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Supply Chain Manager, Consultative Sales Mgr.

Location:
Miami, Florida, United States
Posted:
May 30, 2017

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F. Armando Galue Continued

Francisco Armando Galue

**** ********* **., ***# ***

Lauderhill, Fl., 33319

(305) ***.**** ac0kbo@r.postjobfree.com

LinkedIn: http://www.linkedin.com/in/franciscoarmandogalue Professional Strengths:

Business Development

Key Account Management.

Consultative Sales Techniques.

International Market Trend Analysis

Contract Negotiations (Rate for Proposal).

Public Speaking / Presentation Skills.

English / Spanish (read, write and speak fluently).

Microsoft Office: Word, Excel, PowerPoint

Key Achievements:

Increased market share from a five year flat rate of 13% to 27%.

Negotiated ocean transport contracts with global accounts resulting in contribution margins of $1,500,000

Strategic negotiations on behalf of customers resulting in annual savings of U$ 75,000 in supply chain cost.

Closed high revenues and volume generating business with global key accounts which contributed to repeat surpassing of the regional business plans.

One of 8 employees selected by Crowley American Transport from Latin America to partake in “Train the Trainer” seminar. Conducted over 10 sales techniques training seminars, with more than 90 participants in a 15 years span resulting in an overall 45% increase in sales closings productivity. Professional Experience:

INDEPENDENT INTERNATIONAL TRADE CONSULTANT 2015 - Present Have conducted and delivered the following projects requests to date:

Car Freight, Coral Springs, FL: In the process of obtaining a FMC NVOCC license requested a Volume/Revenue study of used vehicles exports from US ports to Central & South America and the Caribbean. In order to determine if contribution margins are favorable to expand from their current service from US mainland to Puerto Rico, US Virgin Islands, Hawaii & Guam. Delivery: April 2016.

Dome Chartering, Maryland, US & Deep Blue, Bogota, Colombia: A US flag regular liner service operating out of Jacksonville, Fl. to Guantanamo, Cuba requested a feasibility study to determine the potential volumes and revenue in order to extend their current round trip voyage to include Colombia’s Atlantic coast ports. The study was finished and presented at the end of December 2015. The next phase the roll out and implementation stages are on hold, pending increase of market volumes and conditions.

Fast Dispatch, Miami, Fl. a FMC licensed NVOCC contracted a study in order to restructure their pricing and sales areas, permitting their business to expand and grow in the international trade market, currently concentrated only in the US/Colombia export-import trade lane. This project began in November 2015 with a timeline for completion until May 2016. Same encompasses developing a pricing procedure manual, a due diligence review of all tariff filing and retrieval processes. Reinforcing their sales force with sales technique training sessions. Developing a 2016 Sales Business Plan.

Great Ocean, Cargo Brokers, Rio de Janeiro, Brazil: order a Rate for Request (RFQ) be conducted to determine costs for receiving 8,000 metric tons of white cement from under ship’s tackle and delivered to designated storage in one of the following US ports: Houston, TX, Port Manatee, Fl. and Pt. Everglades, Fl. Start date: Feb 19th,2016 ending: May 3rd,2016

Logixboard, Brickell, Fl.: As SOP (Standard Operating Procedures) consultant for a software program being developed as a work and support tool for the supply chain management. Start date: Aug. 5th, 2016. Status: active.

KGB, Orlando,Fl.: Consultant for Supply Chain Management. Ecuadorian chocolate imports to USA. Start Date: 3/8/2017. Status: active.

FRONTIER LINER SERVICES, INC. (FLS) 2013 - 2015

Sales Manager, South Florida 2014-2015

Promoted to Sales Manager, South Florida July 2014 and conducted and developed a restructuring of the sales territor ies to focus efforts to the NVOCC community requiring high maintenance approach and cargo owners. Managed and supported the sales agent Haiti Shipping Lines in the service from Florida to Cap Haitien, Haiti.and Biehl Co, Charleston, SC with an assigned sales territory: GA, SC, NC, TN, AL & North FL.

Pricing Manager 2013-2014

Implemented a business plan focused on contribution margins and detained rate erosion, with the use of market-oriented pricing guidelines. Representing FLS within the WCSADA (West Coast South America Discussion Agreement), as designated Owner’s Rep.

PURFRESH, INC 2012 – 2013

Sales Manager, South America (Colombia, Peru, Chile, Uruguay & Argentina) Purfresh offered advanced post-harvest technology, which provides shippers of refrigerated perishable goods an energized atmosphere inside the refrigerated sea container which extends the shelf life of the products during ocean voyages. F. Armando Galue Page 2 of 2

Spearheaded the Colombian market for fresh-cut flowers, From Chile, Argentina & Uruguay gooseberries and organic mangoes from Peru to the UK.

A.GALUE & CONSULTANTS, LLC. Ft. Lauderdale, Fl. 2010 – 2012 International Trade Consultant, Owner

Responsible for targeting, securing and completing several projects:

As the result of a strategic alliance with an important cargo agent in El Salvador (Navemar), successfully negotiated a global bid tender with Crowley Liner Services of for international packaging manufacturer (Grupo Sigma) representing over

$75,000/year in ocean freight and procurement handling costs savings.

Box Trade Intelligence (BTI), a United Kingdom based company providing market intelligence reports with a commercial insight to the container freight community contracted my company for market study on the effects of the expansion of the Panama Canal over the Caribbean and Central America Region in relation to import / export volumes from the Far East. I am currently working on this project; deadline is November 30th, 2011. Hamburg Sud North America, Inc., Miami,Fl. 2000 - 2009 Regional Sales and Reefer Cargo Coordinator North America 2007 - 2009 Consistently surpassed the annual regional sales revenue and volume budget . Managed a portfolio of assigned global key accounts: Del Monte Fresh Produce, Chiquita, Sucden, and Nestle-Gerber. Designed and conducted sales techniques clinics and seminars for regional sales executives. As one of the eight worldwide regional reefer cargo competence coordinators my principal obligations was to oversee the compliance and execution by ten local offices in Central America and Colombia.

Exceeded yearly sales budgets of combined revenues (U$30,000,000) and volumes (20K teu’s – twenty foot equivalent units) by 3% -2009, 1% -2008, 7% -2007.

Supported regional sales efforts with precise /defined objective joint sales call cycles. Weekly productivity of 20 customers face to face contacts, 3 customer entertainment events, and 10 sales leads per week.

Quarterly goal setting and follow up for a team of 30 regional account executives of 20 plus target accounts handling, sales techniques and company computer systems training.

Monitoring reefer cargo revenues/volumes actual versus business plan. Submitted quarterly regional market trends to the global reefer competence team in the company headquarters’ office (Hamburg, Germany).

Sales efforts yield an increase in regional reefer cargoes volumes/revenues by 10% between 2008 and 2009.

Ensure all regional sales reps are familiarized with reefer services, capacities, technical advantages and strengths. Providing them with the capacity to respond and increase reefer market share for the company. Area Caribbean and Central America Product Manager 2005 – 2006 Principal responsibilities maximize bottom line revenue margin contributions and manage the designated trade lane vessels fleet’s cargo transporting capacity by maximum space utilization.

Defined pricing policies for ocean transportation services provided and contribution margin management in line with the annual revenue budget plan

Kept a close watch on pricing market trend levels to guarantee services are not priced out. Sales Manager, Area South Florida / Aruba, Bonaire, & Curacao 2003 – 2005 Relocated from the Caracas to Miami office to increase the company revenues and volume market share for the services from Florida to Aruba, Bonaire and Curacao.

Building, developing and implementing the annual revenue/volume business plan of U$5mm.

With an assigned portfolio of 120 plus accounts spread out in a sales territory between Miami-Ft.Lauderdale, Fl. and Aruba, Bonaire and Curacao. Generating U$ 2,000,000 in revenues new business not in the 2004 business plan repeating with a U$2,500,000 in 2005.

After 5 years (1998-2003) span of flat volume market share of 13% successfully took it to 28% by 2005. Sales and Marketing Manager

Hamburg Sued de Venezuela, Caracas 2000 – 2003

Managed a sales team of 10 reps/2 sales administrators. Direct responsibilities of corporate accounts portfolio in Venezuela for: P&G, Mc Donald’s, Wendy’s, Nestle, DuPont, Nabisco, Petroleos de Venezuela S.A. (PVSA). by Hamburg Sued (Jan 2000).

Negotiated and secured annual service contracts for all assigned corporate accounts contributing to a 25% of the total freight revenues (U$ 10,000,000) in the yearly business plan.

Direct oversight of sales activities generated by the local reps and leads and target accounts programs Education:

Universidad de Carabobo, Valencia, Venezuela, Business Administration.

“Train the Trainer” Program, Crowley American Transport Inc, Jacksonville, Fl.

“Advanced Negotiating Skills”, April, 2007, Hamburg Sued North America, Morristown, NJ.



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