Nearly 30 years of expertise, related to sales and support of multiple technologies, such as: Analytical laboratory instruments, board level components, industrial electronics, automation and control. Management experience working with distributors, sales budgets, pricing policies, remote team management. Fully bilingual (Spanish/English).
Education
- General Engineering curricula (Math, Physics, Chemistry, Technical Drawing, basics of administration, etc.)
- Analog Electronics
- Digital Electronics
- Static Mechanics
- Analog transmission Technology (radio, TV)
- Basics of computer programming (flow diagrams, FORTRAN language)
- Etc.
Experience
- First point of contact for end users at key accounts in the Monterrey metro area (50 – 80 accounts)
- Streamlining customer base, keeping only manufacturing facilities and systems integrators with relevant total available
market for Allied´s line card and business model
- New account development. (Cold calls, Cold visits, lead validation, social network contacts, etc.)
- Technical specification, quotation, sales closing based on line card with over 300 manufacturers.
- Report of opportunity pipeline and sales call log to country manager
CHANNEL DEVELOPMENT MANAGER (April 2016 - Nov 2017)
- Management of a team of 4 Channel Developers distributed throughout Mexico:
- Establish sales and performance (MBO) targets
- Conduct performance reviews
- General, “on the job” coaching.
- Establishment of standard procedures for distributor self-sufficiency evaluation.
- Optimization of balance between yearly price adjustments and overall sales profit.
- Classification of distributors in different tiers, based on compliance with corporate
Channel Strategy for Self Sufficiency.
- Calculation of distributor discounts for different product categories, based on distributor tier, expected gross profit and budget compliance.
- Special pricing analysis and approval
- Collaboration for development of certified safety services integrators in North East Mexico.
TERRITORY MANAGER - Northeast Mexico (April 2013 - March 2016)
Main position duties and responsibilities (additional to the “Sales Engineer” position):
- Market analysis and sales plan for the Territory
- Price management for key accounts
- Special Price analysis and pre-approval.
- Manage channel conflict.
- Participated in the interview and selection process to fulfill a position for Strategic Account Manager, one Account Manager and a Field Application Engineer.
SALES ENGINEER ( April 2009 - March 2013)
- Technical specification of complete automation solutions including PLC, HMI, remote I/O,
AC drives, servo systems, vision, machine safety, sensors and control components, as
required by end user and integrator customers.
- Complete sales cycle accountability at key and target accounts.
- Product demonstration and proof of concept testing.
- Optimization of customer base based on industry trends, new investments in the region and
current Omron market share.
- Development and follow up of mutual action plans with distributors in the Northeast Region of Mexico.
- Account management of existing and new Key / Target accounts.