Sales Manager
Resume:
Nicola Antonio Puorto, MBA
*** * ***** ****., *** Home Phone: 703-***-****
Fort Lauderdale, Florida 33062 Mobile Phone: 954-***-****
*******@*****.***
Nicola Antonio Puorto, MBA
EXECUTIVE MANAGEMENT: VP, DIRECTOR, BUSINESS UNIT MANAGER
Senior B2B Management, a strategic thinker with a "roll up your sleeves" approach to successful
implementation of growth strategies. Grew business units’ double digit in Europe, Latin and North
America. Expert at negotiating joint ventures, managing multi channel sales and strategic partnerships
with multi billion dollar companies. Excel at partnering with all core business operations to significantly
increase the company’s footprint, expand market share, and generate sustainable revenue and EBIT
gains. Multilingual: English, Italian, Spanish and French. MBA.
PROFESSIONAL EXPERIENCE
Mistral Security, Inc . 4/2011-present
Director Marketing and Sales for North America
Mistral Security Inc. provides security technologies, products and system solutions to the Department of
Homeland Security, TSA, DOD, state, and local law enforcement agencies, intelligence community, and
international law enforcement agencies.
Reorganized the sales force from “product” subject matter experts to “geographic” subject matter
•
experts to create a better customer intimacy and identification/influence of customer
requirements. This strategy yielded a 10% sales increase for the 2011 and 2012.
Hold full P&L responsibility for total North American Sales and Marketing Operations through
•
direct training, leadership, and supervision of 4 Regional Business Development Managers, an
inside sales manager, and a network of 12 independent distributors comprised of 35 sales
representatives across Canada and the USA.
Perform market research to understand target segments and operational gaps such as the
•
Department of Homeland, EOD/Bomb squads and Law Enforcement agencies.
Created an exclusive global OEM partnership for the distribution of explosive detection products
•
into 142 countries with the potential of doubling market share and opening new channel
opportunities for the other product lines.
Napco Security Group, Amityville, NY 2/2010 4/2011
Vice President International Sales
NAPCO Security Technologies, Inc. is a diversified manufacturer of security products, encompassing
intrusion and fire alarms, building access control systems and electronic locking devices. Served as VP
Sales for Napco’s electronic product line and managed a Global distribution network of 75 distributors.
2
Nicola Antonio Puorto, MBA
Target market included the Commercial market, government agencies, Medical institutions,
Manufacturing and Law enforcement agencies.
• Identified low performing product, and re distributed product patterning strategies to
accommodate buying trends, maintaining a steady revenue gain of 15% to 20%.
• Hold full P&L responsibility for international operations including 2 international offices located in
Dubai, and in the UK. Supervised motivated country managers, operations staff located in these
offices in addition to country managers that were stationed in Poland and in Chile.
• Developed and managed channel activities internationally to include geographic expansion,
development of “end user” strategic accounts, negotiation of distribution contracts and direct
sales representation including sales agents to ensure efficient sales coverage.
N Puorto Consulting 1/2009 2/2010
N Puorto Consulting was opened to earn income awaiting permanent resident status. Provided consulting
services for small and medium sized businesses. Provided advice on exploring new opportunities, investigating
entry into new markets, financial modeling and organization restructuring.
INGERSOLL RAND, Security Technologies, Waterloo, Belgium 11/2002 12/2008
Strategic Business Unit Manager Electronics European Served Area
Security Technologies is a division of Ingersoll Rand with $3 billion in revenue and operates in 100
countries worldwide. Managed a Strategic Business Unit with $26 million in revenue for the
European Served Area and India. The product portfolio included electronic access control,
electronic locks and biometric product lines. Markets Served are Military, Education, Commercial
market, Medical institutions, Manufacturing, Law Enforcement, transportation authorities, aerospace
and government agencies.
• Led the development and implementation of annual strategic plan that resulted in
consistent 15% sales increases, in flat growth years.
• Promoted organic growth by simplifying the marketing requirements document and
standardized the product road map. This change led to developing and launching 12 new
products a year versus 4 for the previous year.
• Responsible for design, development and implementation of “voice customer” research to
identify market trends, product features and design.
• Hold full P&L and financial reporting management with an operating budget of $26M
• Applied the DMAIC method to improve “inadequate” quality of finished goods and reduce
lead times from 90 days to 45 days.
• Received the 2008 President’s award for Operational Excellence: Competitive Business
Intelligence
PARADOX SECURITY SYSTEMS St Eustache, Quebec 5/2000 – 11/2002
Nicola Antonio Puorto, MBA
Vice President Sales
Paradox Security Systems is a global manufacturer of electronic security products that sells to 125
exclusive distributors in 100 countries.
Vice President Sales with an operating budget of $50,000,000 and responsibilities encompassed
spearheading the international growth strategy, setting quotas, developing compensation plans, and
execution and delivery of global business operations
Revitalized existing European sales channels and developed all new sales strategies focused
•
on market leaders who could drive sales and market presence. The filtering of performing
and non performing distributors in Italy, France and Spain generated an increase in sales of
15%.
Managed a team of six Country Managers located in the USA, Canada, Belgium, Australia,
•
China and the UK.
In charge, of policy, goal setting forecasting, promotions, distributor incentives and sustaining
•
sales growth of 15% year after year.
Successfully introduced Burglary and Access control systems to 75 wholesale outlets across
•
10 European countries. Initiative increased company sales by $1M in the first year and
established a “strong” footprint in England.
HONEYWELL INTERNATIONAL Minneapolis, Minnesota 5/1993 5/2000
North American Marketing Director
Honeywell International is a Fortune 100 with $50 Billion in revenues. It is a diversified technology and
manufacturing leader, serving customers worldwide with aerospace products and services; control
technologies for buildings, homes and industry; automotive products; turbochargers; and specialty
materials.
North American Marketing Director for the Fire and Security Division with an operating budget of $90
million in recurring service revenue, a $10 million installation quota, advertising budget of $1 million.
Developed and executed strategic marketing plan for a portfolio of services products through market
research, advertising, competitive analysis, pricing, customer engagement, and business planning.
Developed and established “start up” businesses for strategic alliances partners. Led the
•
“affinity” strategy for the North American utility market.
Developed “make or buy” financial models to acquire recurring monthly contracts and
•
determine the value of partnering with power utilities.
Received the 1998 President’s Club award for superior sales growth for a new business.
•
4
Nicola Antonio Puorto, MBA
Recipient of the 1995 “Club d’Excellence” award for growing Honeywell’s market share from
•
6% to 12%, and growing the service base three consecutive years by a net 33% compounded
annually.
EDUCATIONAL BACKGROUND
Master of Business Administration John Molson School of Business, Montreal, Quebec
Bachelor of Education McGill University, Montreal, Quebec
Certificate “Creating Value through Strategic Alliances” Curtis L. School of Management, Minneapolis,
Minnesota
Contact this candidate