b'Gabriel Garcia Marquez\nAv. Tamanaco, Piso PH, Caracas, Venezuela\n\nH1: +58 212 444 44 44\nH2: +58 212 555 55 55\nM: +58 414 555 55 55\ngmarquez@woohoo.com\n\nSenior Executive: Sales Management\n\nCountry Director | Commercial Director | National Sales Director\nAccelerating international growth through agile sales strategies, relentless team\ndevelopment, and astute CRM.\nResourceful leader with 12 years\xe2\x80\x99 experience in all phases of market research,\nbusiness planning, and sales strategy execution. Drive millions of dollars in\nrevenue by managing products, building cross-functional customer relationships,\nmaximizing internal resources, and innovating leading-edge business processes.\nDeep experience with major retailers, including Wal-Mart, Costco, and Carrefour.\n\nAward-winning manager, surpassing peers in sales growth, market penetration,\nand investment ROI. Excel even in the face of unstable market, political, and\nlogistical conditions. Effective communicator with experience negotiating with and\nbuilding consensus amongst stakeholders.\n\nProfessional Performance\n\nNESTL\xc3\x89 1996\xe2\x80\x93Present\nSALES DIRECTOR, VENEZUELA (Alimentos Nestl\xc3\xa9, S.A.; Caracas, Venezuela;\n2007\xe2\x80\x93Present)\n\nEmployee Engagement & Development | Retail Channels | Client Education\nPrograms\n\nContinued\xe2\x80\xa6\n\n\x0cGabriel Garcia Marquez\n\ngmarquez@woohoo.com\n\nRun fastest-growing sales organization within Nestl\xc3\xa9 despite limited\ninfrastructure and volatile political environment. Executive responsibility for\nVenezuela sales organization, the 2nd-largest in Latin America. Scope includes\nPrivate Self Service, Government, Wholesaler, Distributors, and Direct Sales\nDistribution (70 routes).\n\n\xe2\x80\xa2\n\nDelivered double-digit growth 3 years in a row, the only country in Latin America\nto do so.\n\n\xe2\x80\xa2\n\nPreserved overall market share, despite supply issues that cut 30% of SKUs, by\ngrowing market share of bigger brands.\n\n\xe2\x80\xa2\n\nCut turnover from 50% to 20%, compensating for stressful country environment\nwith added professional development benefits, tenure bonuses, and by\nmaintaining an enjoyable, easy-to-navigate corporate environment.\n\n\xe2\x80\xa2\n\nCultivated strong retailer loyalty and advocacy by educating owners about\nprofitability of Nestl\xc3\xa9 products.\n\n\xe2\x80\xa2\n\nAchieved profitability for Direct Sales Distribution organization, a first in Latin\nAmerica. Grew average sales-per-day 200% via intense development of route\nmanagers. Achieved 15% turnover in a region where 100%+ is the norm.\n\nNATIONAL ACCOUNT MANAGER (Nestl\xc3\xa9 de Mexico; Queretaro, Mexico; 2004\xe2\x80\x93\n2007)\n\nForecasting | Operations Coordination | Product Development | CrossFunctional Management\n\nCharged with managing business that accounted for 70% of country sales.\nDirected activities for 6 largest accounts\xe2\x80\x94Wal-Mart, Soriana, Comercial Mexicana\n(Costco), Gigante/Carrefour, Clibs, ISSSTE/IMSS\xe2\x80\x94as well as regional self-service\nstores. Member of international sales networking team that shared best practices and\nindustry intelligence.\n\n\xe2\x80\xa2\n\nSalvaged endangered client relationships with 3 biggest retailers, coming onboard\nafter major reduction in promotional investment by Nestl\xc3\xa9. Built collaborative\nproblem-solving approach with retailer stakeholders resulting in improved\nnegotiations and achievement of Nestl\xc3\xa9 and retailer growth goals.\n\nPage 2 of 2\n\n\x0c\xe2\x80\xa2\n\nResolved issue of under-pricing by Wal-Mart that was creating tension with other\nmajor retailers who could not afford to compete. Created new SKUs exclusively\nfor Wal-Mart, protecting retail pricing of other SKUs.\n\n\xe2\x80\xa2\n\nImproved sales and retailer relations by measuring and improving fill rates which\ngrew 20 to 25 BPS per retailer, resulting in 95% to 100% scores. Collaborated\nwith retailer logistics staff to improve forecasting.\n\n\xe2\x80\xa2\n\nBuilt more robust support team for key account managers, leveraging existing\nNestl\xc3\xa9 resources in Marketing, Finance, and Forecasting.\n\nNESTL\xc3\x89, CONTINUED\n\nDIVISIONAL MANAGER, FIELD SELLING (Nestl\xc3\xa9 de Mexico; Mexico D.F.; 2003\xe2\x80\x93\n2004)\n\nTraining Programs | Merchandising Execution | Award-Winning Business\nPerformance\n\nEarned early promotion to management of key division with responsibility for\n30% of country revenue. Led team of 3 regional managers, 14 sales reps, and 2\nmerchandizing executives in challenging Mexico City market.\n\n\xe2\x80\xa2\n\nImproved execution of POS merchandising strategy at Wal-Mart by establishing\ncommunications between Key Account Manager and account reps and taking\nsales reps to Wal-Mart offices to train in replenishment.\n\n\xe2\x80\xa2\n\nLed division to win 50% of corporate awards for growth, market share, and other\nkey metrics.\n\nKEY ACCOUNT MANAGER, WALMART & SAM\xe2\x80\x99S MEXICO (Nestl\xc3\xa9 de Mexico;\nQueretaro, Mexico; 2000\xe2\x80\x932002)\n\nComplex Negotiations | New Business Models | Emerging Market Trends |\nPremium Product Placement\n\nRaised sales 10% YOY while lowering investment. Accountable for 20% of\ncompany revenue, negotiating contracts and managing sales for Wal-Mart\xe2\x80\x99s 5\nbrands within Mexico. Made all trade investment and ECR decisions.\n\n\x0cGabriel Garcia Marquez\n\n\xe2\x80\xa2\n\ngmarquez@woohoo.com\n\nAchieved greater exposure while lowering trade investment. Pioneered\nNestl\xc3\xa9\xe2\x80\x99s first-ever proposal conforming to Wal-Mart\xe2\x80\x99s Everyday Low Price\n(EDLP) model, adjusting it to fit demand of single contract for 4 business\nmodels.\n\n\xe2\x80\xa2\n\nGained entry to Wal-Mart much faster (4 months vs. 12) and with more\nfavorable conditions than competitors.\n\n\xe2\x80\xa2\n\xe2\x80\xa2\n\nLeveraged model for increased revenue and profitability with other retailers.\nMaximized penetration by working with Category Management team to\nidentify highest ROI category investments. Devised quick-assemble displays\nthat addressed emerging market trends (i.e. chocolate-flavored products).\n\nKEY ACCOUNT MANAGER, GROUPO SORIANA (Nestl\xc3\xa9 de Mexico; Monterrey,\nMexico; 1998\xe2\x80\x932000)\nKEY ACCOUNT EXEUCTIVE, CHEDRAUI (Nestl\xc3\xa9 de Mexico; Monterrey, Mexico City;\n1998)\n\nStrategy Redesigns | New Program Implementations | Double-Digit YOY Growth\n| Category Leadership\n\nEarned fast-track promotion in recognition of top sales performance and\nscalable growth strategies.\n\n\xe2\x80\xa2\n\nTransformed faltering regional account, Groupo Soriana, into account\nperforming on par with revenues and profitability of a national account,\nachieving 23% YOY sales growth and increased penetration in cereal\nand bar categories.\n\n\xe2\x80\xa2\n\nGained lead in cereal and bar categories by executing first-every category\nmanagement with Groupo Soriana.\n\n\xe2\x80\xa2\n\nInitiated category management with Chedraui, something Nestl\xc3\xa9 had failed to\nachieve after many attempts.\n\n\xe2\x80\xa2\n\nRaised sales 18.5% YOY with Chedraui, an account that was worth 28% of\ndivisional revenue by negotiating with regional managers, not just individual\nretail locations.\n\nPage 2 of 2\n\n\x0cEducation and Languages\n\nBachelor of Business Administration, minor in Strategic Management\nInstituto Tecnologico y de Estudios Superiores de Monterrey Campus, Mexico,\n1996\nExtensive MBA studies at Instituto Panamericano en Alta Direcci\xc3\xb3n de Empresas,\nthe \xe2\x80\x9cHarvard of Mexico\xe2\x80\x9d\n\xef\x82\xb7\n\nStudied and interpreted multiple high-level case studies from Harvard and other\nleading institutes.\n\nDiverse continuing education in Management Skills, Consumer Response,\nNegotiations, Neilson Retail Index, Retail Customer Management, and others.\nBilingual in Spanish and English'