HENKEL Group 1990 – 2008
German multinational in the chemical sector with 14 billion Euros in sales and 55,000 employees.
Manager of the Performance and Excellence Project for South America 2007 – 2008
Reporting to the Regional President was responsible for the implementation and management of special projects for the Automotive, Electronics, Packaging, General Industry, Maintenance and Steel divisions, aimed at improving business efficiency by 25 % profit increase at a €130 million business.
wDeveloped and implemented Best Practicesin the region.
wIncreased the Industrial Divisions profit up to 25% with the Price Excellence Project.
wManaged the product/service mix and clients reducing the complexity and costs of transactions.
wDeveloped structured procedures aimed at improving the innovation success index (market, technical and strategic feasibility studies).
wOptimized working capital by 30%.
Business Manager for Latin America – General Industry Division2003 – 2006
Reporting to the Regional President, led a direct team of 14 people being responsible for managing the General Industry business unit, with annual revenues of € 20 million in Latin America, servicing the infrastructure, automotive, electronic, transport and home appliance markets.
wIntegrated the Industrial Adhesives and Surface Treatment business units into a unit focused on strategic markets.
wEstablished Key Account Managers and technical support structures. Overturned the division’s consolidated result, resulting in a 17% return on sales.
wDeveloped and implemented Marketing Plans for purposes of launching innovative global technologies in countries throughout the region.
Business Manager for South America – Industrial Adhesives Division1998 – 2003
Reporting to the Regional President, was responsible for the business unit’s start-up and management, with annual revenues of € 9 million.
wImplemented and managed the Industrial Adhesives unit for the telecommunications, durable goods, auto-parts, furniture, and footwear markets, among others.
wIdentified and opened up new markets in the region.
wInterfaced with the head office in order to define the strategic plan and present results.
wWas responsible for the unit’s P&L.
wBuilt, structured and managed the sales teams for South America.
wDefined the product portfolio, strategic sales plan, as well as the pricing and distribution policy.
wStructured Supply Chain processes.
wImproved good practices and processes (ISO 9000, 14000, OSHA 18000 standards).
wRestructured the business unit in Argentina and downsized the Chile BU.
wCreated proactive technical customer service, introducing this service in the market.
Sales Supervisor - Loctite1996 – 1998
Reporting to the Loctite President in Brazil, was responsible for opening up and developing the Special Adhesives market in Brazil, Argentina and Chile, with annual revenues of € 4 million.
wParticipated in Loctite’s integration process after its acquisition by Henkel.
wDefined the commercial strategies for the new line of sealants and structural adhesives catering to the telecommunications market, obtaining US$ 2 million in total sales.
wIncreased sales from US$ 500 thousand to US$ 1 million within a one-year period.
wDeveloped and trained the adhesive line sales team in Brazil.
wPrepared catalogues and promotional material for product launchings.
wDefined imported product logistics along with the Supply area, optimizing inventory turnover.
Salesman - Chicago, IL. 1994 - 1996
Reporting to the Latin American Sales Manager, was responsible for opening up and developing the South American market, with annual revenues of US$ 1.8 million.
wProspected clients in the U.S. for Henkel’s new product line of polyamide-based and structural adhesives.
Salesman - Brazil1992 - 1994
Reporting to the Sales Manager in Brazil, was responsible for developing new clients for the adhesive line in the auto-parts, white line, automaker and electric-electronic markets.
wInterfaced with the head office’s Applications Engineering, Sales and Marketing areas in the United States.
wDeveloped new distributors, and organized domestic trade fairs and events.
wIncreased adhesives sales from US$ 300 thousand/year to US$ 1.5 million/year over a two-year period.
Marketing Assistant1990 – 1992
wConducted financial analyses of product portfolios.
wDownsized the product line from 300 to 100 items.
wPrepared reports on sales and the performance of salespeople, products and market.
wImplemented a results simulation system, optimizing the board’s decision-making process.