Summary

CAREER SUMMARY

General Management, Senior level positions and Commercial Management experience in national and multinational companies in this markets:Telecom, Tecnology and Service and consumer product companies in the areas of marketing/sales/distribution, finance, strategic planning and production management. The majority of my experience has been concentrated in multinational companies, in which I have gained a global comprehension of their business philosophy through aggressive sales, marketing & distribution actions in consumer and corporate products, organizational development, planning cycles, productivity improvement efforts, financial controls, development and implementation of strategies in local and multinational markets.I have developed and implemented business plans and actively participated in executive presentations, local and international team efforts, conferences, local and international training courses. During my career I have consistently achieved the objectives assigned by company management and the board of directors.

Areas of Expertise

Sales and Marketing Management * Consumer Marketing * Business Marketing * Advertising Campaigns * Marketing Communication * Account Management * Brand Management * Staff Management & Motivation * Market Research * Distribution Channel Management * Promotions / Sponsorships * Training * Teamwork * Promotions and Event Coordination * Project Coordination * Leading Teams * Strategic Planning & Implementation * Strategic Alliances and Partnerships * Contract Negotiations * Budgeting * Facilitation * Coaching 

Work History

Work History
Jan 2006 - Present

Senior Partner - Director

DOOR Training & Consulting

DOOR Training & Consulting was established in 1981 in the Netherlands, is privately owned and became international in 1992. It was subject of a Management buyout from Raytheon in 2002 when it started a franchise system, today it is present in over 55 countries around the world and is comprised of approximately 800+ DOOR trainers, consultants and coaches around the world.

The main areas of expertise are: Training needs analysis, Curriculum design and development (sales, employee effectiveness, leadership), Global training delivery with local DOOR facilitators, Global training administration, Train the trainer sessions on client owned or DOOR content, Accelerating change implementation.

We presently cover the Panama and Central America Region with a group of professional trainers, facilitators and coaches.

Our main customers are multinational companies in the Fortune 500 that are located in Latin America and MultiLatin companies.

Aug 2002 - Nov 2014

Senior Vicepresident - Corporate, SME, Govt. Accounts (Fixed & Mobile)

Cable & Wireless Panama

Started at Cable & Wireless’mobile operation (Móvil) as Marketing Vice President responsible for the successful development and implementation of business plans, sales and commercial strategies. In 2003, I was promoted to Senior Vice President – Marketing responsible for all marketing and product development functions of four main business units: consumer (residential and public telephony), mobile, corporate & SME and wholesale (carrier services), managing over 40 executives and engineers. In 2006, I was assigned Executive Vice President – Strategic Projects where I was responsible for the development of key projects and new business growth areas and potential acquisitions for Panama and Latin America. In March 2007, I was promoted to Senior Vice President – Commercial Accounts where I am directly responsible for the performance and development of this important Business Unit.  In this function I have been able to turn around the business by leading the commercial team into a successful growth path. Senior Vice President - Special Projects & Government Accounts, responsible for all managed services projects and Government relationships and new project development. In March 2010 I was promoted to Senior Vice President - Corporate, SME, Government Accounts to manage the commercial organization in the areas of Corporate, SME, Government accounts for fixed and mobile businesses.

Cable & Wireless Panama has yearly revenues of over $600 million. The salient points of my career in Cable & Wireless have been:

·Turn around of commercial division and increased overall performance in the commercial Busienss Unit related to EBITDA performance over 10% vs previous year, increased employee satisfaction levels, market share.

·Development of new business areas such as: IPTV, Mobile Gaming and new potential business acquisitions.

·Successful launch of new GSM cellular network for pre paid and post paid segments.

·Increased market share from 38% to 54% in the mobile consumer operation in an 18 month period.

·Sales performance growth over 10% year over year and EBITDA margin over 40%.

·Development and implementation of consumer promotions, commercial programs in consumer, mobile and corporate business units.

·Development and implementation of new business processes, telecom pricing schemes, advertising campaigns, launch of new products in the areas of: internet – ADSL, data, interconnection, long distance.

·Successful launch of new fixed pre paid platform and new products.

·Development and implementation of business plans, three (3) year plans and commercial strategies in consumer, mobile and corporate long distance, internet and residential fixed line telephony.

·Organizational restructuring of marketing, sales areas and product development.

·Development and implementation of new projects related to sales coverage, service level, loyalty and distribution.

·Participation in Cable & Wireless Regional Global Management / Mastery Program.

Awarded the Gallup Q12 Manager / Leadership Award - three years in a row.

May 1999 - Mar 2001

General Manager

Xerox Panama

Xerox de Panama, S.A.May 1999 – March 2001

Responsible for the management of a $17+ million operation with a headcount of 100 and a direct reporting staff of seven (7) managers. The salient points of this position have been:

·President’s Club Award 1999, increased total revenues and profits by 25%+ in 1999.

·Cost and expense control program reducing 5%+ overall expenditures.

·Inventory Management and Control Award – 2000.

·Successful implementation of company image control program.

·Participated in local and international re-structuring plans.

·Designed and implemented new sales coverage, distribution and marketing programs.

Systems Sales ManagerPanama

Xerox de Panama, S.A.June 1994 – June 1996

Responsible for the development and implementation ofmarketing/sales strategies and the operating results of the Systems, Electronic Printing and Document Production Systems. The salient points of this position have been:

·Achievement ofsales and profit targets.

·Increased market share in laser printer product line.

·Major account contract negotiations.

·Organized launch activities of new products and services

·Development and implementation of sales force incentive/commission plans

·Development and implementation of new digital print shop (DocuCentro)

Marketing and Planning ManagerPanama

Xerox de Panama, S.A.February 1988 – May 1992

Responsible for the development of marketing/sales plans for copiers, fax, electronic printing, PC’s product lines. Responsible for the operating results of PC’s and laser printers areas. I temporarily provided marketing/sales support in Central America and the Caribbean region (XCBR) in 1989. The salient points of this position have been:

·Responsible for marketing/sales planning and financial budgeting.

·Development and implementation of advertising campaigns, sales force incentives.

·Implementation of new term lease contracts according to FASB standards.

·Contract negotiations with government agencies and major accounts.

·Successful launch of new centralized electronic printing product line.

·Participation in Central American task forces.

May 2001 - Aug 2002

Director - Corporate Development / Professional Services

Solusoft Panama

Sistemas y Soluciones de Software, S.A. (Solusoft)

Responsible for business development in Oracle e-Business applications, consulting, professional services and strategic planning. Solusoft is an Oracle Value Added Reseller for Panama and Puerto Rico, annual revenues of $7million.The salient points of my position have been:

·Development of strategic plan aimed at expanding the company into international markets.

·Positioned the company to take advantage of new business opportunities.

·Development of company re-structuring plan.

·Development of new growth opportunities for company expansion.

·Development of new strategic partnerships.

Sep 1997 - May 1999

Marketing & Sales Director

Empreas Bern

Responsible for the management of the company and the development and implementation of marketing and sales strategies for real estate projects. The salient points of this position have been:

·Increased sales performance in 50% year over year.

·Development and implementation of new company image.

·Implementation of new customer service plans.

·Participation in the team effort to develop eco-tourism projects.

·Establishment of new management procedures and performance measurement.

Empresas Bern is the leading construction and real estate company in Panama. It has built over 80 multi-million dollars projects consisting of more than 2,000 units. Empresas Bern is currently involved in the development of hotels and eco-tourism projects.

Jun 1996 - Sep 1997

Marketing & Sales Director

BellSouth Panama

BellSouth Panama (BSC de Panama, S.A.)

Responsible for the development and implementation of marketing and sales strategies for commercial accounts and authorized agent network. The salient points of this position have been:

·Achievement of sales quotas and sales distribution channel organization.

·Development and implementation of new promotional campaigns.

·Development of market research projects.

·Implementation of sales contests and special events for sales force.

·Development and implementation of sales and distribution structure.

May 1992 - May 1994

Special Project Manager

Kraft Foods Panama

Philip Morris Companies (Panama)

(Kraft General Foods & Tabacalera Nacional, S.A.)

Responsible for the implementation of total quality management (TQM) program, development of integration projects in two companies (Kraft Foods and Tabacalera Nacional), development of projects in the areas of marketing/sales, purchasing, finance and new capital investments. The salient points of this position have been:

·Development of market research projects and the development new product launches.

·Integration of purchasing departments of two companies ($12M volume).

·Total Quality Management training for managers and supervisors.

·Member of negotiating team involved in collective bargaining with the union.

·Financial reporting and control training.

May 1987 - Jan 1988

Credit Officer

Bancomer Bank - Panama
Jul 1982 - Sep 1985

Production Manager

Polymer Group Panama
Sep 1981 - Jul 1982

Sales Engineer

Copanac

Education

Education

Skills

Skills

Board Member - Fundes Panama

Networking

  I have participated in several professional organizations such as Rotary, Panama Management Association (APEDE), American Chamber of Commerce (AMCHAM).  Participation of business and government commissions to propose new improvement initiatives.  

Technology Understanding

General knowledge of MS Office, business software and data bases for business decisions.  Understanding of wireless and fixed telephone network technology, ADSL, prepaid systems for fixed and mobile applications, VoIP, printing systems.        

Languages

Fluent in English and Spanish

Executive Leadership

  General Management / Director / Senior Vice President / P&L Performance  I have 10+ years of effective management, P&L experience, and have achieved President's Club for exceeding performance targets. I also bring over 15+ Years of progressive, successful experience from multinational companies such as Xerox, BellSouth, Cable & Wireless, Kraft Foods which provided me an diverse experience portfolio and extensive training and exposure to world class planning, budgeting, marketing, commercial and financial training. I have a solid reputation of building high performance teams. I lead with high level of integrity, trust, and open and honest communication.   Strategic Planning & Implementation I have proven experience as Marketing and Sales Director / Senior Vice President of consumer and business to business operations. I have successfully operated in complex organizations with direct and indirect responsibility in Marketing and Sales. Throughout my career I have performed in highly competitive industries and markets, lead businesses that require the optimal utilization of limited resources and operated with key metrics directly linked to company performance.   Marketing & Sales  I have extensive background in strategic sales, sales management in consumer and business to business operations, distribution networks and leading direct sales organizations. In my carrier, I have achieved progressive career development with success in highly competitive "business to business" and consumer / retail services organizations. Throughout my career I have always taken an active role in the business development process to promote new growth opportunities. I have extensive training in Strategic Selling, Consultative Selling, Account Planning, Strategic Implementation, Market Research.   Leadership & Communication My leadership style is a hands-on style with a sense of collaborative teamwork, high level of motivation, support, and respect. I have achieved constant benchmark results in internal organizational climate surveys such as Gallup Q12. I have constantly achieved and exceeded performance standards and expectations as set by company management and board of directors.             

University Assistant Professor

Teaching activities as follows: Operations Management, International Marketing (ULACIT), Concepts of Marketing and Advertising, Promotional Management, Corporate Finance (Florida State University and UDI – Panama).