Marcelo Berner

Marcelo Berner

Summary

Executive Business Engineer with 16 years of experience in the technology industry, having served in management, sales and technical roles for several of the world’s leading equipment suppliers such as IBM and Lucent Technologies. Experience includes market development across all of Latin America, as well as both direct and channel sales of hi-tech electronic products to corporate customers. Degree in Civil Industrial Electrical Engineering from the Catholic University of Chile. Fully bilingual, with strong analytic capability, organized, results focused, with demonstrated success in developing and leading multi-disciplinary transnational teams. Interested in market development, sales, project and product management of technological solutions and industrial/electrical systems.

Work History

Work History
Jan 2008 - Present

General Manager

Compumat
In charge of overall management, business development and administration of the company. Design and implementation of strategic plan, definition and review of sales goals, personnel hiring, coordination and supervision of the different areas, development of executive relationships with customers, business partners and suppliers, conflict resolution and employee motivation. Leadership in ISO9001 quality certification process at the company.
Mar 2002 - Mar 2007

Senior Sales Manager for South America

Tyco Electronics
Definition, implementation and tracking of market penetration strategies in different countries. Customer visits and presentations, training to distributors and product marketing. Response to tenders and proposal development in commercial and technical aspects. Solution design, price setting, terms and conditions, negotiation. Coordinated deliverables with suppliers to meet turnkey project schedules. Strengthened regional sales presence by establishing, training and supporting new distributors in four countries.
Sep 2000 - Feb 2002

Senior Sales Manager for Latin America

Tyco Electronics USA
In charge of sales engineering team in the region. Supervision, goal definition, training and field support. Product presentations, sales meetings, proposal creation, negotiation, market strategy development. Development of a offer model for Latin America that standardized the process and reduced by 50% the time to prepare sales quotes to customers. Increased regional income by 45%, representing total revenues of US$86M in 2000. Exceeded objective by 20% for sales to our main customer (Lucent Technologies), generating US$40M in revenue.
Feb 1999 - Aug 2000

Sales Support Manager for Latin America

Lucent Technologies
Management of sales support engineering team in Latin America, dedicated to the technical preparation of offers. Coordination of diverse areas of the company for developing of corporate bids. Internal product training and technical sales presentations to customers. Defined a product and model mix that facilitated the proposal assembly and decreased by 50% the time for quote development. High success rate in offers accepted by customers that lead to generate revenues of US$59M in 1999, representing a 240% sales growth.
Mar 1997 - Jan 1999

Technical Consultant for Latin America

Lucent Technologies
Technical support to sales force through customer presentations, gathering needs, solution design and product development. Direct involvement in closing US$20M 3-year deal in Argentina. Collaborated to increase regional sales by 150% generating revenue of US$25M in 1998.
Feb 1995 - Feb 1997

Market Development Manager Southern Cone

AT&T
Responsible for initiating the activities in the region, exploring the market and identifying business opportunities. Developed commercial relations with two new distributors in Argentina and Chile, boosting regional revenue from US$8M to US$16M.
Sep 1992 - Jan 1995

Product Marketing Manager

IBM
Networking product management, in charge of technical information, pricing, profitability, life cycle, marketing and training. Launched to market, trained and coordinated the advertising strategy, allowing IBM to broaden its portfolio and win four new projects, generating earnings over US$4M.

Education

Education

Santiago College
1986 - 1991

BA

Pontificia Universidad Católica de Chile
Civil Industrial Electrical Engineer