SENIOR EXECUTIVE

Sales, Marketing, Business Development, & Operations

Dynamic high-profile Senior Executive with forward thinking, vision, and talent for global business development. Strategic insight and business acumen for building market presence, establishing profitable startups, driving growth and expansion throughout highly competitive domestic and international markets, as well as managed aggressive turnarounds. Possesses driving entrepreneurial spirit with a strong background in cross-functional operations, inspiring a passion for excellence with a “make it happen” attitude, complemented by strengths in P&L management, and experience in building successful teams. Bilingual in Spanish.

Operating and P&L Management Sales & Marketing Management Global Product Development

Brand Management Contract Negotiations Strategic and Tactical Planning

Trend Analysis & Forecasting Channels, Partnerships & Alliances New Business / Market Development

Entrepreneurial Leader Multi-Site Operations Teambuilding & Leadership

Global Sales Operations – -Challenged to sell 850 heavily damaged and corroded 20’ open top containers in Sao Paulo Brazil. Inspected units and determined salability. Created competitive bidding program with schedule overlap from scrap metal and metal recycling companies to stimulate higher bidding. RESULT: Sold entire group of 850 containers and generated $125,000 higher revenue than forecast with removal of units several weeks ahead of plan.

Turnaround– Challenged to develop a 90-day plan to turn business around or close it. Proactively analyzed multiple aspects of basic business fundamentals, competition, product line mixes, etc. Linked poor business operations to mismanagement and wrote a proposal for turnaround to the Board that was approved. Implemented turnaround plan, selling off unprofitable product lines, grew fleet size by branch location, standardized most procedures and processes, and gave line managers more responsibility and accountability. RESULT: First time year-end profit achieved in the first year with continued profit growth for two additional years.

Consolidation / Sale – Challenged to manage consolidation/sale in 60 days, communicating with region employees regarding details. Regularly met with the regional manager of new company to discuss people and issues. Conducted frequent conference calls to communicate with staff. Interfaced with each individual about their job, personnel assessment, and future potential options and decisions. RESULT: Optimized regular business processes, running organization smoothly during transition period with minimal revenue downturn at takeover. Well informed staff contributed to fewer employee turnovers.

Domestic Product Line Development – Challenged to sell high-valued containers without taking any residual value book loss. Built partnership with a conversion company to use containers and convert them to other uses (i.e. portable field office, dormitory, etc.) at container repair factory. Persuaded senior management to add the rental container to product line and promote it with other products. Developed a special sale contract that eventually sold these conversions to the partner at a total cash price greater than the residual value of the container. RESULT: Sold high residual containers at no book loss. Developed a new product line and a new channel to market older containers. Container repair factory increased work volume and revenue.

PROFESSIONAL EXPERIENCE

Alliance Equipment Sales, Novato, CA 2001 to Present

Agency Owner

World-class leadership of aftermarket business sales processes for all company assets of GE SeaCO America in Central and South America. Established independent agency and received exclusive contract.

Established infrastructure and provided direction with an understandable mission, focusing on the outcome, instilling shared vision, creating processes to deliver and motivate organization toward expectations and persistence to see it through.
Built strong team and key personnel from ground up to successfully link with general operations providing hands-on leadership to ensure the highest level of organizational effectiveness.

GE SeaCo America, LLC, San Francisco, CA 1997 to 2001

Director Sales & Remarketing

Recruited by President and CEO of joint venture company to improve the financial performance of the division. Action-driven management with P&L responsibility of aftermarket division for all assets and related equipment.

Instrumental in improving profit performance to $1.6 million ahead of plan, maximizing revenue and equipment utilization.
Increased gross profit margins 15% on all equipment types, achieving unprecedented gains in company’s history.
Significantly reduced idle inventory 26% by selling off large blocks of old sale units.
Drove lease fleet performance improvement and significantly reduced operating costs.
Developed sales with foreign buyers throughout the U.S. and abroad for off-shore equipment purchases, reducing Far East and European sales inventories.

Textainer, San Francisco, CA 1992 to 1997

Vice President of Sales – Americas (1996 to 1997)

Global management of sales offices and agencies in San Francisco, CA, Hackensack, NJ, Caracas, Venezuela and Sao Paulo, Brazil and all North, Central and South American sales activities.

Strong and sustainable gains achieved through development and administration of all contracts, leases and sales to the U.S. government. Consistently met or exceeded targets and goals since inception with company.
Improved sales inventory turnover by 47 days resulting in a 57% reduction in storage costs.
Successfully increased volume and profit margins on new and used equipment sales through carefully developed and executed sales plans.
Liased with foreign governments, understanding differences in cultures and related cross-cultural issues in building key global networks.
Exploited the presence of company, improving the efficiency and volume of sales in South America by establishing agency offices in Venezuela and Brazil.
Skilled negotiator, winning first US military contract for 1100 units throughout North America and Europe in one year.

Vice President/GM – Textainer Storage Services (1992 to 1996)

Aggressive turnaround leadership, reorganizing the entire infrastructure of the company. Hand-picked by Chairman of Textainer Group Holdings, Ltd to turnaround five-office California based partnership. Full P&L responsibility.

Orchestrated a new company long-term strategic plan and budget that resulted in improving net income by $1.2 million, returning company to profitability.
Strategically advanced company with leading sales, selling unprofitable product lines and services at a net gain.
Directly responsible for improving ROI by 27% in first year and 62% overall during a four-year period, the highest in company history.
Streamlined administration and improved management’s control of operations by introducing new policies and procedures.
Authored and implemented performance goals and measurements for managers along with company-wide employee bonus plan based on individual and company performance that resulted in improved performance.

Transamerica Leasing, Inc., Purchase, NY 1990 to 1992

Regional Manager – OTR Division, West Coast

Fast track promotions from branch level to regional manager with P&L responsibility for the West Coast region. Supervised all branch personnel in seven regional offices.

Distinguished leadership resulted in increasing long term lease signings by 18%, short term equipment utilization by 17% and improved after tax income from a near breakeven to $660,000 within two years.
Built rapport and relationship with dealers throughout the western region that accelerated sales of new finance lease product line.
Created and executed comprehensive branch and regional business plans and programs in support of division marketing strategy.

Prior Professional Work History:

Sales Manager, Swift Transportation Company, Phoenix, AZ

Regional Sales Manager, Countrywide Truck Service, Pomona, CA

Account Executive, Chicago and Northwestern Trans Company, Chicago, IL

EDUCATION

BS, Public Relations, Northern Illinois University, De Kalb, IL

Ongoing Professional Development