Manager Sales
Resume:
Finance Accounting Leadership Operations Management Analytics Business Planning Budgeting
Assumes Ownership Consultative Approach Fosters Relationships Margin Improvement to Corporate P&L Highlights
• Company Growth - Drove an increase of Bottom
line OI of 20% in first year
• Visionary Leadership – Implementation of SAP
ERP System
• Key Business Partner to CEO and CFO
• Expert in Real Estate Investment Management
• Finance and Accounting Real Estate Proficient
• Property Accounting proficient (Journal Entries, Acquisitions, Dispositions, Distributions, Letters of Credits, Receivables, Accruals)
• Trilingual (English, Spanish & Portuguese)
• Credit Management proficient
• Commercial Leases proficient
• Organizational Restructuring
• Regression Analysis, Marketing Analytics
• Salesforce, Quickbooks, APPFOLIO, YARDI,
MRI, Cognos Analytics V11, Intacct, Adaptive
Insights, Argus Valuation, Deltek Costpoint,
Tableau, Hyperion Essbase, NetSuite, Python
• Cybersecurity Certified
Experience
JANUARY 2018 – PRESENT
Vice President – Corporate Finance & Treasury / KMK Management (Los Angeles)
• Monitoring all aspects of the financial and cash flow performance of a portfolio of MULTIFAMILY and OFFICE assets located in Los Angeles Metro (1500 apartments ~ $0.6B USD)
• Provide leadership in the development for the continuous evaluation of short and long-term strategic financial objectives
• Define the financial strategy, manages financial capital and communicates capital requirements/ implications of assets to the CEO
• Working closely with and managing the Team Members, which include a Director of Operations, Chief Financial Officer, Safety & Compliance Residential Manager and a Marketing Manager
• Manage the monthly and quarterly CASH distributions to investors and 3rd party property owners
• Actively oversee the Credit Management function – paying credit loan interest, setting up notes payable and notes receivable
• Create Journal Entries for the acquisition, disposition and refinancing of properties.
• Demonstrable experience of managing senior stakeholders across finance, operations, legal, risk and compliance
• Oversee portfolio of assets budgeting, accounting and cash management to ensure accurate reporting, interpretation and analysis of financial results in conjunction with forecasts and long-range plans
• Review of monthly and year-to-date operating results ("MOR's") with Team Members and Property Managers
• Create Journal Entries for the payment of letters of credit, receivables and accruals.
• Meet quarterly with financial and institutional lenders, investors and the President to review portfolio operating results
• Effectively manages existing loans and lender related obligations
• Supervise the accounting staff on day-to-day operations that includes, but is not limited to, month/year- end close, accounts receivable & payable, financial reports, payroll, invoicing, cash receipts and disbursements
• Research new residential portfolio markets for acquisition and/or construction
• Negotiate and execute commercial leases
Mario Torres Los Angeles, CA
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2
• Actively oversee all new construction and major portfolio renovations to ensure completion within the agreed upon time frame and project cost budget
• Visit all portfolio assets monthly on a scheduled and unscheduled basis, including walking all of the community's common assets and a select % of the vacant units
• Manage and support the preparation of the annual consolidated corporate audit and tax returns.
• Development of a fully comprehensive Strategic Asset Acquisition and Asset Disposal Checklist, and identifying the internal manpower to complete same
• Assess and regularly evaluate the current marketing programs and propose and implement changes to improve overall occupancy and rent management
• Oversee the completion of tenant improvements, consistent with local codes and in compliance with leases, and work letter agreements to ensure owner and tenant acceptance.
• Responsible of the preparation and submittal of the Soft Story construction recovery program and the Capital Expenditures standard program
• Underwrite the development and construction phases of new projects
• Manage the placement of Debt for acquisitions (assets under operation) and ground-up developments MAY 2014 – DECEMBER 2017
Vice President – Acquisitions, Sales & Debt Brokerage / Toferman Associates (Los Angeles)
• Provide leadership in the development for the continuous evaluation of short and long-term strategic financial objectives
• Evaluate potential investments by analyzing real estate capital markets, capital structure, and financial returns
• Ensure credibility of Finance and Operations groups providing timely and accurate analysis of budgets, financial trends and forecasts
• Originate transactions and maintain relationships with property and finance brokers, banks and owners
• Transactions included properties in California, Nevada, Arizona, Texas and Florida.
• Properties closed, sold & underwritten included Shopping centers, Multifamily buildings and Industrial properties
• Direct and oversee all aspects of the Finance & Operations functions of the organization
• Underwrite property cash flows, lease rollover, market rents, vacancy, absorption, CAPEX budgets
• Manage the placement of Debt for acquisitions (assets under operation) and ground-up developments
• Ensure that effective internal controls are in place and ensure compliance with local regulatory laws and rules for financial and tax reporting globally
• Perform property due diligence by touring properties and markets, reviewing leases, assessing third party reports (property condition and environmental), and assisting in drafting transaction documentation JUN 2011 – APR 2014
Senior Asset Manager – Finance & Strategy / Primestor Development Inc. (Los Angeles)
• Liaise with investment partners (Pension Fund Managers, Private Fund Investment Committee, Asset Managers) in evaluating, bidding for, negotiating and/or closing value add, redevelopment, and/or distressed debt investments
• Coordinate the allocation of JV Commitments from 2 of the largest pension funds in the country. Approx.
$300M of commitments to develop retail in under-served urban areas in California, Arizona and Nevada
• Write detailed investment memoranda outlining financial returns, assumptions and asset management strategy
• Underwrite and recommend new acquisitions and ground-up developments to Investment Committee
• Responsible for monitoring and tracking a portfolio of commercial real estate
• Obtain and review periodic financial statements, rent rolls and other reports from property managers
• Oversee the disbursement of reserve funds to third parties and prepare disbursement packages for approval by the Chief Investment Officer
• Obtain and review updated property condition reports from construction project monitoring firms
• Model full life cycle financial analysis for each asset from acquisition through disposition
• Manage and coordinate post-funding activities and the onboarding of each loan 3
AUG 2006 – MAY 2011
Asset Manager – Finance & Operations / Primestor Development Inc. (Los Angeles)
• Monitoring all aspects of the operations and performance of a portfolio of RETAIL assets (2M Sq. Ft. ~
$0.7B USD)
• Team leader responsible for preparing business plans, recommending dispositions and developing disposition strategies
• Negotiate and execute commercial leases from small tenants to public companies, large private retailers and Latino grocers
• Prepare monthly, quarterly and annual reports as required by management, lenders and investment partners
• Establish, monitor and lead all aspects of tenant improvements, renovation projects and new construction
• Review construction loan draws and submit to lenders for funding JAN 2003 – JUN 2004
Business Planning and Sales Manager/ The Heineken Company (Monterrey)
• Managing a team of 5 Regional Sales Managers
• Develop and execute nationwide sales strategy for the controlled business channel (790 stores).
• Monitor and set improvement plans for monthly KPIs for each market under supervision
• Leading and overseeing day – to – day sales, operations, logistics inventory, scheduling and training
• Mentor and coach market sales representatives in sell through capabilities
• Target areas for cost reductions, process improvements or revenue generation, using the analysis results to motivate change, create metrics, and measure results
• Responsible for creating business cases, conduct scenario planning and prioritizing initiatives focused on improving service, costs and inventory as well as mitigating risk
• Provide the trade marketing teams with field view analytics
• Perform significant data mining and analysis to assess and evaluate the current network for optimization opportunities
• Develop scenarios and cost models that translated into execution plans
• Responsible for modeling, planning, progress tracking and deliverables associated with projects
• Partner with supply, demand, logistics, customer service and brewery teams on any changes to the physical flow of goods
• Research and analyze market and competitive information to develop effective strategies for account growth
JAN 2002 – DEC 2002
Business Strategy Manager / The Heineken Company (Monterrey)
• Responsible for monthly sales volume performance reporting and analysis for the controlled business channel (450 stores).
• Prepare, validate and upload the monthly sales volume performance data into the financial reporting system.
• Analyze sales versus shipment performance trends for all portfolios/brands.
• Communicate reporting timeline expectations to internal stakeholders.
• Manage reporting team data set submission calendar to ensure on-time delivery.
• Perform ad hoc analysis around volume performance and other financial/business KPI’s.
• Act as an integration point within the Finance team to promote best practice sharing on how best to leverage system capabilities to produce more effective reporting. 4
DEC 1999 – DEC 2001
Business Development Associate / The Heineken Company (Monterrey)
• Conduct acquisition and lease agreements for real estate oriented to allocate stores to the controlled business channel; during this period around 250 stores were open.
• Analyze markets and distributors that could enter in the direct stores project and led several projects that ended in the acquisition of convenience stores from competitors.
• Plan and implemented successful location, pricing and promotion strategy resulting in stores’ revenues of USD $24M in 2000.
• Present final conclusions to division's senior management. Recommendations included newly developed long-term division strategy and roll-out plan.
• Evaluate and present competitive positioning, identify strategic opportunities and commercial opportunities for the direct stores project.
• Conduct analysis of current industry trends, existing competitive scenery and division strategy. Implement the pricing and commission strategy that led in 2001 to a turnover ratio of 10% vs. 55% the year before. Instituted framework for planning and product development processes. Education
2004-2006
M.B.A. Graduate, Finance-Operations-Marketing / UCLA Anderson School of Management Elected: TEC on Campus fellow (International Association of CEOs), Manager for Knapp New Venture Competition.
Leadership: Owner/Manager for Entrepreneurs Organization (EO) and Anderson Real Estate Association. 1995-1999
B.S. Industrial Engineering and Systems / ITESM Monterrey Dean’s List. Top 5% of Class. Worked part-time and maintained a scholarship. 1998
Financial Engineering, Economics & Strategy / McGill University Activities
Volunteer: Room to Read, Los Angeles Scholarship Fund, NALEO Educational Fund, LA Food Bank. Languages
English, Spanish, Portuguese.
References available upon request
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