Ana Cardozo-Yepez
Houston,USA
Summary
Commercial executive with extensive experience in the global energy market. A dynamic and results driven leader who inspires and challenges teams through commitment, energy, empathy and fairness. Highly experienced in leading organizations through change management, commercial productivity and strategic planning to maximize P&L performance to support company growth. Proven track record of significant contributions to profits, while building and motivating strong teams and leaders. Highly skilled at partnering cross-functionally & influencing matrix organizations. Passionate about leveraging data analysis to drive business strategies.
Overview
18
18
years of professional experience
Work History
Vice President, Global Commercial Operations
Hubbell Utility Solutions
01.2022 - Current
- Lead Global Commercial Operations team, by partnering with Sales and P&Ls to exceed target of $3B in revenue per year while serving electric, water and gas Utility companies in both private and public sectors
- In charge of leading the business transformation for process excellence to provide rigor, drive efficiencies and improve collaboration & communications.
- Implemented commercial risk management system to better assess targeted opportunities to overcome risks identified with standardized business approach, while driving efficiencies for resource allocation and real time data availability
- Established Commercial Operations governance process to streamline life cycle opportunity that yielded expedited negotiations, achieving improvements from 12+ months down to 6 months in average from opportunity pursue to signature.
Director, Sales Operations North America
Aspen Technologies
01.2020 - 12.2021
- Led Sales Operations team, partner with SVP of Sales to achieve/exceed $400M in revenue per year for the region
- Managed Sales KPIs, forecasting, planning, pipeline, quota setting and attainment, to increase Sales effectiveness to ensure double digit growth YoY
- Created tools & dashboards that enabled data driven decision making
- Streamlined Process allowing 100% visibility for business operations consultants, reducing deal recycle by 72%
- Created customized dashboard to track KPIs, increasing Sales force data management efficiency by 80%.
Commercial Operations Director North America
GE Mining a GE Transportation Business
11.2017 - 07.2019
- In charge of $50MM P&L for equipment, software and services for GE Mining portfolio
- Implemented effective sales processes and KPIs to track and ensure results that delivered/exceeded operating plan for the region
- Managed complex contract negotiations with key customers during business unit close out
- Negotiated winning deal for 1st install of Collision Avoidance System in the region
- 1MM savings in liabilities during business close out.
Commercial Operations Leader North America
GE Mining a GE Transportation Business
11.2014 - 10.2017
- Managed cross-business teams to develop proposals worth up to $40MM, that champion GE store concept to increase GE footprint in Mining space
- Negotiated contracts to supply hardware, software, consign equipment and services for Mining customers
- Evaluated P&L feasibility & alignment with BU growth.
Strategic Program Manager, Unconventionals
GE - OIL & GAS
07.2013 - 10.2014
- Managed GE cross-BU teams to develop business' cases and obtain funding from GE Growth Board C-suite
- Achieved 100% funding in all solutions
- Negotiated T&C with partners to co-develop technologies for O&G market.
Commercial Operations Leader Subsea Americas
GE - OIL & GAS
04.2010 - 06.2013
- Led multidisciplinary team of direct reports (US & Int.) to management of cross functional teams for tender preparation worth up to $1B
- Led contract negotiations with Subsea global customers, with 80% win rate
- Developed business cases for growing markets, to set growth play book and operating plan in the region.
Commercial Manager -ECLP GE alumni
GE O&G
01.2008 - 01.2010
Lead Application Engineer, Offshore
GE O&G
01.2007 - 01.2008
Proposal Manager Subsea
FMC TECHNOLOGIES
01.2006 - 01.2007
Education
MBA -
IESA
CHEMICAL ENGINEER -
UCV
Skills
- Executive Leadership
- Strategic Business Planning
- Sales Strategy Analysis
- Contract Negotiations
- Forecasting
- Quota & Budgeting
- Process Improvement
- International Operations
- Proposal management
- Project Management
- Customer Satisfaction
- Mentoring/Coaching
- Microsoft Office Suite
- Salesforce
- MS SharePoint
- Xactly
Professional Development
- Thayer Leadership Program, West Point Academy
- PMP certification course
- Six sigma Green belt
- Change Process Management
- Influencing Skills
- Advance Manager Development Course
- Presentation Skills
- Foundations of Leadership
Hobbies and Interests
- Cooking
- Reading
- Movies
- Health & Exercise
- Wildlife preservation
Languages
Spanish
Native or Bilingual
Timeline
Vice President, Global Commercial Operations
Hubbell Utility Solutions
01.2022 - Current
Director, Sales Operations North America
Aspen Technologies
01.2020 - 12.2021
Commercial Operations Director North America
GE Mining a GE Transportation Business
11.2017 - 07.2019
Commercial Operations Leader North America
GE Mining a GE Transportation Business
11.2014 - 10.2017
Strategic Program Manager, Unconventionals
GE - OIL & GAS
07.2013 - 10.2014
Commercial Operations Leader Subsea Americas
GE - OIL & GAS
04.2010 - 06.2013
Commercial Manager -ECLP GE alumni
GE O&G
01.2008 - 01.2010
Lead Application Engineer, Offshore
GE O&G
01.2007 - 01.2008
Proposal Manager Subsea
FMC TECHNOLOGIES
01.2006 - 01.2007
MBA -
IESA
CHEMICAL ENGINEER -
UCV