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Work Background
YaloEnterprise Senior Key Account Manager - Bottlers.
Aug. 2022 - Jun. 2023MexicoComo Gerente de Desarrollo de Negocios B2B con enfoque en plataformas SaaS, me especializo en la venta y gestión de cuentas clave dentro de la industria de embotelladoras, con un enfoque específico en colaborar estrechamente con las principales embotelladoras del network de Coca-Cola, como Femsa, Arca Continental y Bepensa. Mi experiencia y conocimiento del canal tradicional en empresas CPG me permiten identificar oportunidades estratégicas y desarrollar relaciones sólidas para impulsar el crecimiento del negocio. Principales responsabilidades: Venta de plataformas SaaS: Utilizando mi experiencia en la venta de soluciones tecnológicas, soy responsable de la generación de nuevos negocios y la venta consultiva de nuestra plataforma SaaS a embotelladoras y empresas B2B. Esto implica comprender las necesidades y desafíos de los clientes, presentar soluciones personalizadas y demostrar el valor de nuestra oferta para impulsar la adopción de la tecnología. Gestión de cuentas clave: Como punto de contacto principal para mis clientes, mi rol se centra en desarrollar y fortalecer relaciones de confianza a largo plazo. Trabajo de cerca con los equipos internos y externos para garantizar la satisfacción del cliente, brindando un soporte continuo y resolviendo cualquier problema que pueda surgir. Además, identifico oportunidades de upselling y cross-selling para maximizar el valor para el cliente y promover la retención. Colaboración con embotelladoras de Coca-Cola: Como experto en la industria de embotelladoras, establezco relaciones estratégicas con Femsa, Arca Continental, Bepensa y otras empresas del network de Coca-Cola. Colaboro con sus equipos de liderazgo para comprender sus necesidades, objetivos y desafíos, y ofrezco soluciones innovadoras basadas en nuestras plataforma SaaS que impulsan la eficiencia operativa, la optimización de recursos y el crecimiento del negocio conjunto.
YaloSenior Sales Account Executive
Feb. 2022 - Aug. 2022Ciudad de México, MéxicoComo Account Executive B2B, me enfoque a impulsar las ventas de la plataforma conversacional de Yalo en Whatsapp para empresas CPG. Mi principal objetivo fue identificar y cerrar oportunidades de venta, al tiempo que estableces relaciones sólidas con los clientes y comprender a fondo sus necesidades y desafíos comerciales. Utilice la técnica MEDDPICC para abordar de manera efectiva las inquietudes de los clientes y asegurarte de que nuestra solución se ajuste perfectamente a sus requisitos. - Prospección y búsqueda de clientes: Identificación y busqueda de empresas CPG que podrían beneficiarse de nuestra plataforma conversacional en Whatsapp. Realice investigaciones exhaustivas para comprender sus modelos de negocio, desafíos actuales y oportunidades de mejora. Utilice diversas fuentes de información, como bases de datos, redes sociales y eventos del sector, para generar una lista de posibles clientes. Identificación de necesidades y puntos de dolor del cliente: Utilizarás la técnica MEDDPICC (Métricas, Compromisos, Personas, Problemas, Implicaciones, Competencia y Cronología) para profundizar en las necesidades y los desafíos de cada cliente. Realizarás preguntas efectivas para obtener una comprensión clara de los problemas que enfrentan y cómo nuestra solución puede abordarlos de manera precisa y eficiente. Mantenimiento de registros y análisis de ventas: Mantenimiento de los registros en SF de todas las actividades relacionadas con las ventas, incluidas las llamadas, reuniones, correos electrónicos y seguimientos.
Ivy MobilitySenior Account Executive Mexico, Central America and Chile
Mar. 2021 - Jan. 2022Ciudad de México, MéxicoIvy Mobility ‘s business is rapidly expanding in the enterprise SaaS market and the Consumer Goods verticals. Consumer Goods companies come to Ivy to enhance their customer experience, increase revenue at the shelf, and improve the productivity of their field force. Customers benefit from using cloud based technologies for retail execution, direct store delivery, and distribution management. Ivy offers an enterprise CRM solution that is SaaS based where users can easily manage stock, complete in store selling, process orders and increase revenue. Sometimes called the last mile of the supply chain. The solutions offer robust support for multiple types of sales channels simultaneously. Enables you to connect with manufacturers, sub distributors, wholesalers, agents, service providers and sellers enabling them to improve sales.
PraxiaConsultant in Route to Market
May. 2020 - Mar. 2021Área metropolitana de Ciuadad de México
JTI (Japan Tobacco International)Sales Training Manager
Oct. 2014 - Jan. 2020Mexico CityPerform different responsibilities in the Commercial area such as: Regional Sales Manager, Sales Planinng Manager and Training Sales Manager
JTI (Japan Tobacco International)Regional Sales Manager
Oct. 2014 - Jun. 2016Mexico CityManage CDMX, Edo Mex, Puebla, Hidalgo, Queretaro, and Morelos region, which represents 50%
of traditional sales channel. With a distribution platform of 150 routes visiting
weekly at 40,500 PDV. With a sales budget of $ 15MM pesos annually.
Leading 7 distribution supervisors. Reporting to Traditional Channel Operations Manager.
• I opened 2 branches in CDMX increasing (the design of the sales estates and trained the sales force) in 52% of the route base. Arriving to 13,500 new POS and + $ 6.8 MM pesos
• I restructured the database of 2 exclusive distributors, reducing 20% of POS (9,720) thus optimizing sales effectiveness from 22% to 40% and reducing 12% remaining in 40 total routes.
Design the <<Intensive Therapy>> program, standardizing the steps of the call, and correcting deviations. Reducing staff turnover by 30%.
CONSULTANT / Self EmployedRoute to Market Consultant
May. 2012 - Sep. 2014Ciudad de México, MéxicoRoute to market consultant
Colaborate with the customer to Develop and implement route to market strategy to implement with Procter & Gamble distributors in traditional trade.
Kraft FoodsChannel Strategy Manager (Convenience Store)
Jan. 2011 - Dec. 2011Mexico CityResponsible for designing, coordinating, and implementing the strategy of the Kraft brand in each one of the channel chains. With an annual budget of $ 250 MM pesos. Leading a team of 3 Key Accounts, 1 Trade Marketing Executive, 1 Customer Service Manager and 1 Exec. Of Finance. Reporting to Modern Trade Director.
• I negotiated with OXXO the cataloging of 7 new products in the Confectionery category,
gaining 10% more space on the planogram
• I developed the commercial plan for Farmacias Guadalajara, growing the Sell Out + 12% vs.
LY.
Kraft FoodsGrouper Key Account Manager – Soriana & HEB
May. 2008 - Dec. 2010Monterrey Nuevo LeónResponsible for implementing Kraft's core brand strategy with each client. Should
maintain and strengthen the relationship with the main decision makers in the area chain
commercial, operations, marketing, and supply. With an annual Sell Out budget of $ 500
MM of pesos. Coordinate the CBT (Customer Business Team) comprising 2 KAM, 1 Executive
Trade Marketing, 1 Customer Service Manager and 1 Finance Executive. Reporting to Modern Trade Director
• I managed to reduce inventory days in 4 months by 65% of 240 average days (this during the transition period from Gigante stores to Grupo Soriana). This allowed us to reactivate the “Sell In” and place innovative products by the end of the year (2008).
• Coordinated the business reviewing program with the Operations Regional Directors of Soriana. This gave us growth in sales 9% in 2009 + and 7% in 2010.
Kraft FoodsNational Sales Operations Manager - Distributors Channel
May. 2004 - Apr. 2008Mexico CityResponsible for the strategy and achievement of the numerical distribution targets for the Core Brands: Tang, Clight, Clight RTD, Oreo, Chips Ahoy, Ritz, Jello and Philadelphia at FS. With a platform of 350 routes serving 88,000 POS. Leading a Sales Team integrated by 5 Regional Managers, 24 Development Heads of Dist. with an annual budget of $ 300 MM Sell Out (MXP), 30-day of inventory with a 32-day portfolio recovery. Reporting to Traditional Trade Director • Implement the direct distribution model, reducing Distributor vehicle fleet by 50%, generating that each route would grow sales by 30%, making every vehicle more profitable. • I reached the sales goals all 4 years that I oversaw the channel, with growth of 8% in 2005, 10% in 2006 and 11% in 2007
I supervised the implementation of the Kraft continuous improvement program, lowering the turnover by 17% through training plans for the sales team
Grupo PromoideasAccount Director
Oct. 2003 - Apr. 2004Mexico CityLead the business and relationship with Mars. Responsible to coordinate and operate in colaboration with the EFFEM Regional Sales Managers all the structure of 400 pre-sellers for HD Distribution and 50 KAE for Wholesalers.
Kellogg CompanyKey Account Executive - New Business
Aug. 1998 - May. 2003Queretaro, Qro.
Kellogg CompanySales Representative
Sep. 1996 - Jul. 1998Mexico City
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