Summary of Qualifications
Leader in International Sales and Marketing with more than 21 years of proven, diverse experience directing successful sales and marketing operations. Demonstrated record of accomplishments with emphasis on technical sales on a global level. Particular expertise in the Latin American, South American, and Caribbean markets. Record of success includes establishing and managing international distribution networks, creating target market pricing structures, and driving significant increases in revenue and sales volume. Fluent in spoken and written English, Spanish, and Portuguese; translate manuals and sales literature to enhance relationships with customers in Spanish- and Portuguese-speaking countries. Core competencies include:
Global Distribution Networks Market Growth and Expansion Sales Planning, Forecasting, and Analysis
New Product Introductions Market Positioning Profit Maximization Customer Development
Personnel Management Budgeting Quality Assurance
Shaw Development, Bonita Springs, Florida
Shaw Development is a global fluids management corporation providing innovative component and system level solutions to OEM’s within the commercial and military heavy duty ground vehicle markets.
Industrial Sales Manager-International
Developed and implemented Industrial Product Line marketing and sales plans, including the ownership of planning and delivering increased sales and profitability. Marketing activities included, but not limited to managing web presence; e-commerce, trade shows, presentation materials and related campaigns. Sales planning included distributor development, management for international and domestic markets.
Forecasts, budgets, and business plan deployment and related progress reports.
Developed yearly marketing and sales plans
Introduced collateral material, flyers to promote various product lines.
Managed and evaluated distribution accounts
Created and implemented corporate pricing programs.
Identified adjacent products for acquisition recommendation.
Hillman Rollers, Marlboro, New Jersey 2005 – 2015
Manufacturer of low-profile, high-capacity devices capable of moving everything from small machinery to bridges, buildings, and offshore oil rigs.
Regional Sales Manager – Latin America
Developed and managed agents and authorized distribution operations in more than 20 countries across Mexico, Central and South America, the Caribbean Basin, and Europe.
Negotiated distribution and representation agreements and in-country inventory networks to meet regional needs.
Created and implemented quarterly sales target projections involving more than $2 million. Developed customer projects and corresponding proposals.
Established the sales distribution initiative for Latin America.
Increased direct contact with distributors and customers.
Grew annual sales from only $50,000 per year in three countries in Latin America to more than $2 million in 20 countries.
Authored, translated, and introduced product manuals for customers in Spanish- and Portuguese-speaking countries.
Mada Medical, Carlstadt, New Jersey 2000 – 2005
Manufacturer and distributor of medical, dental, pediatric, and veterinary products, catering to the home health care and institutional markets.
Manager – International Sales
Oversaw a distribution network covering 24 countries in Central and South America and the Caribbean, with annual sales exceeding $3 million.
Implemented a rebate incentive program for distributors in targeted countries.
Established quarterly incentive sales programs for targeted programs, which led to increased revenue and quarterly inventory turnover.
Guided four distributors to increase their sales from $1 million to $3 million in three years, which represented 154% revenue growth.
Developed new agent networks in 18 countries.
Launched program to deliver multilingual marketing presentations and related literature. Introduced Spanish product manuals.
Created target market pricing structures to enhance regional market shares, resulting in new sales of target products.
Introduced credit enhancement programs to spur higher secured territorial sales.
Initiated a newsletter program to provide information and increase sales demand.
Spectra Color Corporation, Kearny, New Jersey 1996 – 2000
Specialized supplier of dyes for all types of industries.
Manager – International Sales
Established subsidiaries and distributorships in Latin America, Mexico, the Caribbean, Europe, and the Far East. Managed sales organization, projections, and pricing for 18 countries.
Created and managed a network of sales agents that achieved a 225% increase in sales volume over two fiscal years.
Developed target market strategies for specific products according to industry requirements, increasing market reach and sales revenue.
Worked with suppliers to ensure their development and quality processes met company requirements.
Implemented sales and technical training programs for new national and international agents.
Supported laboratory technicians with meeting customer product specifications by testing and developing precise formulations for their products.
Applied Polymer Services Inc., Short Hills, New Jersey 1990 – 1996
Supplier of plastic resins and recycled plastic raw materials to all types of industries.
Vice President – International Sales
Directed startup operations from inception; managed sales projections, pricing, and purchasing.
Developed market strategies for different aspects of the plastics industry, including pre- and post-consumer products.
Established network of agents throughout Latin America and the Caribbean. Negotiated contractual agreements, including commission structure, and worked with them to develop market share.
Opened subsidiary companies in several Latin American companies.
Drove sales from zero to $1.5 million per year.
Focused on export sales for one fiscal year and achieved a 55% increase in sales volume.
Earlier experience: Vice President – Quality Assurance, Meredith Corporation; Technical Sales Manager – Eastern Division, AMPCO–Pittsburgh Corporation.
Coursework (Three Years), Business in Engineering, New Mexico State University, Las Cruces, New Mexico