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Sales Manager, project leader

Cary, NC
April 29, 2020

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Guido Albo Gutierrez

**** ******* **** **, ****, NC 27519 • 919-***-**** •; Residence Status, Green Card Holder


Accomplished Executive and Successful Leader with over 20 years of experience growing and managing businesses in different industries and regions, leading by example multidisciplinary teams in North America and Latin America, achieving sustainable sales growth as result of defining different successful strategies in areas as sales operations & marketing for the introduction of new products, as well as creating a positive organizational culture. Hallmarks; creative, hard work, problem-solving, process improvement, high orientation in objectives, teamwork and outstanding results.


2015; Strategic Leadership Program between Eastman & Lord Co., INSEAD North America - Asheville, NC

2002; Master of Business Administration: Concentration in Marketing, Universidad La Salle - Mexico City

1995; Bachelor of Science: Chemical Engineering, Chemistry School, UNAM, CU - Mexico City

Fluent in Spanish, English, and Intermediate Portuguese.


Aug 2013 – Jun 2019; Lord Corporation, Cary, NC

Diversified technology and manufacturing company that develops adhesives, coatings, motion management devices, and sensing technologies for industries such as aerospace, automotive, oil & gas, and industrial.

Regional Sales Manager/ Director US & Canada (Nov 2015 – Jun 2019)

•Manage sales, customer service and technical service areas for the automotive and industrial markets in United States and Canada and P&L responsible for Latin America operations, with total business responsibility for $209 million, reported sales growth of 6% each year.

•Responsibility and ownership on budgeting and planning of sales in United States and Canada, definition of the strategic objectives in the region focused in increase the sales, Continuous improvement, leadership development, and facilitate the implementation of the global best practices and effective business models established by the corporation, such as sales pipeline management, OEM pull through, distribution engagement, POS, and wins analysis.

•My achievements include; increase of sales 6% eacg year, lead the Global Implementation of the CRM Dynamics Sales Pipeline in 2016, introducing a new sales communication process which facilitated focus, communication and understanding of the main projects in the company, we increased the number of closed opportunities by 15% each year, 8% in revenue and 2% in Profit.

•To be the Global Sales Excellence leader for Lord Co, (Nov 2015 – Feb 2017), Achievements include: Implementation of Microsoft Dynamics CRM system, Globalization of the Customer Satisfaction Process (Net Promoted Score), and the Development and implementation of the first sales recognition program in Lord Corp.

•To Gain Volvo Trucks account in Greensboro, NC facility in the roof application, representing 6% increase of annual sales as result of the HDT project launched in 2017.

To lead the restructure of the Lord Brazil organization in 2016 with the objective to generate positive finance performance each month and increase the collaboration, Result; we achieved in three months the finance mid-point balance and in six months the organization started to report gains each month creating a motivated team focused in continuous improvement in the different operations and best sales practices.

Regional Sales Manager US&C Sales (Aug 2013 – Nov 2015)

•Responsible to administrate the sales and customer service area in US & Canada and generate sales growth averaged 6% every year, with total sales responsibility for $110 million

•Responsibilities included leading the Sales / Marketing / Technical teams, the establishment of business strategies for sales, distribution and alliances.

•My achievements include; consolidation of a productive and successful sales structure in United States and Canada, which resulted in a sales growth in the region of 6% each year in different market segments.

•To improve the customer experience through the implementation of the continuous improvement in our internal processes in our technical service area.

•To increase the Lord’s presence at the Automotive OEM level in United States (Chrysler, Ford, GM, Toyota, etc.) introducing new technologies with different value proposition, achieving the consolidation of new projects for Electronics and Adhesives products in EV cars.

•To be the executive sponsor for key global accounts as Tenneco and Cooper Standard accounts, during this period the team increased the customer experience, Lord renewed current projects and gained new ones increasing sales by 3%, we were able with Tenneco to become to be consider a Real Trust Advisor.

•To design an effective sales process using Microsoft Dynamics CRM in the region with the objective to implement a more disciplined sales pipeline culture and be able to monitor progress in projects using BWI.

•To implement the Continuous improvement culture in Sales and Customer Service teams to increase every day the customer experience.

Aug 1999 – Jul 2013; Lord de Mexico, S.A. de C.V. – Queretaro, Mexico

General Manager, Queretaro, Mexico (Jul 2010 – Aug 2013)

•Lord legal Representative in Mexico and Central America; managed the P&L of the company.

•Achievements included reported a 20% annual sales growth and significant dividends to the corporation through efficient operations, satisfied customers, aggressive penetration in new markets, continuous improvement, motivated team in Mexico and the execution of strategic marketing plans.

•Sales, budgeting, planning, strategies determination and marketing decisions

•My achievements include, the consolidation of an profitable, effective and productive organization integrated teams, differentiated strategies and best practices for Mexico organization, focus in quality systems, the establishment of business priorities, the introduction of new products and technologies to our lines, all translated into continued and healthy sales growth

•Initiated the International Rubber Journey (IRJ) in 2011 in Mexico; Objective; To satisfy the customer technical requirements and positioning Lord as the Leader in the Rubber industry, Achievements: by seven consecutive years, Lord increased its Brand recognition in the Mexican rubber industry, to increase market share, participation of 200 customers in 2017, networking with customers, other manufactures, and public & private associations, launched of new technologies and give technical training.

Operations Manager, Mexico & Central America (Jul 2008 – Jul 2010)

•Lord legal Representative in Mexico and CA; main responsible of the operations in Lord de Mexico including, Finance, HR and Quality areas.

•My achievements include; to develop an operations team focused on customer service, inventory management continuous Improvement and do teamwork with the sales areas to generate an accurate forecast, reduction of scrap, increase the On-Time Delivery, Collections metrics and increase of the Inventory turns from 6 to 11 times.

•To open new warehouses in the north and west of Mexico to deliver just in time to key customers.

•Implementation of the quality system ISO 9000, customer satisfaction survey to measure NPS

Automotive Sales Manager, Mexico & Central America (Jul 2002 – Jul 2008)

•Main responsibilities included coordination of the sales department, developed the sales annual budget, hired new Account Managers, and structured an effective sales team through effective management and coaching.

•Visit customers and distributors with the account manager, to create success and confidence in our customers.

•My achievements include; To develop new distributors for industrial applications, creation of marketing position to support market research and MarCom activities, introduced new lines of products to the Mexican market. To lead in 2004 the introduction of the FUSOR aftermarket line, reported growth in annual sales of 22%.

•To deliver monthly customer forecast to operation areas based of customer and markets requirements.

Account Manager and Technical Service (Aug 1999 – Jul 2002)

•To support a portfolio of customers in the structural segments and to preform prospection for new accounts and applications for trailers and buses markets in the region.

•My achievements include; To increase sales of the assigned area and generate new sales with important accounts, I was transferred in 2000 to Monterrey City to open a new business in the zone after my excellent results in Mexico City.

•Gained the DamlerChrysler supplier Code for Lord de Mexico in 1999 and received the Gold Supplier Award in 2000 by DaimlerChrysler Mexico for the improvements in the supply chain, we implemented just in time for their Toluca and Saltillo, Mexico facilities.

•Developed in 2000 fiberglass panels bonding application with Volvo busses Mexico and Marcopolo facility in Brazil, representing $1.3 million each year for the corporation.

Jun 1995 – Jul 1999; Owens Corning Mexico, (Vitro Fibras, S.A. de C.V.) - Mexico City

Inventor and main global manufacture of Fiber Glass for structural applications or insulators, attending for more than 80 years in diverse markets with innovation and entrepreneurship.

Sales Representative, Domestic Market (May 1998 – Jul 1999)

•To manage the distribution network of the fiberglass Reinforcements materials with 40% of the total sales of the area and the key account manager for the Group Antolin and Stabilit accounts.

•My achievements include; Reported sales growth through the development and introduction of new products for new applications, implementation of effective commercial strategies with the domestic distributors’ network to maintain share, and the reduction of competition presence.

•To increase the customer satisfaction metric in key customers through processes improvements.

Product Engineer, Roving and FTC (Jun 1995 – May 1998)

•To lead and to manage the inspection area, to be the responsible to verifying the process specifications for main customers, to define the manufacture product requirements, and to ensure the quality of the products.

•My achievements include; to be the responsible to give technical assistance of the Roving product to main consumers and distributors on the field in Mexico.

•To participate in external quality audits without non-conformances in ISO 9000 certification.

•To do significant improvements in customer processes increasing the value added; Optimization of the Fiber glass layout in Stabilit facilities in Monterrey and Mexico City, in 1997 representing an increase of sales of fiber glass close to 20% the first year.


Leadership Courses

•Global Leadership Development, 2008

•Executive Conversations & Influence, 2008

•Integrity Coaching, 2007

•Negotiation, 2006

•Leadership, 2004

•Formation of instructors, 1997

•Leadership and Development of Intermediate Controls as support in Manufacture of Worldwide Class, 1996

•Course of effective Meetings, 1996

•Statistical Control of Processes, 1995

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