Experience

Porsche Latin America, Inc.

• Motor Vehicle Manufacturing
• 1 - 100 Employee

• Regional After Sales Manager

  • Jan 2015 - Present

• Regional Business Excellence Manager

  • Jan 2013 - Dec 2014



Puma Energy International B.V. (www.pumaenergy.net)

• Regional Director of Operations

  • Jan 2009 - Dec 2012

  Serve in a senior director-level position at Puma Energy International, which operates as an integrated midstream and downstream oil company internationally. Provide leadership for pricing, costs, customer service, supply, and delivery scheduling for retail, wholesale, and B2B business for Guatemala, El Salvador, Honduras, Puerto Rico, Dominican Republic, Paraguay, Angola and Congo ($225M EBITDA and 70M barrels). Key contributions include spearheading Navision ERP system project for the Americas, pricing policies, pricing rebates and pricing proposal negotiations, with margin and volume improvement, cost containment and inventory level reduction, and customer service. Conducted detailed planning and managed team of 18 internal resources and vendors in implementing ERP system project on time and on budget. Defined global business process for global implementation of order to cash for all businesses representing $8.3B in revenues (e.g., Retail, Aviation, Marine, Bitumen, B2B and Refinery). Coordinated pilot and led implementation of Navision in Puerto Rico for 2 operating companies in record time and within budget. Created plan for Central America design and implementation, including parallel roll-out in 6 countries and integration of the acquisition of Exxon-Mobile operations. Delivered margin improvement of $2M per year for Guatemala business by creating effective pricing policies. Drove volume improvement of 3K barrels per day by creating pricing rebates in Puerto Rico, Minimized cost impact on operations in El Salvador by $1.5M per year through negotiating with the country’s Minister of Economy to modify the government’s pricing proposal. Minimized costs, reduced inventory levels, and facilitated executive decision making on purchases by standardizing reporting in market intelligence, planning and management information areas across Latin America. Improved customer service by designing and rolling out customer satisfaction metrics and reports.



Shell Oil Products US

• Global Consultant

  • Apr 2006 - Feb 2009

  Directed multifunctional teams in the rollout of GSAP Platform in Europe (UK, Netherlands, Belgian, Luxembourg, Germany, Norway, Sweden, Denmark, and Finland) and created business plan for 5-year contract between Shell Puerto Rico and Sol Company involving all areas of refinery. Led process standardization in preparation for GSAP implementation to ensure success of rollout. Evaluated pricing process for business, developed global benchmarks, and partnered with local business team and central design team to establish process for analyzing gaps. Executed necessary adjustments in local operation or change requests to comply with local requirements.Managed 4 direct reports in deploying business model in support of 5-year Shell Puerto Rico/Sol Company within aggressive deadlines on time and on budget. Negotiated product purchase terms, created work processes between Shell Refinery and Sol Company in Puerto Rico, and developed IT tool to manage gasoline purchases.

• Process Improvement Manager

  • Jan 2005 - Mar 2006

  Played key role in improving margins, delivered cost reductions of $12.6M per year, and strengthening efficiencies in conducting business across retail areas (marketing, sales, network, engineering, and distribution) by spearheading the first benchmark initiative in Shell Latin America. Centralized processes and freed up 16% of sales consultant’s time – allowing reduction of 3 full-time resources – by managing the successful implementation of a Customer Service Center in North Latin America. Achieved savings of $10.4M in 5 years by designing and leading a vendor management project that enabled Shell to manage site inventory automatically.

• Retail Pricing Costing and Information Manager

  • Jan 2000 - Dec 2004

  Created strategic pricing solutions for 1100 Shell sites in Brazil. Managed pricing conflict between dealers, dealer networks, hypermarkets and provided fast, efficient, offline tools to receive, analyze, approve, and update pricing information. Directed 54 sales consultants, managers and directors in challenging environment with 250+ competitors, complex logistics, and 27 different state tax codes. Teamed with logistics and tax departments to establish cost buildup approach for Shell Brazil Retail. Updated information in SAP and hired/managed research agency to create and maintain price collection system. Served as pricing spokesperson for all external groups and forums. Devised pricing policy considered as a global benchmark for Shell Group based on margin share agreement policy that increased competitiveness on low price areas and produced benefits from areas with higher margin. Worked with in-country pricing analysts in record time implementation/standardization of Brazil pricing policy, systems, reports and tools for Shell Latin America. Designed V-Power pricing strategy in Brazil to ensure successful new product launch and delivery of targets (penetration of 23% and additional US$5M at C3 level on yearly basis). Designed dealer, site staff and sales team incentive programs that drove annual sales by incremental $3M in Brazil. Negotiated contracts with Carrefour/Grupo Pão de Açúcar to create pricing policy for Hypermarkets in Brazil. Won 5 consecutive contracts ($216M per year in sales) with Carrefour. Saved $700K annually by changing distribution to customers based on tax differentials. Reduced fuels forecast errors from 14% to 7% by creating statistical forecasting model based on temporal series, thus enabling Brazil to achieve best forecasts results in the Shell Group with $500K+ savings of employed capital. Reduced sample size of price collection system by 38% to 3500 sites while increasing data accuracy and achieving $60K budget savings.

• Senior Sales Representative / Sales Representative

  • Jan 1998 - Dec 1999

  As Senior Sales Representative for Recife-Pernambuco State, Managed 25 dealerships in the 5th largest market (fuels volume of 60,000 m3, US$ 9M in revenues, and US$1M gross margin per year). Brought in US$1.8M in annual revenues by negotiating an average of 5 new contracts and renewals per year. Handled proposal development, income stream analysis, and presentations to senior sales management and networking planning department. Formulated pricing policy that was implemented to address dumping level in the Recife market (2nd worst in Brazil) stimulated by product adulteration and tax evasion, and extremely high price volatility with pump pricing changing on a daily basis.As Sales Representative for Alagoas State, won award for highest sales of Shell lubricants in Brazil while managing 43 dealerships with fuels volume of 45,000 m3, revenues of US$9M and gross margin of US$.75M per year