Sales Manager

RICARDO JONES LOBATO DA SILVA

****, *** **** ***. *** Miami Beach, FL 33139

305-***-**** ****************@*******.***

P R O F E S S I O N A L P R O F I L E

Solution and results achieving leader with a strong business to business track record of success in consumer oriented

products and services. Team focused. Jazzed by competitive, fast paced, and deadline driven environments. Have

repeatedly used comfort with details and strong analytical skills to focus on growth and improvement. Innovative and

creative problem solver. Natural business acumen. Self starter with effective interpersonal skills, high sense of urgency,

yet open to alternatives and changing priorities.

C O R E C O M P E T E N C I E S

Strategic Vision & Planning Business Development Operational Analysis

Brand Implementation Product Segmentation Process Improvement

New Product Rollout Channel Development Organization

Budgeting & Forecasting Key Account Development Leader, Coach, & Mentor

Communication Entrepreneurial Market Execution

P R O F E S S I O N A L E X P E R I E N C E

District Manager

EXIDE Technologies Inc. 2008 to Present

Scope: Responsible for implementing corporate sales and marketing programs for the Federated Program Group,

American Parts System, and the activities of all 8 district region. Developed sales and market strategy and directing

strategy implementation with National accounts, local Chain Accounts and the major program groups including

Federated, Alliance, Pronto, Vipar, and Parts Plus. Responsible for achieving sales goals and objectives in the

automotive, heavy duty, retail and OEM markets. I worked directly with automotive program groups, heavy duty program

groups, and major national retailers. I have complete responsibility for all operations along with new market and product

development. Direct the activities for all branch employees with complete profit and loss responsibility.

• Increased Total Branch sales by 51% 2008 vs. PY and 21% in 2009 vs. 2008. By applying sales programs

standards and tools. We created an installer promotional package as well as an accompanying field work and follow up

with Clinics and seminars. Worked closely with indirect customers, which increased market penetration and generated

1.5 million in sales.

• Optimized P&L results by identification of opportunity areas and implementing strategic action plan for its goal.

• Created a changeover program and sequence follow up, this reduced errors and changeover time.

• Recruited over 200 new indirect accounts during 2 years.

• Revitalized branding recognition within local Market.

• Organized annual Executive Committee, Board, and budget meetings.

• Created customer incentive programs using trips to NASCAR and other events as the reward.

• Introduced high end line to the product category. This improved the image of the category and improved gross

margin by 12%.

• Decreased group warranty rates by 14% with a warranty tag program. Developed new customer warranty tester

procedure to expedite warranty accuracy claims within the returns department. This reduced the non legit returns

average, which increased customer satisfaction and contribute to a 3% on P&L bottom line.

District Manager

Coca Cola Enterprises Inc. 2006 to 2008

Scope: Directly responsible for the management, planning, and administration of sales, distribution, market share, and

profitability of a designated sales territory. Lead trade execution. Monitor Market implementation and merchandising

standards compliance.

Inherited District with 2 years of negative results. Identified opportunities and developed business action plan. Hired

trained, coached, and developed staff; implemented accountability. Designed individual action plans. Increased

District sales results 11% year to date. Established the District as the Number 1 in sales growth and distribution in

South Florida.

Identified inefficient execution system in the region. Implemented organized scheduling services. Formulated service

processes. Worked staffing to get the right people in the right place. Trained and coached team. Eliminated excessive

overtime. Achieved 100% improvement on service call satisfaction. Reduced customer complaint calls from 35% to

3%.

District Manager

Frito Lay Inc. (PepsiCo Company) 2004 to 2006

Scope: Lead and oversee day to day sales, sales operations, logistics, inventory, scheduling, training, and performance

management / people development.

The company was running flat results with no growth while this market was growing 18% average. Recognized

marketplace opportunity for products in 5 segments. Created and presented business plan to key customers. Trained,

coached, and directed sales management teams and launched the program. Achieved 22% growth over two years.

Drove and maintained 5 products top performers in the region.

Performance focused in “Task Execution”. Consistently achieved goals with substantial increase in revenues.

Improved and organized solutions for the sales outputs for larger clients.

Planned and implemented marketing strategies. Pricing, distribution, and positioning. Managed, meeting the

corporate objectives.

Trained and developed salespeople for higher performance and customer orientation.

General Manager and Restaurant Manager

Movenpick Inc. And BackBay Restaurant Group Inc. 2000 to 2004

Scope: Managed the operations in Boston related to the restaurant business. Managing general issues over operations,

“front” and “back” of the house.

Assumed general responsibilities as the restaurant manager

Focused on guests through staff motivation.

Considered by the corporate office as the “people specialist professional”.

Sales Manager

Masterfoods Inc. (Effem Mars Division) 1998 to 1999

Scope: Ensured the customer requirements of quality and efficiency in conformity with the company Standards. Helped

establish a marketing strategy for the retail stores.

Contributed to a significant increase in the company’s market share making a sales growth of 157% within 2 years.

Sales Manager

PepsiCo of Brazil Inc. (Elma Chips – a Frito Lay division) 1995 to 1997

Scope: Logistic distribution and all responsibilities for the region as well as administrative cost analysis. Hired,

developed, and supervised sales team.

Company needed to identify the best area in which to execute a New Product Market Test. Planned, developed, and

conducted an evaluation. Selected alternatives. Reviewed and presented nationwide product launch. The product

became the most successful product in the category. The segment grew 30% within company portfolio.

Considered by the sales department as one of the top performance managers nationwide.

Education

Bachelor in Business Administration, Newton Paiva University Brazil

Languages: English, Portuguese and Spanish

Computer literacy: Excel, Word, PowerPoint and internet

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