Sales Manager
Resume:
JAIME COHEN
*** ****** **, ******, **. *****
*****.*****.*@*******.***
PROFILE
International sales and business development executive with a 20 year track record of delivering exceptional
change-based growth and profitability in the areas of: Strategic Planning and Implementation, Business
Development, International Business, Channel Management and Sales
CAREER HIGHLIGHTS
* Introduction of brand new European product to the U.S. market with record gross profit for distribution channel.
* Generated additional gross revenue of $1.5 billion in 5 years
* Led team that increased business-to-business sales by 51% in 4 years.
* Created and developed export department, exporting over $80 million after just one year of operations.
* Restructured distribution channel in Latin America and the Caribbean, increasing sales and improving market
representation.
PARTICULAR EXPERTISE AND SKILLS
* Start-ups and introduction of new products. * Multicultural environment * Multidisciplinary management
* Strategy development and rollout * Sales and Marketing * Business development
Languages: Spanish, English, German
Work experience in Mexico, Germany and the United States
PROFESSIONAL EXPERIENCE
2009 - Present Vice President Business Development United States
Unimog de Mexico / U.S. sourcing operations
Responsible for the development of specialized equipment and vehicle upfit suppliers in the
U.S. for the Mercedes-Benz Unimog commercial vehicle
• Identify and develop special equipment suppliers (drilling rigs, water-pumping skids,
armored bodies, special security equipment, mobile command centers, etc)
• Negotiate supply agreements
• Manage supplier relationship
• Develop competitive offers and proposals for government and private segment
customers
• Coordinate exports logistical chain
2008–2009 Vice President Residential and Consumer Utility
Case New Holland
Responsible for the development of a new $1.2 billion dollar business opportunity focused on
light agricultural and construction equipment for the consumer and urban-market segment.
• Develop strategic concept, business plan, implementation plan and tactics.
• Identify brand, product offering, distribution network, target customer segments,
marketing plan, organization plan and target revenues .
1998-2008 DaimlerChrysler AG
Senior Manager Dealer Commercial Sales 2003–2008
DaimlerChrysler Corporation
Increased business-to-business sales by 51% in 4 years.
Led the successful introduction of a new product resulting in a record gross profit for the
distribution network.
• Developed new group responsible for commercial vehicle and business-to-business
sales with Three Billion Dollars in gross revenue - over 150,000 vehicles per year.
• Developed and executed new commercial and business-to-business sales strategy
including: product definition; development of new sales channels; formulation of
training programs and launching of new marketing programs.
• Refocused dealer channel
• Improved and grew national commercial customer loyalty sales program with over
400,000 enrollees.
• Introduced new Commercial Marketing initiatives (shows and events; price positioning;
communication strategies).
• Responsible for body and upfit suppliers
Vice President Business and Dealer Development 2001–2002
DaimlerChrysler Vans
Established new Dealer Network and Management structure.
• Introduction of new Mercedes-Benz Sprinter (European Commercial Van) to the U.S.
Market. Developed own market niche with record gross profit for distribution channel.
Gross revenue of $1.5 billion in 5 years
• Member of Executive Board of Management.
• Development of new retail and distribution strategy.
• Establishment of a new national dealer network.
Senior Manager Dealer Network Management 2000–2001
DaimlerChrysler Overseas
Responsible for Dealer and Business Development for the Mercedes-Benz, Chrysler and Jeep
brands in 110 countries in Eastern Europe, former Soviet Union, Africa and the Middle East.
• Member of Executive Board of Management.
• Led expansion of Mercedes-Benz, Chrysler and Jeep brands in new markets.
• Developed distribution strategy for "Rest of World" markets.
• Introduced integration concepts for Mercedes-Benz, Chrysler and Jeep brands,
increasing turnover and reducing costs.
• Analysis of acquisitions, take-over and joint ventures in Eastern Europe, Africa and the
Middle East.
• Introduced new management and controlling instruments to improve dealer
profitability.
Manager for Business and Dealer Development 1998–2000
Mercedes-Benz Latina, Inc.
Restructured management and development of 31 General Distributors in 35 countries
encompassing Latin America and the Caribbean
• Successfully introduced regional controlling and management tools, customer
satisfaction index, performance-tied target agreements, yearly business-plan process
and financial systems.
• Controlled financial performance of General Distributors.
• Developed wholesale and retail strategy for Mercedes-Benz products in the region.
• Responsible for contractual and legal franchise matters.
• Responsible for dealer executive training
1997–1998 Assistant Director for Fleet Procurement in Latin America
The Coca-Cola Trading Co.
Implemented new global Fleet Procurement program in Latin America.
• Lead first ever regional fleet procurement negotiations. Achieved 30% lifetime savings.
• Designed Coca-Cola's new regional fleet-procurement strategy for Latin America.
• Established and introduced fleet procurement strategy with region's Anchor Bottlers.
• Defined optimal fleet profile for Coca-Cola's fleet in the region.
• Identified strategic suppliers and negotiated long-term supplying contracts.
1987-1997 Daimler Benz – Mercedes-Benz Mexico
Director Exports Sales 1996–1997
Mercedes-Benz México
Implemented new commercial-vehicle exports’ strategy
• Created and developed export department, exporting over $80 million after one year of
operations.
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• Developed export's strategy and implementation of sales and service support export
policies.
• Established relationships with international financial institutions, establishing financing
lines for over $ 50 million in Central America and the Caribbean.
Executive Manager Buses and Used Truck Sales 1995–1996
Mercedes-Benz México
Responsible for bus and used-truck sales in Mexico
• Developed and introduced used-truck sales in Mexican dealer network
• Responsible for intercity and urban bus sales.
• Developed relationships with Government agencies responsible for urban bus projects.
• Account Executive for Mexico's major bus fleets, representing Mercedes-Benz in
Brazil.
Manager Dealer Development and Training 1993–1995
Mercedes-Benz México
Improved Dealer network performance in Mexico (51 truck dealers, 5 passenger car dealers)
Developed financial early-warning system allowing for portfolio recovery of over $ 100 million in
one year.
• Introduced additional business lines complementing Mercedes-Benz product line
and increasing revenues.
• Implemented controlling systems throughout the network.
• Identified additional business and savings opportunities.
• Responsible for training programs for dealership personnel
Member of the International Management Associate Program 1991–1993
Daimler Benz AG, Stuttgart, Germany
• Mid-term sales planning for NAFTA markets (Mexico, USA and Canada).
• Supported controlling activities in Western Hemisphere.
• Developed controlling tool (new software), introduced worldwide as a management
controlling tool.
• Developed a World Wide Truck Concept and Strategy.
• Introduced Business Management program in Spain (3 months Mercedes-Benz
España).
• Defined key financial and controlling ratios for DBAG's retail business worldwide
Executive Staff Coordinator and Assistant to President 1989–1991
Mercedes-Benz México
Responsible for coordinating the office of the President.
• Secretary for the Executive and Operative Committees.
• Followed up on Board of Management decisions and special projects.
• Prepared projects, analysis and reports for President and Board.
• Represented President in meetings and events.
Department Head Supplier Exports 1987–1989
Mercedes-Benz México
Generated exports credits for a value of $ 24 million per year.
• Developed new program for automotive-parts exports
• Developed Mexican suppliers for MB's operations in Brazil, the United States and
Germany.
EDUCATION
1983-1987 BA in International Relations. Graduated Suma cum Laude.
Universidad Iberoamericana, México City, México
1989-1990 Post-graduate studies in International Commerce.
Universidad Anahuac, México City, México.
OTHER ACTIVITIES
1990 Vice-President Mexican Automotive Industry Association representing Mercedes-Benz México
2003-2004 Chairman of Recruitment Committee DaimlerChrysler Hispanic Employee Network
Various courses on Finance, Controlling, Marketing, Process Management, Project Management, Leadership,
Sales, Purchasing, etc.
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