Manager Sales
Resume:
FRANCISCO CZINAR
adgnvp@r.postjobfree.com / skypename: fczinar
Objetives:
General Manager
Business Development Manager
Country Manager
More than 15 years of technical / commercial experience in civil construction projects and projects, managing contracts at all stages, execution and construction site experience in EPCs and EPCMs contracts.
Business Manager and PMO of 02 solar plants in Brazil (90MW and 50MW) in the Greenfield phase, and developed medium and large Brownfield projects (2.5MW). OperationalExperience "starting-up" a new territory From 1995 to 1998 PERKIN ELMER - North American subsidiary of scientific equipment for biotechnology and molecular technology.
I reported to the LATAM VP-CEO who was based in Venezuela. When I started the company I had 2 product managers and about 15 employees, including 4 service engineers and 9 administrative. It sold exclusively to the government market in a single state in the country and sales reached ~ US $ 8MM / year. They had been in Brazil for 15 years with low profit margins and no penetration into the private market. As a Controller I was in charge to: reorganize the entire legal, financial and administrative structure, increase sales and profitability.
Actions taken: survey by contracted external audit of the entire fiscal and legal situation of import processes pending with the Federal Revenue, Central Bank and state agencies of state and municipal taxes, as well as product registrations in the respective technical certification bodies. Correction of divergences and settlement of all disputes with local legal support and HQ in the USA. Implementation of an emergency ERP system at the subsidiary and subsequent migration to SAP in line with the headquarters. Implementation of compliance policy against fraud and HR salary and benefits policies. Hiring and internal training of technicians.
Change of office location and facilities since strategic geographic study, CAPEX investments, purchase quotations and acquisitions of assets, search and rental of space, assembly of all technical IT infrastructure, installation of a specialized laboratory, search for producer partners and local suppliers of parts and supplies. Implementation of policy and standard procedures in the Customer Technical Assistance sector. Implementation of a policy for the use of a new vehicle fleet and travel procedures. Creation of a marketing strategy with a relationship with an advertising agency for advertising campaigns in targeted media. Hiring + 15 engineers for sales and technical assistance. Outsourcing of import and logistics services, general services. Implementation of internal CTA for customers and streamlined service. Territorial expansion to 14 more strategic states selecting, hiring finders, local representatives, and consequent staff training. Redirect focus to the private product market. Implementation of own services through the subsidiary's biotechnology laboratory to serve the global GENOMA Project, increasing service revenues. Total investment of US $ 4MM in CAPEX. I also coordinated the initial implementation of the offices in Chile, Argentina and Mexico for the company's LATAM HQ. Results: increased sales by 30% and 50% on the 1st and 2nd. year positioning the company from the 4th to the 1st place in market share.
From 1998 to 2000 HOLLISTER do Brasil- subsidiary of medical supplies. Replacing Country Manager I was hired with the following objectives: expansion of sales and profitability in addition to structuring the office for the medium and long-term plans of the subsidiary for 3 years in the local market with 1 sales manager and 3 administrative employees. Annual sales were $ 6MM.
Actions taken: initial focus on territorial expansion, hiring 18 finders and sales representatives covering 75% of the geographic market, hiring 3 salespeople to cover key customers in the private market. Introduction and launch of 3 new product lines on the market through targeted marketing campaigns. Implementation of CTA with specialized outsourced nurses. Hiring of local manufacturers of inputs, components and packaging with technology transfer. Regularization of all medical product registrations with federal agencies. Regularization of fiscal and legal situation with the Federal Revenue and Central Bank regarding imports / exports of products.
Reorganization of outsourced logistics exporting obsolete stock to other international markets. Opening of imports with Germany and Denmark of products from factories belonging to the corporate group. Implementation of infrastructure in IT and local ERP. Introduction of anti-fraud compliance policy. CAPEX ~ US $ 1.5MM. I managed the prospecting of markets in Mexico, Chile, Argentina, Colombia and Peru for the expansion plan of HQ Corporative.
Results: sales increase by 40% in 2 consecutive years. Profitability increase of 45% due to the private market strategy and brand positioning for 2nd in the market share. From 2011 to 2015 Services for INFINITY Engineering Office - producer of precast concrete for civil construction. Annual sales ~ US $ 10MM
As a consultant,I was responsible for: standardizing the production of structural parts, opening the market and launching the brand.
Actions taken: introduction of systematic production processes with ISO 9000 Certification and preparation for ISO14000. Opening of 3 strategic regional representatives covering 50% of the most attractive market (shopping canters). Creation of a marketing plan with a budget of US $ 1MM. Introduction of PMO practices, contracts in the mould of FIDIC and NEC. Implementation of continuous improvement practices. Component manufacturing outsourcing.
Results: general reduction of 30% in production costs, transportation, losses and supply time for precast. Increased sales by 30% and 35% profitability. Expansion of the customer portfolio by 120% with projects implemented of approximately 180,000 m . Summary: results from detailed market analysis, use of Project Management methodology and strategic planning involving all team members aligning goals and monitoring budgets. Experience forming new manufacturing partnerships
Experienced through prospecting, approaching, selecting, contracting and implementing manufacturing partnerships with and without (launching project / solution challenges) technology transfer. Examples:
1. Manufacturing of the components of the internal steel structure of precast was outsourced to a company with specialization because it required speed and the local cost was high.
2. Hiring a manufacturer for packaging of medical products and sterilization and labeling, reducing the physical volume of imports and consequent reduction of freight and costs. 3. Hiring local suppliers of some spare parts, transferring the technology without compromising industrial secrecy (chassis and covers) monitoring budgets and schedules. Understanding of Tax/ Legal/ FCPA processes
My duties as a signatory responsible for PERKIN and HOLLISTER, which sold to public agencies, were to provide all tax documentation needed to be updated to participate in public tenders. Both companies followed anti-fraud and anti-corruption guidelines and underwent external audits for being publicly traded companies. Although in Brazil the regulations are very initial in this field, the subsidiaries strictly followed the determinations of their headquarters in the USA.
Experience with local developers, EPCs, partners, network in banks Through 2 main solar projects that are in the Greenfield stage I maintained contacts with some EPC companies and several partners / suppliers in addition to banks and investment funds abroad and BNDES in Brazil.
Examples: BCG Capital & Structuring, KUALION (Mexico), FOCUS, PALLADIUM Shopping, HERZOG Real State.
Commercial Experience
In the solar energy market, I am a Project Manager for 2 projects that started in 2016. A 90MW solar condominium in the state of Pará and another 50MW in the state of Sergipe. Both were initiated after contacting an advisor to the governor of the State of Pará. 90MW State of Pará: In conjunction with the Federation of Agriculture and Livestock of the State of Pará, we launched the Solarization Project, presenting the entity's advisers and some local authorities (see the link for the article: http://sistemafaepa.com.br/blog/sistema-faepa-lanca-1o-condominio-solar-no-para/). The Secretary of State with the current governor supported this launch. A candidate city, Ananindeua through its mayor offered the necessary land. Some local companies were prospected and interested and the project is awaiting financing whose contact is being made with BCG / KUALION. Due to the regulatory uncertainty in the Distributed Generation, the project came to a standstill.
50MW State of Alagoas: Also due to the contact reached by the governor's advisor, we were directed to present a smaller project to the State that offered the municipality of Estância to host the project. 2 areas have already been presented in the region but due to topography have been disqualified. A second city, Tobias Barreto was identified as more viable due to the flatter topography and electricity grid infrastructure. Contacts with the local SULGIPE concessionaire were made. The project is also on the agenda for financing but there is still no definitive location.
Project 3 - State of Pernambuco: We have an offer of an area of 3,460 Acres for the implementation of an EPC or EPCM that awaits the resumption after CORONAVID-19. Sales Management/ leadership/ team building
In addition to the companies mentioned, I exercised the responsibilities of Strategic Planning Manager at PEPSICO. With my knowledge in urban planning as an architect, I prepared the entire physical expansion plan of the business units for Pizza Hut and KFC in the city of São Paulo and the metropolitan area. All deployment management was under my supervision, including coordinating the new projects of the contracted engineering company. During the first 3 months of operation of each unit, I was the Operational Manager of the units, training and selecting the trainee managers. 51 Pizza Hut units and 19 KFC units were opened. In the operational part, he was responsible for the implementation of management tools and presentation of P&L reports. I was subordinate to the Operational Director and conducted training and operational correction meetings for more than 285 managers and sub-managers. I also had the role of Technical Adviser in Hospitality, reporting to the Regional Director of SENAC in São Paulo. I coordinated the implementation projects of more than 16 technical schools in the State, starting from the elaboration of the Master Plan with the board, counselors and educational technicians. I maintained the coordination, hiring and supervision of the technical teams. I also managed the physical and organizational remodeling projects of 2 SENAC school hotels in Águas de São Pedro and Campos do Jordão-SP.
Sales/business Targets and achievement
Objectively I highlight:
1. Opening of 16 schools and re-opening of 2 school hotels for SENAC, which received prominence within the National Trade Federation, placing SENAC as an educational reference.
2. Implementation of more than 70 Pizza Hut / KFC owned units. 3. Positioning the brand as a leader in the market share, redirecting priority sales to the private market.
4. Implementation of 3 new lines of medical products in a market that is difficult to penetrate.
5. Launch of the brand in a very competitive civil construction market. Formal Sales training/ methodologies
In the sales strategy, I am aligned with Inbound / Outbound Sales through video conferencing tools and depending on the stage of the pipeline with process optimization tools since the vast territorial extension requires and the cost conditions are more effective. I give priority to a rigorous sales and action planning for the commercial teams before any type of action and direct monitoring of the stages of the processes and projects. I believe in an excellent technical training of the sales team as a key factor in closing deals in this sector since the builders have these needs. There is a big gap in this regard in our market niche that lacks competent companies and is still in a solidification stage. The vast majority of integrators are small companies with little preparation and technical expertise. Experience press/ marketing
In the reported experiences I was responsible for creating the marketing plans accompanied by HQ, presenting and monitoring the planned budget. I was able to coordinate the entire relationship with advertising and direct marketing agencies, from briefings to the implementation of events, fairs and strategic lectures. Business Segments
Performance in the following segments: Energy, civil construction of medium / large projects (+180,000 m in hospitality, technical schools, logistics and industries), prefabricated concrete construction, facilities, services and trade (retailer and wholesaler)
, manufacture of capital goods, pharmaceuticals, food & beverages, manufacture of electronic, electronic and biotechnology scientific equipment, wholesale, franchise, entertainment, educational, events, agency, training, import / export, b2B. Experience as Country Manager in multinationals, in the startup of subsidiaries in Latin / Central America (Chile, Argentina, Uruguay, Mexico) and as Strategic Planning Manager in the implementation of franchises with more than 105 open business units Languages
I am Brazilian and have Austrian citizenship. I lived in Wiena / Austria for 6 years. I am fluent in German, Portuguese and English due to my professional experience. I speak Spanish at an intermediate level because I maintained a relationship and coordinated the implementation of representatives / finders in Chile / Argentina / Mexico / Colombia / Peru and Venezuela.
I was in Germany and Switzerland for training and absorption of expertise to implement a local laboratory, as well as several trips to the USA in planning meetings for 3 and 5 years with VP and CEOs I was in the Netherlands for training at DELFT University in renewable energies.
Education
• Specialization in Solar / Wind Energy Projects - DELFT University – Amsterdam/ Holland 2012 (Without CERTIFICATION).
• Specialization in Finance / Controlling and Implementation of New Enterprises
- EAESP / FGV 1994 (CERTIFIED)
• Specialization in Systems Analysis - FASP 1985 (CERTIFIED)
• Graduation and Specialization in Business Administration - FMU 1984 (Without CERTIFICATION)
• Bachelor Degree in Architecture - FAUBC 1977/1981 (CERTIFIED)
• High and ground school education – HUMBOLDT Schule- Wien/Austria and São Paulo/Brazil
Personal data
Brazilian, married, without children. Total disposition and availability for travel and relocate.
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