Juan Del Real, MBA
Frisco,TX
Summary
Accomplished, collaborative, and visible leader with a proven track record in consultative sales, international markets, and project and product management. Excellent assertive negotiation and communication skills. Expertise in managerial, project, product, and sales management. Fluent in English & Spanish with a mid-high level of proficiency in German and basic knowledge of Portuguese.
Holds an MBA from the University of Leipzig (Germany), along with a bachelor's degree in International Business.
Over 20 years of experience in business development, strategic planning, and projects/products/sales management, as well as logistics and vendor relationship management. Ability to identify new potential business opportunities, strengthen customer relationships, and increase revenues. Expertise in analyzing an organization's critical business requirements to drive success.
Overview
15
15
years of professional experience
Work History
Business Performance Manager – Power System Division
HOLT CAT
07.2023 - Current
- Managing & leading business processes for engine sales
- Evaluated of more than 20 major business processes, eliminating waste, creating RACI matrix and standard procedures.
- Designed more than 10 new business process. (e.g., inventory audits procedures decreasing financial impact on aged inventory)
- Leading the team of 8 responsible for engine sales invoicing to customers, meeting the company's yearly financial targets. Revamp of the invoicing process getting rid of almost all waste during invoice cycle and 100% of digitalization of the process.
- Leading lean process improvement projects towards improving customer experiences, reduce cycle times and costs, and increase profits within engine sales (e.g., reducing billing cycles from several customers from 90 to 60-30 days)
- Developing metrics & management tools to analyze & measure project goals, metrics and provide internal and external business performance reporting (e.g., Creation of inventory reduction model report that allowed sales & engineering teams more visibility on aged inventory contributing to sales push monthly)
- Involved in the vendor relationships to strengthen customer performance (e.g., Creation of Vendor performance & forecast report to improve vendor management and performance.)
Aftermarket Sales Manager – North America (USA & Canada)
TNA North America Inc.
05.2021 - 07.2023
- Managing & leading the Sales functions for North America (USA & Canada). Responsible for 15% increase on aftermarket sales & leading a team of 5.
- Responsible for driving and supporting the Aftermarket Sales (spare parts kits, spare parts, upgrades, service contracts). Creation of account management reports to monitor customer consumption allowing to forecast 40% of potential sales monthly.
- Leading & coordinating negotiations for a successful close. Developed several closing methods & scripts for closing sales that lead to increase aftermarket sales.
- Managed all strategic accounts, creating & executing plans to strengthen customer relationships and supporting aftermarket sales growth
- Developed management tools & metrics to analyze Aftermarket Sales performance. (e.g., on-time-shipping report, fill rate, customer feedback surveys, customer backorder report.)
- Manage of the aftermarket warehouse performing inventory counts yearly, inventory audit quarterly and inventory rotation management.
Trade Executive
Procolombia
03.2012 - 05.2021
- Responsible for U.S southwest & Midwest regions for matching Colombian companies with U.S companies on several industries. Avg. $5-6M+ USD yearly sales.
- Manage matchmaking forums, international trade shows in the U.S & Colombia and day-to-day sourcing & matching opportunities for U.S companies. 500+ opportunities generated yearly.
- Developed a network for more than 200 U.S companies in deferent sectors. Top 10 of the managed accounts drove 8-15% of their business to Colombia.
- Lead a project for U.S government contracting for Colombian companies in order to excel the US-Colombia free trade agreement. This project resulted in 5 major Colombian companies engaging in US governmental contracts.
- Implemented innovative marketing strategies to enhance product visibility in targeted international markets. Top main Colombian accounts increase 8-10% their product portfolio in the U.S and increase 5-10% their sales in the U.S
Education
MBA - Small and Medium-Sized Enterprises Development
University of Leipzig
Leipzig, Germany07-2006
International Business - International economic Integration
EAFIT University
Medellin, Colombia01-2002
Emerging Leaders Program 2.0 -
Georgetown University
Washington, D.C.01-2021
Economic Environment Analysis -
Sergio Arboleda University
Bogota, Colombia01-2017
Consultative Sales Management / Productive Selling -
EAFIT University
Medellin, Colombia01-2007
Logistics Management -
EAFIT University
Medellin, Colombia01-2002
Languages
Skills
- Sales Force
- Microsoft Dynamics
- Mondaycom
- Tableau
- Power BI
- Copilot
- Microsoft Office
Accomplishments
- Boosted Aftermarket Sales: Increased aftermarket sales by 15% through strategic account management and sales initiatives.
- Invoicing Process Revamp: Achieved a 100% digitalized invoicing process, eliminating waste and enhancing efficiency.
- Enhanced Customer Management: Developed metrics and reports that improved customer service and forecast 40% of potential sales monthly.
Timeline
Business Performance Manager – Power System Division
HOLT CAT
07.2023 - Current
Aftermarket Sales Manager – North America (USA & Canada)
TNA North America Inc.
05.2021 - 07.2023
Trade Executive
Procolombia
03.2012 - 05.2021
MBA - Small and Medium-Sized Enterprises Development
University of Leipzig
International Business - International economic Integration
EAFIT University
Emerging Leaders Program 2.0 -
Georgetown University
Economic Environment Analysis -
Sergio Arboleda University
Consultative Sales Management / Productive Selling -
EAFIT University
Logistics Management -
EAFIT University
Languages
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