Sales Manager

MARCOS CARUSO

Rua Guarará, *** – apt. ** Brazilian and Italian, married, 3 children

Jardim Paulista, S. Paulo / SP Brazil 01425-000 +55 (11) 9145.0567 (mobile) I 3057.2197

******.******@*****.***.** skype: Onesports

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

Business Management I Sales I Marketing I International Trade

+30 years in the international B2B market, working for top world class companies such as Caterpillar, Trane,

ICI, Hicks Muse Tate & Furst, Ford and NBA.

Dynamic, driven and experienced identifying business opportunities and building new markets from ground up

with in-depth regional expertise in Latin America, Europe, USA, Middle East and Asia-Pacific. Success in

steering and implementing corporate strategic planning and sales direction across cultural, commercial,

geographical and language barriers.

Empowering team leader with solid experience in project management and relationship with internal /

external stakeholders. Consistent top performer in revenue generation with proven track record

increasing sales and volume, innovative marketing, growing market share and distribution.

Achieve corporate objectives through passion, commitment and expertise in:

Strategic & Business Planning • International Business Team Builder • Execution & Results driven

Development of Independent Dealer Network • Territory Management & Development

Branding & Positioning • Leadership & Development Sales

PROFESSIONAL EXPERIENCE

PERFECT MOTORS, Managing Director - Brazil 07 – today

Official distributor of motorcycle’s accessories and spare parts: Bimota Motorcycles, Arlen Ness, PIAA,

Metzeller, MOMO, Vance&Hines, Brembo, Panolin, STM Italy, LighTech and Capit / Headcount 15.

Orchestrated start up and successful growth of sales and service areas from zero to $.5 M per year,

through focus on high end segment and targeted marketing strategies.

#1 SPORTS COMERCIAL LTDA, Co-Founder - Brazil 00 – 07

One of the first companies designed to professionally benefit from "Sports" as a new vehicle to enhance

branding experience and relationship marketing, helping clients to increase sales volume and value.

NBA – National Basketball Association, start-up operation in Brazil & Argentina / NBA’s brand

repositioning, appointing 18 new licensees selling to 2.500 shops / organizing 7 grassroots events in

5 yrs totalizing 110,000 attendants and athletes / 4 new sponsors / 5 international events in Brazil &

Argentina (“world’s best organized” in 07);

Full implementation of Formula Renault and Copa Clio, including live TV coverage / 5 sponsors / 25

racing teams / 50 cars / 6 States / 15 cities;

$30 MM sponsorship deal with Pirelli and FIAT for a 7 year period and activation of rights;

$1,3 MM deal through the use of Governmental tax benefit program for FIAT.

PAN-AMERICAN SPORTS TEAMS – HMTF Gp - HICKS, MUSE, TATE & FURST - Brazil 99 – 00

Sales, Marketing & Content Director,

Start-up operations as part of new vertically integrated sports & media group / Headcount: 12:

$ 8 MM sponsorship deal for PepsiCo including use of players image and relationship marketing;

$ 2 MM of sales of content of the soccer brands “Corinthians” and “Cruzeiro”;

Creation and sales 230 items of licensed products.

ICI PAINTS – Refinish BU - Brazil 96 – 99

Country Business Manager / Sales & Marketing Manager

With ICI arrival in Latin America, hired to designed & implemented a complete new business &

distribution strategy. Additional accountabilities included sales, marketing, product

management, revenue generation and key account management. Region responsibility: Net

sales: US$ 85 MM / Headcount 85.

+8% market share in car dealers and car refinish body shops in two years;

Turning profits around from US$ (0.5 MM) to 1.5 MM.

Marcos Caruso page 2

MANGELS INDUSTRIAL S. A. - Cars / Off-Road Wheels B. U. - Brazil / Italy 91 - 96

Marketing and Product Development Engineering Manager, Brazil

Europe / Middle East / Asia-Pacific Export Manager, Italy

Hired to restructured the business in Europe, Middle East and Asia-Pacific and further lead a Product

Committee to consolidate new product developments and market introduction, by identifying styles and

seasonal trends worldwide:

Implemented a Sales office in Europe, based in Milan / Restructured the distribution network of 23

dealers – countries / Tripled revenue in Europe in a four-year period, adding US$ 60 MM to

company’s turnover;

Together with INSEAD business school, implemented a strategic stock, distribution and

commercialization of goods to the EC and other countries sourcing from warehouse in Rotterdam;

Germany: reduction of product returns from 3.7% in 1992 to 0.5% in 1994;

Asia-Pacific, Africa and Middle East – 10 new dealers / double digit net sales (region record high);

USA - repositioning distribution strategies, +45% in revenues in 2 years;

Reduction from 8 to 3 months the annual product launch cycle.

FORD NEW HOLLAND LTDA– Brazil 86 - 91

Marketing Manager / Export Manager, Brazil

Export Field Sales Manager, Southern Cone

Responsible for the transfer of the sales and service office from US to Brazil, development and

implementation of a financial / commercial dealer’s performance evaluation process within the Southern Cone

countries, due to New Holland’s takeover by Ford. Additional accountabilities included new tractors,

combines, engines and hay equipment’s launching / internal & external training / sales conventions / media

campaigns / Headcount: 32

Negotiated credit policy with Southern Cone dealers, recuperating 65% cases of bad payment;

Argentina - appointed a new sole dealer, incrementing by US$ 2,2 MM the first year’s turnover;

Chile - led a 15-month diesel engine field recall, reducing expenses from US$ 5,0 to 1,5 MM;

Brazil - strategic alliance with Parana St. University, reducing training annual expenses by 27%.

CATERPILLAR BRAZIL S. A., S. Paulo - Brazil and Peoria - USA 80 - 86

Parts & Service Sales Representative, Brazil

Service Marketing Analyst / Diesel Engines Sales Analyst, USA

Member of an international training program at CAT’s headquarter, followed by field assignments in the US

and Brazil:

USA - launch of new products market introduction / training techniques / product line’s cost / price /

value analysis / marketing and sales of remanufactured products;

+16% dealer’s parts sales in the first year implementing parts and service sales programs, training

and selling equipment shop repairs, improving inventory management analysis, conducting field sales

coverage and new branch’s profitability studies;

Created and implemented Telemarketing program expanding the dealer’s regional sales coverage by

36% and reducing cost by 16%.

THE TRANE COMPANY- Brazil and La Crosse, Wi, USA 77 – 80

Trainee & Marketing Analyst – HVAC, Heating, Ventilation & Air conditioning, and equipment manufacturer.

EDUCATION & PROFESSIONAL DEVELOPMENT

Bachelor in Production Engineering and Mechanical Engineering, FEI – Faculdade de Engenharia Industrial,

São Paulo, in 1980 and 1976 respectively.

Continuing education: Key Account Management, UK and Italy; Marketing Management - Industrial Markets,

SDA Bocconi, Italy; Finance Management, SDA Bocconi, Italy; Finance for Multinational Companies, FEA /

USP, Brazil; Company Planning & Competitive Strategy, FGV, Brazil; Service & Parts Sales / Marketing

Training, Caterpillar, USA; Industrial Product Management, AMA, USA.

OTHER

Fluent in Portuguese, English and Spanish. Good knowledge of Italian.

University teacher – UNIBAN.

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