JUAN TIRADO
Digital Transformation Specialist
Lima,Perú
Summary
Accomplished Sales Executive with +10 years of experience in consistently promoting company brand. Passionate expert and valuable business consultant with talents in analysis, consumer knowledge and industry dynamics. Coordinating with Front-End sales, KAM and Marketing Managers from each region to accomplish sales goals while maintaining strong professional relationships. Specialist and passionate about Digital Transformation and Business Development.
Overview
2
2
Languages
8
8
years of professional experience
Work History
Key Account Executive
ABB
01.2015 - Current
- Corporate Account Management for ABB's Enterprise Software business unit for Peru, Bolivia, Central America and the Caribbean.
- Enterprise Software Portfolio: ERP, Asset Management, Predictive Maintenance with Machine Learning, Intelligent Document, SaaS and Cloud/Managed Services.
- Responsible for meeting sales and profit margin targets through the sale of consulting services and licenses.
- Definition and execution of strategic planning for business development in the assigned territory.
- Negotiation and closing of long term agreements: Framework Agreements, Maintenance Contracts.
- Pipeline generated from sales of 4x the sales target.
- I use SalesForce tool as CRM.
- C-Level relationships in key industrial companies.
- Leading marketing activities such as webinars, ABB events, forum participation Outstanding achievements:.
- 85% growth in the sales pipeline year on year.
- 100% sales growth YoY - FY2017 vs FY2016.
- 50% improvement in the level of satisfaction of the accounts managed.
Key Account Manager
- For Control Systems (DeltaV) and Reliability (AMS Software) from Emerson.
- Commercial attention to the installed base for the Care of the Life Cycle of its systems through the supply of advanced services, spare parts and licenses.
- Business Development.
- Search for new opportunities and demand generation.
- Responsible for sales and profit margin goals.
- Funnel and forecast management in CRM PATT.
- Responsible for the pursuit of projects from opportunity identification, strategy planning, contract negotiation and closing and hand over to operations.
- Negotiation of long-term contracts and agreements: Maintenance Contracts, Framework Agreements,.
- Training to Site Leaders, sales channels, distributors and users.
- Outstanding achievements:.
- Business growth of 25% YoY - 2 years in a row.
- Obtaining long term contracts with major accounts.
AMS
- Device Manager Software and Field Communicators 475.
- Technical and commercial consultant for the elaboration of proposals: Scope definition, architecture development, sizing, licensing.
- Technical support to the region's installed base: Attention to consultations, troubleshooting, follow-ups.
- Advanced field services for software implementation.
- Certified trainer for Emerson's asset management system Give presentations to users and certify new instructors.
- Promotion of the products through presentations and events.
Senior Automation Applications Engineer, Sales Leader
VAMSAC, Emerson LBP
01.2010 - 01.2011
- To provide technical solutions for instrumentation and control of processes for industrial projects.
- Leading sales in clients in the southern region of Peru.
- Responsible for order, sales and profit margin goals.
- Funnel management and sales forecast.
- Business Development.
- Search and follow up of new opportunities.
- Technical and commercial consultant for the elaboration of proposals: Scope definition, architecture development, sizing, licensing.
- Specialist in industrial instrumentation, Emerson's Rosemount line, WirelessHART technology and Emerson's Asset Management system: AMS Device Manager.
- Advanced field services: Implementation, development, commissioning and maintenance of systems and instrumentation.
- Promotion of the products through technical presentations and training to users.
Education
Professional Program -
Massachusetts Institute of Technology
Diploma - Project Management
Professional Degree - Electronic Engineering
Universidad San Ignacio de Loyola
Capture Team Selling - undefined
Antenor Orrego Private University
ABB Enterprise Software – eLearning Ellipse Enterprise Asset Management – Accreditation Assessment - undefined
ABB Enterprise Software – Atlanta - undefined
Value Creation Selling - Workshop - undefined
SOAR – Atlanta - undefined
7020 – AMS Device Manager – Certified Trainer - undefined
Emerson Process Management – Lima, Peru Plant Asset Management - undefined
Emerson Process Management - undefined
Eden Prairie - undefined
ROSEMOUNT Instruments Level 200 - undefined
Emerson Process Management – Eden Prairie - undefined
ROSEMOUNT Beyond The Limit - undefined
Emerson Process Management – Cartagena - undefined
7009 DeltaV - Introduction & Implementation I - undefined
Distributed Control System (DCS) – VAMSAC – - undefined
Skills
Consultative selling
Key account management
Digital marketing
Business Development
Campaign development
Sales forecasting
Digital deployment
Account development
Lead Generation
Product knowledge
[Type] marketing background
Strategic planning
Analytical skills
Critical thinking
Interpersonal Communication
Good listening skills
Team collaboration
Solutions-focused sales
Business Process Analysis
Change Management
Technical guidance
Leadership Competencies
Sales leadership
Transformative leadership
Coaching leadership
Product development
Timeline
Key Account Executive
ABB
01.2015 - Current
Senior Automation Applications Engineer, Sales Leader
VAMSAC, Emerson LBP
01.2010 - 01.2011
Distributed Control System (DCS) – VAMSAC – - undefined
7009 DeltaV - Introduction & Implementation I - undefined
Emerson Process Management – Cartagena - undefined
ROSEMOUNT Beyond The Limit - undefined
Emerson Process Management – Eden Prairie - undefined
ROSEMOUNT Instruments Level 200 - undefined
Eden Prairie - undefined
Emerson Process Management - undefined
Emerson Process Management – Lima, Peru Plant Asset Management - undefined
7020 – AMS Device Manager – Certified Trainer - undefined
SOAR – Atlanta - undefined
Value Creation Selling - Workshop - undefined
ABB Enterprise Software – Atlanta - undefined
ABB Enterprise Software – eLearning Ellipse Enterprise Asset Management – Accreditation Assessment - undefined
Capture Team Selling - undefined
Antenor Orrego Private University
Professional Degree - Electronic Engineering
Universidad San Ignacio de Loyola
Diploma - Project Management
Professional Program -
Massachusetts Institute of Technology