified new opportunities for both dealerships and PACCAR Parts

District Sales Manager-PACCAR International (2005 – 2007)

Managed sales through dealer network in Asian markets including China, Japan, Korea, Indonesia, Taiwan, Guam and Singapore. Supported strategic development activities and marketing plans while establishing an effective counseling and advisory role with dealer management regarding performance objectives, marketing development, and business planning matters resulting in an increase of annual sales of over $32 million, and 15 percent above target.

• Led study and made presentation to senior level management on new market entry for class 8 truck sales into Taiwan, Korea and ASEAN (Association of Southeast Nations). Performed analysis of product, placement and price to determine suitability of product line for each market. This report has become the blueprint for PACCAR in Asia.

• Assessed possible strategic alliances, studying strengths, weaknesses, opportunities and threats, for product integration into new markets. Identified and quantified specific product drivers in support of marketing strategies. Helped develop strategic partner for Taiwan and China contributing to $8.5 million in revenue in first year

• Communicated strategy, activities and project plans to other divisions, departments and leaders to ensure integration and support for program and initiatives

• Assisted in training and developing dealer personnel, managed customer requests with and provided required assistance in closing sales

Account Manager-PACCAR International (2003 – 2005)

Managed new contract negotiations for complex multi-truck orders valuing over $40 million in two years, overseeing process through sales cycle including construction and delivery of new trucks. Handled tight deadlines and worked with various OEM’s to ensure prompt delivery throughout South America, the Middle East and Asia.

• Led and managed multiple projects at multiple stages including coordination with manufacturing divisions and various OEM’s

• Managed and supported homologation/certification process and procedures to secure compliance for products exported to various countries opening new markets in Russia, China and Korea. New markets contributed $5 million in incremental sales

• Organized and facilitated product committee meetings and initiated follow up actions as required

• Understood technical and logistical issues and ability to find alternative solutions when needed

TECPLOT, Bellevue, WA 1999 – 2001

Account Manager

Managed academic sales of data visualization software for US and Canada

• Increased sales by over 25% in first year despite an overall decrease in corporate sales of 5%

• Negotiated and signed 10 universities to campus wide site license of software.

• Maintained growth rate of 15% for 2001.

VANGUARD INTERNATIONAL, Issaquah, WA 1997 – 1999

Operations Associate

Handled shipping and logistical issues for produce export company including securing bookings on container ships and intermodal transport to port; averaged 25 containers/day

• Managed logistical issues for produce exported from US, Chile, South Africa, and Mexico to Asia and Europe

• Executed prompt delivery of fresh produce overseas by ocean and air. Oversaw delivery through various obstacles and deadlines

EDUCATION

MBA – Thunderbird Graduate School of Int. Mgmt. Glendale, AZ 2003

• Teaching Assistant for Dr. John Mathis-International Finance and Trade

• Summer program Thunderbird Asia – Tokyo and Shanghai

BA – Political Science, Washington State University, Pullman, WA 1995

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