Wiljean Larano +639*********

addes5@r.postjobfree.com

http://ph.linkedin.com/pub/wiljean-larano

Profile Business Development, Strategic Sales and Marketing, Management team member. A leader with a passion, flexibility and openness to new ideas and possibilities. Proven track record of driving order and revenue growth in electrical engineering field. Skilled in tapping new opportunities and driving business in all ways to market and particularly enthusiastic in large complex selling. Effective in collaborating and working within a team and organization, both local and global. Expertise in market and customer analysis. Experienced and has proven success in many major market segments related to power and automations. A desire to tap the benefits of the digital age and new innovation to help contribute in making a world a better place.

Objective A continuous personal growth and transformation as leader and team member contributing to the welfare of the environment and people.

Specialities Selling Market/Business Analysis Contract Negotiation Technical Support New Business Start-up Client Engagement Business Restructures Team Leadership Career

2014 to date ABB Philippines (ABB) www.abb.com

Large/Strategic Account Manager (Jan 2018 to Present) Drive order and revenue growth in Key Markets. Identify growth areas for Automation, Distributed Control System (DCS), Building Automations, electrification products, process control, digitalization- smart city, power management, substation automation, etc. ;

· Growth share of wallet in Philippines Large conglomerates such as Ayala, San Miguel, Meralco, First Gen, Aboitiz, JG Summit.

· Build a thriving business relationship with global EPC’s and consultants both local and foreign.

· Collaborate with existing segment managers and marketing to drive growth in large accounts.

· Lead capture teams in Philippines for identified large projects. Industry Segment Head (july 2017-dec 2018)

Lead a sales team to market and sell whole Abb portfolio in Philippine Industry market. Optimize and synergize approach in order for growth of orders and revenues.

· Help ensure a smooth transition of country organization from business line silo set up to an integrated small country organizational set up.

· Develop team member talent to help them grow in the organization and harness their potential.

· Contribute in growing order and revenue to more than 10%. Local division Manager

Electrification Products (2016-July 2017)

Responsible for the P and L of one of ABB Philippines’ division offering electrification and building automation products. The task is includes ensuing continuous growth and profitability of the business in commercial and industrial buildings.

· Handle 20 personnel comprising of sales, marketing and opération team working towards the goal of achieving 20 MUSD revenue for ABB Philippines.

· Ensure a year on year growth of 10% for the division I handle. Ensure implementation of activities supporting demand creation such as product launches, roadshows, marketing research, etc.

· Develop individual talent and instill program to enable personal and career growth for all my teammates.

Country Business Development Manager (May 15, 2014- May 23, 2016) Supported Country Managing director in the vision of doubling ABB in the Philippines business within 3 years. This is by offering solution for building automation, process control, electrification products and digitalization.

• Initiate formation of capture team for Solar Boom in Philippines resulting into more than 12 MUSD business for the country.

• Support initiative in transmission market resulting into additional sales of $ 5 MUSD and a pipeline of about $ 100MUSD.

• Help create new business model that enable ABB to participate in a new market opportunities in transmission market and other market that requires system solution.

• Determine trends and meet with top executives of cement and mining industry to capture opportunities for power automation. Enabling PA to strategize for 10 MUSD opportunity.

• Demonstrate ability to penetrate into real estate sector with $600 KUSD project for power products and generate demand for ABB Low Voltage products in one major developer.

• Promote system not strongly represented in the country such as battery energy storage system, Grid Automation, enterprise management solution, etc.

• Arranged meeting with majority of top executive with key customers in Philippines to communicate ABB’s renewed commitment to its values and solutions. 2013 to 2014 Schneider Philippines www.schneider-electric.com Medium Voltage Channel Manager

Driving and implementing strategy to build business for Medium Voltage product through integrators, distribution and dealers. Market segment serve include industry and utility nationwide.

• Identify and implement channel management strategy for medium voltage product. An additional

$ 2 MUSD of order not forecasted was added to new orders.

• Attract and develop key distribution channels for utilities and industries that maximizes company’s Geographical coverage.

• Draw up Distribution/ Panel Builders / Contractors Agreement for each key channel and define yearly price lists, sales target, end year rebate and mutual commitment.

• Manage channel portfolio and become the single interface for SE MV products. 2008 - 2013 First Philec Manufacturing Tech. www.firstphilec.com Sales Manager

Developed the market for Compact Substations and distribution substation to utility, commercial and industrial customers. 3 consecutive years of leading sales performance with break through sales in new customers and new products:

• Initiate selling of new innovative products such as integrated compact substation, switchgears and substations. Contribute $ 8 MUSD of orders for the company in 3 years.

• Lead in building relationship with consultants, engineers and end users in commercial & industrial

• Assign to study Philippine transformer products for export abroad.

• Manage Channel partner and big accounts for substation products that include transformers, relays and switchgears.

2003 - 2007 Reliable Electrical Construction

Sales Manager

Headed sales group and contribute $ 15 MUSD in 5 years to the revenue of the company. The sales and marketing are catered to transmission, distribution and power plants.

• Organize, promote, market & sell products and services to power plants, distribution utility and transmission companies.

• Designed and delivered sales strategies and action plans

• Organised key project meetings, defined project scope and budget, presented and negotiated design proposals, and reported on and reviewed performance against targets

• Travelled extensively to customers across all markets to ensure solid understanding of the Market requirements and propose the correct sales concepts

• Strengthened key client relationships, and secured long-term incremental revenues following good project implementation

2003 - 2007 Isometric Industrial Corp

Sales Engineer/Product Manager

· Sell and market GE Syprotec Products to power generation, transmission and distribution companies.

· Cover mining companies for various company products. 1997 - 1999 Integrated Microelectronics Inc.

Production Supervisor

Education Bachelor of Science in Electrical Engineering MAPUA INSTITUTE OF TECNOLOGY

Intramuros, Manila

1992-1996

Master In Business Administration

ATENEO GRADUATE SCHOOL OF BUSINESS

Rockwell, Makati City

2003-2006

Training Leadership, Training & Development, Quality Management, Budgetary Control, Finance, Sales and Marketing; Large Account Management Selling. IT Skills MS Word, PowerPoint, Excel,

Interests Basketball, Chess

Testimonial: “Will is one of the best talent ABB Philippines have and a future leader” John Fyfe, Regional Sales Head, Asia, Middle East, Africa, ABB Inc.

Contact this candidate