CAROLINA SOTELO BELTRAN
Mexico City
Summary
Senior sales and business development executive with over 10 years of experience leading high-performance commercial teams across Mexico and LATAM. Expert in growth strategies, key account management, B2B prospecting, and client retention. Result-oriented leader with a strategic vision and a collaborative approach, with proven success in sectors such as technology, construction, agribusiness, and media.
Overview
11
11
years of professional experience
Work History
Commercial Director
Conecta LATAM
05.2024 - Current
- Led the commercial team that reached 40% of the 2025 annual sales quota in February.
- Managed sales and engineering teams across LATAM to meet regional objectives.
- Directed presales efforts and expanded the technical solution portfolio.
- Collaborated with strategic suppliers to boost value offering and close key deals.
- Designed and executed the commercial strategy for the construction sector in LATAM.
- Expanded the client base in Mexico, Colombia, and Peru, consistently exceeding quarterly goals.
- Improved client retention by 25% through loyalty strategies and key account management.
- Negotiated commercial agreements with industry-leading companies.
- Conducted market and competitor analysis to identify expansion opportunities.
Country Manager
The MRN Agency
11.2023 - 05.2024
- Led the acquisition of new accounts and expansion of the client portfolio in the sports and political sectors.
- Managed AT&T sponsorships with Diablos Rojos, Club America, and the Mexican National Soccer Team.
- Designed and executed 360 marketing campaigns integrating market research, social media strategies, and BTL activations.
- Managed key accounts including NBA Mexico and LinkedIn, delivering results aligned with brand goals.
- Coordinated and executed political campaigns for the Green Party, ensuring high-impact visibility and reach.
Development & Services Director
Femeleche
11.2022 - 09.2023
- Acquired 26 new clients under the 'Associated Guests' model, each valued at $100,000.
- Secured sponsorships from key clients including Biogenesis Bago, Kemin, Elanco, MSD, Zoetis.
- Planned and executed the International Milk Forum with 22 sponsorships ranging from $50,000 to $450,000.
- Implemented commercial strategies to increase event visibility and participant retention.
General Sales Manager
Grupo RO
02.2021 - 11.2022
- Led a team of 34 sales managers across all product lines.
- Achieved over $12 million in annual revenue.
- Designed and implemented internal control and sales tracking processes.
- Reported directly to the company president with detailed performance analysis.
- Oversaw the administrative sales area to ensure strategic alignment.
Expansion Manager
Grupo Salinas
03.2017 - 03.2020
- Designed and implemented business strategies for units such as Citibanamex, AICM, Smart Fit, FUNO, and Arcos Dorados.
- Identified new advertising channels across all socioeconomic segments.
- Negotiated and secured new commercial partnerships.
- Coordinated cross-functional teams for new business implementation.
Sales Manager
Grupo Salinas
11.2016 - 03.2017
- Surpassed the monthly sales quota of MXN 2.5M.
- Managed a team of three sales executives.
- Sold digital advertising spaces and organic content.
- Strengthened public relations and brand alliances through strategic agreements.
Sales Manager
Editorial Televisa
02.2014 - 03.2016
- Developed and implemented digital sales strategies.
- Prospected and consolidated B2B commercial accounts.
- Led BTL marketing campaigns with creative and production teams.
- Negotiated brand exchange agreements to increase visibility.
- Maintained public relations with media agencies and key stakeholders.
Education
Bachelor's Degree - Pedagogy
Universidad Panamericana
Skills
- Commercial and cross-functional team leadership
- B2B business development and regional expansion
- LATAM commercial strategy
- Key account management
- Presales coordination and solution design
- CRM and pipeline management (Salesforce, HubSpot, Zoho CRM)
- Market intelligence and competitive analysis
- Strategic planning and sales forecasting
- Negotiation and closing of high-value deals
- Customer retention and loyalty programs
- BTL marketing and 360 campaigns
- Sponsorships, public relations, and corporate events
- Vendor relationship management
- Executive reporting and performance analysis
- Advanced Excel and dashboard management
Languages
Spanish: Native
English: Advanced professional
Portuguese: Intermediate (50%)
Accomplishments
- Led the commercial team that achieved 40% of the 2025 annual sales quota in a single month.
- Directed multidisciplinary sales and engineering teams across LATAM, aligning technical and commercial goals.
- Oversaw presales processes and expanded the solution portfolio to meet market demands.
- Increased customer retention by 25% through loyalty and account management programs.
Timeline
Commercial Director
Conecta LATAM
05.2024 - Current
Country Manager
The MRN Agency
11.2023 - 05.2024
Development & Services Director
Femeleche
11.2022 - 09.2023
General Sales Manager
Grupo RO
02.2021 - 11.2022
Expansion Manager
Grupo Salinas
03.2017 - 03.2020
Sales Manager
Grupo Salinas
11.2016 - 03.2017
Sales Manager
Editorial Televisa
02.2014 - 03.2016
Bachelor's Degree - Pedagogy
Universidad Panamericana