|
Business Development Manager
Stanley Latin America (division of The
Stanley Works)
October 1996 - present
Responsible
for product marketing strategy and sales activation and coordination for the mechanics
tools product category (wrenches, sockets, accessories, pliers and plumbing tools).
Develop
strategies by brand, by country, and by channel of distribution (wholesale, industrial,
home centers), leading to yearly growth of a $30 million business.
Activate sales in a proactive manner, by creating effective sales
initiatives. Monitor sales trends,
propose corrective actions, design action plans and follow up on implementation by the
sales force.
Conduct line reviews with distributors to maximize breadth of line and
encourage substitution of competitive products with Stanley products. A high rate of success was obtained with
major product categories (hex keys, snips and industrial screwdrivers).
Determine price points and brand positioning.
Develop new products targeted to the Latin American market: launched 15 major new lines in 1998 and 1999,
which now account for 15% of sales.
Increased gross margin of key lines by as much as 30% by developing an
outsourcing strategy, and by negotiating personally with suppliers in the Far East, Latin
America and U.S.
Eliminated non-strategic sku’s, reducing the assortment by 15%
without affecting sales.
Organize country-specific promotions to drive sales volume.
Design channel-specific product mixes for major U.S. customers
establishing themselves in Latin America (e.g. Home
Depot and W.W. Grainger).
Present new products in the largest industry trade shows in the world (Chicago Hardware Show (U.S.), Cologne Tool Fair (Germany), and Expo Nacional Ferretera (Guadalajara, Mexico).
Re-designed the new mechanics tools catalog to appeal to a more
sophisticated, industrial user.
Conduct training sessions for sales managers and customers to maximize
product knowledge.
Participated actively in developing and implementing an e-commerce
strategy for Brazil: identified high
potential products and performed P&L analysis, evaluated and selected partners to
support logistics, web site content, and traffic generation, participated in the design of
the company’s web site for Latin America,
and provided content for the different sections of the web site.
VIEW ALL
JOBS
PREVIOUS JOB
|
|
|