- Global Strategic Account Manager: 20 Years of experience cultivating lasting client relationships and driving growth. Strategic accounts ranged from $3 million – $7 million
- International Business Development Manager: 7 years of experience assessing opportunities/risks and developing partnerships across LATAM, EMEA and APAC.
- Revenues ranged from $1 million to $25 million.
- Regional Sales & Service Manager: 10 years of experience managing territories, developing sales teams and promoting company products/services.
- Revenues ranged from $1 million to $25 million.
- Director of Sales: 10 years of experience leading a sales organization ranging from 2 – 5 Regional Sales Managers and 4 – 20 Sales Engineers with a sales quota up to $100 million.
- Financial Management: 5 Years of experience with P&L responsibilities of equipment/service sales up to $100 million.
- Contract Negotiation: Global deals including Costco, NH, Iberostar, Ritz Carlton, Pirelli, sugar mills, football stadiums, commercial retail, real estate developers and general/mechanical/electrical contractors. Contracts ranged from $1 million – $5 million.
Professional Experience and Selected Business Contributions
Confidential OEM Group; International Business Manager; 2017 – present
- Combined Business Development, Regional Sales Management and Account Management skills to efficiently manage LATAM & Caribbean, EMEA and APAC regions totaling $25.
- Conducted APAC market research to identify new business opportunities and risks, while developing tailored market entry strategies for precise company positioning. This initiative materialized in $750k of incremental business.
- Cross-functional leader involving effective pricing, product mix strategies, and up-selling initiatives, which collectively resulted in a 18.75% incremental gross margin on $7M in the LATAM region.
- Managed regional sales processes by monitoring market trends, assessing competition, and overseeing sales accounts performance.
- Led the rapid improvement event (RIE) operational excellence onboarding process, resulting in a streamlined system that accelerated new sales reps’ integration, elevating engagement and productivity, yielding a customer satisfaction increase of 30%.
Confidential Manufacturers’ Rep Firm; Sales Manager; Miami FL; 2016 – 2017
- HVAC and BMS manufacturers rep firm calling on engineers, mechanicals and general contractors totaling $5M.
- Account Manager for Broward County Public Schools (BCPS) monitoring and strategizing on a $800M HVAC budget.
Confidential Major HVAC OEM ; Various sales leadership roles; 1995 – 2016
Applied Service Regional Manager; San Antonio TX; 2014 – 2016
- Led service sales initiatives, consistently exceeding targets by strategically selling maintenance agreements, resulting in a 25% compounded growth increase.
- Successfully expanded market share specializing in the promotion and sales of turnkey projects totaling $750k.
Director of Sales / Rep Principal; CDMX, MX; 2003 – 2013
- Sales leader with up to 25 direct and indirect reports responsible for strategic planning, budgeting, plan execution, monitoring metrics and P&L responsibility of up to $100M.
- Managed recruitment, onboarding, and development of sales managers, nurturing talent for future leadership roles in succession planning.
- Facilitated seamless coordination between multiple factory pricing and product managers, U.S. sales representatives, engineering firms, and local stakeholders for international project execution.
- Cultivated strategic partnerships with two Fortune 500 companies, fostering enduring relationships and securing mutually advantageous business opportunities totaling $1.5M in the first year.
Other positions held: McQuay Latin America; Regional Sales Manager; Miami, FL; 1995 – 2003 and The Trane Company; Sales Engineer; 1992 – 1995
EDUCATION
- University of Miami, Miami, FL; Master of Business Administration.
- Tecnologico de Monterrey, Monterrey MX
- Bachelor of Science, Mechanical & Electrical Engineering.
- Professional Sales Engineering and Wilson Learning Consultative Selling Training Program; The Trane Company, Lacrosse WI.
