Sales Manager

Adriana Hansen

**** ********* **., *******, **, *7095

Home: +1-281-***-**** Cell: +1-832-***-****

abhhwr@r.postjobfree.com

PROFILE

Professional with over 17 years of multinational experience working with the largest flow control and

service companies in the market, serving the specialty markets in South and North America. My career

has led me to specialize increasingly in the management of complex projects at international levels.

methodical administration to deadlines ; and the application of modern leadership methods (through staff

motivation and involvement in both decision-making and target-setting, clarity in communication, and easy

personal inter-relations). My own cosmopolitan background and analytical interests in other cultures,

together with a command of English, Spanish and Portuguese languages, have also left me confident in

handling negotiations that require the reconciliation of different national approaches to otherwise common

problems. I possess the natural ability to motivate teams, implement clear business objectives, and

deliver measurable results of revenue growth, improve client relations to deliver outstanding business

results for the organization.

Objective

A challenging and rewarding position as Sales Manager with a growth oriented firm that offers diverse job

responsibilities and the opportunity for advancement. I am open to consider expat international

assignements in Latin America.

Employment History:

Greene’s Energy Group, Regional Manager - Brazil

Houston, TX – USA, 2009 – To present

Currently reporting to the VP of International Business, I oversee the development and provision of pre-

commissioning, construction and pipeline services along with specialty rental tools for the first

international subsidiary of the group. Also responsible for implementing the company's business

objectives and guiding the sales and marketing efforts as well.

• Provide leadership and direction to all aspects of financial stewardship, controller ship,

accounting, budgeting, and cash flow management

• Streamline administration, sales and financial processes, enhanced efficiency, and introduced

process improvements

• Responsible for the overall management of the employees and daily operations of the company

• Responsible for hiring new people and ensured proper training

• Establish organizational objectives and goals for all departments

• Budget design and monitoring

• Company’s director officer in Brazil

• Responsible for generating new business opportunities and sales volume in the drilling,

production, pipeline, rig/platform construction and process industries in Brazil.

• Responsible for identifying new talents in the organization

• Develop solutions based on client technical requirements.

• Support all VP of International business and CFO initiatives in country, including identifying

target acquisitions, serving as an adviser for import/export, labor, legal, immigration and tax matters.

Neway Valves, Stafford, TX - USA

Inside Sales Manager, 2008-2009

Managed a team of sales personnel in order to grow service sales of assigned customer portfolio, sales

quotas and activity levels for assigned territory by keeping sales trackers and account reviews. .

Conducted sales and marketing calls to book meetings with potential clients. Performed client

presentations articulating the value proposition of products, solutions, and additional company service

offerings. Coordinate efforts to improve the customer experience at the point of sale. Managed product

sales growth, individual sales effectiveness and account base by reviewing sales activity schedule.

Other responsibilities:

• Manage & provide leadership to a team of Inside Sales personnel

• Responsible for assuring proper technical review and understanding of clients inquiries; liaising

with other specialist technical departments within the Company as well as externally to ensure

proper quotation of multi turn valves and quarter turn valves to customers.

• Evaluate customer inquiries as to proper specifications based on load requirements, corrosion

protection, end use fabrication, welding, etc.

• Responsible for Projects quote, contract administration and terms and conditions negotiation.

• Responsible for the execution of the contract in terms of main contractual obligations: timely

delivery quality, compliance with contract scope as well as expected profitability of the contract

itself

• Responsible for negotiating prices and contracts with the executive highest levels of the client's

organization

• Responsible for training sales personnel to develop comprehensive proposals, sizing and

selection, pricing, etc.

• Responsible for lead a team of professional responsible for sales, technical evaluation, quote

and order processing, contracts management, projects bids in national and international markets.

• Manage Communications with Factory, end users, OEMs & Distributors

• Strategize with and coach sales team on how to apply consultative- selling techniques to identify

and advance opportunities that result in ongoing profitable revenue growth for the company.

• Driving Projects Across Sales, Service, Credit & Technical Departments

• Elaboration of business plan to provide existing products to new markets in USA and Brazil

• Keep track of the competition’s pricing adjustments to better position company’s products and

assure competitive pricing in the marketplace

• Evaluate and manage employees performance to ensure individual, group excellence and

achievement of sales quotas

Emerson Process Management - Valve Automation Waller, TX USA

Latin America Projects Manager - 02/2008 - 06/2008

Reported to the Latin America Director, undergoing extensive training in the Shafer automation

factory to and optimize technical resources in Latin America targeting to support the growth & profit goals

of the business group. Furthermore worked with the latest Network protocols (AS Interface, ProfiBus,

DeviceNet, LonWorks, ModBus). Responsible for technical review and understanding of clients inquiries;

liaising with other specialist technical departments within the Company to determine the best and more

effective solutions for customer's needs.

• Identify key industry opportunities for Shafer /Bettis products

• Position price and cost of products

• Monitor and support project work in Colombia, Venezuela, Mexico, Peru, Chile and Trinidad.

• Projects management.

• Assuring project includes all work and services required for completeness.

• Work closely with local sales representatives in South America to promote Shafer/Bettis products

• Timely completion, including resources estimation and duration and schedule development.

• Quality - identifying standards and compliance

• Performance reporting, including status, progress and forecasting.

• Identifying risks that may affect projects; analyze and plan responses

• Supervised the quotations process in response to customer inquiries; in accordance with

controlled prices, discounts, terms& conditions and sales policies & procedures

• Interface with manufacturing & engineering personnel for proper product specifications, new

• product development, and product evaluations Manage business for assigned accounts or

• specific contracts, as assigned by the Sales Manager. This management included "full ownership"

for each contract processed.

Tyco Valves & Controls – Brazil

Regional Sales Manager, 1994-2006 – Brazil

As a Sales Regional Manager I increased direct sales in 35% for FY 2004 and 45% in FY 2005 over $

13M in annual sales. Developed and implemented plans for strategic accounts that exceeded

expectations in revenue retention/growth, account profitability, and customer satisfaction. Worked with

local Government companies and agencies ensuring the approval of the company in the key accounts

Master Vendor’s List, such as Petrobras CRCC. I directed the coordination of Company sales and

marketing activities at Oil & Gas industry conventions, trade shows and workshops. Negotiated

important sales contracts for the company and managed a network of sixteen sales reps and distributors

in the country.

• Manage a branch office in Rio de Janeiro, Brazil providing sales and administrative support for

sales engineers, distributors and customers in Brazil and South America.

• Plan, track, direct, and coordinate activities of multiple international projects in Brazil, Argentine,

Chile and Uruguai

• Coordinate local and foreign distributors and hold relationship with customer representatives.

• Responsible for identifying and developing new business opportunities through channel partners

and directly with industrial customers.

• Responsible for achieving revenue growth and margin expansion goals set for local territory.

• Interface with management and sales representatives to improve productivity and achieve sales

targets.

• Travel to territory to analyze market, competition, and client preferences in order to maintain

market dominance.

• Qualify and establish local distributors and appointing agents in different territories for strategic

territories.

• Coordinated buyers, vendors, and clients on special orders to ensure accurate and timely delivery

• Bid preparation, development of sales plans and budgets

• Develop and maintain a detailed customer database that includes customer contacts,

competitors, product sales, projects opportunities, as well pricing strategies.

• Responsible for maintaining the customer relationship while also being the front customer service

contact.

• Responsible for ensuring the execution of the contract in terms of main contractual obligations:

timely delivery quality, compliance with contract scope as well as expected profitability of the

contract

• Negotiate sales contracts and cultivated business relations with major accounts such as:

Petrobras, Transpetro, Braskem, Dow Chemical, Monsanto, ABB, Technip, Fels Setal, IESA,

UTC, Odebrecht to name a few

• Network and develop business relationships with key leaders and decision makers in the Oil &

• Gas industry.

• Integrate activities of key departments (Product Management, Research and Development,

Sales, Operations) to execute the Oil & Gas strategic plan.

• Experience with Government agencies. That would include managing all the documentation

• necessary to include the company in the AML and moving thru the local agencies

• Interface with Sales Managers, Agents, and Distributors in evaluating customer inquiries

• Direct and oversee the coordination of Company marketing activities at Oil & Gas industry

conventions, trade shows and workshops

• Identify and qualify potential overseas strategic partners, joint venture candidates, and

distributors

• Integrate activities of key departments (Product Management, Research and Development,

Sales, Operations) to execute the Oil & Gas strategic plan.

• Manage the company’s branch office in Rio de Janeiro, Brazil

• Plan, track, direct, and coordinate activities of multiple international projects in Brazil, Argentine,

Chile and Uruguai

Tyco Flow Control – Midwest – USA

Projects Manager, 2006-2008

As a Projects Manager I was responsible for ensuring proper technical review and understanding of

clients inquiries by the inside sales team; liaising with other specialist technical departments within the

Company to determine the best and more effective solutions for customer’s needs.

Other responsibilities included:

• Responsible for maintaining the customer relationship while also being the front customer service

contact.

• Interface with Sales Managers, Agents, and Distributors in evaluating customer inquiries

• Negotiate contracts, including special terms and conditions for operations spanning several

countries

• Responsible to ensure proper technical specification and cost details together with comments and

deviations to international codes and standards and clients' specifications as part of overall

tender preparation by the inside sales team

• Collaborate with sales support, marketing, and project management, to optimize both sales

effectiveness and profitability.

• Assist in evaluation of target market potentials.

• Provide reports to sales managers, account managers and customers

• Coordinate input and prepare monthly sales and projects activity reports.

• Responsible for the execution of the contract in terms of main contractual obligations: timely

delivery quality, compliance with contract scope as well as expected profitability of the contract

• Ensure that all work being delivered respects specific countries regulations.

• Coordinate local and foreign distributors and hold relationship with customer representatives.

• Interface with management and sales representatives to improve productivity and achieve sales

targets.

• Develop and maintain a detailed customer database that includes customer contacts,

competitors, product sales and opportunities, as well pricing strategies.

Fluent in English, Portuguese and Spanish.

Native Brazilian - Authorized to work in Brazil and USA.

Education

Rio de Janeiro, RJ - Brazil

May 1997

BS – Business Administration and Marketing

• PEM - Project Execution Model – PMI Tyco

• Management Training - Tyco

• Planning, Scheduling and Control Project - Tyco

• HSE

• ISO 9001

• Behavioral Based Safety System

• Dynamic Instructor Training

• MS OFFICE, ACCESS, AUTO CAD and MS PROJECT

MEMBERSHIPS

Associations/Affiliations:

• The Global Business Development Network

• Valve World Group

• Valve Network

• Oil and Gas Upstream Downstream & Field Services

• Offshore Communications

• The National Hispanic Sales Network

• Latin America Network

• Brazil in - Council of Executives, Management, Professionals & Business

• Latin America Caribbean USA EMEA MENA APAC Network NOLA

CALA LATAM MERCOSUR

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