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Avenida 22 5-78 Celular: (502) 40376537

Vista Hermosa I Home: (502) 23657126
Zona 15, Guatemala
E-mail: dc8619e4@westpost.net


Experienced General/Marketing Manager with strengths in marketing, sales, and su

pply chain/working capital management. Career has included demonstrated dramatic
sales, market share and earnings growth in multinational, local capital, and en
trepreneurial environments in easily more than a dozen Latin American and Caribb
ean markets. Wide range of product experience and quick study ability
Characterized by initiative, flexibility and drive
Skills include:
* P & L Responsibility * Improvement of Working Capital
* Product Portfolio Management * Business Strategy Development
* Creating/Marketing New Products * Fully Spanish Bilingual/Bicultural
* Client/Supplier Relationship Building * Market/Product/Distribution Analysis
* Business Process Analysis and Change * Market Entry Strategy and Execut
* Team recruitment and building * Creation/execution of innovative marke

Dogma, SA, Guatemala 1/2007 -
General Manager-Responsible for startup operation in pharmaceutical and OTC repr
esentation and sales Management
* Formation of company, closure of 3 representation contracts and sourcing of 12
Rx and OTC own brand products
* Growth of Cinfa sales by over 300% within 9 months of taking responsibility
* Acquisition and launch of BSN Medical representation
Laboratorios Laprin, Guatemala 9/2006 -12/2007
Vice President. Sales and Marketing - Responsible for P&L, Pharmaceutical and OT
C marketing and sales in the Central American Region., 10 million US Sales with
57 direct and indirect reports
* In nine months generated US $ 1.6 million operating profit vs. a full prior ye
ar loss of 200 K through sales growth, product rationalization and portfolio str
ategy, new product launches, rationalization of client base, improvement in sale
s conditions and expense control.
* Through change in channel strategy, reduced DSO from 120 to 45 days, creating
the liquidity necessary for company's operation.
* Growth over market of 17% (MAT) and recuperation of Prescript data from -33% b
elow market to market growth levels through operating efficiencies, innovative m
arketing and new products..
* Development and launch of 3 line extensions of leading OTC cold product, creat
ing additional presentations for 2008 launch and increasing sales by over 50%.
* Re-structuring of the sales forces and implementation of web based reporting s
ystem and new target base, increasing coverage by 20% with 28% reduction in head
count, while launching successfully two new products.
* Creation of specific key account and merchandising functions, increasing chann
el volume by close to 40% through enhanced client relationships and stronger pre
sence at point of sale.

Corporacion Infarmasa 4/2004-9/2006

Lima, Peru
Peruvian pharmaceutical company among top three in market
Manager: Business Development. Responsible for international operations, strate
gy development, in-licensing and toll manufacturing
* Launched Ecuadorian affiliate, defining structure, business plan, and distribu
tion, doubling sales in 2nd year to 500 K.
* Prepared for 2007/2008 launches activities in Chile, USA and Venezuela.

Corporacion Drokasa 5/2003-3/2004

Lima, Peru
Holding company with interests in agro industry, retail, distribution, and pharm
General Manager: Farmindustria-Pharmalab. Responsible for 34 million US $ reve
nue and headcount range of 400 to 450. Consistently among top three pharmaceutic
al companies in the country. Functions included marketing of Rx, OTC, and gener
ic products, management of direct sales and third party distributors, production
and logistics.
* Achieved 5% growth over market while reducing trade inventories from 4 to 2 mo
nths through
operating efficiencies, channel management and new products.
* Maintained prescription growth in 10% over market while reducing field force i
n 15%, increased medical coverage 20% and average daily calls by 24%.
* Strengthened working capital through reduction of DSO from 120 to 80, and inve
ntories in 13%, reducing working capital by 1 million US $ on an annual basis.
Quimica Suiza 7/1997-5/2003
Lima, Peru
Peru's largest pharmaceutical and one of the top 5 consumer packaged goods distr
ibutor, number 14 company in the country.
General Manager: Distribution Business Unit. Responsible for 180+ million US$ s
ales, operating profit of 3+ million and headcount range from 720 to 580. Busine
ss unit includes all distribution functions: purchasing, sales, credit, and logi
stics. Board Member affiliated pharmacy chain.
* Doubled EBIT year over year from 2000 through 2003. Sales growth of 25 % with
16% less expense and 25% reduction in working capital through enhanced purchasin
g, mix changes and headcount/facility reduction. Increased profitability by pers
on seven-fold in three years..

Consultant /Entrepreneur 3/1993-6/1997

Denver, Colorado, USA, Santo Domingo, Dominican Republic
* Evaluated Central American and Caribbean operations of G.D. Searle
* Created and administered start up marketing company in Dominican Republic and
Sterling Winthrop 7/1984-3/1993
Dominican Republic 5/1990 -3/1993
General Manager. Responsible for consumer goods and pharmaceutical marketing, s
ales and production. Local operation included 10 million sales, 3.5 million Adv/
Promo budget, 3.2 million operating profit, and maximum headcount of 124.
* Within 3 years increased sales 76% and net income over 100%. Implemented plant
upgrade and ERP
* Recuperated and maintained #1 rating in both OTC segment and total market.
Puerto Rico 1/1989-5/1990
Caribbean Consumer Marketing Manager. Responsible within matrix for 20 million
sales with 7.8 million operating profit Adv/Promo budget spanning four countries
Colombia 7/1987-1/1989
Pharmaceutical Division Manager. Responsible for sales and marketing
Central America 8/1984-6/1987
Regional Pharmaceutical and Business Development Manager


* American Graduate School of International Management (AGSIM)

Thunderbird, Arizona. Honors Degree: Masters in Business Administration
* Lewis and Clark College, Oregon, B.A., History

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