Resume - Dynamic, results-oriented Sales Management professional with 20 years of experie...

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Resume #63808

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 PROFILE
* Dynamic, results-oriented Sales Management professional with 20 years of experience leading complex programs and initiatives encompassing:
 International Business
 Business Development
 Distributor Network Startup
 New Market Penetration
 Relationship Building
 Startup Programs
 Technical Presentations
 Post-Sales Implementation
 Sales Force Training
 Image Building

* High-energy sales producer. Posted top sales numbers in Latin America, eclipsing milestones and exceeding customer expectations.
* Multi-lingual with the ability to speak fluent Spanish, Italian, English and working command of Portuguese, and understand social, political, and cultural protocols.
* Outstanding communicator and negotiator able to influence key decision-makers.

 EDUCATION
Master of Business Adm. (MBA)
SOUTHERN NH UNIVERSITY Manchester, NH (2006)
* Graduated Magna Cum Laude
Master of Science, International Business (MSc)
NEW HAMPSHIRE COLLEGE,
Nashua, NH (2001)
* Graduated Magna Cum Laude
B.S., Materials Science & Engineering
UNIVERSITY OF FLORIDA,
Gainesville, FL (1983)

 PROFESSIONAL EXPERIENCE
International Sales & Marketing Manager
THERMOCOM, INC., Nashua, NH / Miami, FL 2004 - Present
A company specializing in infrared technologies and restorative services.

 Formed and managed company overseeing all day-to-day operations, creating all business plans, forecasts, and sales models.
 Built sales base to a projected $3 million in first-year revenue, and exceeded goal by 12% by establishing service, distribution, and reseller programs. Sales revenues of $4.2 million in 2006.
 Negotiated reseller contract to represent Guide IR, a Chinese infrared camera manufacturer.
 Negotiated reseller contract to represent Electrophysics, an American infrared camera manufacturer.
 Developed sales channel, adding 26 sales agents throughout South America and 14 agents in North America.
 Offer building inspection, analysis, and recommendations for industrial, Commercial and residential properties.
 Developed Infrared Inspection Methodologies for the Automotive industry in assembly lines and in the manufacturing process of parts
 Promote services to military, medical, security, process control, firefighting, and manufacturing clients.
 Led development of a multi-lingual website and oversaw design of promotional materials and sales literature.
 Aided in developing strategic plans and sales models for emerging markets and startup operations in Italy, Spain, and Portugal.

Regional Sales Manager, International Sales
FLIR SYSTEMS, INC., Boston, MA 1998 - 2004
The world's largest manufacturer of infrared camera systems with $508 million in annual sales.

 Increased annual sales from $900,000 from 120 accounts in 6 countries to $8+ million from 1,200 accounts in 30 countries.
 Led entrée into medical, electronic, textile, utility, and automotive industries while bolstering petrochemical and mining markets.
 Managed key accounts of up to $1.5 million including Exxon Mobil, GM, Texaco, Ford, Volkswagen, and international government accounts.
 Consistently met or exceeded goals and ranked within Top 5 in sales (out of 50+ sales professionals), achieving up to 110% of quota.
 Closed complex deals of up to $2 million to supply up to 40 customer locations with state-of-the-art thermography systems and accessories.
 Built and expanded Latin American distributor network, negotiating alliances with 24 leading distributors.
 Designed and delivered custom sales presentations to adapt to cultural, political, social, economic, and technological conditions.
 Evangelized products and technologies through conferences, training seminars, and product demonstrations.
Ray J. Sequera
Page 2

Sales Manager, Latin America
BRIDGESTONE AIRCRAFT TIRE (USA), INC., Miami, FL 1995 - 1998
A $65 million supplier of new and rethreaded aircraft tires formerly known as Thompson Aerospace, Inc.
 Increased annual sales revenue to $6.7 million, securing sole supplier status with major Latin American airlines.
 Interfaced and negotiated with executives at the CFO/CEO level.
 Maintained P&L accountability for Latin America and oversaw sales, marketing, strategic planning, forecasting, and budgeting.
 Built distribution channel to include 12 top distributors and created sales support infrastructure.
 Contributed to ISO 9000 system implementation and integration.
 Played a key role in the development and production of multi-lingual sales, marketing, and training materials (Spanish/Portuguese/English).

Regional Sales Manager, Latin America
APPLIED POWER, INC., Milwaukee, WI 1989 - 1995
A $2 billion manufacturer of high-pressure hydraulic products and equipment.
 Increased annual regional sales from $1.2 to $3.8 million, building distributor network to 22 distributors in 18 countries.
 Established new territory, stimulating $500,000 in first year sales with an additional $750,000 in potential sales in the pipeline.
 Led Just-in-Time business development campaign, generating $400,000 in revenue including first QMC and QDC systems sold in Latin America. These systems were used primarily in the automotive industry.
 Launched seminar-training program, increasing sales by 27% while reducing direct sales costs by 40% for participating distributors.

Industrial Division Manager
SGS CONTROL SERVICES GROUP, Geneva, Switzerland 1983 - 1989
A global leader in verification, testing, and certification services with 840 offices worldwide.
 Promoted from Assistant Manager, Industrial Division to U.S. Testing Lab Inspector to Government Programs Operations Supervisor to Industrial Division Manager.
 Managed $4 million, 40-person Industrial Division specializing in Quality Control / NDT inspections in structural, chemical, environmental, and construction sectors.
 Spearheaded business development, sales, marketing, promotional, incentive, and customer service programs.
 Opened Government Programs office in Miami for the inspection of dry goods being exported to Venezuela, Ecuador, and Jamaica.

 ADDITIONAL INFORMATION
 Awarded a Patent on a model of utility for a product called "Bottlenecker" which converted aluminum cans into bottles.

 Member, American Institute of Materials & Petroleum Engineers

 Member, Gator Club of Miami and Gator Club of Boston

 Founding Member and First President, Gator Club of Venezuela

 Director, University of Florida Hispanic Alumni Association

 Member, Magic City Mustang Club of Miami

 Car enthusiast and proud owner of a Mustang 65 Convertible and a DeLorean 83

 Weekend Italian Gourmet Chef

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