EXECUTIVE LEADERSHIP – BUSINESS DEVELOPMENT / OPERATIONS
Domestic and Overseas
Successful senior executive with extensive domestic and international experience, skilled in leading the start up, rapid growth, and international expansion of businesses in the telecommunication and water industries. Bilingual project leader who develops the marketing strategies and competitive vendor partnerships that drive cost effective solutions and profitable operations in fast growing business environments throughout Latin America, the Caribbean, Mexico, and the United States. Effective team leader who fosters accomplishment-driven environments that result in employee loyalty, high profitability, and sustainable growth. Master of Business Administration; Executive Development Program from Kellogg School of Management at Northwestern; Bachelor’s of Science in Economics.
VALUE OFFERED
* Products and Services Distribution: Latin America, Caribbean, Mexico, and the U.S. – a 14-year career in international business – forging strong synergies and driving business growth to increase margins and grow the bottom line. Twelve years in progressively challenging senior executive roles in the telecommunications industry in the U.S. and Mexico.
* Vendor Relationship Management / Carrier Relations – Built strong partnerships and mutually beneficial relationships with third party vendors and customers (external and internal) across the globe, specifically Chile, Brazil, Argentina, Peru, Venezuela, Mexico, Panama, Columbia, Central America and Jamaica.
* Large Scale Project Leadership / Business Expansion – Successfully managed multiple projects in different countries simultaneously, as well as regional teams – all within stringent time and budgetary constraints.
* Sales / Business Development Team Leadership – Led diverse operational and sales teams of up to 35 internationally. Served in a unique role of both buying and selling services – effectively building the required skills to “get things done.”
* International Contract Negotiations – Negotiated multi-million dollar contracts to support aggressive, yet efficient, new business development efforts. Consistent record of employing proactive management, analytical detail, and strong leadership skills in navigating and negotiating regulatory and partners’ complex processes.
CAREER ACCOMPLISHMENTS
GLOBAL CROSSING LTD., (NASDAQ GLBC) 2000 to Present
A Tier I telecommunications carrier with annual sales of $2B and 5,000 employees worldwide, that provides IP services to Carriers and corporations Services in 6 continents , 60 countries, and 600 cities.
Senior Manager – Carrier Relations, Latin America and the Caribbean (2003 to Present)
Promoted to ensure synergy and cost effective, efficient operations between between the parent company and its providers; lead carrier operations and marketing efforts throughout Latin America and the Caribbean – specifically Brazil, Argentina, Mexico, Chile, Venezuela, Peru, Columbia, and Ecuador; and direct the migration of services from vendors to its subsidiaries. Provide solutions and support sales and product management initiatives for the parent company's customers that require connectivity – “the last mile” in these regions. Manage a 35-member team across eight countries comprised of Directors, and Senior Managers. Report to Executive VP.
* Transitioned my role to that of a business partner supporting bottom line growth, gross margins, and competitiveness by increasing the number of telecomm providers in each country to support the parent company's business in Latin America, previously limited to one carrier per country.
* Initiated 20 new relationships and established strong business relations with 40 (of company’s 55 total) telecommunications companies, accountable for a $1.5M/month outlay, throughout Latin America and the Caribbean.
* Coordinated and integrated activities between the parent company and it subidiriaries to attain cost synergies – accountable for $12M in 36 months with an estimated $2.3M in 2007. Led migration of services to its subdiriaries – a total of 144 services for $275K/month.
* Spearheaded all cost savings initiatives in the global region – currently 120% above objective (2007 to date) with 2006 savings 50% above targeted $650K. Overall 2004 and 2005 expectations exceeded objectives.
* Supported sales and product management initiatives for Global Customers that require connectivity in Latin America and the Caribbean. Annual 2006 sales for enterprise customers in the region accounted for $82M.
* Coordinated extension of the parent company coverage with third party vendors. In 2006, these contracts supported sales of $15M in Latin America.
International Sales Director, Latin America (2001 to 2003)
Promoted to lead the expansion into Latin America – sales, marketing, carrier relations, vendor management, and operations – a new venture. Reported directly to President and VP, Latin American Operations.
* Sold $1.4M in data services and $380K in voice services in 2002. Received Carrier Sales award for exceeding objectives Q4 2002. In addition, sold $100K in voice services in the U.S. Outstanding sales combined with solid vendor relationships and local market knowledge led to promotion to Senior Manager, Carrier Relations.
* Maintained customer loyalty during Chapter 11 process. Led $150M in projects that sustained region connectivity.
* Forged three new relationships with regions most vital customers: Telmex, Telefonica Puerto Rico, and CANTV.
Sales Director, Voice Services (2000)
Hired to initiate and expand voice services in Mexico and Central America. Due to consistent track record of project completion, was promoted to International Sales Director – during the Chapter 11 process - with the role of selling and marketing data and voice services for the entire region.
* Worked closely with product management, marketing, and legal to create a plan that offered voice service to customers in Latin America. Project drove hundreds and thousands of dollars to the corporation and built the foundation for the international voice service.
TELSCAPE INTERNATIONAL, Mexico City, Mexico/Houston, TX 1998 to 1999
Provider of voice services and calling cards targeting Spanish markets in the U.S. and Mexican markets with annual revenues of $120M.
Director of Long Distance Business Unit (Mexico and U.S.)
Built, from ground up, all commercial and regulatory operations of Telereunion, Telscape’s Mexican subsidiary. Developed commercial and regulatory platforms in the U.S. and Mexico that allowed launch of new products/services targeting Hispanic U.S. market and Mexico. Reported to COO in Houston with dotted line to Vice President in Mexico. Oversaw 15-member staff with four direct salaried reports. Performed lobbying process with Mexican regulatory bodies. Managed brand/external advertising agencies.
* Originated program that supported $5M USD in prepaid calling cards U.S. sales per month.
* Penetrated Mexican market by designing a sales/marketing plan; formed a 35-person sales team in major Mexican cities; generated 1,500 new POS in three months; grew sales from zero to $15K monthly recurring charge.
* Spearheaded multi-million commercial and international agreements with two important Mexican carriers that enabled maximizing product potential; contracts brought $150,000 of revenue in new services in one year.
AVANTEL (AXTEL) S.A., Mexico City, Mexico 1996 to 1997
A joint venture between MCI (New York) and a Mexican bank to capitalize upon deregulation, Avantel positioned itself as the number one carrier when the telecommunications market opened in 1996. Avantel is a tier 1 carrier in Mexico with sales of $600M and 800 employees.
Manager, International Agreements and Regulatory Issues
In this newly created role, acted as a liaison between Avantel and MCI International lobbying to improve communications in regards to international product launches and regulatory issues, and additional relevant areas. Reported to the Sub-Director of Regulatory Activities.
* Initiated international voice services that accounted for $200M USD in the first year.
* Negotiated with Mexican authorities, agencies, and carriers on international long distance rules and regulatory framework and guided Avantel’s sales team in understanding myriad and complex regulations. Created strong negotiating position with Mexican Telecom Regulatory Body (COFETEL).
* Handled all settlement issues between MCI (New York) and Avantel regarding telecommunication and voice services for each Mexican company.
NORTH WEST WATER INTERNATIONAL, Manchester, England 1995
Manager of New Business Opportunities
Reported to the COO of International Operations. Tasked with researching and analyzing all legal, regulatory, and financial aspects of the Chilean water industry as part of North West Water’s business development efforts. A three-month consulting role, while attending my full time MBA program, that culminated in presentation of findings to the executive board.
WATER COMMISSION (Mexico City’s Public Utility), Mexico City, Mexico 1992 to 1994
Director of Contract Administration
Lobbied with four European companies, including North West Water and Leoneus de Seaux, along with the Mexican private sector about privatization of the Potable Water System in Mexico City. Managed a 25-person office staff. Evaluated bids; drafted, negotiated, and implemented contracts.
* Netted $100M USD by implementing project on-time, with concessions delivered to four large European companies and Mexican partners from public service of drinkable water, drainage, and sewerage in Mexico City.
NEGOTIATION OF THE NORTH AMERICAN FREE TRADE AGREEMENT OFFICE 1991 to 1992
Trading Analysis Associate Director - Mexico City, Mexico
Lent logistic support to negotiation process in Mexico, U.S., and Canada providing trading information. Acted as liaison between private sector (COECE) and head of negotiations. Interfaced with various heads of negotiations in supplying detailed trade information to different Mexican agencies. Reported to the Sub-Director of Coordination.
EDUCATION AND AFFILIATIONS
Executive Development Program, Kellogg School of Management, Northwester University 2007
Master of Business Administration, Instituto Panamericano de Alta Direccion Deempesas, Mexico City, Mexico 1996
Bachelor of Science in Economics, Insituto Tecnologico Autonomo de Mexico, Mexico City, Mexico 1990
Fluent in English and Spanish
Long Distance Marathon Runner – participated in marathons in San Diego, CA and Miami, FL
Writer, The Economist: (Mexican National Newspaper), wrote front page weekly economical column 1988 to 1989
GLOBAL CARRIER RELATIONSHIPS
Mexico: Telmex, Avantel, Alestra, Metrored, Metronet, Bestel, MCM, BBG; Panama: C&W, Optynex and Telecarrier; Colombia and Ecuador: Telmex and Orbitel; Central America: Navega, Amnet, GBnet, ICE, and RACSA; Caribbean: Columbus, Antilles Crossing, Global Caribbean Network (GCN), Centennial and Tricom; Argentina: Iplan, Telecom Argentina, Telefonica Argentina, Telmex, COMSAT; Uruguay: Iplan, Telecom Argentina, Telefonica Argentina, Telmex, COMSAT; Paraguay: COPACO; Venezuela: CANTV, NetUno, and AES; Peru: Americatel, Telmex, and Telefonica; Puerto Rico: Centenal; Chile: ENTEL, Teleductos, Telefonica, and Telmex; and Brazil: Embratel, Brazil Telecom, and Telemar |
