Regional/Sub Regional/Country Manager

Patricio J. Cajiao Silva

Address: Costa Serena #*1, Costa del Este, Panama

Home: 507-***-****

Mobile: 507.6430.3977

Email: ********.******@*****.***

Qualifications Profile

Globally competitive, accomplished, and seasoned professional with proven success in translating clients’ and corporate needs into

technical requirements, as well as identifying revenue-generating and expense-saving opportunities.

Effective at creating and initiating innovative strategies to achieve company objectives, maximize business development possibilities,

and expand market share. Committed to provide top-tier management skills in leading teams to enhance processes, optimize productivity,

and boost efficiency. Known for analytical problem-solving and critical thinking skills to keenly analyze issues, formulate strategic

action plans, and resolve complex situations. Equipped with articulate communication and interpersonal aptitudes, essential in

establishing rapport with professionals at all levels.

Areas of Expertise

Sales and Marketing Budget and Cost Optimization Business Partnership Market Trend Analysis

Channel Management Brand Marketing and Position Business Requirement Analysis Quality Assurance and Control

Strategic Market Penetration Staff Training and Development Workflow Enhancement

Education

Master’s Degree in Business Administration, with Concentration in Finance

University of St. Thomas, St. Paul, M, USA

Bachelor s Degree in Business Administration

Instituto de Formación Empresarial, Santiago, Chile

Award: Best Student of Class

Diploma in Healthcare Management

Universidad Andres Bello, Santiago, Chile

Diploma in Financial Management

Universidad Adolfo Ibáñez, Santiago, Chile

Professional Experience

Dräger, Several Locations (2005–Present)

President Central and South America Oct 2011–Present

Manage over $170M total revenue and drive profitable development across all segments and channels in the region by successfully

designing and initiating regional strategies, increasing brand awareness, and positioning portfolio throughout seven daughter

companies, more than 500 staff, and over 15 sales channel partners

Foster long-term relationships with major stakeholders in several business-related fields including governmental institutions, main

private institutions, and banking

Execute a new strategic and support structure to offer proper guidance and assistance to all daughter companies and channel partners

Reorganize regional go-to-market approach and establish set requirements, secure copy protocol (SCP) processes, systems, tools,

controls, and key performance indicators (KPIs) for every daughter company and sales channel partners

Render expert guidance and mentorship to younger talents in gaining promotion to new management positions while facilitating internal

discussions to spearhead efforts toward continuous development

Notable Accomplishments:

Successfully built a new office in Panama within a dynamic, fast-paced, and entrepreneurial-oriented environment by executing relevant

strategic plans, hiring best and qualified talents in the region, and defining efficient and lean structures and processes according to

the requirements of different market segments

Successfully implemented an efficient, lean and robust regional organization to support all legal entities and channel partners

Steered and implemented key strategic efforts in attaining corporate’s set-forth objectives, which led to the acquisition of third-

party organizations and increase of market share on all focus segments and geographical areas

Completed the integration of Safety Division in every legal entity in 2014, along with the redevelopment of Market Intelligence

Department to obtain comprehensive market knowledge

Developed and introduced “Key Successors” to management roles, which resulted in placing more than 90% of major management positions

with internal talents including country managers, division managers, and area manages

Served as part team of a “Regional Sustainability Program”, in charge of reducing expenses by 17% without compromising customer value

nor employee satisfaction

General Manager – Draeger Mexico Sociedad Anonima de Capital Variable (SA de CV) Nov 2009–Oct 2011

Carried out the development of medical and safety business with over 120 employees and $50M in sales along with three branch offices

and more than 100 sales channel partners

Introduced a new path to market strategies by positioning tactics and strong structures with cross-functional teams

Formed new Project Business Department focused on managing solution-driven business requirements, as well as a new niche that fully

specialized on private sector

Notable Accomplishments:

Substantially improved customer satisfaction levels and service contract rates by restructuring the go-to-market situation of Service

Department

Finished major reorganization of departments to effectively compete in a challenging environment, concentrating on long-term gains,

without compromising short-term results

Strategically redesigned market approach, which decreased amount of SCP by 15, improved penetration, expanded net sales, and minimized

expenditures

Made signification contribution in attaining the first legal entity to successfully integrate safety business by efficiently merging

offices, determining and fixing redundancies, combining processes and systems, and maintaining all staff informed on objectives,

timeframes, and activities

Attained the best earnings before interest and tax (EBIT) margin in the region by increasing net sales and efficiencies

Executed new service control tool (service module for Navision), thereby reducing costs by more than 20%

Achieved the highest subsidiary development in sales (Mexico) in 2010

General Manager – Draeger Medical Chile Ltda, Metropolitana, Chile Dec 2006–Sep 2009

Took charge of medical division business in the country with over €10M in sales and 35 personnel as well as repositioning the brand to

be recognized as the top and most influential product in hospitals, clinics, and key opinion leaders (KOLs)

Continuously search and capitalized in improving efficiencies by introducing new pricing methodologies, monitoring monthly KPIs, and

managing efficient cost controls

Re-defined after sales business to enhance customer acceptance and satisfaction and position the department as a revenue- and profit-

generating unit

Notable Accomplishments:

Restructured sales strategies by implementing a Project Department and establishing sales and marketing roles

Gained distinction as the first subsidiary to effectively implement and utilize customer relationship management (CRM), which brought

forth significant improvement to customer satisfaction and 7% reduction in expenses

Played a lead role in boosting net sales by 67% as compared to previous periods, as well as increasing market share on every business

line

Minimized expenses, enhanced gross profit, and created mid- and long-term plan for subsidiary, thus improving EBIT and achieving the

second place subsidiary in EBIT increase in 2007

Earned several awards and/or commendations for delivering highest level of service and performance, which included the following:

Best subsidiary in the world for capital employed management in 2007;

Best subsidiary of the region (MEA-CSA) in 2007;

Highest growth in monitoring, IT, and critical care business lines (Chile) in 2007; and

Third place in net sales increase (Chile) in 2008

Earlier Positions Held:

Dräger, Several Locations

Finance and Controlling Manager – Draeger Medical Chile Ltda, Metropolitana, Chile

Service and Quality Manager – Draeger Medical Chile Ltda, Metropolitana, Chile

Earlier Career

Aerolineas del Sur, Santiago, Chile

Commercial Pilot and Ground Support

U.S. Bank, Minneapolis, MN, USA

Senior Financial Analyst

Wam!Net, Eagan, MN, USA

Manager of Financial Analysis

Wings Inc., St. Paul, MN, USA

Certified Flight Instructor (CFII) Multi-Engine Instructor (MEI)

Brooklyn Center City Hall, Brooklyn Center, MN, USA

Part-time Financial Analyst

Transolivar Ltda., Santiago, Chile

Financial Analyst

CERTIFICATIONS

Private, Commercial, and Flight Instructor Certificates with Instrument, ME and Sea-Plane Ratings,

Wings Incorporated, St. Paul, MN, USA

Certificate of Excellence English as a Second Language Course

ELS Language Center, ST. Paul, MN, USA

PROFESSIONAL DEVELOPMENT

Training:

SPIN Selling Course, Huthwaite

Internal Auditor Course, TUV International

Solution-Selling Course, I.B.M, Johannesburg, South Africa

Management Development Program Level 2, Babson College, Boston, MA, USA

Driving your Market, IESE, Barcelona, Spain

Introduction to Networks, Network World, St. Paul, MN, USA

B.E.S.T Training, Quality Management System Course, Train the Trainer, Santiago, Chile

Seminars:

Wilderness Experience, Management Training “Do it right and sincerely”, Lapp Land, Finland

Wilderness Experience, Management Training “LEAD”; “Culture of Trust”, San Jose, Costa Rica

Wilderness Experience, “LEAD and Trust”; Santiago, Chile

Wilderness Experience, “It all starts with you”, Panama

Wilderness Experience and Management Training, Sweden

ACTIVITIES

Mentor, Kids with Drugs, Social and Alcohol Problems (YIMA)

PERSONAL INFORMATION

Date of Birth: September 18, 1971

Birthplace: Antofagasta, Chile

Nationality: Chilean

Marital Status: Married

Language: Spanish and English

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