Experience

TAMBOR S.A.

• 1 - 100 Employee

• General Manager

  • Mar 2021 - Present

  Overseeing daily business activities, improving overall business functions, training heads of departments, managing budgets, developing strategic plans, creating policies, and communicating business goals. Overseeing daily business activities, improving overall business functions, training heads of departments, managing budgets, developing strategic plans, creating policies, and communicating business goals.



Kalmar

• Finland
• Machinery Manufacturing
• 700 & Above Employee

• Vice President - Sales & Services Latin America

  • Oct 2016 - Jan 2020

  Lead and profitably grow the business in Latin America while ensuring to deliver Company promises to customers. Accountable for P&L management, Sales, Service, Chanel/Customer management and development. Position reporting to the Worldwide Senior Sales and Markets Vice President. Responsibilities• P&L Leadership and Strategic planning and execution • Establish the annual operating plan and budget in order to assure the most productive human, financial and capital resources• Drive development and growth of the existing distribution channel according to the strategic plan• Develop and execute the sales and service strategy considering the 4 P´s in order to enable long term growth following Kalmar Central guidelines • Establish key business relationships with customers and third parties• Obtain clear understanding of Latin American Market and provide detailed market outlook, competition and customers feedbackAchievements• Sales to Industrial segment grew from 17% to 40%, reducing the revenues dependency on Ports and Terminals segment• Parts and Services sales increased 3% YOY• Front Line Unit financial results reverted from negative to break-even • A project to develop Distributors across the entire territory was successfully launched and implemented• CRM Usage successfully implemented as well as sales management culture developed• Safety and Health culture enhanced getting a Lost time injury of cero in 2019 • Set up the foundations to provide a world class technical product support to customers



Caterpillar Inc.

• United States
• Machinery Manufacturing
• 700 & Above Employee

• Aftermarket Solutions Manager for Latin America

  • Nov 2015 - Sep 2016

  Assist and Support Latin American Dealers and Customers on Power Train solutions in order to generate opportunities, gain deals, achieve the Business Plan and increase sales.Achievements• Developed Two Years Grow Strategic Plans for Power Train parts sales at Chile by 6MUSD and South of Brazil by 8MUSD• Accompanying and supporting dealer on customer meetings, events and visits• Repair Options program developed in order to increase power train parts sales by 15%• Launched two promotional campaigns in LATAM for accelerating Power Train parts sales

• GCI Territory Manager for Argentina and Uruguay

  • Oct 2014 - Oct 2015

  Working with Dealers on developing and implementing go-to-market strategies in order to achieve the Business Plan for Global Construction and Infrastructure Industry.Responsibilities• Implement Industry strategies and marketing plans along with Dealers• Accompanying and supporting dealer on customer meetings, events and visits• Support the sales execution process by product and application expertise• Work with dealers to construct sales forecasts• Provide Market Awareness to the enterprise• Drive for participation growthAchievements• Facilitated the execution of major projects with Chinese Contractors• Recognized as best practice in Major Projects management in Salesforce• Created very good relationships with Dealers, customers and counterparts in China• Agreed and implemented Medium Hex strategy in Uruguay based on cost review, price positioning and Rental Roll Out plan

• Sales & Operations Manager for Northern South America

  • Mar 2011 - Sep 2014

  Americas Distribution and Services Division, Northern South AmericaDevelop Dealers in inventory management, forecast planning and sales operations process.Responsibilities• To get visibility into business opportunities in each country, to ensure accurate information for Demand and Production Caterpillar units.• Lead the implementation of processes and systems within the Dealers to ensure that they have the required inventory to meet their sales and and optimize their inventory turns.• Ensure properly and permanently sales report for each Country.• Ensure the achievement of the targets set by Caterpillar.• Lead follow-up meetings in each of the territories, to review sales behavior, inventory, market opportunities and machinery availability.Achievements• Recognized by having mastered this role and having been well trusted by the dealers and industry peers alike.• NSA Dealers are completely aware about the required preparation for the Machinery Allocation Process, in terms of Forecast, coverage, and inventory. • Metrics as Inventory turns, aged inventory and SRC are already internal key KPI’s for Dealers.• NSA Dealers conduct and prepare the monthly S&OP meetings using common process, template, velocity metrics and source of information.• Dealers are updating and utilizing the inventory management tool. They are capable of making a convenience inventory management.• The ABP Processes (Engines and Machines) has been consolidated as a key process within the District. (Dealers and Industry’s).



Tejar Santa Teresa

• Consultant

  • Apr 2010 - Feb 2011

  Tejar Santa Teresa – CúcutaAssist the shareholders in acquisition process, taking control and 5 years business strategy developmentResponsibilities• Coordinate Due Diligence team and process.• Reorganize the organizational structure• Design the commercial strategy• Manage the Company at a general level during the takeover. Tejar Santa Teresa – CúcutaAssist the shareholders in acquisition process, taking control and 5 years business strategy developmentResponsibilities• Coordinate Due Diligence team and process.• Reorganize the organizational structure• Design the commercial strategy• Manage the Company at a general level during the takeover.



NUCLEO CONSULTORES S.A. Bogotá / Colombia

• General Manager

  • Jan 2007 - Apr 2010

  Coordinate and lead the projects structuring for utilization of industrial and agro wastes, in order to generate positive result to the Company.Responsibilities• Lead the team to deliver projects that promote sustainable development and provide a solution to the industry as far as waste disposal.• Plan and lead development projects.• Promote research related to the activity.• Manage and optimize company resources.Achievements• Worked on key strategic alliances for business growth.• Organized processes and procedures to obtain efficiently and effectively the projects implementation.



Energias Renovables Centroamerica

• General Manager

  • Jan 2007 - Apr 2010

  Plan, coordinate and develop business strategies to ensure customers satisfaction, increase market share and meet revenues and costs plans in order to ensure profitability.Responsibilities• Lead the business in order to achieve the objectives of market growth, sales and profitability.• Manage the production plant focusing on optimizing the production in terms of volume and quality.• Establish logistic alternatives to ensure adequate customer service.• Generate reports to the Board.Achievements• Expanded the customer portfolio moving into other market segments.• I was able to increase both, number of customers and volumes of product.• I increased plant productivity by 50%.• I positioned the Company among customers and suppliers as a leading company in oil waste recollection and disposal.• I generated positive operating margin.



CONSTRUCTORA NEMESIS S.A. Bogotá / Colombia

• Commercial Director

  • Jan 2004 - Jan 2007

  To manage the Commercial Division that involved the social interest housing projects launch and sales, the credits and subsidies processing, deed of property, down payments, mortgage loans and subsidies collection.Responsibilities• Create and develop commercial and commercial Administration strategies to meet sales forecast, revenues and asset recovery.• Develop partnerships with banking and compensation entities to optimize the processes.• Develop and execute the budget not only for expenses but also for revenues.• Ensure that the documentation, information and data required by banking, funders and Company internal areas meet quality and timeline.• Coordinate and empower the team to communicate timely to the customers, accurate information.• Review frequently the status of payment source payment vs. constructor credit balance.Achievements• Led the sales of 2500 houses in a year and a half.• In 2006, I collected down payments from 1,744 customers, at times shorter than 2 days.• Organized information and its entry into the system to guarantee critical variables control and to provide reliable data.• Developed and executed strategies that optimized procedures execution times.• I achieved agreements with banking that allowed the Company, to expand target market.



GEOFUNDACIONES S.A

• Technical and Commercial Manager

  • Jan 2000 - Jan 2002

  I had the responsibility of coordinating the contractual, commercial and administrative construction projects terms.Responsibilities• Participate in construction projects planning.• Support customers with contractual, commercial and technical issues.• Support the Costs Director in preparation and submission of technical and economic proposals.• Develop and legalize construction contracts.• Review the projects progress and ensure timely and accurate billing.• Negotiate with suppliers.• Control projects budget.• Asset Recovery.• Develop and implement the Quality Management System under ISO9001-2000.Achievements• Reduced cash to cash turnover considerably.• Addressed the Company work to achieve results.• Developed a commercial area to channel different issues to those related to the technical execution of the projects.• Developed and implemented the Quality Management System under the ISO9001-2000.



CEMEX

• Mexico
• Wholesale Building Materials
• 700 & Above Employee

• Commercial Director

  • Sep 1997 - Jan 2000

  I was in charged of planning, coordinate and control cement sales in the Colombian departments of Cesar, Magdalena and Guajira.Responsibilities• Follow up the sales forecast achievement.• Develop and implement marketing strategies for cement sales.• Make customer maintenance and new business procurement.• Manage the CIM Valledupar in accordance with the Company guidelines.• Coordinate the sales force.• Coordinate with logistics to guarantee the timely product delivery.• Review frequently the market opportunities.• Manage the commercial portfolio.• Respond to the customers issues.Achievements• Increase the share market by about 10 points.• Increased sales by 80%.• Increased customer loyalty.



CEMEX Bogotá-Valledupar / Colombia

• Sales Engineer

  • Jan 1997 - Aug 1997

  Manage Cement sales among Bogota Constructors Manage Cement sales among Bogota Constructors



GEOFUNDACIONES S.A. Bogotá / Colombia

• Budget Director

  • Jan 1995 - Jan 1997

  Prepare bids by visiting customers, reviewing projects specifications and determining the best technical alternative and the most competitive execution time and cost. Prepare bids by visiting customers, reviewing projects specifications and determining the best technical alternative and the most competitive execution time and cost.



CENTRO PARA LA INVESTIGACION Y EL DESARROLLO Bogotá / Colombia

• Assistant Engineer

  • Jan 1994 - Jan 1995

  Audit civil works projects conducted by minor Bogota city halls. Audit civil works projects conducted by minor Bogota city halls.