Master Me Up

Strategy & Execution Consulting Lab for audacious teams.  We turn chaos into results with OKR.

Co-Founder

P.Pando

Family Board Member

Pachama

Angel Investor

Sunamers

We are a narrative design agency helping digital sapiens build purposeful brands

Advisory Associate

Paracaideas

Content Creator

Endeavor

Peer

Aivo

Angel Investor (exit 2023) 

PAEZ

President & Co founder 

CEO & Co Founder

Accenture

Analista de Estrategia

Helping C-level and leaders making change happen with OKR | Community builder at Master Me Up | Endeavor Entrepreneur | Angel investor | OKR Consultant

La forma en que gestionamos las organizaciones está obsoleta. Muchas prácticas actuales provienen de modelos diseñados hace más de un siglo, pensados para entornos estables y jerárquicos.

Hoy operamos en contextos marcados por la complejidad, la velocidad del cambio y la necesidad de adaptarse constantemente. Las estructuras tradicionales no responden bien: generan silos, ralentizan la toma de decisiones y reducen la motivación del equipo.

Lidero Master Me Up, donde nos alineamos con CEOs y empresas de más de 50 empleados que han crecido rápido o que se han quedado detenidas en el tiempo; y detectan una creciente desalineación interna. Sus equipos trabajan intensamente, pero sin una dirección común clara. Las prioridades cambian constantemente, las reuniones se extienden sin resultados concretos y los objetivos no se traducen en acción coordinada.

La causa no suele estar en la velocidad de la ejecución, sino en la falta de un sistema de gestión que permita alinear estrategia y operación de forma continua.

Ayudo a implementar sistemas como OKR para estructurar la toma de decisiones, coordinar equipos y asegurar la ejecución efectiva de la estrategia.

Experiencia trabajando con equipos de liderazgo y mandos intermedios para integrar OKR como parte del ciclo operativo

He facilitado la transición de organizaciones hacia modelos de gestión más ágiles, transparentes y enfocados en resultados

Acompaño tanto en el diseño inicial como en la adopción sostenida del sistema en el tiempo

No se trata de métodos rápidos, sino de rediseñar cómo funciona la organización.

Si estás explorando cómo alinear mejor a tus equipos y ejecutar con mayor foco estratégico, podemos hablar.

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🎯   OKR Consultant & Ambassador
👨‍💻   Endeavor Entrepreneur. Angel Investor. 
🪂   Blogging at Paracaideas -  https://tomaspando.substack.com/
📮   Feel free to contact me at tomas.pando@gmail.com

Tomas Pando

Hilti Group

• Lead business development in the Oil & Gas Offshore & Offshore wind and renewable energy sector in Mexico, in close collaboration with the executive team.
• Analyze and evaluate business opportunities, considering financial aspects such as CAPEX and OPEX, to maximize the return on investment and profitability of the business including the company's value propositions.
• Develop strategic relationships with industry leaders and key stakeholders to identify new opportunities for growth and collaboration.
• Supervise the structuring and negotiation of complex contracts, ensuring alignment with the financial and strategic objectives of both parties.
• Collaborate closely with the engineering, operations and finance teams to analyze and optimize Total Cost of Ownership (TCO) or Total Cost of Installation (TCI), identifying areas of efficiency and cost savings opportunities to improve business profitability long-term.
• Develop strong relationships with potential and existing clients to understand their needs and offer customized solutions.
• Represent the company before investors, owners and regulatory bodies, effectively communicating the value proposition to help our clients increase profit.

Business Developer E&I Offshore

COPIISA OFFSHORE

- Liderazgo Estratégico y Rentabilidad: Responsable del P&L, optimizando presupuestos y alineando CAPEX, OPEX y EBITDA con la planeación estratégica 2022-2024, logrando mayor eficiencia operativa.  

- Crecimiento y Relacionamiento de Alto Nivel: Desarrollé un plan de crecimiento rentable basado en análisis de mercado y clientes potenciales, fortaleciendo relaciones C-level y asegurando negocios alineados con la rentabilidad establecida.  

- Ejecución Comercial y Transformación Organizacional: Implementé la metodología de ventas consultivas de Miller Heiman, logrando adjudicar un proyecto clave con Samsung Engineering. Además, lideré la reformulación del plan de negocios y un programa de gestión de talento para el cambio organizacional.

Deputy General Director & Sales Director

Red Ambiental

Corporate Commercial Director/ Takeover/ KPI's/ Strategic Planning/ CRM/ Marketing / Coaching 

- I played a key role in the strategic planning for the acquisition and restructuring of Stericycle. 
- By implementing a sales funnel methodology and strong leadership, I achieved a 116% new sales budget compliance by the end of the second quarter. 
- During the COVID-19 pandemic, I established a weekly webinar-based sales prospecting accountability cadence, which helped to maintain coverage and control of sales opportunities, and to obtain the necessary support from Operations to increase the Win Rate. 
- I conducted relevant research and market trend analysis, along with consulting services to ensure the company's competitiveness. Based on this, I designed optimal pricing strategies, appropriate marketing approaches, and digital marketing plans (including SEO and SEM) to meet the company's objectives.
- Actively participated in the design of an interim CRM to manage the sale´s pipeline control while evaluating the best choice of CRM software vendors.

Sales Director

WALWORTH

Global Sales Director/KPI's/Marketing/Strategic Planning/Customer & Field Service/CRM/ Coaching. 

•	I made a sales recovery of 30% in 2017 compared to the 2018 figures. The 2018 budget was achieved at 94% with an increase of 20% compared to 2017. EBITDA was achieved in both years. I developed new markets and businesses helping to structure the strategic plan and adding after-sales to the company's business portfolio. I managed to sign the Contrato Preparatorio Nacional (Blanket order) with PEMEX, the first in the history of OEM valves. Signed last March 2019.
•	Performed functions as an implementer in Sales Opportunity Management and drove sales strategies with the Miller Heiman® Model and Conceptual Approach, Salesforce® (CRM) and Total Cost of Ownership (TCO). I helped change the vision of Sales and Business achieving market recovery and customer loyalty.
•	Implement by the CEO's instructions a "Diversification Strategy" within the company's client portfolio to increase sales by 10%, adding complementary products to our market share.

Sales Director 

Ingersoll Rand - Compression Technologies and Services

Reg. Sales Mgr -Negotiation/Marketing/Strategic Planning/KPI´s/CRM/ Capital Projects/ Oil & Gas

•	I got the 2014 Outstanding Sales award. I Implemented boards of business accountability biweekly to optimize the sales pipeline administration, in order to have a proper follow up of the active Opportunities and focus the resources and effort to those have a better win rate.  
•	Business development - I got the first Gas compressor project as direct sale in Country in 2015 implementing a business planning and Miller Heiman® sales coverage methodology.  I developed the first coverage for the market´s application for gas compressors in Mexico. I did 2X sales Growth year over year with solid customer service focus and satisfaction.

Northern Latin America  Sales Manager

FlexSteel Pipeline Technologies

Business Development Consultant/KPI´s/Negotiation/Market Analisys/Strategic Coverage/CDM/EPC

•	Performing functions such as implementation of sales strategies with the Miller Heiman® Conceptual Model and SalesForce® (CRM). Developing, evaluating and restructuring the current Business Model with Distributors to increase market share. Participation in the Strategic Plan of the Senior Management and the CEO in the review and planning of objectives for 2014. Reporting to the Vice President of Sales.
•	I managed to establish contacts with PEMEX to start the blanket order with PMI (PEMEX International) in the United States and Mexico (Contrato Preparatorio Nacional). I helped win the first direct order from PEMEX to install flexible pipes in an emergency in Puebla, Mexico. http://municipiospuebla.mx/nota/2014-09-18/huauchinango/flor-de-tierra-deja-pemex-mangueras-de-crudo-en-cuaxicala

Business Development and Sales Manager

Flowserve Mexico

General Mgr 2011-2013 / Operational Excellence/ CIP / P&L / KPI's / SOX / OSHAS / Sales / MKT
•	Increased EBITDA by 32%, increasing revenues from 2011 to 2012 by 20% and 30% from 2012-2013. In one year I integrated a new Business culture of understanding between Operations and Sales to develop a comprehensive business vision, broadening the vision of key managers so that they know their management in business development.
Commercial Director 2008-2011/ KPI's / Oil & Gas / EPC / OEM / CRM / Marketing / Strategic Planning.
•	I increased the most important sales of the company's segment (Oil & Gas) by 20%, implementing the integration of the Pumps and Mechanical Seals divisions. I develop a business focus program to maintain successful lobbying within the large account coverage at corporate top level of customers.
•	I grew sales in the Mineral & Gold Process 2X Vs 2008 market, which allowed us to face the crisis of that year where the markets fell in the oil and gas sector, this due to the 2009 AH1N1 flu pandemic. Compliance for that year was 98% against the plan. 
Sales Mgr. LATAM OEMs & Capital Projects 2005–2018/ KPI's / Negotiation / Oil&Gas / EPC / Oil & Gas
•	I grew sales to 2.4X (7M USD) during that period, exceeding 10% over the year over year plan and with an increase of 140% in 2005 (Outstanding Sales Achievement Awarded)
Sales Eng. LATAM North Part 2005–2018/ Negotiation /Oil&Gas/ OEM/ EPC/Marketshare Growth. 
•	I increased the installed base of the company's products, through the increase in the percentage of capital projects won in the region.
•	I Exceeded 40% of the participation in the sales market by winning capital projects with Engineering & Contractors Companies (EPC) and Original Equipment Manufacturing Companies (OEMs) between 1999 and 2002. The results of the annual sales year over year due to the increased of that market share were amazing.

General Manager AM Business

I am a seasoned and highly skilled leader with over 26 years of experience delivering exceptional results across diverse markets, including Oil & Gas, Chemicals, Petrochemicals, Energy, Environment, and more. Throughout my career, I have excelled in various roles as General Manager, Commercial Director, and Business Development Consultant, spanning Energy, Private Industry, Distribution, Contractors, Mining, EPC, B2B, B2C and industrial waste management markets.

As a results-oriented leader, I possess a proven ability to manage P&L, develop and implement functions in billing compliance, sales growth, and marketing of products and services, strategic planning, operations management, customer and after-sales service, quality management, CIP and talent development. 
My strong focus on business growth, strategic vision, and commitment to meeting OKRs, KPIs, and P&L targets has enabled me to be a successful decision-maker. I am confident in my ability to break paradigms in other sectors with my ability to learn fast and understand target markets to meet strategic objectives. I have also developed extensive negotiation skills, which have helped me build high-performance teams that are results-driven.

I am deeply committed to environmental compliance and social performance, and I lead by example with honesty and transparency. My leadership style is rooted in the training and development of multidisciplinary and complex teams aimed at implementing succession plans within the organizational structure.

In terms of my skills, I possess strong foresight, visioning, and the ability to generate both Blue and Red Ocean strategies. I have experience in Share Value and the Balance Score Card, operations management, customer service, after-market sales, business, capital projects, customer satisfaction, result-delivery, EBITDA, ROI, TCO, CAPEX, OPEX, Distribution, EPC, OEMs, CIP, CRM, accountability meetings, budget planning, pipeline management, business growth, strategic vision, compliance, SOX, team building, troubleshooting, sales incentive plan, organic growth, corporate culture, multinational experience, business administration, consulting sales, Miller Heiman Philosophy experience, operational plans, strategic alliances, loyalty culture, profitable business growth, execution, implementer and sustainable growth.

Overall, I am a highly motivated and committed professional with a realistic approach to decision-making in complex environments. My visionary and objective approach to leadership has helped me deliver outstanding results throughout my career.

taplio

The Battle

Tomas Pando

Alberto Cruz

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