Ana Cardozo-Yepez
Vice President, Commercial Operations
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
25
25
years of professional experience
Work History
Vice President, Global Commercial Operations
Hubbell Utility Solutions
Houston, USA
01.2022 - Current
- Lead the Global Commercial Operations team in collaboration with Sales and P&L leaders, consistently exceeding $3B in annual revenue while serving electric, water, and gas utility companies in both the private and public sectors.
- Spearheaded a comprehensive business transformation focused on process excellence, improving efficiency, and fostering enhanced collaboration and communication across teams. Transitioned from reliance on tribal knowledge to established, standardized processes that are reviewed periodically to adapt to organizational changes and evolving business needs.
- Implemented a commercial risk management system to enhance the assessment of targeted opportunities by identifying risks and evaluating their potential impact, strategically positioning the company for the opportunities pursued. This initiative also transitioned data availability from an email-based system to a centralized database integrated with Power BI, significantly improving resource allocation and real-time decision-making capabilities.
- Established a negotiation process that expedited negotiations, reducing the average opportunity lifecycle from over 12 months to 4–9 months.
- Self-motivated with a strong sense of personal responsibility and a proven ability to lead effectively in fast-paced environments
Director, Sales Operations North America
Aspen Technologies
Houston, USA
01.2020 - 12.2021
- Led the Sales Operations team in partnership with the SVP of Sales to achieve and exceed $400M in annual revenue for the region.
- Managed key sales performance indicators (KPIs), forecasting, planning, pipeline management, and quota setting to enhance sales effectiveness, ensuring double-digit year-over-year growth.
- Developed tools and dashboards that facilitated data-driven decision-making across the organization.
Streamlined processes to provide 100% visibility for business operations consultants, resulting in a 72% reduction in deal recycling.
- Created a customized dashboard for tracking KPIs, increasing sales force data management efficiency by 80%.
Commercial Operations Director North America
GE Mining a GE Transportation Business
Houston, USA
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
Houston, USA
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
Houston, USA
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
Houston, USA
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
Languages
Spanish
Native or Bilingual
Portuguese
Professional Working
Skills
Team Leadership
Relationship Building
Decision-Making
Critical Thinking
Coaching and Mentoring
Complex Problem-Solving
Client Relationship Building
Results-Driven
Operations Management
Risk Management
Process Improvement
Negotiation and Persuasion
Training and mentoring
Contract Negotiation
Data Analysis
Corporate Communications
Staff Training
Price Structuring
Performance metrics analysis
Forecasting
OKRs and KPIs
Resource Allocation
Operational leadership
Leadership and People Development
Cross-Functional Collaboration
Analytical and Critical Thinker
Strategic business planning
Adaptable and Flexible
Transformative leadership
Approachable leader
Work Preference
Work Type
Full TimeLocation Preference
RemoteHybridOn-SiteImportant To Me
Company CultureFlexible work hoursWork from home optionPaid time offWork-life balanceCareer advancementStock Options / Equity / Profit Sharing401k matchInterests
Movies
Travel
History
Health and Fitness
Travel, Health and Fitness, Movies
Passionate about exploring diverse cultures through travel, with a keen interest in understanding how food and history are intertwined. Fascinated by the impact of cultural influences on modern culinary trends and committed to studying how these elements interact to enrich our culinary experiences.
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