Sales Manager
Resume:
Mike Villaplana
Islandia, NY 11749-1629
E-mail: ******@***.***
Telephone: 917-***-****
Profile Summary
Highly professional, technology-oriented Salesman and National &
International Sales Manager and Commercial Executive with 20 years of
business-to-business experience with Fortune 100 multinational firms.
Extensive domestic and international experience in sales, sales management,
marketing management, distributor management, service management, project
management, and general management experience. Fluent in English and
Spanish.
Work Experience
Guardian Life Insurance
2011 to Present
o Responsible for sales to individuals and business owners for
o Insurance and Investment Products.
Pitney Bowes Puerto Rico, San Juan Puerto Rico, General Manager
2008 to 2011
. Responsible for Key Account relationships and sales management.
. Developed strategic, operational, marketing, and financial plans.
. Evaluated the operations and right sized it to the current economic
conditions.
. Merged Tischer Co. and Pitney Bowes due to the acquisition in 2008.
. Diversified the product lines and services with current brands.
. Reorganized management, service, administration, and sales teams.
. Developed independent sales channel.
Pitney Bowes Inc., Stamford Connecticut, Regional Sales Manager
2005 to 2008
and Special Projects Management responsible for Central and South America.
. Identified and selected distributors in Colombia and Panama, resulting
in
significant sales increases in both countries.
. Coordinated the IMEX deal with CorreosChile to deliver the IMEX mail
in
Chile.
. Responsible for special projects including development of a mail
scanning machine,
and Arrival Software Spanish translation. Managed the process to
establish a Postage
by Phone FTP site to allow for automatic postage refills throughout
the Caribbean.
. Responsible for the private post segment sales. Increased equipment
sales to the private post
vertical market from $30K in 2006 to $250K in 2007, with a $750K 2008
Plan.
Fresh Start Sales Corporation, New York, President
2003 to 2005
Cigar sales and consultancy.
. Founded and organized company.
. Represented cigar manufacturers in northeastern U.S.
. Managed national sales force organization of eight sales
representatives for El Rey
de los Habanos, a premium brand cigar manufacturer.
. Recruited and trained sales professionals.
. Created marketing and sales program for a major cigar brand, resulting
in sales
increase from $500K in 2003 to $1 Million in 2004.
Royal Sovereign International, New Jersey, National Sales Manager.
2001 to 2003
Sold portable air conditioners to large regional and national retailers,
direct and through dealers.
. Penetrated new major accounts Sears and Lowe's.
. Increased sales in existing core accounts such as PC Richards from
$8M/Yr
to $15M/Yr. Carrier Corporation a division of United Technologies
Corporation, New York 1975 to 2001
National Sales Manager- Residential Air Conditioner Division, New York, USA
1998 to 2001
Managed the sales of room air conditioners to retail channel.
. Developed the entry of Carrier room air conditioners into the North
American
retail selling channel.
. Established new selling relationships with 10 new retail companies.
. Increased unit sales from 30k to 80k units over three years.
Carrier Corporation, a division of United Technologies Corporation,
continued.
Director of Sales, Service and Marketing, Mexico City, Mexico 1996 to1998
Developed and responsible for four strategic business units, creating and
implementing the
strategic plan for each one. Full profit and loss and balance sheet
responsibility for the
following four strategic business units:
. DISTRIBUTOR SBU. Increased sales from $23M/Yr to $38M/Yr by
recruiting 50
new key distributors.
. DIRECT SALES SBU, heavy and applied air conditioning and
refrigeration. Increased
sales from $5M/Yr to $18M/Yr in 3 Years by targeting large projects
and
developing a team/consulting selling approach.
. NATIONAL ACCOUNTS SBU. Grew sales from $3M/Yr to $12M/Yr by closing
the Wal-Mart service agreement and several other key domestic national
accounts.
. SERVICE SBU. Grew sales from $3M/Yr to $7M/Yr in 3 years by
aggressively selling
service and parts to the resort hotels throughout Mexico, and by
obtaining key accounts
service agreements.
Director International Sales, Global Sales, New York 1989 to1995
Responsible for distributor sales and marketing to dealers in Latin America
for 2 years,
and for Export sales for 4 years, for commercial air conditioning products.
. Forged an agreement with Wal-Mart to handle, on an exclusive basis,
the air
conditioning for their stores in Mexico, Argentina, and Brazil.
. Travelled throughout Latin America and specified equipment for Hyatt
hotels and
other key accounts in major South American cities.
. Increased sales from $28M/Yr to $45M/Yr for equipment, and from $8M to
$15M
in spare parts sales.
. Developed a key projects pipeline and sales report to help supervise
large projects.
. Managed international trade shows for Carrier Corp.
National Sales Manager, Export Sales, New York 1983 to1989
Responsible for managing four sales offices in the USA. Supervised four
Regional
managers.
. Specified and obtained orders for 80% of all US embassy projects
around the world.
. Negotiated multiple large-scale air conditioning projects with a value
from
$1M to $10M each.
. Developed the sales plan and was responsible for the P&L for export
sales.
. Increased the sales from $14M/Yr to $28M/Yr for equipment, and from
$2M TO $8M
for spare parts.
Education
Hofstra University, MBA-Marketing, New York (1985)
Minored in finance and majored in marketing.
Completed a thesis on the economy of Long Island, high tech industry.
Pratt Institute, BSIE
Majored in industrial engineering and minored in mechanical engineering.
Graduated with Honors and was a member of the Engineering Honor Society.
Carrier System Design Training Course.
Pitney Bowes, Professional Sales Program.
AMA Project Management Course.
AMA Negotiation Course.
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