Emilio Machado

SALES AND OPERATIONS MANAGEMENT PROFESSIONAL

Highly accomplished, deadline-driven Sales and Operations Management Professional with extensive in international and domestic business development, marketing, advertising, sales, multi-channel product distribution, and product development / management. Innate ability to develop short- and long-range strategic and tactical plans for introducing new products to market and managing quality assurance and reputation management initiatives to accelerate business growth.

Results-oriented, decisive leader, with proven success in establishing a lasting presence in new markets, identifying growth opportunities, and initiating strong business alliances. Develop offshore partnerships to drive bottom-line profits. Thrive in dynamically changing environments requiring focused decision making. Possess fluency in Spanish and Portuguese, and possess conversational French and Italian capabilities.

PROFESSIONAL EXPERIENCE

INFINITE PERIPHERALS, INC. - Rochester, NY November 2002-Present
International OEM Sales Manager

Spearhead and establish the international business development, sales, and distribution efforts for the sales of OEM products, in addition to R&D initiatives for product development / customization in Latin America, Europe, Asia, and the Eastern US.  Collaborate with vendors in the creation and implementation of marketing strategies for US and the Latin America markets. Liaise between R&D engineers, marketing, and customers to communicate requirements, provide estimates, and assist with design of customized products. Negotiate with vendors to minimize component costs. Hold full P&L accountability for the division and supervise a staff of three
employees.
Key Achievements:
> Boosted customer base from 2 to 100+ customers, which resulted in increased sales from $200,000 to $2.1 million on an annual basis.
> Conceptualized and implemented the product customization division, which accounts for 51% of sales.
> Created production, quality control, testing, inspection, and packaging procedures for third-party manufacturers based upon ISO 9000 methodologies, which eliminated losses due to poor quality issues.
> Initiated and completed a project in the United Kingdom, which encompassed collaborating with design engineers on processes for customer requested software enhancements to eliminate client dissatisfaction by determining project feasibility, design costs, testing, and results tracking procedures prior to acceptance of projects. 

BEMATECH INTERNATIONAL CORPORATION - Curitiba, Brazil April 2000-November 2002
International Sales Manager

Selected to initiate international operations in US, Europe and Taiwan, which included cultivating business opportunities with distributors, and training personnel in globalization concepts for the newly created division. Created and incorporated sales techniques, marketing and advertising campaigns, and reputation management concepts for direct impact on local and regional target markets. Initiated, implemented, and trained staff in product management, packaging, documentation, quality assurance, logistics, export regulations, distribution, manual translation, and customer support procedures. Supervised 32-member engineering and administrative staff and administered a $2 million budget. Attended international trade shows to enhance company visibility.
Key Achievements:
> Increased revenue from zero to $3 million in two years and laid groundwork for company to eventually reach $200 million in sales.
> Reduced manufacturing costs 30-35% in Brazil by procuring components in Taiwan / Asia.
> Served as the USA and EC Executive Vice President, charged with oversight of international subsidiaries and the manufacturing facilities project in Asia.
> Instituted ISO 9000 procedures to ensure standardization for producing, packaging, exporting and delivering products.

BLOUNT, INC. - Curitiba, Brazil April 1997-March 2000
Latin America Regional Manager

Developed, directed, and executed the regional marketing campaigns, sales strategies, and distributor development initiatives to enhance business development opportunities for after-market products in the Latin America and Caribbean regions. Held full PL accountability, administered a $500,000 budget, and supervised a staff of five employees. 
Key Achievements:
> Catapulted sales from $7 million to $15 million through development and adaptation of regional marketing strategies and campaigns targeted to each separate country and cultural differences.
> Introduced a new company to the market focused on after-market products for the forest industry, which resulted in revenue growth from zero to $1 million in an 18-month timeframe.
> Created and implemented export procedures to increase market reach.

MEDRAD AMÉRICA LATINA COMÉRCIO E REPRESENTACÕES LTDA - Curitiba, Brazil October 1996- April 1997
Application Specialist

Conducted competitive analysis, identified and signed new distributors, provided training in equipment utilization to dealers, and assisted with the installation of contrast injection pump machines in hospitals and clinics throughout Latin America and the Caribbean.
Negotiated with numerous OEMs, including GE, Toshiba, and Phillips. Hired, coached, and developed new sales representatives.
Key Achievements:
> Secured 11 new distributors in a six-month timeframe by developing customized medical equipment packages and
negotiating special OEM pricing for hospitals and clinics.
> Created and implemented marketing and sales strategies to cover the entire region.

JPD REPRESENTACÕES COMERCIAIS LTDA - Curitiba, Brazil January 1995-September 1996
Administrative Manager

Recruited to establish operations and develop new distributors for the company in Brazil. Facilitated the administrative, commercial, and financial accountability functions, in addition to recruiting and hiring sales representatives and administrative personnel. 
Key Achievements:
> Increased distributors from zero to six distributors by creating a solid reputation for exceptional quality and service, which contributed $2 million in revenue.

MD INTERNATIONAL, INC. - Miami, FL April 1992-August 1994
Service and Sales Manager

Represented 10 separate manufacturers with the introduction and distribution of medical products throughout Latin America. Directed and executed the sales initiatives for the São Paulo State, facilitated the training functions directed at dealers, doctors and nurses, and managed the equipment maintenance service department for South America.
Key Achievements:
> Grew sales volume more than 60% by serving as a liaison between manufacturers and potential / existing clients throughout the US and Latin America.
> Developed and implemented all procedures related to importing products to Brazil.

HOSPITAL DE CLINICAS DA UFPR (Clinic Hospital of Federal University of Paraná) - Curitiba, Brazil 1990-1992
Service Manager

Supervised a team of 10 technicians and 3 engineers charged with preventative and corrective maintenance for all medical equipment in the Blood Bank, Surgery Center, Bone Marrow Transfusion, and other hospital departments.
Key Achievements:
> Conceptualized and institutionalized a preventative maintenance program for the entire hospital, which reduced machine downtime 50%.

MCD MAINTENANCE AND SERVICE - Curitiba, Brazil 1989-1992
Consultant

Provided consulting services for medical companies, hospitals, and clinics seeking expertise for product expansion into the Brazilian market. Translated product manuals to Portuguese and trained local labor in the installation, maintenance and repair of equipment.
Key Achievements:
> Landed consulting engagements with several large companies, including Haemonetics, Valleylab, Welch Allyn, Birtcher, Burdick, and Bard.

EDUCATION AND TRAINING

Master of Business Administration * London University - London, England (1994)

Bachelor of Science (equivalent) in Electrical Engineering * CEFET "CSF" - Rio de Janeiro, Brazil (1991)

Globalizing the Brazilian Corporation in the 21st Century * IMD - Lausanne, Switzerland (2002)

International Trade Course * FESP - Curitiba, Brazil (1997)