Sales Operations

Rafael Zepeda Araujo

Sales Operations & Account Management

Avenida Coyoacan, Colonia del Valle, Benito Juarez, CDMX Correo: ***********@*****.*** Tel: +52-229******* LinkedIn: https://www.linkedin.com/in/rafael-zepeda-8381a757/ Professional Summary

Sales Operations and Commercial Operations professional with 5+ years of experience supporting B2B commercial teams through sales analytics, CRM management, pipeline tracking, and operational execution. Strong background in the energy and industrial sectors, with proven ability to analyze commercial proposals, improve forecasting visibility, and translate data into actionable business insights. Experienced in cross- functional collaboration, executive reporting, and optimizing sales and delivery processes to support revenue growth.

Professional Experience

Account Manager / Client Delivery Coordinator– DWS Mexico City March 2025 – December 2025

• Supported inbound and post-sale sales operations by managing execution, SLAs, milestones, and revenue- related activities.

• Acted as the operational owner of customer accounts during delivery, ensuring alignment between commercial commitments and service execution.

• Assisted sales teams with quotations, service agreements, renewals, and upsell opportunities.

• Tracked pipeline activity, billing milestones, and contract performance using CRM tools and internal systems.

• Developed reports and operational insights to support sales leadership decision-making.

• Coordinated cross-functional teams (operations, logistics, technical) to ensure customer satisfaction and retention.

Project Engineer – Kanutam Mexico City Feb 2017 – June 2024

• Supported commercial and sales activities through cost analysis, proposal evaluation, and financial viability assessments for energy-sector projects.

• Analyzed economic proposals, margins, and risks to support business development and contract negotiations.

• Prepared and presented technical and commercial proposals to clients and executive stakeholders.

• Collaborated with sales, engineering, and operations teams to align scope, pricing, and delivery timelines.

• Monitored project KPIs, progress, and performance metrics to identify risks and improvement opportunities.

• Contributed to negotiation processes by providing data-driven insights and cost-benefit analysis Independent Contractor Account Manager & Project Delivery- Its Done Mexico City June 2019 – Present

• Founded and managed a construction services business, overseeing sales operations, customer acquisition, project delivery, and overall business performance.

• Owned the full commercial lifecycle: lead qualification, consultative selling, proposal development, contract negotiation, and project execution.

• Developed executive proposals and commercial presentations achieving a conversion rate above 30%.

• Prepared detailed cost estimates and pricing models with less than 5% variance, supporting accurate forecasting and margin protection.

• Negotiated pricing, scope, timelines, contracts, and change orders directly with clients, contributing to increased contract volume and repeat business.

• Managed multiple concurrent projects while ensuring customer satisfaction, schedule adherence, and budget control.

• Coordinated subcontractors, suppliers, and on-site teams to ensure quality execution and operational efficiency.

• Tracked pipeline activity, payments, milestones, and collections throughout the project lifecycle to support cash flow and revenue visibility.

• Implemented CRM and project tracking tools (Monday, Jira, MS Project) to improve pipeline transparency, reporting accuracy, and delivery performance

Engineering Intern – Gyrodata de Mexico Houston, Texas June 2014 – August 2014

• Supported engineering and operations teams in testing, documentation, and process improvement initiatives.

• Prepared technical documentation and training materials for internal and client-facing use. Specialist Engineer – Kanutam Cd. Del Carmen, Campeche Aug 2013 – May 2014

• Supported quality, testing, and documentation processes under ISO 9001-2008 standards.

• Assisted with laboratory testing, warehouse coordination, and preventive maintenance activities. Education

Master’s Degree in Exploration and Exploitation of Natural Resources Engineering Universidad Nacional Autónoma de México 2014 - 2016 Bachelor’s Degree in Mechanical Engineering

Instituto Politécnico Nacional 2008 – 2012

Core Skills

• Sales Operations & Commercial Operations

• Sales Performance Tracking

• Pipeline & Forecast Management

• CRM Management

• Commercial Proposal & Margin Analysis

• Executive Reporting & Dashboards

• Cross-functional Collaboration

• Process Optimization

Tools & Systems

• CRM Platforms (Pipeline tracking, reporting, forecasting support)

• Microsoft Excel (Advanced reporting)

• Project & Operations Tools: Jira, Monday, MS Project

• Documentation & Reporting: Microsoft Office, PowerPoint Languages

• English — Advanced (Professional Working Proficiency)

• Spanish — Native

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