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Work Background
HIMA Paul Hildebrandt GmbHSenior Regional Sales Manager
Aug. 2023LatamCurrently, I am leading the development and implementation of strategies to achieve annual sales targets tailored for specific Oil & Gas clients, resulting in consistent annual growth in projects and lifecycle businesses.
Establishing the groundwork, I am laying out a penetration strategy with a concentrated focus on Brazil, Chile, and Argentina, aimed at expanding our market presence and driving sustainable growth in these key regions.
Smart Automation LLCIndependent Consultant
Dec. 2022 - Aug. 2023Estados Unidos
Baker HughesLATAM Sales Director
May. 2019 - Nov. 2022Argentina• I led the establishment of a new regional team to growth the controls systems and OT cyber security business.
• I implemented an operational sales rhythm, applying an agile method, achieving growth in annual orders.
• Improved short and medium-term prospecting and forecasting processes, increasing the sales funnel consistently.
• I designed and run the long-term growth strategy for LAM, penetrating existing and adjacent markets. For example, we increased the market share in Hydropower controls (5GW) and lead first-of-a-kind applications globally, such as midstream, steel mill, pulp and paper, and offshore.
Baker HughesSenior Sales Manager , Latam
Jul. 2017 - Apr. 2019Argentina- I expanded my role since the integration of GE and Baker Hughes as "OT Cyber security" sales for the
LAM region, coaching my colleagues and interfacing with the Product Line in HQ to define the best
solution, achieving annual orders growth.
Global first of a kind application: Implementation of 10 years Cyber security lifecycle contract in Peru.
GESenior regional Sales Manager - Control Solutions Southern Cone Region
Oct. 2012 - Jul. 2017Cono sur• I deployed the strategy to achieve quarterly sales quota in some specific Power and O&G customers, achieving projects and lifecycle businesses annual growth.
• I implemented an outcome-selling approach to drive profitability, achieving contribution margin annual growth.
• I led the channels strategy to increase sales granularity and penetration in Chile, Peru, Ecuador, and Bolivia.
• Global first-of-a-kind application: Enel Arroyito, the second largest hydropower site in Argentina
ABB S.AOil&Gas Account Manager
Jun. 2010 - Nov. 2012Argentina• I led the Chemical and Petrochemical segment in Argentina, representing different business units, being responsible for orders, sales, margin and billing, funnel and forecast management (CRM), achieving annual orders growth.
• Early opportunity detection and demand generation over the existing installed base, increasing company and customer profitability.
ABB S.AProposal Engineer
Mar. 2008 - May. 2010Argentina• Tender management, leading internal coordination with Engineering, Services, Project office, Product Managers, Lawyers, and Tax teams, creating added value proposals to the customer. Third-party/ sub-vendors interaction/ negotiation (integrators, EPCs, installation, etc). Competition analysis and product/ solution definition.
• I assumed the "O&G solutions focal point" role for Upstream applications, being responsible for the first DCS in the upstream win in Argentina (Petrobras - Medanito).
• I was the proposal responsible for articulating the largest DCS mining project “win” in the region, Pascua Lama (>5MM).
SiemensAutomation and controls services engineer
Jan. 2007 - Feb. 2008Argentina• Engineering, startup, planned, and reactive services, based on the industrial company automation and motion portfolios, based in Food & Beverage, Pharma, and Automotive industries.
ESCO ArgentinaInstrumentation and control services engineer
Aug. 2004 - Jan. 2007Argentina- Start up and development of the services department
- Engineering, startup and training services, based on devices and solutions represented by the company (SCADA, PLC, temperature, pressure, density and flow instrumentation, Fieldbuses, Flow computers, valves and actuators) in the O&G upstream, downstream and F&B markets
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