Business Development Commercial Director

RESUME SUMMARY

PROFESSIONAL EXPERIENCE

ANDERSON BENINO

United States Mobile: +1-689-***-**** E-mail: ********@*****.*** Results-oriented with 19+ years of experience in building relationships with prospects and key company accounts, project management, training and supervising sales staff, product development, innovation technology, and implementing sales and marketing strategies. I successfully managed 14+ sales worth $2 - $23 million USD, while leading a team of 100+ distributors, sales professionals, field support, and technical support staff locally and around the world. I am seeking to bring my proven record of account management, business development management, project management, and team leadership into an opportunity in Sales and Business Development. Open to Relocate (State or Country)

Commercial Director – Innovation Projects and Solutions Jan 2023 – Present Benino LLC, USA

Business Consultant and Project Manager specializing in IoT, IT, and Telecom/MVNOs consulting. Additionally, extensive knowledge and experience in managing projects involving equipment vendors such as Apple, Dell, Lenovo, Samsung, Broadcom, and network equipment providers like Fortinet, ZPE, PaloAlto, Veeam, Microsoft, Google, AWS, F5, HPE, Sophos, DDOS, SentinelOne, Juniper, Splunk, TrendMicro, DarkTrace, CrowdStrike, Cisco, Meraki, and NetSuite

Expertise encompasses various functions, including Sales and Business Development, where I excel in introducing new solutions and products to the local market, managing key accounts, and negotiating contracts. I have a track record of establishing and nurturing strategic partnerships and alliances with companies involved in the purchase and sale of IoT, M2M, AI, Telecom, Cybersecurity solutions, and network infrastructure equipment.

Consulting and Implementation new solutions to Construction and Hospitality market in US (Home Inspection, Constructor Management, Smart Homes, Smart Warehouse, Smart Building, Safety and Security Buildings, AI, and Biometric Systems and CFTV Operation Center).

Consulting for new Toll Payment System – Free Flow (Brazil)

Smart and Connected Retail (Supermarket, Stores, Mall) with use IOT devices, AI and Analytic Software’s inside the Videocams and Security solutions.

Warehouse connected with IOT devices, autonomous/connected forklift, image inventory

(videocams + drones), role management and inside traffic flow.

Consistently achieved exceptional results, reaching 100% of margin quotas and surpassing revenue quotas by 132% in other countries.

Infrastructure and Manager/Inspection Construction (Man at Work – to implementation and delivery of solutions)

Commercial Director – Innovation Projects Feb 2017 – Dez 2022 Grow UP Sales, LATAM

Directed sales and business development functions, which encompassed introducing new brands and products to the LATAM market (ZPE Systems, Mobilogix, LinksField, Facillite Digital Payments), managing key accounts, nurturing customer relationships, and negotiating contracts.

Established and managed strategic relationships and alliances with third-party companies specializing in the purchase and sale of cybersecurity solutions and network infrastructure equipment as Apple, Dell, Lenovo, Samsung, Broadcom, and network equipment providers like Fortinet, PaloAlto, ZPE, TPLink, Hwauei, Dahua, Microsoft, Google, AWS, Sophos, Cisco, and Meraki.

Smart and Connected Retail (Supermarket, Stores, Mall) with use IOT devices, AI and Analytic Software’s inside the Videocams and Security solutions.

Warehouse connected with IOT devices, autonomous/connected forklift, image inventory

(videocams + drones), role management and inside traffic flow.

Consulting of Security and Safety systems to highways such as Video Cameras and IOT devices.

Achieved remarkable results, meeting 100% of margin quotas and surpassing revenue quotas by 132% in the fiscal year 20/21. Furthermore, I secured contracts worth $6 million with key accounts and successfully closed over $14 million in high-risk business ventures.

In the fiscal year 2022, I secured over $8 million in sales, maintaining an average gross profit margin of 15% while coordinating replacements with existing customers. Senior Sales Manager – Digital Transformation Aug 2020 – Sept 2022 Vivo Telecom, Brazil

Expertise in Telecom, Digital Services, Innovation, Industry X, AI, Cybersecurity, IOT, and Digital Transformation

Secured 18+ new sales opportunities totaling $41 million by initiating potential deals through transactional business, compelling presentations, establishing new networks with internal stakeholders, and fostering relationships with key decision-makers and C-level executives.

Exceeded company targets by an impressive 151% through meticulous up-selling and cross- selling efforts, actively generating new business, and adeptly managing special account lists.

Established and managed strategic relationships and alliances with third-party companies specializing in the purchase and sale of cybersecurity solutions and network infrastructure equipment as Apple, Dell, Lenovo, Samsung, Broadcom, and network equipment providers like Fortinet, PaloAlto, Veeam, Microsoft, HPE, HP Print, Cannon, Xerox, Google, AWS, F5, Sophos, DDOS, SentinelOne, Juniper, Splunk, TrendMicro, DarkTrace, CrowdStrike, Cisco and Meraki.

Achieved an 8% increase in monthly recurring revenue by successfully closing eight six-figure corporate contracts. This accomplishment not only promoted new and existing portfolio items but also elevated portfolio revenue by a remarkable 73% over four years.

Smart and Connected Stores of OxxO Supermarket + Network Cybersecutiry and payments transactions (Raízen Group)

New Autonomous Gas Station and Oxxo Supermarket (Raízen Group)

5G Private Network to Warehouse Smart Solution, Smart Bank Agency, Connected and Security Video Camera with AI + Analytics to Ports and Airports, Cloud Contact Center, Connected Train and Locomotives, Smart Solution to Store/Retail/Supermarket/Malls

Connected Tractors and Trucks for Agriculture

Smart Big Data Solution to Digital Marketing, Open New Stores (the best point of sales/localization), Advertising, Publicity, Promotion, Online Reports and App Development.

Microsoft O365 over 45,000 licenses

IOT project of Smart Metering Oil&Gas to Comgas (200,000 devices)

Private Network 5G to Farm Solutions (5 units in Brazil).

Infrastructure Construction (Man at Work – to implementation and delivery of 5G Network) Regional Officer/Cipurse Ambassador – Pay and ID Solutions Apr 2018 – Aug 2021 OSPT, Latin America/Brazil

My expertise lies in Transportation and Digital Payment Methods, and the Digital Infrastructure for Transportation.

Collaborated closely with public entities, including municipalities, state, and federal governments, on various initiatives.

Spearheaded a significant project, the Semi-Automatic Toll System (ARTESP – Pedágio Semi Automático), with an implementation value of R$7 million and a contract spanning over 10 years.

Took on a dedicated role as an Ambassador of Cipurse, actively promoting Open Protocol and the OSPT Alliance (Open Standard Protocol Transactions). Provided local support and commercial information to local stakeholders, contributing to the advancement of the OSPT mission.

Directly responsible for negotiations with government authorities for the implementation of a new digital identity for the citizens of a Brazilian state, creating a unified document for all state residents using the open protocol CIPURSE on a plastic card that serves as an ID, Driver's License, and Professional Identification for state employees, and as an ID and Driver's License for citizens. This revolution in the state's identification sector has detected over 100,000 fake identities that were canceled and updated the state's registry, even removing individuals with more than 3 IDs and different numbers, which were causing a financial loss to the state of over 200 million per year due to benefits fraud or financial scams in the state.

Payment Means – partnership with Master and Visa

Benefits Fleets Card - Creation of a fleet benefits card, offering a new payment method for refueling at gas stations, electronic toll payment with an accredited network of partners, providing discounts on tires, mechanics, auto parts, and more.

My work has revolved around developing innovative solutions that bridge the gap between transportation, cloud computing, smart cities, digital payment methods, and the critical infrastructure needed to support these advancements. Senior Business Director – AI and Innovation Solutions Oct 2019 – Jul/2020 Motora Technologies, Brazil

I have been at the forefront of pioneering, producing, marketing, and driving business development activities in the realm of Autonomous Vehicles, EVTOL, Uber Air, Vale do Rio Doce, Embraer, Randon, ADAS, Artificial Intelligence, and Machine Learning solutions.

Spearheaded production and factory operations, while also driving marketing and business development efforts to achieve breakthrough performance and secure new business.

Developed and executed highly effective business development strategies aimed at generating leads, closing multimillion-dollar deals, and capturing new business opportunities.

Led teams of over 20 employees, overseeing technical projects in the field of AI for clients and universities.

Warehouse connected with IOT devices, autonomous/connected forklift, image inventory

(videocams + drones), role management and inside traffic flow.

Revolution in new project of Autonomous Aircraft (departures and arrives autonomously with AI + Videocams)

First Autonomous Locomotive of Grains in Latin America (Vale do Rio Doce Project)

Successfully grew revenue within a span of 2 years and achieved a 7% increase in sales through the acquisition of new business and the implementation of growth strategies.

Managed corporate schedules, engaging in negotiations with a privately funded board of capital investors to secure in project investments and innovation initiatives. Senior Business Director – BU Transportation and Smart Cities Apr 2017 – Oct 2019 Sonda, Latin America/Brazil

Expertise in Transportation, Cloud Computing, Smart Cities, Digital Payment Methods, and Infrastructure Construction for Transportation and Cities.

Product Director and Project Manager Director - As a director of the new business unit, I initially had only cross-functional areas and no dedicated ones for my activities at the start of the projects. In this way, I took the lead in creating new products, developing sales, and acting as a Project Manager Director for project deliveries with positive results.

Business Development Director for the Transportation and Smart Cities sectors, collaborating with the Sonda Chile team to develop intelligent solutions for Public Transportation and Smart Cities.

Managed significant projects, including the São Paulo city project (SPTrans), which encompassed over 15,000 buses and a total contract revenue of R$9 billion, a Smart City project in Montevideo, Uruguay, with over 3,000 cameras integrated with AI software and a total contract billing of USD 4 million, and various projects related to the IoT market, with a focus on Security Centers, Ports, and Airports, including the GRU Airport project in Brazil.

Provide backup solutions as Cloud Computing and Cloud Image Store of SPTrans project, Cybersecurity (SDWAN – WIFI Hosts) inside the Bus, Antivirus, Firewalls, SIEM, DDOS and installation of security devices in all point of sales.

Partnership with VISA, MASTER, EDEMIA, INFINEON, VALID to smartcards with Cipurse + Mifare NXP.

Directly responsible for all importation processes, domestic manufacturing, and certification of payment means validators equipment within buses and sales points. Direct relationships with manufacturers, semiconductor distributors, and laboratories, as well as direct contact with ANATEL for equipment approval.

Executing effective activities in business development, pre-sales, sales, contract analysis, partner negotiations (price protection), implementation, installation, and post-sales support.

Expertise driving innovation and delivering impactful solutions in the realms of Transportation, Cloud Computing, Smart Cities, Digital Payment Methods, and Infrastructure Construction for Transportation and Urban Centers.

Infrastructure Construction (Man at Work – to implementation and delivery of Port, Airports, Metro/Subways, Transportation and Smart Cities Projects). Senior Sales & Project Director – Automotive Solutions Aug 2015 – Mar 2017 Quanta Tecnologia, Brazil

Established valuable partnerships with renowned automotive manufacturers like Hyundai and Caoa, contributing to the development of the "Connected Car" project, which had a substantial budget. This project involved connecting various Hyundai models, including Elantra, IX35, Sonata, and Azera, showcasing my deep knowledge of the automotive sector.

As an Innovation Solutions Manager I and acting as a Project Manager Director for project deliveries with positive results.

Enhanced the services portfolio by offering innovative SaaS solutions (software and consulting services) tailored to meet the specific needs of commercial partners in the IoT market. These partners spanned diverse industries such as Security, Fire Prevention, Insurance, Financial Services, Transportation and Logistics, Urban Transportation, Taxis, and more. My expertise extended into the development of solutions for both the IoT market and the Automotive sector, including Connected Cars and safety features.

Satelital communications of Orbcomm, Hughes, Honeywell, Qualcom.

Spearheaded the development of advanced solutions, including TPMS (Tire Pressure Monitoring Systems), CANBUS integration, KW2000 (KLine) communication protocols, tachographs, OBDII

(On-Board Diagnostics II), and EBS (Electronic Brake Systems). This comprehensive skill set allowed me to address critical challenges in the automotive industry and deliver cutting-edge solutions.

Senior BU Director – Automotive Innovation and TMS May 2013 – Jul 2015 Continental Automotive, Latam/Europe/Brazil

Assembly Hardware and Software to Brazilian Law 245/07

Spearheaded innovative projects in Transportation Management Systems (TMS) across Brazil, Latin America, and Europe. These projects included the implementation of Connected Cars and Connected Trucks and Analytics Software and IOT Devices.

Pioneering the adoption of digital tachographs—an innovation that disrupted the global market and start sell of services in trucks market.

Established strategic partnerships with renowned brands such as Mercedes Benz, Scania, Volvo, Ford, DAF, and others.

Development of security/tracking & trace device to motorcycles as Yamaha and Honda.

Led a groundbreaking initiative in collaboration with the Endered/Ticket Car group, involving over 600,000 vehicles and Grupo Petropolis over 10,000 vehicles. This comprehensive project encompassed a turnkey solution, offering a full package of services, including hardware deployment, advanced software for management, Business Intelligence (BI) analytics, maintenance services, integration with fuel card systems, anti-collision solutions, and driver behavior monitoring.

Managed a team of 30 employees, overseeing various aspects such as sales, operations, and software development. Your leadership ensured the successful execution of complex projects and the delivery of high-quality solutions to global clients.

Achieved remarkable results, increasing monthly recurring revenue by an impressive 23% through the successful closure of fourteen six-figure corporate contracts. Senior Sales and Marketing Manager – IOT Solutions May 2012 – May 2013 Oi Telecom, Brazil

Spearheaded pivotal roles in sales and product management, driving innovation in telecommunications solutions for various industries. Notably, you introduced cutting-edge products like vehicle tracking and telematics solutions for major corporations like ABInbev.

Played a crucial role in the successful implementation of the Fleet Management project, emphasizing safety, with the esteemed client Ambev/Inbev in Brazil. This groundbreaking project encompassed over 10,000 vehicles and marked Oi as the first Telecom Carrier to offer a turnkey Fleet Management solution complete with hardware, software, and SIM cards. This achievement led to a 13% reduction in accidents and operational savings of up to 7%, equivalent to R$4 million per year (BRL).

Collaborated extensively across various segments, engaging with vendors, partners, and value- added resellers to deliver the most competitive market value to clients.

Demonstrated remarkable results, exceeding expectations by achieving 80% above the plan and surpassing revenue quotas by 111% in FY 2013. Secured a significant $3 million contract with a key account and successfully closed over $5 million in logistics business, showcasing your prowess in driving business growth and fostering valuable client relationships. Sales Manager – IOT Solutions Apr 2008 – May 2012

Telit Wireless, Latam/Europe/Brazil

Led the strategic expansion into Latin America, overseeing the successful launch of an office in the region and the establishment of a local manufacturing facility in Brazil. Cultivated essential relationships with local laboratories and government authorities to facilitate product homologation and testing for Telit products in Brazil.

Achieved a significant milestone by securing one of the largest sales contracts with an international French company specializing in POS (Point of Sale) solutions, involving the sale of over 180,000 module units for credit/debit card machines.

Spearheaded various projects across diverse sectors, including Medical, Security, Safety Drive, Tracking & Trace, and Financial. Entered the market in 2008 with 0% market share and left the company in 2012 with an impressive 87% market share, positioning as the leader in the market.

Demonstrated remarkable results by increasing monthly recurring revenue by a substantial 47% through the successful closure of several six-figure corporate contracts.

Actively promoted both new and existing portfolio items, leading to a remarkable 134% increase in portfolio revenue over five years.

Executed a wide range of activities, including business development, pre-sales, sales, contract analysis, negotiation (strategic pricing), implementation, and post-sales support, contributing significantly to the company's growth and success. EDUCATION

COURSES AND CERTIFICATIONS

Master’s Business Administration in Marketing

Pontifícia Universidade Católica de São Paulo Aug 2011 Brazil

Bachelor s Degree in Business Administration

Universidade São Judas Tadeu Dec 2007

Brazil

Foundations ITIL, COBIT

Training Consulting Sept. 2018

Brazil

Foundations PMP – 6 Version

Training Consulting Aug. 2018

Brazil

Innovation and Business

Udemy Academy Jul 2019

Brazil

Mobility and Smart Cities

UITP Sept 2019

Belgium

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