MARIA XIMENA VICUNA
Professional with more than 15 years of experience in cargo logistics and international sales, primarily focusing on the transportation industry.
Proven leadership in program and project management, implementing best practices and fostering relationships to interact with internal business units and clients. Consistent in exceeding sales targets, developing, planning and executing logistics processes. Highly experienced with team leadership as well as the implementation of operational strategies, business development plans and contract negotiations.
BOLIVIANA DE AVIACION CARGO (BoA) 08/2018 to Present North America Sales Executive – Miami, FL
Established the commercial Cargo Division for North America. Directly responsible for the growth of the operation by developing new sales through marketing and pricing initiatives, nurturing client relationships as well as improving operational efficiency to increase profit margins.
Developed logistics and distribution solutions to reduce operational time and increase revenue for internal teams and clients. Resulting in a 40% annual sales growth in 2019
Digitized the management, tracking and reporting of cargo functions and financial activities. Designed the workflow, identified the personas and mapped the activities from initial request to client payment
Promote a team first and problem-solving culture, as well as inclusive clients and partners interaction
Supervise and coordinate third party interline cargo business partners in Asia, Europe and LATAM
Developed KPIs to drive service efficiencies and growth to respond according to business market intelligence
Collaborate with the operational team to review and ultimately improve the Standard Operational Procedures
Act as Operations Manager while manager is on special projects GLOBAL FORCE GSA 10/2015 to 07/2018
Senior Logistics Manager – Miami, FL
Successfully obtained new accounts for Global Force GSA. Effectively led the company to create new services for the carriers. Developed and implemented cargo sales training for the sales team.
Led cargo operations, including sales and customer service functions
Monitored the daily operations to drive efficiencies and ensure that services were delivered according to guidelines
Drove the market competitive analysis and the development of pricing strategies for our carries
Established cargo operations and sales services in North America accomplishing an annual revenue of 2MM
Created and nurtured relationships with Freight forwarders to develop alternative sources of business growth
In charged of lead management and on boarding of new accounts
Partnered with key interline companies to expand the air cargo business of the represented carriers AIRCARGO REPS 11/2004 to 10/2015
Regional Sales Manager – Miami, FL 2009 -2015
Responsible for sales, daily operational activities, productivity and business support for the air cargo market of Air Canada, Aerosur, EL AL and LOT Polish Airlines in South Florida, with focus on solidifying the cargo services throughout the region.
Responsible for an annual revenue target of $5MM and the development of new grow opportunities
Managed sales, daily operation activities and business support covering clients
Directed logistic projects with unique requirements such as expedited services and temperature control shipments
Focused on maintaining competitive rates, closely managing pricing and quotes
Generated monthly activity and revenue reports in accordance with established KPIs
Supported new business projects in Brazil, Colombia and Peru Operation Manager – Miami, FL 2004 -2009
Opened and managed different cargo services offices in South America. Hired, trained and managed teams in different countries, oversaw daily team performance based on carrier instruction, delivered training and business support as need it.
Opened new offices in Peru, Colombia. Supported sales and logistics project in Ecuador including the selection of staff as well as the financial performance of each of the business units
Collaborated closely with the executive management team of each carrier, to develop and launch different sales strategies to venture a new cargo service and operation program in South America
Developed a major business opportunity with China Airlines, the transportation of 200 Tons of asparagus from South America to Asia for a two-year period
AVIANCA AIRLINES CARGO 10/2000 to 11/2004
Cargo Manager of North America and Mexico– Miami, FL 2002-2004 Managed cargo operations in Miami, New York, Fort Lauderdale and Mexico airports. Directed new business plans to increased exports from Colombia to different cities and airports within North America
Led a sales team of 10 people; increased annual sales by 30% in Miami and 35% in NYC
Implemented new TSA security regulations for cargo airlines in North and South America stations with direct flights to the US
Created new business plans to increase exports from Colombia to a large number of North American cities by leveraging local interline air partners and LTL transportation services
Managed Avianca operational budget for all North American stations; reduced operational expenses by $400K during first year of implementation
Opened the Ft. Lauderdale office in 2003; obtained airport and customs permits and approval for new cargo station
International Operations and Import Manager – Bogota, Colombia 2000 – 2002 Managed and coordinated cargo operational contractors and ground handling services in Spain, England, Brazil, Ecuador, USA, Chile, Argentina and Peru
Negotiated with Colombian customs agency to re-establish the cargo imports in transit through Bogotá to other cities in Colombia, increasing the international import volume tonnage more than 30% per month
Conducted sales programs to expand air cargo export activities in Colombia from small and intermediate cities including Medellin, Barranquilla, Cali, Pereira and Armenia
Lead sales teams of 40 people within 8 countries in the development of new business opportunities to increase the volume of cargo to Avianca national and international destinations
Trained overseas stations on current customs legislations and changes to customs laws
Responsible for daily handling cargo import activities into Bogota for a team of 35 people HELICOPTEROS DE COLOMBIA 09/1997 to 09/2000
Manager Imports/Exports of Aircraft Parts – Bogota, Colombia Owned by Avianca Group, Helicopteros de Colombia supports rescue operation, electrical network maintenance and executive transportation.
Streamlined purchasing processes of helicopters and commercial jet aircraft parts to further reduce the lead time of supplies and materials
Managed freight forwarders team of four people for the import / export of helicopter and aircraft parts
Negotiated taxes and import fees of each helicopter with the Colombian customs agency
Implemented new company procedures in accordance with Colombian customs to reduce cost, time and import fees for the aircraft and company materials totaling $600K Education
Comprehensive Project Management - Feb 2020 – current Florida International University, Miami Fl
Specialization in National and International Commercial Logistics - 2000- 2001 Universidad Jorge Tadeo Lozano, Bogota Colombia
Bachelor Degree in International Business - 1992 - 1997 Universidad Jorge Tadeo Lozano, Bogota Colombia
Fluent in English and Spanish