Help US Machinery Manufacturer to sell in South America, central America and mexico
DAVID
dcsuma1[at]gmail.com
SALES ENGINEER
Industrial Sales ~~~ Engineering
An highly motivated sales engineer with more than 20 years of experience and expertise in industrial sales management, service management and plant and project engineering. A versatile professional also adept in account management and business development. Recognized for managing multiple functions cost effectively. Excellent communication skills highlighted by leading and motivating cross-functional teams in achieving company goals. Bilingual in English and Spanish.
CAREER HIGHLIGHTS
Negotiated with a Petrochemical company to sell them 3 Vertical Decanters. Prepared a letter with unique proposal that convinced customer to give company the order. Results: $2.98 mm on 1 order with 25% gross margin; achieved #1 Account Manager.
Pioneered Mexican market selling 1st complete plant for Olive oil. Visited customer plant and offices in Ensenada and Mexico City; competed with cheaper Italian brand. Results: Opened market for a key product and process; increased revenue by $ 0.5 K.
Negotiated International Agreement for spare parts supply with a US based purchasing agent for a Mexican Oil Company. Met to adjust terms; corresponded using drafts, price lists and legal documents. Results: Increased sales by $840 k and increased indirect sales by 40% in year 2000.
Planned and implemented annual distributors convention for budgeting and training. Developed distribution channels in Mexican territory. Results: New distributors increased by 25%; expanded company customer base by 20% in < 1 year.
Implemented a training program on sales and a Marketing Plan with focus on field visits and customer care. Results: Increased sales by 22% with gross margin of 35% and total gross profit contribution to company of 54%.
Created a Marketing Program follow up by sales person, Increased their client base; increased visits to existing buyers and increased benefits for sales people. Results: Reduced sales and administrative costs by 30% and increased profit by 10%.
Helped customer with evaluation and agreement with insurance company after flood of plant in Peru. Results: Increased sales by $6.5 mm. Promoted to Sales Manager of biggest industrial division in the Mexican market.
Improved the design of the environmental process for cleaning sea water used to pump fresh fish in to fish meal plants, with recovery of protein and fish oil, Results: Sold 10 Krofta plants for $3.5 mm creating substantial profit for the company and the customers and received significant praise from country.
Managed purchasing bid project for 452 second hand centrifugal separators for fish oil concentration, for the reconditioning and sales. Bought in one business operation with a worldwide record in the history of Alfa Laval. Results: Increased profit by $4 mm.
As a Project Development Manager with IMECON, Engineering projects development and sales for Mining, Oil industry, Chemical and Food Industry. Oriented toward metal mechanic and civil construction. Developed projects for Canadian “ATCO†modular offices and living camps.
KROFTA TECHNOLOGIES 2004 – 2009
Sales Representative, California, USA
PROJECT DEVELOPMENT MANAGER
Imecon S. A., Peru 2001 – 2003
SEPARATION SALES MANAGER (Mexico) 1998 – 2001
SALES ENGINEER (Peru) 1994 – 1998
FIELD SERVICE ENGINEER & SERVICE MANAGER (Peru) 1985 – 1994
Alfa Laval, S. A. Peru and Mexico
MAINTENANCE MANAGER 1979 – 1985
PROJECT ENGINEER 1975 – 1979
Nestle Peru S. A., Peru
PLANT ENGINEER
Pisopak Del Peru, S.A., Peru 1972 – 1975
MAINTENANCE ENGINEER
Peruvian Social Security Hospital 1969 - 1971
EDUCATION
B.S. in Mechanical and Electrical Engineering, Peru (See Addendum)
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