Sales Manager

Ricardo Roman

***** ** **** ******

Davie, FL ***31-2711

Phone: 787-***-****, E-Mail: ************@*****.***

OBJECTIVE: VP/Director/Manager– Sales & Marketing/Business Development

Versatile and highly competent sales & marketing professional with more than 25 years of experience in directing business development initiatives, strategizing sales and in client relationship management. Combined multi-disciplinary experience (across Sales, Business Strategy, Marketing, Revenue Expansion & Growth Initiatives) with the hands-on approach to nurture an organization with limited resources. Significantly enhanced organizational reach and market share through the application of robust strategies, effective pricing and excellent client relationship management. Possess solid management skills and the ability to analyze issues, devise continuous process improvements and incorporate initiatives to increase efficiency, streamline operations and decrease overall expenses with minimal resources.

-Holds the distinction of attaining over 70 customers (from zero); also significant towards ramping up sales margins by 14% from previous year at Lord & Master Distributors, Inc.

-Championed the introduction of Magix private brand and products; established credit limits to customers and independent distributors at Lord & Master Distributors, Inc.

-Played a vital role in achieving 100% sales quotas in almost every year; also won Sales Excellence Award at Ryder Systems, Inc.

Dexterously improved the sales by 20% at New Horizons Puerto Rico

SKILL AREAS: Business Strategy Sales & Marketing Business Development P&L Accountability Key Account Management New Business Setups Profitability & Performance Improvement Market Intelligence Distribution Management Cost Savings Growth Initiatives Multitasking in Fast-paced Environments Highly Organized & Strong Analytical Abilities Articulate Oral & Written Communication Quick Problem Resolution & Decision Making Client Relationship Management Team Building, Training & Development Fully Bilingual (English & Spanish) Salesforce.com SPIN Selling & Coaching

PROFESSIONAL EXPERIENCE

Lord & Master Distributors Inc, Guaynabo, Puerto Rico (Aug 2012 – Present)

President & Owner

Responsible of spearheading day-to-day operations entailing coordination with local suppliers & others in different parts of the world such as China, Mexico, Colombia & Dominican Republic; negotiated with them to get best terms possible. Responsible of executing overall sales & marketing strategies, including web page design and create presence in social media sites. Also responsible of handling matters related to accounts receivables, accounts payables, credit, cash flow issues, etc.

Accomplishments:

-Efficiently visited over 25 customers to get orders and make arrangements to deliver; customers included major retailers like Walmart, and other locals businesses

-Developing an independent distribution channel of comprised of six small companies, which were responsible of attending the whole market

-Handling & resolving issues related to distribution, inventory/warehousing and cash flow; managed process & documentation to be presented to maritime companies, brokers, transportation providers, and governmental agencies

-Skillfully increased the sales level by 9% over previous year

-Successful in acquiring over 70 customers (starting from zero); made contributions towards ramping up sales margins by 14% from previous year

-Launched a private label brand comprised of 3 products,

-Essayed a stellar role in growing sales with an average of 22%

RYDER SYSTEMS INC, TOA BAJA, PUERTO RICO (May 2006 – Jul 2012)

Various job positions

Business Development Manager (Aug 2006 – Jul 2012)

Responsible of acquiring new B2B quota of $1.6M and retaining a customer base of $2.0M within the territory of Puerto Rico, by selling fleet management solutions. Developed sales reports, proposals, financial analysis and necessary documentation to close deals; got contracts signed for final management approval.

Accomplishments:

-Significantly attained 100% sales quotas in almost every year

-Successfully joined PR’s Wholesale and Distribution Industry Association “MIDA”

-Top Performer of the Region, twice

-Bagged Sales Excellence Award

-Got trained in areas of specialization i.e. Vehicle Specs & Design, Financial Aspects of Leasing and Salesforce.com

Rental Manager (May 2006 - Jul 2006)

Shouldered responsibilities as the front line sales agent for the rental of vehicles to the company's commercial rental accounts as well as potential commercial rental customers & consumer household needs.

Accomplishments:

-Partnered with other functional teams to ensure smooth functioning of operations / units

-Got promoted to Manager, Business Development (Combo)

RENOVATIO CORPORATION, SAN JUAN, PUERTO RICO (Dec 2004 – Apr 2006)

Sales & Marketing Director

Responsible of preparing S&M Business Plan that was presented to Management Team and Potential Investors.

Accomplishments:

-Pivotal in creating the team structure, objectives, projections, sales channels (direct & indirect) and compensation plans

-Held accountability for getting the equipments necessary for the operations

-Acquired in-depth knowledge of the recycling industry, by dealing with machinery specifications & vendors, governmental agencies, movers and investors groups

NEW HORIZONS PUERTO RICO, GUAYNABO, PUERTO RICO (Mar 2004 – dec 2014)

Enterprise Sales Manager

Responsible of supervising a B2B of 10 salespeople in a daily basis. Involved in preparing forecasting reports, managing recruitment process, visiting customers, coaching team members during presentations & cold calling as well as providing training, etc. Responsible of executing "open houses" geared to gain business customers.

Accomplishments:

-Successfully signed a strategic business alliance with SAP

-Reorganized the sales team and reduced sales turn-around by 7% in one year

-Played a crucial role in improving the sales by 20%

-Trained on SPIN Selling and Coaching

WORLDWIDE PAYMENT SERVICES, GUAYNABO, PUERTO RICO (Mar 2003 – Feb 2004)

Director, Sales & Marketing

Responsible of supervising a B2B sales force of over 8 salespeople in a daily basis. Involved in preparing forecasting reports, managing recruitment process, visiting customers, coaching team members during presentations & cold calling as well as providing training, etc. Responsible of implementing and managing indirect sales channels comprised by banking institutions. Oversee all marketing efforts geared to support direct and indirect sales channels.

Accomplishments:

-Subscribed, Oriental Bank and Western Bank, two major banking institutions, into indirect sales channel group.

ENVISION TECHNOLOGIES INC, SAN JUAN, PUERTO RICO (Apr 2001 – Mar 2003)

VP, Sales & Marketing

Responsible of supervising a B2B group of 7 salespeople in a daily basis. Involved in preparing forecasting reports, managing recruitment process, visiting customers, coaching team members during presentations & cold calling as well as providing training, etc. Also responsible in developing and implementing marketing strategies, launching company's positioning statement to market and enforcing name recognition. Created a comprehensive compensation plan that promoted new accounts growth and retention. Local Liaison to Puerto Rico's Definity End Users Group.

Accomplishments:

-Successfully launched and positioned company within the local market.

-Avaya Business Partner of the Year 2002

-Successfully contract signed for PR's first Avaya Convergence Technology Laboratory at Caribbean University, Bayamon Campus.

CORTELCO SYSTEMS INC, SAN JUAN, PUERTO RICO (Jun 1998 – Mar 2001) 1998 - 2001

Various job positions

Sales Manager Avaya Division (Aug 2000 - Mar 2001)

The Avaya Division is comprise mostly by AT&T/Lucent/Avaya's multinational customers. Responsible of supervising a B2B group of 5 salespeople in a daily basis. Involved in preparing forecasting reports, managing recruitment process, visiting customers, coaching team members during presentations & cold calling as well as providing training, etc. Liaison to Definity End Users and Independent Consultants Groups.

Sales Manager (Sep 1999 - Jul 2000)

Responsible of supervising a B2B group of 7 salespeople in a daily basis. Involved in preparing forecasting reports, managing recruitment process, visiting customers, coaching team members during presentations & cold calling as well as providing training, etc.

Accomplishments:

-Promoted to Sales Manager Avaya Division

Senior Sales Consultant (Jun 1998 - Aug 1999)

Responsible of acquiring new B2B quota of $1.0M and retaining a customer base of assigned territory by selling AT&T/Lucent/Eon PBX's systems and other communications solutions like messaging and Call Center to mostly Major Accounts customers. Developed sales reports, proposals, financial analysis and necessary documentation to close deals; got contracts signed for final management approval.

Accomplishments:

-Salesperson of the Year, SME

-Millionaire's Club

-President's Award

-Salesman of the Year

-Promoted to Sales Manager

AT&T OF PUERTO RICO, SAN JUAN, PUERTO RICO (Apr 1990 – Jun 1998)

Various jobs positions within AT&T:

Account Executive Major Accounts (Jun 1994 - Jun 1998)

Responsible of managing the Pharmaceutical Industry customers, comprised mostly by National Accounts, with a new business quota of $900K by providing them AT&T's network service solutions and PBX's systems. Liaison to Definity End Users Group and Member of AT&T's Quality Team Committee.

Accomplishments:

-100% Sales Quota Attainment, all the time

-Appointed to AT&T Leadership Continuing Program

Sales Executive General Business Sales (Oct 1990 - Jun 1994)

Responsible of a new B2B quota of $500K by providing them AT&T's network service solutions and PBX's systems. Developed sales reports, proposals, financial analysis and necessary documentation to close deals; got contracts signed for final management approval.

Accomplishments:

-100% Sales Quota Achievement, all the time

-Sales Leadership Award

-Top Long Distance Sales

-Top Revenue Producer

-Promoted to Major Accounts Group

Sales Rep Telemarketing (Apr 1990 - Oct 1990)

Responsible of cold calling business customers during Equal Access process. Then, supported salespeople at General Business Sales Division by cold calling, preparing contracts, proposals and other documentation.

Accomplishments:

-TSR of the Month

-Promoted to Sales Executive GBS

PROFESSIONAL DEVELOPMENT & CREDENTIALS

Master of Business Administration, Marketing Management 1997

University of Phoenix

Bachelor of Business Administration, Marketing 1989

Interamerican University of Puerto Rico

Professional Trainings:

Vehicle Specifications and Procurement

Financial Aspects of Leasing

Telecommunications systems and network services

Electronic Payment Processing

Technical Skills: Mac OSX, Windows XP, Web Design, MS Office (Word, PowerPoint & Excel), ADOBE Acrobat, SAP and Salesforce.com.

PROFESSIONAL TRAININGS UNDERTAKEN

07/2015 Driving a Better Customer Experience with Handshake

Wholesale Commerce Technology

06/2015 The Essentials of Trade Show Booth Design Communications One Exhibits

03/2012 Conflicts of Interest Ryder

02/2011 Salesforce.com Workshop Ryder

06/2010 Maxon Gates Training Ryder

05/2010 Morgan Corporation Body Training Ryder

08/2008 Financial Integrity Ryder

04/2008 Foreign Corrupt Practices Act “FCPA” Ryder

11/2007 Understanding Financial Statements Skillpath

10/2007 RADAR Pricing Tool Ryder

10/2007 Customer Information Management Ryder

09/2006 Financial Aspects of Leasing Ryder

06/2006 Time Management Workshop Ryder

05/2006 Vehicle Purchasing System Ryder

08/2006 Extreme Sales Ryder

08/2006 Sales Excellence Ryder

09/2004 Initial Sales New Horizons

05/2004 SPIN Coaching Huthwaite

05/2004 SPIN Selling Huthwaite

04/2003 Intro to Electronic Processing ETA

02/2002 Avaya IP Solutions Avaya

03/2000 Quick Start Call Center Lucent Technologies

06/2000 Quick Start Messaging Lucent Technologies

09/2000 OMNI Training Lucent Technologies

01/1999 Definity Communications System Lucent Technologies

07/1997 Advanced Internet User AT&T

10/1997 Intro to Wireless Communications AT&T

04/1997 PowerPoint 7.0 Computer Training Center

09/1996 Data Communications II: S&T Business Communications Review

09/1996 Data Communications I: Basic Business Communications Review

11/1995 Successful Benchmarking QBS

10/1995 Coaching & Feedback AT&T

09/1995 Intro Definity Communications AT&T

09/1994 Understanding EVA AT&T

09/1994 Understanding CVA AT&T

09/1994 Enhancing Financial Well-beings AT&T

09/1994 Cultural Diversity AT&T

06/1993 Conversational-Business Writing INPRO

04/1993 Complex Account Sales AT&T

10/1992 HISPA Conference Workshops AT&T

06/1992 ELIB/SOTS/POCTIS/ESOR Sys AT&T

05/1992 Legend Certifications AT&T

04/1992 Systimax PDS Sales AT&T

05/1992 Account Executive Initial AT&T

01/1992 Managing Major Accounts AT&T

11/1991 Leadership for the Future AT&T

10/1991 Paging Certification Harris Dracon

08/1991 International Services AT&T

08/1991 Net Architecture & Nodal Services AT&T

02/1991 Partner & Merlin Systems AT&T

11/1990 The Habit of Negotiation-Selling AT&T

10/1990 Quality Awareness Workshop AT&T

AWARDS & ACKNOWLEDGMENTS

2012 Top Performer FLSO Region Ryder

2010 Top Performer FLSO Region Ryder

2008 Top Performer FLNO Region Ryder

2008 Sales Excellence Award Ryder

2004 #1 Top Sales Latin American Region New Horizons

2002 Business Partner of the Year Avaya

2000 Salesman of the Year SME

1999 Millionaire’s Club Cortelco

1999 President’s Award Cortelco

1999 Salesman of the Year Cortelco

1998 Top Sales Performer AT&T

1997 100% Sales Quota Achievement AT&T

1996 100% Sales Quota Achievement AT&T

1996 Quality Team Spot Award AT&T

1996 Recognition K-12 Program Junior Achievement

1995 100% Sales Quota Achievement AT&T

1994 100% Sales Quota Achievement AT&T

1994 Recognition HISPA Raising Fund Committee AT&T HISPA

1994 Appointed To Leadership Continuing Program AT&T

1994 Certificate of Collaboration MDA

1993 100% Sales Quota Achievement AT&T

1993 Sales Leadership Award AT&T

1993 Top Long Distance Sales AT&T

1993 Top Revenue Producer AT&T

1992 100% Sales Quota Achievement AT&T

1992 Certificate of Appreciation AT&T

1992 Outstanding Sales Achievement AT&T

1990 Telemarketing Sales Rep of the Month AT&T

ASSOCIATIONS/MEMBERSHIPS/PROFESSIONAL AFFILIATIONS, OTHER ACTIVITIES

Member Export Sales & Trade (2016)

Member, Sales Management Executives (2016)

Volunteer, Dale La Mano (2015 –present)

Volunteer, Regalo de Amor Organization, (2015-present)

Sub treasurer, Board of Directors, Disciples of Christ Christian Church University Gardens, PR (2010 – 2014)

Member, Global Market Group (2012-present)

Treasurer, Board of Directors, Villas Reales Community Association (2011)

Chairperson, Definity End Users Group (1996-2002)

Member, Junior Achievement K-12 Program (1996)

President, Hispanic AT&T Hispanic Employees, PR Chapter (1996)

Executive Vice President, Hispanic AT&T Hispanic Employees, PR Chapter (1995)

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