Henry Garcia

A consulting and market research firm specialized in obtaining commercial data, analyzing market share trends, and producing sales forecasts. As director for Latin America, I am responsible for establishing business relationships with manufacturers, entrepreneurs, and other commercial entities working to develop sales in the region. Specific consulting activities include:

• Obtaining and analyzing specific product export and import data
• Reviewing product demand trends and competitive activities
• Reviewing the clients' commercial infrastructure in relation to international sales goals and advise on specific needs
• Working with clients in establishing key operating elements to support international sales activities
• Developing short term sales forecasts

With annual sales revenue of $255 million, ECHO is worldwide leader in development and manufacturing of professional grade, handheld outdoor power equipment, and two stroke engines. ECHO is a subsidiary of Yamabiko Corporation of Japan.

Reported to Vice President of Sales. Responsible for sales management of all ECHO and Shindaiwa branded product through 27 distributors in 31 countries. Responsibilities included full implementation of marketing programs, product launching and brand management. Also responsible for sales forecasts, and budget management. Action planning and sales activities involved extensive off site field work in both urban and rural regions of territory. Main responsibilities:

• Established annual sales plans and distributor programs for Latin America
• Managed $35M in total sales revenue in equipment, parts, and accessories
• Developed distribution and retail in under-performing markets
• Organized and conducted product training events and distributor meetings
• Managed team of US and South America based regional sales managers, and sales analyst
• Lead cross functional team projects among sales, engineering, production, customer service, and finance
• Reported monthly sales activities and market data to the executive group for analysis and policy making
• Ensured compliance of all distributor agreement terms and company policy in the region

Komatsu America Corp. is a U.S. subsidiary of Japan based Komatsu Ltd., the second largest manufacturer and supplier of earth-moving construction, and mining equipment. Total revenue $22.1 billion.

Reported to the V.P. & G.M. Construction Division. Responsible for sales and marketing of new KOMATSU equipment to distributors and end-users in Central America, the Caribbean, Mexico, Venezuela, Suriname and Guyana.

• Analyzed market trends and demand data to establish medium and long term sales strategies that included cultivating relationships with local government-controlled industries (Cement and Oil) in environments like Venezuela
• Improved through action plans distributors’ commercial infrastructure and capabilities to adequately represent the Komatsu brand. Improvement of commercial operations included revisions of distributor’s sales force structure, product support, stock, financial solvency, and general management
• Reviewed, negotiated, and authorized government tender offers, and distributor special sales projects
• Negotiated outstanding receivables and finance payment programs with distributors. Also promoted and presented to upper management strategic short to mid-term finance programs for distributors in price sensitive territories in order to maintain price structure while increasing sales and market share
• In 2010 participated in transition and integration of defunct Komatsu Latin America Corp. sales operation in Miami, with Komatsu America Corp. in Chicago which also included transition of back office and service operations
• Maintained profit margin goals and price realization target levels
• Achieved $105M annual sales with average annual 1.14% market share increase beginning in 2010 (5.70% total)

Fifth largest bank and financial services holding company in the U.S.A

Managed US Bancorp sales of international banking products for Chicago market. Worked under consultative business and relationship development approach with C-level executives of corporate commercial clients. Advised clients on structuring their export and import working capital strategies to improve their international supply chain. Responsibilities:

• Managed $38M transaction business portfolio
• Sales of credit documents, export trade insurance, and foreign exchange products
• Conducted export and import trade finance seminars on best practices for international payment options
• Worked with the US SBA and the US EXIM Bank in advising clients on trade finance options
• Worked with the US and State Commercial Service offices to promote partnership programs for US exporters

A Danaher Corp. company, Videojet Technologies Inc. is a leading manufacturer of industrial product identification coding systems.

Reported to Vice President of Latin American Sales. Responsible for sales to distribution network, export compliance, and market share growth in Mexico, Central America, and Venezuela.

• Danaher President’s Club Sales Award in 2002 and 2003 for outstanding sales and market share increase
• Surpassed 2003 annual budget sales target by 3.5%. Achieved $10.3 million in total revenue by expanding distribution channels in Central America
• Surpassed 2002 annual budget sales target by 9%. Achieved $10.1 million in total revenue by reinvigorating sales programs, focusing on key accounts growth, and expanding distributor network
• Managed integration and transition of distribution channels after acquisition of Willet International in 2003
• Client portfolio included multinational organizations: Modelo Brewing Co., Unilever, Colgate Palmolive, Coca Cola, South African Brewing Co., Lala Milk, Grupo Polar, British Tobacco, Glaxo Smith, and Johnson & Johnson

American manufacturer of Selfix, Tamor, and Seymour consumer goods and creators of the HOMZ brand.

Reported to President of International Division. Responsible for developing sales in Mexico and Central America. Identified and evaluated independent local sales reps to promote and sell products to the retail industry in territory. Negotiated pricing and exclusive agreements. Established business relationships with small and big box retailers.

• Developed and managed $5.3 million accounts portfolio
• Achieved in 1999 $1.4 million total sales revenue in Mexico with 125% increase from $650,000
• Worked with product development to create new product lines and comply with market regulations and local demand
• Client portfolio included multinational retailers: Walmart-Cifra, Auchan, Carrefour, Soriana, Aurrera, Mas x Menos, Ace Hardware, Comercial Mexicana, Gigante, Siman, Carrion, Cemaco, Jumbo, and Price Smart

Distributor of hospitality products for hotels worldwide

Promoted to establish local sales office in Santiago, Chile, and identify local market potential in the hotel industry. Planned sales and marketing strategies, hired and trained sales staff

• Developed channel of direct product distribution by organizing and negotiating logistic, customs and transportation service agreements with local freight forwarders, customs brokers, and inland transportation companies
• Generated $400,000 in regional sales during the first year. Promoted and introduced products through direct client contact, mass mail, and advertising in local trade publications, trade show participation, public relations, and business agreements with Chile’s National Hotel Association (Hotelga)

Developed Mexican market customer base. Applied inside sales cold calling methods to identify and qualify potential buyers. Acquired firsthand knowledge of export sales, and international logistic operations

• Produced regional annual average sales increase from $360,000 to $800,000 in the first year