Retail Services Brasil

MD of the airport retail business of Retail Services in Brazil.

Director

Endeavor

Mentor

Retail Services SAC

Board Member at Retail Services SAC. Retail Services is an operator of Gourmet Restaurants & Airport Retail Stores in Latin America

Pro Valle SAC

Vallealto is the leading natural snacks brand in Peru

Braedt S.A.

Responsible for Sigma Alimentos Peru’s operation (US$ 30M cold cuts & dairy business) Position reports to International Business Director in Mexico. Managed 500 reports; assumed Commercial Manager’s responsibilities.

• Coordination of company’s integration process into Sigma Alimentos’ corporation
• Implementation of SAP FI, CO, MM, PP & SD
• HR area upgrading
• Lead production costs reduction process through raw material substitution, resulting in savings of US$ 900K 2009
• Implementation of an aggressive new products development plan to fulfill business opportunities with final consumers and food service businesses
• Definition of Peru’s Business Growth Matrix (organic vs. inorganic growth) 
• DLG prizes (German Agriculture Society) as the best cold cut company in The Americas
• EFFIE Awards for Braedt’s brand relaunch
• 130% EBITDA increase (2009 vs 2006)

Position reports to General Manager. Responsible for 150 reports in Sales, Marketing and Distribution areas. Transition assignment to General Manager’s position.

Responsible for implementing Good Corporate Governance as part of company’s professionalization process. As requested by the shareholders, responsible for identifying opportunities for company’s sale as well as leadership of the selling process. 

• 80% total sales growth (2009 vs. 2006), 56% growth for the same period cold cuts business only
• Sales increase lead to cold cuts category leadership in Peru
• Supermarket business expansion, 90% sales increase (2009 vs. 2006)
• Supermarket market share growth, from 24% to 34% (2009 vs. 2006)
• Production capacity expansion and technology upgrade, resulting in 6.5% sales costs savings
• Commercial structure professionalization and sales channel specialization
• Brand  relaunch (packaging, above &amp; below the line communication)
• Merchandising personnel outsourcing, eliminating potential future labor contingencies and increasing relevant operational efficiencies
• Implementation of a monthly reporting system which defined relevant management KPI’s
• Company’s adjustment to undergo the first external audit for  2007 P&amp;L, undertaken by an AAA auditing company
• Identification and regularization of accounting and tributary contingencies
• Execution of best accounting practices to assure future accomplishment of NIC
• Implementation of Good Corporate Governance, preparing the company for external investment (investment funds) or stock market entrance
• Search and evaluation of inorganic expansion opportunities through acquisition of companies in the same industry
• Identification and negotiation with different investment funds to undertake inorganic expansion plans
• Leadership of company’s sale to Sigma Alimentos Mexico, in coordination with external M&amp;A and Legal consulting companies.

Commercial Director

Fraport AG Lima Airport Partners

Leading the launch of the commercial offer at the  new Lima International Airport. Identifying opportunities to improve the revenue situation of this $90M private organization. Streamlined the commercial organization establishing best practices in the customer relationship with the airlines, aviation/cargo services and retail/food&amp;beverage concessionaires.  

• Designed &amp; implemented the commercial offer for the new Lima International Airport.
• Lead the bid process &amp; direct negotiation process for the new commercial operators generating bonus payments of $6M and attracting international operators as Mc Donald´s, Dunkin Donuts, Papa John´s, H Stern &amp; Aldeasa.
• Drove revenues up as much as 20% YTD 2005.
• Attracted new airlines &amp; destinations to Lima through an active Route Development Program in close partnership with the Peruvian Tourism Authority.

Chief Commercial Officer

Ahold Peru/Supermercados Santa Isabel S.A.

Promotes aggressive strategic growth plans bent on doubling the revenues of this $270M, 5,000-member organization.  Establishes policies, procedures, and best practices for negotiations, pricing systems, and retail strategies.  Manages 120 direct reports in the areas of buying, marketing, and financial services.  

• Restructured the commercial organization, adapting it to a multiformat, multibrand retail strategy.
• Implemented a rule-based, multiformat pricing system contributing with a gross margin improvement of 1.5 percentage points.
• Drove sales up as much as 20.5% and gross margins up as much as 25.6% annually.

• Launched and optimized hypermarket, hard discount, and supermarket formats, overseeing eight store openings in 16 months.  Introduced a hypermarket credit card to 140,000 cardholders in 14 months to realize $15M in consumer credits.
• Improved the gross margin 80% after founding a non-food buying team that sourced $20 M in product from Asia.  Developed a preferred supplier program for produce and meat products that increased the gross margin up to 10 percentage points in each product category.

Holsten-Brauerei AG/Holsten Brewery

Established a production and distribution network for two breweries.  Set up a management and administrative infrastructure as well as policies and procedures for streamlined production, sales, marketing, and finance operations.  Addressed licensed business and shareholder concerns

Chief China Representative

Developed beverage distribution and sales channels worldwide (Asia, Africa &amp; Americas).  Managed a strategic alliance with Foster’s Brewing Group, overseeing product launches for Foster’s Shanghai Brewery and Songyuan Food Co. in China.  Exported business to Southeast Asia, Africa &amp; Americas, founding marketing/sales organizations there.

Marketing Manager Overseas

Supervised business and market development as well as strategic planning and alliances.  Configured price models, pursued acquisitions, and expanded export activities.  Set in place international policies for merchandising.  Trained and managed two direct reports.

Brand Manager Latin America

Acquired a license partner in Paraguay, earning an appointment to work on  Cia. Cervecera Asunción S.A. product launch and brand portfolio optimization project.  Conceived and produced the first Holsten international brand manual, early development of marketing activities for the export markets throughout Asia, and the license market in China.

Junior Product Manager

Assistant Product Manager

Chupa Chups/Comercial Regalin

trainee

International commercial background with in depth experience in the FMCG,  Food & Airport Retail industry. Regional expertise in Latin America, Asia and Europe. Rich experience in turn around assignments incl. company sale

Specialties: Retail Management, International Marketing & Sales Expertise (Europe, Asia, Africa & Latin America), Brewing, Food Processing & Food Retail Industry, Product Development, Sourcing, Distribution netwotk setup, turnaround management, Merger & Aquisitions, Airport Retail

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