Senior Executive

Location of Interest: GLOBAL MARKET

International Sales § Business/ Product Development§ Sales & Service Management

§ Project Management

QUALIFICATION SUMMARY

Experienced sales professional with extensive history of growth and leadership. Demonstrate recognizable brand and reputation for developing superior products of excellent design and quality. Thrive in developing and supporting execution of the long term international strategies. Develop profitable and high growth business with a number of key players in various industries. Leverage commercial and financial savvy to direct complex deals and contract negotiations while building collaborative relationships with customers. Excellence in functions to influence management across the organization through negotiation oral communication skills. Exhibit knowledge in executing business plans to achieve desired revenue and profitability, influence, and exemplary written skills and goal setting. Skilled at strategic planning, discerning new markets, team building, providing product support for agents, sales force, service teams and customers in the form of solutions, while recommending improvements to commercial products that enhances service, improves life or reliability, and reduces cost. Ability of identifying changes that could affect product life cycle, and of interpreting market trends that could influence product development, and possibilities of mergers and acquisitions to increase company market value (EBITDA), and analyzing results of due diligence resulting of such M&A process.

Fluent in English, Spanish and Portuguese.

SKILLS

- Proactive, ability to self-direct through multiple concurrent projects

- Effective communication and interpersonal skills with a proven ability to work with in cross-functional teams

- Leadership and Management (projects, licensee partners & agencies)

- Achievement oriented: building, growth, and expansion

EMPLOYMENT HISTORY

Area Sales Manager-South East US, Mexico and Central America 2015-Present

TOMRA Sorting Solutions, Inc. West Sacramento, CA

Develop market growth strategies for identification of new applications and prospects, with and commercial approach for different market segments in the assigned regions. Provide assistance in testing and demonstrations of sorting applications for new and existing customers; manage commercial partner network; arrangement of visit plans and schedules for territory coverage. Collaborate with all company departments and assist with marketing materials and tools. Identify and qualify leads, prospect requirements, prepare proposals and presentations, and plan customer visits. Involve with equipment installation and commissioning; liaise between agents, customers and company service, project management and engineering departments.

Responsible for developing new markets and managing the sales of optical sorting solutions for various food product categories, such as nuts, fruits, vegetables, potatoes, leafy greens and industrial spinach, seafood and meat.

Developed and strengthened business relationships with highly present players in the industry, such as ADM, Del Monte, San Filippo, Kraft Heinz Food Company, Conservas La Costeña, Sabritas (Pepsico), Barcel (Frito Lay) and Alimentos La Morena de Huamantla.

Managed agents for the regions to improve communication between sales and service organizations.

Instrumented the collection of large, multi machine sale payments from a customer that had not been negotiated to commercial standard.

Sales and Service Manager-Latin America, Spain and Portugal 1997-2015

Provisur Technologies, Inc. (Formax, Inc.) Mokena, IL

Manage development of market entry strategies for identification of prospects and commercial approach for different markets in Latin America, Spain and Portugal. Provide assistance in product development and identification of market trends; budget and forecast preparation; prospect, identification, and qualification of leads, proposals presentations for individual and turn-key projects, report preparation for order tracking and manufacturing; arrangement of visit plans and schedules for territory coverage. Collaborate with all company departments and assist with marketing materials and conversion. Identify and qualify leads, prospect requirements, prepare proposals and presentations, and plan customer visits. Involve with equipment installation and commissioning; liaise between agents, customers and company service, engineering and R&D departments.

Responsible for selling full line solutions for meat preparation, portion forming, further processing (dusting, coating, breading, frying and cooking), freezing, meat separation and recovery, lunchmeat and bacon slicing and product handling.

Responsible for territory sales volume growth from $1.5 million to $12 million in equipment and aftermarket.

Instituted and maintained strong business relationships with the largest players in the industry, such as BRF (Brasil Foods), JBS Brazil, JBS Argentina, Tyson, MARFRIG Group, Campofrio Food Group, Agrosuper, CIAL Alimentos (San Jorge), San Fernando, American Beef, Sigma Alimentos, Wal-Mart de Mexico, Bachoco, Grupo BAFAR, Cargill, Empacadora Toledo, Grupo MELO, Kokoriko, Nutresa, Proagro Venezuela and Suc. Carlos Schneck.

Built a network of commercial partners and agents throughout the region. Started with one agent in Venezuela and built a team of 9 partner/agent companies to commercially service the market. Instituted programs to train, drive and manage the partners in the region to prospect, forecast and work the sales cycle efficiently.

Developed, scheduled and led Partner/Agent evaluation and sales meetings for training and updating the partner base on new product developments and marketing plans.

Prepared, presented and supported a business case for expansion of the service organization in the company by opening a remote office in Brazil. Senior Management subsequently approved the expansion.

Led the team that executed the incorporation and establishment of the Brazil Service Center.

Managed the office in Brazil, supervising operations and a team of 2 support personnel and 2 aftermarket sales and service engineers.

Developed incentive program for aftermarket sales technicians to enhance parts and service sales.

Won complete system sales at JBS Brazil, BRF and Wal-Mart Mexico, among others. These projects were valued at over $3 million each.

Sold the first piece of equipment of new line extension in two successive new model launches, which resulted in new market opportunities; consigned the organization ahead of the competition with multiple market wins.

Sales Manager-Latin America

1995-1997

Brown Machine Division, KVAERNER USA Beaverton, MI

Responsible for market development though identification of qualified prospects, searching of applications for equipment, and commercial relationships. Instructed and familiarized distributors and agents overseas on the product line, improvements and new launches. Organized new equipment set up, as well as checked and managed restoration projects for existing equipment. Created and delivered product demonstrations and equipment presentations.

Increased the distribution and customer base by 20 percent, with consequent increased brand recognition.

Sales Representative-South Florida and Caribbean Region

1993-1995

Astro-Valcour, Inc. Glens Falls, NY

Recruited, trained, and supervised network distributors. Discovered new applications for company products at the end-user level. Tested products to ensure efficiency.

Increased product sales by 25 percent and successfully penetrated new markets that maximized sales base.

Sales Engineer, International

1991-1993

Garvey Corporation Blue Anchor, NJ

Explored new markets for diversification of applications, and new industries for the business product line. Recruited, hired, and trained distributors in international districts.

Trained, developed, and stimulated a group of five representatives that handled new markets for the company product, which produced new sales and brand recognition.

Technical Sales Engineer, International

1989-1991

Barry-Wehmiller Co. St. Louis, MO

Wrote and published equipment manuals and training materials. Provided training sessions on operation, maintenance, and equipment troubleshooting. Collaborated with other organizational divisions for project execution and project presentation for complete line solutions.

Served as the lead project engineer for turnkey installations.

Successfully implemented the project and subsequent

EDUCATION

1989

Master of Business Administration

Saint Louis University-St. Louis, MO

Related Courses: Operations Analysis, Case Studies, and Economics

1987

Bachelor of Science in Electrical Engineering

Rutgers University-New Brunswick, NJ

Related Courses: Civil Engineering, Power Systems, and Electronics

CERTIFICATIONS

Independent Food safety Auditing Certifications:

FPA-SAFE and CQA (USA); BRC (UK); ABCQ (Brazil)

PROFESSIONAL TRAININGS

Presidents Club, SANDLER SALES TRAINING

Principles of Professional Selling: American Management Association

Value Added Selling: American Management Association

CQA (Certified Quality Auditor): American Society for Quality

SAFE (Supplier Assessments for Food Excellence) program: Certified SAFE Auditor

BRC (British Retail Consortium): Certified BRC Global Standard-Food Auditor

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