Business Development Latin America

Victor Espinosa

***********@*****.*** SKYPE ID: vicespinosalatam / 301-***-****/240-***-****

EXECUTIVE SUMMARY

Top Performing, Experienced World Class Executive, passionate for Business Development, Marketing, Sales, Distribution and Operations. Interdisciplinary, Multidisciplinary, Trans disciplinary and Cross Organizational Teams builder and leader. Mexican, Latin American and International Business builder, hands on management, problem solving and relationship building skills, From Ground To Success, Travel Warrior, Strong Negotiation and Managerial skills, Strategic Thinker and executioner, Multilingual, Multicultural, Profit & Loss Responsible with a proven track record in structuring and negotiating partnerships, joint ventures and acquisitions, The ability to Analyze and Structure the Domestic and International marketplace, identify potential opportunities and craft profitable relationships as a necessity, A creative out of the box thinker, Articulate with excellent written and verbal communication skills. Always referred as a people’s person, problem solver, with great positive attitude, consistent performer and achiever with a relentless believe in success.

AREAS OF EXPERTISE

P&L – Lead Generation – Social Media Advertising - Loyalty– Relationship Management – Revenue Generation

Operational Processes – Project Planning- Go-to-Market Strategies – Vendor Negotiation – Capital Raise- Lifecycles

Account Management- Prospecting- Technical Sales– Influencer Marketing– Online Presence- CRM- Consulting

Pipeline Dev - Brand Management - Business Strategy – Performance Management- Business Development

Professional Experience

PRIORATO MERCANTIL, SA, México City/ Houston, Texas 2020-PRESENT

“IT, Prime International Corporation dedicated to developing, manage and sell BPO Digital services to the Industries and Governments in Mexico and Latin America. IOT,, IMS, Internet Management Systems, Automation Corporation that has developed business for small, medium, and big Companies to empower their technological weaknesses, enabling their business to evolve accordingly with the market needs. Evaluating, Leading, Consulting and Operating the digital and technological services for their customers.

Technology Services Supplier, sales more than $100 M USD/Yr. 9 Countries serviced”

VP International Sales and Business Development

International sales generation by negotiating and managing the holistic solution service, distribution in several countries in Latin America besides Mexico, by building up a distribution, operation and sales network in LatAm besides Mexico, Argentina, Chile, Peru, Colombia, Ecuador, Panama and the Dominican Republic. Lead and own, every aspect of execution of strategic transactions, including mergers, acquisitions, divestitures and joint ventures. $25 M USD first year, $125M USD/current year in sales.

Analyze industry trends and the competitive landscape on an ongoing basis to help define the company's areas of focus for M&A

Source potential deals and develop a pipeline of opportunities by actively maintaining relationships with business units, private equity firms and investment bankers

Prioritize and evaluate potential opportunities using an efficient, facts-based, analytical approach and systematic, cross-functional due diligence

Serve as the primary interface with target companies, external advisors and other outside parties throughout transaction execution

Partner with business leaders before, during and after the M&A execution process to validate due diligence findings, develop a post-close operating plan, and ensure that integration plans are owned and executed

Prepare and present materials for the executive leadership team and the board of directors regarding all corporate development matters, including strategic areas of focus, M&A pipeline opportunities, the status of active transactions, financial analysis and due diligence findings

Lead, mentor, manage and develop the corporate development team—and recruit new members as needed—to build a top-tier corporate development function.

Reports to : CEO, CSO and Owners

Direct reports: 7 direct reports at various levels Interdisciplinary teams: Executive leadership team; senior leaders of business units and corporate functions; board of directors.

Key achievements:

Opened markets and partnerships in 7 Countries

Management of INAM National Institute of Immigration C4 Installation and Operation

Latin America Dealer Development

Multilingual 1800 Call Centers establishment for 35 different Industries

M&A, Sales, Operations and Sales

7 direct reports, 28 indirect cross functional team members, 8 Countries.

HYSTER YALE GROUP, INC– Miami, FL 2015-2020

“Hyster-Yale Group is one of the world’s largest manufacturers of Capital Equipment materials handling equipment. Provides comprehensive materials handling solutions for nearly every indoor and outdoor application, including warehousing, large capacity cargo, and container handling. Coverage of hundreds of end-user applications in more than 700 industries, with three operating divisions including 21 facilities, 13 countries, and over 5,000 people.”

Latin America Operations Area Business Manager

Championed the development of the long-term sales strategies and multi level relationships to acquire and execute beneficial selling agreements/contracts with Corporate Accounts in Latin America. Develop and identify new Corporate Account opportunities within region.

-Forecasting

-CRM

-Developing Business Plans

-Relationship Management

-Distribution

-Service Level Agreements

Drive business growth & ensure successful implementation of distribution strategy in Latin America.

Leader of deployment of sales force effectiveness & forecasting tools to ensure improved awareness, closure & order fulfillment.

Prepare Business Plan development sessions, Business Recovery Plan & Sales Management Process Meetings. Dealer principals and partners, Independent Dealer development, new and used equipment.

Provide financial & business system support to dealers.

Engage in dealer business strategy & development, dealer network evaluation & mitigation, dealer leadership development, & dealer agreement compliance, packaging, warehousing automation, AGV, robot.

Increase overall quality of dealer organization by expanding dealer understanding of value in embracing territory planning, developing coverage plans & utilization of Hyster & Yale programs & resources.

Assist dealers to successfully transition from representation of a single brand to both Hyster & Yale.

Work in conjunction with sales management & dealerships in developing annual business plans.

Establish measurement & reporting capabilities to ensure achievement of goals and objectives.

Identify deficiencies & implement corrective action. Maintain solid distribution channel for Yale & Hyster in Latin America.

Develop advanced business & leadership training sessions for Dealers principals and managers.

Achieve assigned marketing and financial objectives on assigned territory.

Manage operating budget and travelling expenses.

Development of incentive programs to drive sales.

Improve participation and closure rates.

Continuously maintain CRM program by updating account and opportunity information.

ESCO, INC– Houston, Texas 2012-2015

“ESCO marketing and Advertising agency, with scope in 16 Countries in LatAm including Mexico, was hired to develop Distributor of the Tognum Holding Group in Latin America; product line manages the Off-Road Engines business of Rolls Royce, Daimler, MTU, Detroit Diesel, Bergen, Mercedes Benz and La Grange injection systems, with Power Generation Technology on Diesel and Gas Systems, Mission critical to all Industries applications.” Built markets and distribution networks for mid-size and small manufacturers, as well as service providers requiring international growth. forged new procurement, retail and wholesale channels and marketing strategies across 38 countries in Latin America. Directed efforts and managed performance of four regional managers, 16 country managers 32 partners, and 60 sales representatives. Took charge of all business proposals, bids, RFPs, and contract negotiations. Generated key insights into Latin America customer base by managing demographic studies to inform product launches and feasibility. Held primary responsibility for key metrics, including P&L, EBIT, ROI, ROCE, PSP, and CAGR.

Senior Director Distribution Network Development Latin America

Lead the Latin America team Network / Distributor development/ Dealer Management System, LBP, creating new distribution channels and opening Distribution and Dealers for the entire region. 20% Growth.

Opened New Distributors/ Dealers for Power Generation in 3 Countries, Panama, Bolivia and Chile.

Provide input for regional distribution strategy with focus on 'white spot areas' and the requirements of the Sales and Service business units. Recommend changes to existing coverage (e.g. Risk Management, Procurement, new Sales or Service partners) assignments of territories. Improved 22%.

Identify, Develop, Pursue and close new Business Opportunities, growth of $18M USD/Yr. avg.

Report of the political development in the Latin America countries and the possible consequences.

Join strategic alliance projects (Daimler/Rolls Royce/Tognum) and develop strategic frame work, synergies, adjustments for sales, service, production, container management, distribution channeling.

Monitor KPI agreements with distributors on a monthly basis, implement corrective actions in case of deviations, CRM, Customer Satisfaction indexes monitoring to recommend trends and plans to Board itcontinuous development programs. LBP

Review Distributor contracts in Country for assignment of product and sales/service rights on a yearly basis.

Public Affairs, Collaborate with Market PR teams to develop tools and Strategic plans to drive awareness and build reputation.

Promoted OEM relations with sales above $ 32 M USD/ Yr. in 2013.

Verify metrics with sales and service team’s business plans (OP time frame) of the distributors for all BU’s.

Maintain contact with Distribution Principal Managers and Owners within the network, define Pipeline

Plan and conduct yearly distributor conferences, define agenda, content and participants

Strong presentation skills and knowledge of business and management principles

Manage 6 Senior Network, Business Development, Technical, Sales, Marketing, Finance, Service and Market Intelligence Managers. ROCE, P&L, ROI, CAGR, EBIT responsible

In depth analysis of Political, Economic, Social, Technical, environmental and Legal Latin American Region.

Director Sales and Marketing Latin America 2009-2012

Executive Change of Management, Reengineering of all Corporation, changed from Advertising and Marketing to Business developers and transitional management for customers, finding new venues of revenue.

Introduced 31 new brands of services and products, new product introduction, 16 Countries in three years.

Executive Distribution Network, International Trade. Export Import Container Management. LBP,

Political, Economic, Social, Technical, Environmental and Legal factors evaluations responsible.

Business Proposals, Bids, RFP, RFI, Underwriter, proofreader of all Contracts, (improved results 73%) PR Executive, CRO, World shows and Conventions, stands and advertising materials management and sales.

Performance of International Business presentations.

Sold to Public Institutions, Industrial, Health and Clinical projects managing and selling, pulp and paper, corrugated packaging, oil and fats, sea food, pet food and food processing, CRO, medical devices, Energy generation, waste supplies and air quality consulting management, Pollution, CPG, FCMG, Fertilizers. Sales of $120 M USD/Yr.

Development of National Sales, Marketing, and Procurement teams (65 people).

Opened markets, Distributors, Dealers, Customers in Latin America. (113% GROWTH/ YR).

Created Sales and Operations Command, planning strategy that derived into an International Network of Acquisitions, Distribution, Sales and Marketing Operations. Increasing revenues from $ 20M to $ 120M USD in two years’ time.

Opened Operations, Sales and Distribution Channels in Latin America, from retail stores to wholesale. POS ACM, Automated Commerce Machine for EFT, debit processing, card issuance services, ID with photo and finger print issuance, electronic checks processing, conversion and verification, POS equipment and software.

Translated Culturally and Led an International Communication Management Team, responsible for delivering the right approach and information, increased sales annual profits average on 22%.

Managed Latin American Demographic studies, Product launching and feasibility analysis which produced the successful launching of several brands and products in 16 Countries.

Built and led a unique Multidisciplinary Team, achieved growth and revenues beyond expectations (200%).

Created a Network of loyal repeat customers base and first-class business relations in Latin America and the Caribbean, as well as Government Officers Entities Relations that improved Business development (80%/YR).

Management of Sales, Advertising and Strategic Marketing for Motorola (2-way radios systems) earning the 2009 to 2014 Mexico’s EMS National Sales Champion annual awards for our Client PRIORATO MERCANTIL.

Sales of collateral equipment, pumps, measurement instrument and systems, rotating equipment, etc.

Responsible for SOP, P&L, ROCE, PSP, EBIT, CAGR, Budget Management, ROI, Administration and trade.

Attended, Managed, Designed Trade Shows, Stand Design, International Shows, Public Speaking Collaborate with Market, PR teams, Tools, Strategy, created awareness and build brands.

4 Regional Managers, 16 Country Managers, 32 Partners, 60 Sales Representatives, and 38 Countries.

World Wide Parking, Inc– Rockville, MD 1996-2009

“Meisel Holdings opened a parking solution management division, Worldwide Parking. With offices and operations in Poland, Mexico, Turkey, Brazil, South Korea and the United States Worldwide Parking grew to be the largest company providing complete on-street parking management services to municipalities on a global basis and recognized as the industry leader in the privatization of municipal on-street parking systems. Today the tradition is carried on through Meisel Holdings. Meisel Holdings offers its clients complete turn-key parking management systems, consulting and services, including equipment procurement, system design, installation, maintenance, collection and enforcement services.

Senior Director Business Development Latin America

Start up Sales, Operations, Distribution Network in Latin America. (from 1,200 to 435,000 Parking spaces)

Placed the first automated payment kiosks in Latin America, Dominican Republic and Mexico.

Communications Manager, Translations performed on language and Cultural base, efficiency rise 13%.

Executive LatAm Tactical Manager, Strategy and frame work, improved Budget & Operations margin 12% per Yr. avg.

Communications development, no wireless to Wireless Systems, reduced Operational costs 53%.

Diminished Credit Risk 13% by regulating Management.

Introduced the first electronic ACM system in Latin America to receive parking fees and violations payments, as well as pay by phone, POS electronic prepayment this increased Cash flow 300%.

Opened 16 Countries in Latin America, Marketing, Business Development, Sales, Distribution Network, Partners, LBP, Contracts, Dealers, Joint venture, Mergers & Acquisitions and Operations Expert.

Enhanced and Created the Drafts, Proposals, Contracts, Bids, RFP, RFI, Proofreader, and Underwriter, this increased the productivity and Income in a 50 % ratio.

International Regulatory and Legal Compliance.

Implementation of Mobile and electronic payment systems for parking and fines, wireless solutions.

Opened Latin American Distribution Network and Channels which improved business 100% / year average.

Channels of Distribution, Advertising Management, unique in the Parking business in 1996.

Establishment of the World biggest Mobility and Transportation Parking operations 3 Continents.

Worldwide Development of Business, Operations, Acquisitions, Mergers, Procurement, Marketing and Sales force that provided revenues of more than 800 Million Dollars per year. ROI over 30%+ margin ratio.

International Operations Award achieved in 1996.

Excellent High-Level Business and Government Relations in Latin America.

Managed 2 Regional Managers, 16 Country Sales Managers and 120 Sales Representatives.

Promoted 5 Country Sales Managers and 2 Regional Managers.

Additional Work Experience

IMSS, National Health Care Institute, Mexico City Jun 1988 Jan 1996

Regional Manager Quality assurance Purchasing and Distribution Q.A. Manager

Q.A. traffic and distribution assistant manager

National Medical, Clinical, Hospital and Full Health Care Assistance Institute 55 Million Members. OEM, National and International change of management, standardization of regulations and verification of Compliance, purchasing strategy and frame work developer, supervisor of QA of all items acquired, Food, food processing, Pharma, CRO, Chemicals, Engines, Automation, Medical Capital Equipment, Surgical and Medical Devices. Procurement, Purchasing, Acquisitions and Sales, Measuring Equipment, Packaging, Distribution, Printing, Hardware, Water and Air filtration systems, Water/Toxic waste equipment. Anticorruption, AML, VOC, SWOT, PESTEL, QFD, QMS, SMS.

National business development bank, Mexico City Dec 1980 Jun 1988

Regional Credit & Loans Subdirector,

Regional Manager Sales and Business Development

Business Development MGR, Sales & Marketing MGR,

Marine and Maritime Fleets, O & G Business ( PEMEX), Polymers, Commercial, Industrial, Transportation, Agriculture, Fertilizers, Seafood catch Ships, Seafood processing Plants, CPG, FMCG, Aquaculture Farming, Harbor, Shipyards and Port Development Bank, Commercial International Bank, Sales and Operations, Complex Business Development, Commodities, Cold storage and preservation, Containers, Marine Oil wells, Oil Tankers, Chemicals, (10 Billion pesos/year (700 M USD) Federal Development Bank) OEM, Shipyards, Platforms, Cranes, Off Road HD Equipment, Port Logistics, Credit Risk Management, Related Industry Equipment Purchasing, Capital Equipment acquisitions and management, Finance Operations, and Public Relations Management. All Banking services, automated Payment process solutions, ATM, POS, RFID, EFT, ACH, SAT.PESTEL (Political, Economic, Social, Technological, Environmental, and Legal factors (Business Evaluation). Anti Money Laundering Strategy and tactical developer, supervisor, Standardization Leader. Management, Operations of PTT, Sea &, SatRadios, 2way.

Qualifications Summary

Outstanding passion and performance achiever, lives to develop Business in the Emerging and Latino Countries

Manages, Leads, Develops Strategy, Business, Logistics, Project Management and Distribution networks in Latin America

Executive Strategy Director, creating, developing, planning, executing and building Operations. From scratch to success

Relations and Business with Distribution networks in Latin America revenues above $800 M USD/yr.

P &L Responsible Executive, 33% ROI average achieved, managing, promoting and developing diverse brands in LatAm

Mergers and Acquisitions management and support

Works and lives for Customer Service, builds structures to provide 100% Customer Satisfaction.

Set targets for Market shares, potential markets opportunities communication and evaluations

Keen eye to evaluate key performance indicators, observe and react to Political and Economic changes, adjustments that tune strategies achieving goals and budgets, diminishing risks and enhancing profits.

Distribution and Partners contracts responsible, compliance, performance, supervision, renewals, openings, cancellations

Consistently exceeds performance management objectives, self-motivated, hardworking, and true team player.

Understands environment, unique view to craft possible opportunities and relationships

Personal contact with owners, partners, distributors and personnel, receiving feedback and analyzing data

Diverse Industries business building, distribution, partnerships, dealership network development, sales and marketing, including Operations. Pioneered Automation Systems, smart operations manufacturing, Automation Industrial Processing.

Consistent and constant communication with team and customers, results beyond customer expectations.

Multi task management, Travel warrior, Team leader and builder. Hire, train, supervise, retain and promote.

Ability to cultivate and harvest customer relationships to better understand their business goals and provide solutions that meets and exceeds their needs, producing 95% loyalty results.

Work with international product Business Units, Teams, Partners, Dealers, Services, Bids and Proposal Organizations as well as outside parties to deliver creative solutions and achieve results.

Sustainability and Responsibility compliance, strategic management

Deliver professional presentations and business proposals to customers.

Develop and execute sales strategies to exceed established quotas.

Excellent Public Relations and media management network, Government and C+ Executives in Latin America.

Executive that is concerned with people’s development and growth, mentors, leads, manages and supports all employees.

Honest, Loyal and Respectful Executive that leads by example.

Education

Master of Business Administration

NATIONAL BUSINESS DEVELOPMENT BANK UNIVERSITY

Bachelor of Science in Biology

Universidad Autónoma de Guadalajara

PESTEL; Political, Economic, Social, Technological, Environmental, and Legal factors (Business Evaluation)

Courses and Seminars: IPADE, UAG, ITESM, IMSS, ISSTE, SSA, NAFTA, WB, IDB, IMF, NFCU, WHO, COPARMEX, BANCO DE MEXICO, ANDERSON CLAYTON, HERSHEY FOODS, MARS, DUNCAN INDUSTRIES, IMPC, SPGIA, IPI, SEMARNAT, NAFA, OSHA, INECC.

International and National Conventions and Shows:

ACHS, OSHA, AFS, AHR, NHAR, ACS, SPAI, SGIA, ASI, FDA, TDMA, POWER GEN, IPI and IMPC.

Languages: Spanish and English native, Professional proficiency in Portuguese and French languages

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