Domestic and International Sales Manager
Latin America Distributor Representative
Sales Application Engineer Latin American Operations
Position Overview (Reporting to VP of Latin American Sales Division): Charged for overall sales for the Road Development, Portable Power, Blaw-Knox, ABG, and Montabert products for the Infrastructure Sector. Additionally, charged for the direct dealer and account based representation in Central America, North AmericaSouth America, and the Caribbean basin area.)
As a Domestic and International Sales Manager responsible in developing new dealer contracts, while maintaining existing contracts current on an annual basis. Maintain a total portfolio of sales in the amountof $13.5M with complete machines, parts, and accessories. Built client relationships and continuouslyidentify new business opportunities within existing customer base. Perform business system review, detailedrequirements and develop proposals for evaluation of clients' distribution and representation for product lines. Provide seminars and hands on training to all domestic and international dealers specific to asphalt, pavingand compaction, lighting and generation, and material handling and demolition. Maintain contact in all areasof responsibility involving major projects, governmental bids, hands on training, trouble shooting, and aftermarket sales for all product lines. Develop and successfully launch rental fleet organizations in top performing areas to further expand avenues and channels of revenue.
Key Achievements
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Established Industry Expertise by participating in an ongoing 18 month training in working alongside all the manufacturing plants in both the domestic as well as in the international arenas, by learning, understanding the fabrication, manufacturing, trouble shooting, financial, logistics, implementation, and customer satisfaction of the entire Infrastructure sector of products. (Areas included
Georgia, Illinois, North Carolina, North Dakota, Pennsylvania, France, Germany)
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Achieved 100% successful outcome with
Costa Rica, El Salvador's, and
Guatemala's public works sector with the introduction and representation of the ABG and Blaw-Knox line of asphalt and RCC pavers.
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Impacted the Road Development Division by re-focusing and re-directing the market behavior for the entire ABG, Blaw-Knox and IR Compaction and Paving portfolio, while becoming the #1 sales individual recognized in Latin America.
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Gained Domestic and International visibility and credibility by partnering with
Daniel Kaplan Associates in developing extensive rental fleet operations, by providing sound economic market research and exploiting theeconomic benefits which would impact over 15 companies on a global scale.
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Streamlined rental fleet operations accounting for over $8M in sales. Targeting the entire Infrastructure sectors products, including other product lines like
BobCat and
Club Car© in
Peru, Barbados, Costa Rica, Guatemala, Trinidad, Guiana, Honduras, and El Salvador.
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Built sales organization, and realizing strategic plan that generated $3M in complete machinery sales in
Jamaica, Grand Cayman, and Barbados.
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Actively served as the voice of the customer in all trade shows, industry related events, and symposiums on both a domestic and global scale.
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Represented both the Construction and Mining Teams, as their brand liaison in assisting and defining customer centric selling models and key marketing initiatives, along with the National Sales and Alliance Management Directors, and the VP of Sales and Marketing and the Brand Leaders.
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Orchestrated Simulation and Hands on Interaction Center for dealer representatives going through initial training certification, providing field sales representatives the full experience and customer interaction understanding prior to their first day-in-the-field.
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Played integral role in the overall completion of the Virtual Preceptor ship for the entire Construction and Mining Business Unit, proving the Executive Representative the possibility of understanding their customer's mindset, product selection, product fleet management, and territory specific cases.
Profitability & Sales Results
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Fueled sales by turning around total territory, by promoting total Blaw-Knox product portfolio towards the #1 rank internationally in an impactful and impressive manner.
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Achieved Top sales ranking by developing key territories and areas by successfully re-establishing the Ingersoll-Rand products within the marketplace.
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Materialized the Top Sales Ranking by leading the Latin America District in total portfolio sales, resulting in the #1 portfolio performance in the Latin America area, as well as the #1 Blaw-Knox Market Share Growth.
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Pioneered and Reinstated the IR Brand in specific territories by initiating a pilot programs with Montabert, BobCat, and ABG Pavers with a specialized and focused group of developers.
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Increased customer value and sales growth by identifying key thought leaders and negotiating with specific institutions in providing hands on training, qualitative service and continuous customer service.
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Contributed towards ABG and Blaw-Knox Sales by 42% resulting in a multi-million dollar gain for the company while increasing the
Montabert sales by 65%.
Leadership Highlights
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Received Sales Award in the Portable Power Division, the Blaw-Knox and ABG Division, and in the Road Development Sector.
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Received "On the Road to Success" Top Performer National Sales Award for the Blaw-Knox and ABG Asphalt Paving Portfolio.
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Realized the IR National Sales Trainer Award, by implementing training and development in over 22 countries.
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Successfully Trained all IR, Blaw-Knox, Portable Power, Montabert, ABG, and Road Development Distributors on an on-going basis in the hands on technical and troubleshooting capacity in both sales and product support for the entire portfolio of products.
