Sales Engineer

Marcelo Lemos

Email: abp07p@r.postjobfree.com

Address: ***** ** **** *****

City: Aventura

State: FL

Zip: 33180

Country: USA

Phone: 954-***-****

Skill Level: Senior

Salary Range: $200,000

Primary Skills/Experience:

See Resume

Educational Background:

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Job History / Details:

SENIOR OPERATIONS AND SALES EXECUTIVE

P&L / Strategic Planning / Business Development / New Products / Cost Reduction / New Markets / VARs

Turnarounds / International / Organizational Development / PLM / Customer Relations / Strategic Alliances New Technology / Innovation / Sales / Distribution / Marketing

Combining an array of strong leadership, operations, and business development skills, I have a solid track record of overachieving revenue targets, improving organizational performance through dynamic strategies that drove growth, streamlined operations, and elevated productivity. My successes in both mature and emerging markets produced elevated high growth results and profits in domestic and international environments.

Further competencies include:

Developing high performance, diverse and remotely located teams

Build and manage direct and indirect sales channels

Taking advantage of new business opportunities to generate growth

Creating and implementing practical solutions to complex business issues

Providing a new vision, building strategy and executing plans

Delivering the highest level of customer satisfaction and value

Associates describe me as a very creative, passionate, energetic team builder, problem solver and leader. I am known for providing the vision necessary to move an organization forward, articulate that vision to all stakeholders through excellent communications skills, and an unwavering commitment to organizational excellence.

SELECTED ACCOMPLISHMENTS

Turned around under-performing region, producing 30%+ growth annually. Challenged to transform Dassault`s Latin America region (revenues and market share had been flat for five years) into a fast growing geography while establishing a business model for other emerging regions. Initiated complete revamping of regional strategy and business model, including taking over the distribution channel, assuming responsibility for major customers, creating local team of executives, and launching tailored partner and marketing programs.

Introduced aggressive new sales strategy, driving channel revenue six-fold. DS` Latin America indirect business was unsuccessful with only eight VARs across the region and high levels of dissatisfaction from VARs and customers. Developed new -game changing- strategy/program that transitioned focus of local partners from fulfillment to sales, introduced new pipeline/forecast management system, and transformed marketing and customer support organizations. Dramatically expanded to 50+ VARs.

Developed and implemented comprehensive product awareness campaign. Recognized the unique value that Dassault`s Product Lifecycle Management and virtualization brought to organizations, communities and governments. Promoted their value to high ranking officials, prestigious educators, business and education leaders and LATAM society in general. Implemented nationwide education programs in Colombia, Mexico, Brazil and more than 50 universities. Improved corporate image and drove positive market awareness.

Overhauled failing sales model, generating revenues of $200M. Charged with restoring growth and improving sales capacity as Americas` revenues and market share had become flat for two consecutive years. Took on additional role as VP of Sales and assembled senior sales leadership team. Established highly synergistic relationship with DS` partner IBM, changing from a support role to a co-management model for all sales. Restored growth in first year and achieved double digit growth, overachieving aggressive sales quotas.

Salvaged key account through aggressive customer relations plan. A very important customer notified Dassault that they were halting all work due to major dissatisfaction with performance. Immediately instituted plan to resolve customer`s issues. Instituted comprehensive ongoing communications plan to enhance relations with the account. Produced the largest ever military contract, a multi-year agreement with a $10M commitment each year.

Successfully entered three new Latin American markets. Dassault had no presence in Latin America. Developed and received Board approval to execute a strategic plan for the region. Led creation of subsidiaries in

Brazil, Argentina and Mexico. Hired local teams and established close local relationship with largest sales/marketing partner. Delivered $10M+ in additional revenues through highly profitable and lean operation.

Crafted program to introduce new technology and overcome internal issues. Driven by pressure from competitors, TECHINT invested in 3D computer assisted design technology, which met with some internal resistance. Tasked with driving the technology change within the engineering and construction organizations. Assembled cross-functional team and developed a technology introduction plan, including training and internal marketing. Generated great interest in the project and saved $15M through reduced field rework, shortened construction schedules, and more effective on-time purchasing.

CAREER OVERVIEW

Dassault Systemes S.A. Progressed steadily with $2B worldwide leader in software solutions.

Managing Director & VP Sales, Latin America - 2006 to 2012. Led Dassault business in Latin America with overall responsibility for day to day regional operations, go-to-market strategy, customer satisfaction and organizational development. Achieved sustained high revenue growth, improving profitability while executing complete business transformation and local talent build up. Overachieved sales quota in excess of $30M. Expanded Latin American distribution network more than 700%.

President & VP Sales, Americas - 2001 to 2006. Managed all operations and global strategies across North, Central and South America with full P&L responsibility. Focused on customer expansion and revenue growth of company`s major brands throughout the region. Created DS` own multi-brand, multi-channel sales force in the Americas. Overachieved sales quota in excess of $250M. Led 250 personnel with a budget of $35M.

General Manager, Latin America - 1997 to 2001. Led DS entry into new markets in Brazil, Mexico and Argentina, managing all business operations. Crafted initial market penetration strategy, recruited and developed local teams, and managed partners and major customers. Overachieved sales quota in excess of $8M.

Strategic Planning Director / Worldwide Process, Power & Petroleum Industry Strategist - 1993 to 1997. Retained with responsibility for business strategy definition and implementation for the Energy/Architecture, Engineering and Construction (AEC) markets. Responsible for customer relationships and product development directions in these markets. Led industry dedicated product development content while contributing to overall DS product strategy for the newly created Product Lifecycle Management (PLM) market.

Business Strategist, AEC Markets, CADAM Inc. (world leader in the CAD market) - 1990 to 1993. Defined business strategy and execution for AEC, energy, process and shipbuilding markets. Responsible for customer relationships and product development directions in these markets. Company acquired by Dassault Systemes in 1992.

Manager, Computer Aided Plant Design, TECHINT Engineering & Construction (large international industrial group) - 1984 to 1990. Managed engineering technology coordination in large petrochemical, chemical and pipeline projects. Led implementation of Computer Aided Design Engineering System, providing automation to all major processes across the company.

Aerospace Development Engineer & Team Leader, C.I.T.E.F.A. (Argentine R&D institute) - 1980 to 1984. Began career as development engineer designing solid propellant rockets, specializing in fluid & air dynamic and engine design. Led several design and research teams working on multiple projects.

EDUCATION & INTERESTS

My education includes a Master of Business Administration from California Coast University and a Bachelor of Science in Aeronautical Engineering from Universidad Nacional de La Plata (Argentina). I also attended the Executive Advance Management Program on International Business at UCLA`s Anderson School of Management. I have bilingual proficiency in Spanish and English while having a working proficiency in Portuguese as well. In my spare time I enjoy playing and watching soccer and tennis, love family outdoor activities such as hiking, sightseeing and boating, and am passionate about science fiction literature and films.

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