Business Developer, Country Manager, Commercial director , account manager, Sales manager
Massimo Guala
massimo.guala[at]gmail.com
Summary
I have extensive experience in area sales in more than seven Latin American countries and I am seeking a professional opportunity to prove my business development skills, which will benefit your company, capitalizing on my success at IMPREGILO (Euro 3 BB).
I have proven experience and knowledge of various key sales areas and I coordinated several funding projects for concessions that demonstrate my ability to develop and close major business. During this period I specialized in forming joint ventures with local partners with the aim of taking part in international bids.
I developed all the local relationships, representing the company in front of local authorities, especially with government bodies, ministries, manufacturing organizations, and chambers of commerce.
I managed this position in South America as a general and commercial manager, of largest Italian construction company Impregilo and of a medium-sized multinational company Silec , with a functional structure and belonging to different sectors directly and indirectly connected with the engineering area and taking on tasks and responsibilities related to the positions of M&A for divisions and subsidiaries in a variety of scenarios.
My multi-faceted training background, covering both accounting, strategic-commercial and business aspects, allows for a synthesis and capitalization of the different skills acquired, also in the area of strategic consulting .
I am confident that my combination of practical work experience in many different environments has prepared me for making an immediate contribution to your organization.
Given below are a sampling of my key accomplishments and strengths:
• Successfully won two concession tenders in Brazil.(USD $500 MM)
• Sold an important asset in Chile ( Euro 300 MM )
• For seven years I was the CEO for the IMPREGILO Brazilian branch.
• Recently won a contract in Colombia (USD $90 MM)
Also, I am a good communicator and project leader with the experience and flexibility required to adjust the rapidly changing schedules, and the demands of working in multiple countries and cultures.
I am currently authorized to live and work in the following countries: Brazil , Argentina , Colombia, Venezuela, European Union, and USA.
US Country Manager/Business Development Office for Latin America
Responsible for establishing partnerships with strategic companies from Colombia and Latin America to take part in international competitive procurements. Charged with reviewing legal contracts related to the civil engineering works.
www.impregilo.it Impregilo S. p.A
Company operating in the infrastructure construction sector with numerous brands and more than 20 offices worldwide , 5000 employees and 3 BB € turnover.
Milan , Italy
2000 – 2009
Caracas, Venezuela
2007 – 2009
Business Developer
Responsible for developing North-Andean Region construction contracts. Developed joint ventures with the most important local engineering and concessionary firms in Colombia ( Conalvias SA and Grodgo SA) and Peru. Managed business relationships with local top government in three different countries: Colombia, Peru and Venezuela in hydroelectric new projects. Responsible for negotiating key company’s contracts totaling $400MM in the Region . Winner of hydroelectric Rio Sogamoso work contract ( USD 90 MM) with the local power company ISAGEN in Medellin.
Sao Paulo, Brazil
2005 – 2007
M&A Business Developer for Argentina and Chile
Managed the selling process of several subsidiaries, including the major high way concession in Chile (Concesionaria Costanera Norte) totaling 300MM Euros.
Sao Paulo, Brazil
2000 – 2007
Country Manager and Business Developer
Reporting to the Board of Directors, the position included the definition of all the development strategies of individual and Group brands, as well as evaluation activities for M&A . The responsibilities of the position also included market analysis and strategic competitor assessment, sharing the final strategy with the parent company Marketing Intelligence Department. The position of CEO for the Brazil market involves all the specific tasks of this function:
• Managed Brazilian’ s operation totaling $600MM and a team of 30 professionals.
• Developed strategic partnership with local and multinational corporations resulting in the successful construction and financing of a 200MW hydro electrical project (Ponte de Pedra).
• Participated as a member of the executive board of the following concessions: Ponte de Pedra S.A. and Ecovias S.A.. Also involved in implementing the procedure for the listing of IPO on the Sao Paulo stock exchange for Ecovias
• Coordinated project development for a high speed train between Sao Paulo and Rio with the three largest Brazilian companies: Odebrecht, Camargo Correa and Andrade de Gutierrez. Oversaw several RFP processes for the firm.
• Covered also the position for the following group’s companies: ; Fisia-Italimpianti (www.fisiait.com) - commercial representative (water and wastewater turn-key project and global leader in desalination ); Fisia-Babcock GmbH (www.fisia-babcock.com) - commercial representative (specialized in the generation of electric power from garbage) ; SGF – country manager; CIGLA - Commercial Director;.
www.silec.it Silec S.p.A.
Design , construction of wastewater turn-key projects ,
Design and operation for highway ,operating in Italy; 300 employees- 200 M €/turnover
Turin , Italy
1992 – 2000
Sao Paulo, Brazil
1995 – 2000
Country Manager and Business Developer
Reporting to the Board of Directors and to the President, the position involved responsibilities related to the general company management, more specifically the redefinition of strategies and commercial networks.
Also included the start up, the due diligence and company structuring action, in Sao Paulo , Brazil , to attend also the South American market.
Defining of commercial strategies and organization of local production; outsourcing activities; creating of a technical assistance division in outsourcing ; closing partnership agreements with local professionals for on-site technical assistance and marketing activities in order to reduce response times and costs for the company.
Responsible for forming a joint venture with C.R. Almeida, winner of the bid for the design, construction, and operation for 30 years of the wastewater treatment in the city of Jaú ( 150.000 hab.) – USD 60 million project.
Responsible for forming a joint venture with C.R. Almeida, winner of the concession for the design, contruction and operation for 20 years of the highway section Anchieta-Imigrantes (ECOVIAS S.A.) – USD 400 million project.
Won a contract with Vianorte S.A. ( Brazilian highway concessionary) to provide a I. T. S.( Intelligent Traffic System ) turn key contract including: 250 Call Box, 8 Variable Message Sign ,30 pay toll systems lines , 25 Traffic detectors , 1 Meteorological stations , 30 CCTV, all integrated in a CCO( Central Control Operation Room) , and I had been responsible for the local financial procurement too.
Buenos Aires, Argentina
1994 – 1995
Business Developer Argentina and Chile
Responsible for the preparation of several wastewater proposal , including the Arturo Merino BenÃtez International Airport in Santiago.
Torino, Italy
1992 – 1994
Latin America Area Manager
Education
Alma Mater
UNIVERSITÀ DEGLI STUDI DI SALERNO
Salerno, Italy - April 1989
Languages: English , Spanish, portuguese ,Italian
Bachelor of Science, Legal Sciences
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