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Gustavo A. Fernández Hofer

Personal

Information

Mobil (+54) 911 6939 - 0235

adprkv@r.postjobfree.com

Coghlan - Buenos Aires City

** *****, *******, ****** ** three kids

Professional

Profile

Related

Experience

MBA (IAE Business School - 2010), Industrial Engineer (UBA - 2005) I have extensive experience in business development and relationship management, marketing, sales, and team leadership. I am fluent in the English language, among my qualities I highlight a broad strategic vision, great analytical capacity, results-oriented, ability to work with heterogeneous teams, and interpersonal relationships. I have more than 15 years of professional experience at a local level with regional scope, acquired in companies of industrial products with commercial technical value and mass consumption. Great experience in B2B and B2C markets, distribution channels, retail, and Business Intelligence. My work preferences are in the commercial, financial, or IT areas. Also get involved in technology-based projects, mobile applications, e-commerce. I developed a Start-Up with a team of 3 programmers, knew the entrepreneurial ecosystem and understood the mechanisms of Venture Capital. From this undertaking, I learned about object-oriented programming languages such as Java and PHP, MySQL database, Eclipse development environment (IDE), as well as digital marketing tools such as AdWords, Google Trends, for R data analysis, Power BI for dashboard modeling and Data Base relationship. Regarding project management, we take some practices from the Scrum methodology and another from Lean. Today I’m working as s Business Manager in an IT company, developing BPO, Software development, and 2 SaaS.

Business Manager

C&S 2021 - Present (6 months)

Building the sales and marketing team. Introducing digital marketing into the company. Deployment of agile methodologies to the commercial area. Redefining value proposition. In charge of 4 business verticals (BPO Staff Augmentation, Software Factory, Flowtrace Logistic Software as a Service, and Figaro Educational SaaS). Redefinition of the commercial process. Introducing HubSpot CRM. Involved in DevOps backlog. Reporting stage evolution to key accounts.

Accomplishments in the position

• Retain the 3rd account in terms of billing

• Build and present the Business Plan to the hole company

• Deployment of KPI’s (Financial, Commercial and DevOps levels)

• Dashboard development for clients, project status

• Prospecting international business (Finland and USA) Business Development Manager

CheckOut 2018 - 2021 (3 years)

Leadership of 3 Software Engineers. Product development, Scrum, and Lean methodologies. Business model definition. UX/UI web and app. App development for ordering management and SaaS of command’s orders. Minimum Viable Product development for breweries. Integration with payment platforms, electronic billing, push notifications to track order’s status. Business concept is extendable to all retail business. 2

Web: checkoutbeer.wixsite.com/inicio

Accomplishments in the position

• App delivery for Android and IOS

• Payment integration with Mercado Pago and Pay U

• Billing integration with AFIP

• Web Dashboard for breweries to handle orders in-store

• Web development to take orders for waitress

• Global mapping of Argentinian potential clients

Sales & Marketing Manager

Microclar 2018 - 2020(2 years 5 months)

Development of the sales team, 10 people in charge (Commercial, Marketing and Back Office). Relationship management with SaaS ERP provider, deployment of billing and collecting systems. Development of webpage and e-commerce platform, following up external IT providers. CRM introduction. Evaluation and continuous feedback to the team, establishing business plans and account development. Product development of gripped plate’s line. B2B Pharmaceutical and Food Sales Segment. Reporting to the General Manager of the Company.

Accomplishments in the position

• Empowerment of the commercial team

• Successful implementation of billing recoveries due to exchange rate and financial cost differences (+ 5% on annualized billing)

• Successful implementation of back-office collections bonus

• Deployment of Bitrix’s Customer Relationship Management system

• Reporting development for commercial equipment (Sales History, Profitability, and Lost Budgets) based on Power BI

• Launching of the Website, shopping cart project (Drupal)

• Mailing campaigns

Business Relationship Manager

AGIP 2016 - 2018 (2 years)

Responsible for maintaining communication and relationship among DevOps, Business and, Collecting areas. DataBase deployment projects working closely with DB Managers, virtualizing environments (VMWare) for testing procedures and deployments. Dashboard development for Business areas (QlikView and Power BI). Conduct reviews with the Facilities area to deploy new on-premise servers under TIER 3 standards norms. Follow-up migration project and consolidation of data centers. Supplier and technical evaluations of facilities and requirements (independent power generation). Provide business advice and consultancy to internal clients in an effective manner. Accomplishments in the position

• Successful deployment of business DB

• Core Business Dashboard developments

• Development of blueprints for physical migration and integration of Data Centers Commercial Manager

Dash 2014 - 2015 (1 year)

In charge of the sales team. A direct report of 15 people (Area Managers, and Supervisors). Continuous assessment in the performance of Zonal Managers and Supervisors, providing feedback permanently to them, establishing development plans and performance improvement. Relationship leader with outsourced web designers and developers. New business plan development and innovations in the commercial channel. Development and implementation of new processes, procedures, and policies. Analysis and monitoring of KPI's. Incentive policies implementation for employees. Management and implementation of trade policies at the point of sale. Recruitment, training, and development of shop teams. 2015 $ 850MM estimated billing. Report to the Company President. Accomplishments in the position

Related

Experience

3

Related

Experience

• Development of the audit and stock control area at the level company

• Successful new business model launching (IAE 2015 - GRID)

• Successful deployment of e-commerce page (WordPress & Woo Commerce) International Business Manager

Secco 2013 - 2014 (1 year and 7 months)

New business development, power generation, and gas compression. In charge of the business in Bolivia, Uruguay, Chile, and Ecuador. Potential in Brazil and Peru. Responsible for generating business with governments and oil companies. Participation and analysis of public and private tenders, preparation of bids and quotations, contract negotiations. Development of the business plan, budget, and sales contracts. Sales force's leadership. Extensive knowledge in gas engines (Caterpillar and GE Jenbacher), and reciprocating compressors (Ariel). Special applications in landfills, and biodigesters. Reporting to Commercial Manager.

Accomplishments in the position

• Successful renegotiation of power generation contracts in Bolivia

• Negotiation of Refinor energy generation's contract

• Itacamba's negotiation - Votorantim (24 MW - 10 years) Bolivia

• Pampetrol's negotiation (10 MW - 7 years) Argentina Business Channel Manager

Holcim 2011 - 2013 (2 years and 4 months)

Develop and manage the relationship between Commercial and IT external partners. Design of Business Intelligence tools, interdisciplinary team Brazil. Sales force's leadership. Design and implementation of channel development plan Red Minetti. Negotiation and supplier development. Alliances with other companies producing construction materials. Head of Image of reseller stores. Planning, implementation and supplier's contact. Responsible for advertising campaigns and campaigns with partners. Handling a $ 3 million annual budget. Staff in charge (two field analysts), Reporting to Commercial Manager. Accomplishments in the position

• Development of tools and management reports (QlikView)

• Successful renegotiation with image providers

• Increase in Litoral points of sale (Network Stores) Marketing Leader

3M 2009 - 2010 (1 year)

Development of the annual Marketing Plan. In charge of pharmaceutical units and retail construction's business (Home Centers). Brands umbrella: Command, Nexcare, Duct Tape, Scotch Masking. Business Performance Analysis, Profits & Losses, Gross Margin (Mark Up) and costs. Trade Marketing. Market Analysis. Management and strategic planning for achieving objectives. Management of investment in the advertising budget. Brand image development. Introduction of new products. Pricing strategy. Interdisciplinary team’s leadership. Reporting to Commercial Manager and USA Brand Manager. Accomplishments in the position

• 25% increase in sales (2009)

• New Business Development at Easy, Electricity Department u$s 600,000 (2009/10)

• Development of launch regional plan Command Argentina (2010) Key Account Manager

3M 2008 - 2009 (1 year)

Development leader of pharmaceutical business channels and retail construction (Home Centers). Implementation of Trade Marketing projects. Market Analysis. Negotiation of annual agreements. More than u$s 2,200,000 in annual sales. Channel Development (Home Centers, Distributors, and Pharmaceutical Stores). Management and strategic planning for achieving objectives. Development of Business Plans for distributors. Negotiation and opening new accounts. Reporting to Commercial Manager. Accomplishments in the position

4

• Increase of 33% in sales (2008)

• Increase of 44% in sales to Key Accounts (2008)

• Trade Marketing Implementation Nascar Sodimac (2007) Related

Experience

Product Manager

3M 2006 - 2008 (1 year and 10 months)

Pharmaceutical Business Unit Manager. Responsible for the Nexcare brand. Business performance analysis, Profit & Losses, Gross Margin, and costs. Market analysis and introduction of new products. Analysis and optimization of the product portfolio. Pricing strategy. More than u$s 1,000,000 in annual sales. Channels development (Retail, Distributors and Drugstores). Management and strategic planning for achieving objectives. Reporting to Commercial Manager.

Accomplishments in the position

• Increase of 63% in sales (2007)

• 123% Increase in Operative Income (2007)

• Better performance company-wide reduction in Non-Working Inventory (2006) Key Accounts Sales Representative

Repsol YPF 2005 - 2006 (11 months)

Commercial representative of lubricants and specialties. Responsible for key accounts Transportation, Cement, Rubber, Electrical, etc. Development of Business Plans. More than u$s 12,000,000 in annual sales. Strategic planning objectives and volumes forecasts. Development of sales plans and preparation of annual agreements. Negotiation of contracts. Preparation of monthly and annual budgets. Business Performance Analysis. Reporting to Business and Commercial Manager.

Accomplishments in the position

• Successful renegotiation with key accounts (Cement)

• Implementing the market segmentation process

Account Executive

Repsol YPF 2004 - 2005 (1 year & 2 months)

Portfolio management of lubricant's customers. Logistical coordination, manage deliveries, generation, scheduling and tracking orders. Maintenance of the current account. Analysis of overdue debt, collection management and checking accounts. Extensive knowledge of the Wholesale Distributor channel. More than u$s 7,000,000 annual sales. Implementation of promotional activities. Management and monitoring of quantitative and qualitative KPIs. Reporting to Area Sales Manager.

Accomplishments in the position

• Successful implementation of the zoning process

• Special recognition in the implementation of SAP

• Substantial improvement of dealer's evaluation indicators (KPIs) Education

Leadership Program

IAE - Business School - Heifetz’s method (2019)

Executive MBA

IAE - Business School (2009 - 2010)

Industrial Engineer

University of Buenos Aires (1997 - 2005)

Spanish Native

English Advanced Level

FIUBA (1999 - 2004)

Test TOEIC - ICANA 770/990

5

References

References

Computing Skills

MS Office (Access, Excel, PowerPoint, Word), Project (Basic), SAP, AS400, Data Warehouse, QlikView, Lotus Notes. Programming Languages Java, PHP, C. MySQL Database. R and Crystal Ball data analysis. Digital Marketing AdWords, Google Trends, Photoshop, Illustrator.

Ariel Oliva

Power Generation and Gas Compression Business Manager Industrias Juan F. Secco

Mobil +54-911-****-****

adprkv@r.postjobfree.com

Rodrigo Martín

Channel Management Manager

Holcim Argentina

Mobil +54-935*-***-****

adprkv@r.postjobfree.com

Marianella Vargas

Brand & Communication Manager

3M Consumer Business LATAM

Mobil +506-********

adprkv@r.postjobfree.com

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