Sales Manager

Walter Torres-Carlo

#A-*, B Street

******.******.*****@*****.***

Ext. La Alameda Mobile: 787-

***-****

San Juan, PR 00926 Available for

relocation globally

International / Regional Manager - Own & 3rd Party Distribution

Networks

? Business Development ? Production & Financial Oversight

most competitive in developing brands, distribution networks and new

operations across diverse market situations

Proven experience leading marketing and deep distribution CPG networks of

brands like Frito Lay, Pepsi, Quaker and Nestl in the Caribbean, Latin

America and USA Hispanic markets to deliver strong growth and bottom line

results.? Creative entrepreneurial MBA manager with top credentials to

drive the agenda of generating:

a) innovative and systematic marketing & sales systems growth plans

across diverse GTM architectures and multicultural teams, while adding

organizational value and developing human capital via excellent

interpersonal, collaborative and mentoring skills

b) an acceleration of strategic plans leveraging existing resources and

developing new capabilities.

Core Competencies

. Marketing & Sales Development; Leveraging centers of excellence best

practices; Brand localization & innovation; Locally relevant

grassroots "giving-back" programs; Optimizing point-of-sale

productivity of all retail formats

. Distribution partner selection, management, consolidation &

replacement; Building profitable partnerships; Global key

accounts development; Market growth & penetration; In-market road

warrior teams

. Americas: USA Hispanic markets ethnic distributors; Central &

Latin American operations & best practices

. Caribbean: Puerto Rico & Dominican Republic all channels

development; Jamaica, Trinidad and all of Caricom;

Maximizing consumer and profits opportunities in all islands'

market clusters; Cuba entry assessments

. Leading & integrating high performance multi-cultural teams;

Organizational design, staffing & development

? Initial recommendations on my competencies from GM's, VP's,

CFO's and Directors at my LinkedIn profile ?

Available for business unit or regional commercial management assignments

in any geography.

Professional Experience

ALMOKING Commercial Director - Converted a Chilean artisan nuts &

fruits line into an industrial

operation dominating the Puerto Rico's healthy snacks market in 18 months

with 65% market share and high impact distribution in stores accounting for

80% of the market volume. Led the development of: a) single

serve flex-bags, canisters & fundraising lines, b) manufacturing &

local/federal quality systems set-ups, and

c) distribution & marketing systems to penetrate alternative channels.

Joined AlmoKing for 25% stock ownership in exchange for a two years

commercial start-up contract. (Apr. '09 - present)

PEPSICO Caribbean & US Hispanic Markets Food Development Director - Led

commercial development for 30 Caribbean, USA, Central and South American

markets via a USA, British, Dutch, French & Spanish Caribbean distribution

network: $65M in sales, $4.8M mktg., 5 Sales Managers, 50 Supervisors, 500

Sales Routes, 2 Brand Managers, 2 Financial Analysts, 2 Logistics

Coordinators. Full P&L responsibility. (Jan. '02 - Apr. '09)

East Caribbean Markets Food & Beverages Director (Jan. '07 -

Jan. '08)

Caribbean Markets Food Development Manager

(Feb. '97 - Jan. '02)

. Developed multiple markets commercial & manufacturing penetration models

to gain dominant market shares, regional status and counter protectionist

duties. Supported facilities set-ups and relocations. Assessed &

negotiated a Cuba market entry with all key distribution channels and

government trade officials.

. Generated top & bottom lines double-digit-growth for 10 consecutive years

actualizing new levels of productivity through innovation in marketing,

distribution systems, human capital development, process transformation

value addition, protecting/improving profitability via revenue management,

portfolio reengineering, new efficiencies and measurement of key drivers.

. Achieved 60% sales growth (maintaining profit margins) and 45% Caricom

market share over 5 yrs. leading the launch of tailored marketing and

distribution programs for Jamaica, Trinidad, Barbados, Belize & the Guyanas

leveraging LatAm & USA promotional and innovation programs, training

distributors in best practices and through strong installed capacity growth

plans. Grew USA Hispanic sales of Quaker Caribbean and LatAm sku's at 7%

CAGR for 6 yrs. through POS volume building activities and the

participation of ethnic festivals.

. Managed salty, cereals and confections M&A activities, negotiated,

consolidated, trained and replaced distribution relationships to maximize

brand, distribution and organizational growth opportunities.

Walter Torres-Carlo Mobile: 787-

413-9478 page 2

. Member of the staff responsible for crafting/executing strategy for the

Caribbean-Central America-USA Hispanic Region: 7 country operations, 77

distributors network, 4 Frito Lay plants, 2 Quaker plants, 14 Bottlers.

Supported internal & external leadership competencies training programs.

. PepsiCo Chairman's Award recipient for developing alternative market

entry models, a new Frito Lay line with regional Caricom Trade Block

status and the agile penetration & development of Caricom Caribbean

markets.

PEPSICO Alternative Channels Development Manager - Responsible for

sales goals, activities & resources for the Puerto Rico down-the-trade

sales unit: $55M in sales, 225 Salesmen, 12 Sales Supervisors, 4 Sales

Regional Managers. Grew same store sales 8% maximizing sales activities

and strengthening merchandising graduating clients to higher capacity

fixtures offering better product exposure. Revitalized training and

measuring of merchandising productivity drivers. Promoted to lead both

organized trade and alternative channels development at the Caribbean

region to generate new levels of sharing best-in-class marketing, sales and

distribution practices with a network of distributors across all Caribbean

countries. (Apr. '95 - Jan. '97)

PEPSICO Organized Trade Key Accounts Unit Manager - Directed the

OT key accounts unit: $25M in sales,

6 Sales Managers, 38 Salesmen. Negotiated programs developing customer

marketing plans, achieving new sku distributions in Clubs, maximizing

regional and USA innovation opportunities, developing sales +11% vs. prior

year and shifting costs from fixed to variable structures. Improved

account service practices and retail executions measuring compliance with

ongoing promotional agreements. Promoted to lead alternative channels

development, the larger channel of deep salty snacks distribution systems.

(Mar. '94 - Apr. '95)

NESTL Brand Manager - Developed and executed plans to capitalize

consumer opportunities for brands across various development stages and

drive key life cycle management activities. Progressively promoted from

managing established and multi-category brands, to manage largest revenue

generating brands and to then manage the development of new brand

introductions. (Mar. '89 - Mar. '94)

. Maggi Culinary Products - new brand development & launch: 15% market

share gain from Knorr in 1 yr.

. Friskies Pet Foods - five new brands market introduction: 19%

market share gain in 2 years

. Carnation Milks & Milk Additives - protection of brand equity, high

market share and profits in price sensitive categories through image,

promotional and tactical line extension programs

. Libby's Canned Foods - monitoring supply & cost fluctuations for

adequate brand performance across co-packed food, juices and

drinks categories

. Nestl Chocolates - maximizing of seasonal display incremental

placements & line extensions distribution; maintenance of brand

awareness; re-launch of the Baci & Perugina premium confections brands

at mid and high-end distribution channels

. TQM Facilitator & Council Member - Led the implementation of a Total

Quality Management program: improvements to operational processes,

recognition programs, client satisfaction audits.

CITICORP INVESTMENT BANK Trader - Managed treasury positions and

trading operations in the Caribbean Eurodollars and 936 Funds short-term

maturities markets. (Oct. '88 - Feb. '89)

EQUITABLE & EQUICO SECURITIES, AXA Registered Representative -

Marketed and serviced investment, pension and insurance programs to USA

Hispanic markets in NY, NJ and CT. Licensed with the Securities Exchange

Commission to market securities. (June '86 -

July '88)

Professional Development

WHARTON SCHOOL, University of Pennsylvania, Finance Management

Executive Program

KELLOGG GRADUATE SCHOOL, Northwestern University, Marketing Strategy

Executive Program

UNIVERSITY OF NEW ORLEANS, M.B.A., '07, Beta Gamma Sigma Honor

Society

PRINCETON UNIVERSITY, B.A., '86

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