General Management, Operation,Sales & marketing Executive
Resume:
GUSTAVO BENCID
Fort Lauderdale, FL 33331
*********@*****.***
DIVISION PRESIDENT / GM -
VP OF BUSINESS DEVELOPMENT
Growth Strategies / Market Expansion /
Marketing / Sales / Channel Management /
Operations / Product Launches / Key Accounts /
Startups / VARs / International / VRM / CRM /
Solution Sales / Vertical Markets /
Award-winning record driving revenue, margin
and market share growth for telecom and
enterprise technology leaders. Devised game-
changing strategies to capture an edge in
competitive markets for Brightstar, Motorola
and Philips Consumer Communications. Beat
forecasts while opening new territories,
leading turnarounds, capturing key accounts,
increasing client satisfaction/retention and
launching successful new products. Directed
operations in 20 countries and managed P&L on
revenues to $300M. Can make a strong impact
by:
* Developing strategies to grow revenue &
profits in competitive markets
* Leveraging emerging technologies to seize
untapped opportunities
* Forging profitable strategic alliances and
channel partnerships
* Strengthening brand recognition and customer
loyalty
Education includes a BA degree in Economics
from Universidad Catolica Andre Bello
(Caracas, Venezuela), in addition to recent
professional development work at the Kellogg
School of Management, Northwestern University.
Hold a US Green Card. Fluent in Spanish and
Portuguese. Former Catcher for the Venezuelan
National Baseball Team.
SELECTED ACCOMPLISHMENTS
Grew Latin American startup from zero to $15M
in a year. Brightstar sought to enter the
enterprise/government space. Built an
ecosystem focusing on profitable strategic
partnerships. Offered customized solutions,
creating differentiation in a crowded space.
Rapidly ramped up sales to leading VARs, IT
integrators and cellular carriers.
Built a 15,000+ POS channel network. Seeking
to accelerate Latin America penetration,
positioned Brightstar at the center of a
powerful network of OEMs and carriers. Secured
strategic alliances with 100 key IT
integrators and their chains of distribution
partners. In less than a year, more than
tripled the firm's target of reaching 5,000
points of sale.
Beat sales targets by $120M following an M&A
deal. Motorola needed to capitalize new
markets/capabilities it obtained in acquiring
Symbol Inc. Developed an aggressive cross-
selling strategy, leveraging the market
position, resources and technology assets of
each partner. Eclipsed first-year targets by
66%, delivering $300M in revenue.
Turnaround boosts sales five-fold in only two
years. Motorola wanted to grow Latin American
sales. Reengineered the channel network.
Fostered a client-centered culture. Personally
visited all key partners in the region. Grew
market share 20 points to 75% and revenue from
$56M to $305M. Hit a single-year sales record
of 500,000 broadband radios.
Leveraged release of new technology to boost a
legacy product. Motorola was concerned that
the rollout of new digital broadband radios
might cannibalize existing analog sales.
Emphasizing the value to customers over time
of protecting their previous investment,
delivered a 28% jump in sales of the old
technology to 230,000 units per year.
Delivered record margins & market share.
Promoted to take over Motorola Venezuela unit.
Changed the rules of engagement, selling
directly into the telco/cell channel.
Negotiated a favorable revenue sharing
agreement with BellSouth subsidiary Telcel.
Captured a 50% market share and a 29% margin
while growing revenue by $250M.
CAREER HISTORY
VP & GM, $11B Brightstar Corp., 2010-Present.
Recruited to lead the Enterprise & Government
Services Division in 20 countries across Latin
America. Responsible for P&L on revenues to
$300M. Concurrently, launched and presently
expanding the Open Source Device Division,
directing sales, distribution channels and
procurement for the Americas.
Motorola, a leader in global mobile
telecommunications, 1999-2010. Roles include:
VP, Enterprise Mobility Solutions, 2009-2010.
Promoted to direct sales and service for Latin
America, generating $305M in annual revenues.
Drove dramatic gains in revenue, market share
and customer loyalty.
VP, Government & Commercial Markets, 2007-
2009. Directed Sales & Service for a 20-
country Latin American region. Drove $100M in
incremental revenue gains, building a dominant
channel network. Previously, Executive
Director, Latin America Key Accounts, 1999-
2007. Managed relationships with Telefonica,
TelCel and BellSouth.
General Manager & Board Member, Philips
Consumer Communications (PCC), 1997-1999.
Instrumental in startup of a $2.5B Royal
Philips Electronics and Lucent joint venture
in Venezuela. Grew sales from zero to $50M
while penetrating highly competitive emerging
markets. Built strategic alliances with
Verizon, BellSouth and America Movil.
Earlier: Sales Director, Cellstar Corp. and
Manager, Corporate Accounts, Citigroup.
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