SALES / MARKETING SENIOR MANAGEMENT
Top-performing, international sales management executive with extensive experience at GE in demanding business environments. Drove large sales force to grow revenues for infrastructure products and services company. Key strengths in value-selling complex, high-ticket equipment and services. Leveraged strong technical background, financial-solution expertise, GE toolkit of business skills and ability to interact effectively at senior-customer levels, to achieve strong results with highest integrity. Trilingual: English, Spanish and Portuguese. B.S.E.E. and Master of Engineering - Electrical Engineering. Licensed PE.
CORE COMPETENCIES
- International Sales & Engineering Management
- Hi-Tech Hardware & Software Expertise
- Consultative Selling
- International Business Networking
- Contract Negotiating & Closing
- GE Training (Management, Six-Sigma, etc.)
- C-Level Customer Relationship Management
- Providing Financial Solutions to Customers
PROFESSIONAL EXPERIENCE
GENERAL ELECTRIC COMPANY, Fairfield, CT 1976 - 2006
GE ENERGY - GLOBAL SALES, San Juan, PR; Miami, FL; Sao Paulo, Brazil (1995 - 2006)
World's leading suppliers of power generation and energy delivery technologies.
Latin America (LA) Regional Executive - Regional Commercial Leader
Reported to President - Global Sales (GE Vice-President). Began in region with promotion to Regional Sales Manager - Caribbean; promoted in 1996 to responsibility for Caribbean and Southern Cone and moved operation to Miami. In 2001, promoted to chief commercial leader, with orders responsibility for various product lines for LA. Supported sales teams on strategies for major transactions. Established relationships at key-customer highest executive levels. Rolled up strategic view of region across product lines on annual basis. Conducted annual organizational review; established and executed plan for personnel development and organizational deployment. Drove regional growth strategies, maintained integrity standards and acted as primary customer advocate.
- Led regional initiatives accounting for 18% average annual growth rate (AAGR) in sales to current $1.3 billion in power generation and oil and gas sectors, products and services.
- Strengthened regional sales force. Recruited to find the best and grew local teams to build a salesforce of 150 team members more strongly related to customer base.
- Moved Headquarter's business from Miami, Florida to Sao Paulo, Brazil. Built Sao Paulo office gradually while maintaining staff morale in Miami to avoid exodus of critical personnel.
- Grew regional scope of commercial responsibility from the Caribbean in 1995 to include South America in 1998 and eventually all Latin America in 2001.
- Managed three direct reports and led regional strategies for organization and staffing of broad business interests. Managed tracking of objectives via CRM tools.
- Owned B2B customer relationships, enterprise strategies and internal customer-advocacy. Leveraged relationships to grow key account penetration of major utility and oil and gas customers.
GE POWER SYSTEMS, Schenectady, NY 1993 - 1995
General Manager - Project Engineering
Manager - Applications Engineering
Reported to Vice President of Engineering. Led 160-person engineering organization of gas turbine, steam turbine and generator specialists. Began role with responsibility for applications engineering...an organization of fewer than 50 people. In less than one year, re-engineered organization at command of Chairman Jack Welch, resulting the assumption of overall control for organization of 160 personnel. Functions included applications engineering for front-end sales support, project-follow engineering, with technical leadership to ensure that designed and delivered product met customer technical requirements, licensee technical support and technical services with drawings-reproduction responsibility.
- Integrated applications engineering and project-follow engineering into one team to drive down project hand-off quality issues.
- Restructured 160-person project engineering organization to fewer than 115 persons via outsourcing and process changes, resulting in 25% reduction of operating costs.
- Led co-location of applications and commercial-support organizations to improve customer responsiveness and technical proposal effectiveness.
- Executed program to improve customer fulfillment quality by 50% on engineering deliverables.
GE POWER SYSTEMS, Schenectady, NY 1990 - 1993
Manager of Projects Organization
Reported to GM of Customer Service. Led team of project managers responsible for execution of contracts to deliver and install gas turbines and steam turbines for domestic and international customers.
- Implemented project tracking software to simplify project management capability, as then-in-use project management tools were unsatisfactory.
- In original role, focused on power generation equipment, but organization change refocused team to be responsible for market segments. Successfully restructured role and team to take on added, new responsibilities for domestic utility and industrial customers.
GE POWER SYSTEMS-INSTRUMENTATION & CONTROLS, Schenectady, NY 1976 - 1990
Engineering Manager
Engineering Supervisor
Principal Engineer
- Developed control & instrumentation systems for nuclear-powered navy submarines & surface ships.
- As key new-technologies engineer, worked on specs to transition equipment from analog to digital.
- Established and built software-engineering organization to validate third-party-developed software.
GENERAL MOTORS, Rochester, NY 1973 - 1976
Production Controls Engineer-Instrumentation & Controls/Production Engineering
EDUCATION / PROFESSIONAL DEVELOPMENT / AWARDS
Master of Engineering - Electrical Engineering, Rensselaer Polytechnic Institute, Troy, NY - 1983
Bachelor of Science - Electrical Engineering, Rensselaer Polytechnic Institute, Troy, NY - 1973
Licensed PE - New York State
GE Crotonville - Manager Development Course, Global Business Management Course;
Six Sigma Green Belt Qualified; multiple company-sponsored professional development programs
Recipient of GE Division Young Engineer's Award, 1980; Corporate Hispanic Achiever Award, 1995 |
