Summary
Overview
Work History
Education
Skills
Additional Professional Activities
Courses
Timeline
MARÍA DEL CARMEN MANZANO LESSO

MARÍA DEL CARMEN MANZANO LESSO

PRICING & PRODUCTS DIRECTOR
México, D.F.,CMX

Summary

Experienced in project management, problem-solving, and collaboration with a fresh perspective. Strong commitment to quality and success. Recognized for adaptability and proactive approach in delivering effective solutions, guiding teams, managing complex projects, and achieving strategic objectives. Excels in developing efficient processes, ensuring high standards, and aligning efforts with organizational goals. Strong problem-solving abilities, willingness to learn, and excellent communication skills contribute to team success and positive results. Proficient in strategic planning and project management, utilizing leadership skills to drive team performance and operational excellence. Track record of delivering high-impact results through innovative problem-solving and effective communication.

Overview

24
24
years of professional experience
4
4
years of post-secondary education
3
3
Languages

Work History

Profitability, Pricing & Products Director

DHL Express México
07.2021 - Current
  • Responsible for Annual Price Increase Process; definition, communication and implementation, taking care after keep maximization of the NPC 5.9%
  • Disciplined shipping profile process, allowing pass the annual target >150%
  • Leadership of Pricing Products Strategy, based on competitive and consistent pricing proposals for local decision customers, reaching a high profitability level >50%.
  • Impulse Revenue Growth throughout pricing discount campaigns for FTB's, Cross selling and regain customers, focusing into products or geographical areas.
  • Responsible for the products portfolio implementation, updating and benchmarking.
  • Developed high-performing teams by providing mentorship, guidance, and opportunities for professional growth.

Pricing & Profitability Manager

DHL Express México
05.2017 - 06.2021
  • MX Project Leader for the Global Rating Engine (GRE) Implementation, successfully done, used for the standardization of Sales Offers, Rates Proposals and Billing terms.
  • Promote the reduction/elimination of S&S discounts and exceptions over local decision customers, reaching a compliance > 95%
  • To assure consistency of pricing across products, weight breaks and market segments, followed of promoting the pricing policies fulfillment.
  • Management of Tender Review Board weekly process, developing tools procedures and databases to systemize the tasks of rate setting, profitability analysis, benchmarking, and price simulation.
  • Enhanced customer satisfaction by resolving disputes promptly, maintaining open lines of communication, and ensuring high-quality service delivery.

Commercial Planning & Sales Performance Manager (Double Hating)

DHL Express México
10.2019 - 05.2021
  • Responsible for end to end Annual / Monthly commercial planning, supporting performance and KPIs' achievement and reporting.
  • Responsible of the correct Tools performing, to support the Sales management, with Standard Commercial Contracts administration, Rate Cards and Activity Planning.
  • Delivered exceptional results in meeting or exceeding quarterly and annual sales targets consistently.

Order To Cash Manager (Double Hating)

DHL Express México
07.2017 - 01.2018
  • Responsible for Collection result (DSO), reaching end of the year Maximum Target - 8% Entry, disputes performance (DQO) improve 6.8 days and Missed Calls which improved a - 75% in two months.

Billing & Credit Manager

DHL Express México
10.2011 - 04.2017
  • Implementation of International Billing System (IBS v 7.2) for Domestic and International process, including Credit Notes flow, considering fiscal and local governmental rules and specific customer needs. Re-weight process implementation was done at same time, both successful.
  • Responsible for migration of core and standard activities as: External Billing, Customer Master File, Data Validation & Revenue Assurance processes to Americas' Share Service Center; improving the performance over Shipments Control by errors at 85%.
  • Yearly Fiscal changes implementation done in less than 2 months, in order to fulfill local taxes requirements.
  • Billing service quality improvement, invoice summarized, supplier unification for E-billing processes (IT convergence strategy), Monthly billing closure time reduced (-74 hours).
  • Responsible for Global Billing Portal (MyBill) 21k accounts, allowing invoice consulting, On line Balance Statement, AWB's images. Training delivered to Sales, Credit & Collections and Customer Service areas.
  • Responsible for credit process: opening accounts migrated to Global Tool, payment applications, management of incentives and reporting.
  • Customs' invoice format homologated in all MX Gateways, changed into a receipt, eliminating the tax risk of payment over non-revenue concepts, previously printed on invoices as third part payment. Credit notes reduction a 58%, working with multidisciplinary teams.
  • Increased efficiency in billing processes by implementing new software and automating routine tasks.
  • Negotiated with software vendors to secure cost-effective solutions for billing system enhancements, improving functionality while controlling expenses.
  • Implemented quality control measures for billing, significantly reducing incidence of inaccuracies and customer complaints.

Credit and Collections Coordinator

DHL Express México
08.2010 - 09.2011
  • Responsible for the sub areas of: credit assignment, bank incomes, customer claims, customs portfolio and reporting.
  • Responsible of Accounts Opening Process, improving it from 4 days into one day (4 hours).
  • Customers' claims process standardized to be attending maximum in 2 days, reaching a fulfillment of 98%.
  • Payments application Process, unidentified deposits reduction of a 60% (800 Keur), using bank references and automatic credit charge option.
  • External Legal collection services were diversified, getting better rates and improving results a 40% on debt recovery.
  • Customs Portfolio Balance, improved by a lost reduction of 200Keur per year in checks without funds, besides the Correct receipt identification about shipment type (Paid at Origin, Cash, Credit or paid in advance).
  • Reports and forecast for DSO, defining the strategy per collection's segment, drawing up monthly results and presentations for the CFO.
  • First Choice Initiatives: Rates and Extra Charges, mitigation of use of Accounts Cancelled and Electronic Billing for Customs process.

Financial Planning Coordinator

DHL Express México
11.2008 - 07.2010
  • Responsible for: the Annual budget and monthly figures analysis and achievement for areas as: General Management, Human Resources, Systems, Infrastructure and Real Estate.
  • Gap analysis per account, area and overheads, considering the causes and anticipating the deviations, generating recommendations that allow adjustments or reductions, to keep budget aligned with the objective.
  • Draw up of monthly presentations to the Steering Group and Regional Office, as well as any additional requirements for Global office.
  • CAPEX projects, follow up to savings or incremental sales committed, besides the verification of the correct use of assigned resources.
  • Financial Management of the personnel-restructuring project in 2009. Reporting the costs and savings figures to Regional office.
  • Developed comprehensive project plans to facilitate timely completion and ensure alignment with organizational goals.
  • Conducted regular meetings with stakeholders to discuss project updates, address concerns, and gather feedback for continuous improvement.

Financial Controller

Michelin
11.2007 - 11.2008
  • Responsible for Annual Budget Management and Monthly Rolling Forecast per Country, Business Unit and Legal Entity.
  • Responsible for the analysis, evaluation and compliance with local regulations and the Group of transfer prices inter-company.
  • Improved financial reporting accuracy by streamlining processes and implementing efficient financial controls.
  • Oversaw all aspects of the month-end close process, ensuring timely completion of accurate financial statements for executive review.
  • Planned budgets, authorized expenditures, monitored accounting processes, established service rates and coordinated financial reporting to oversee all fiscal procedures.

Credit and Financial Development Supervisor

Michelin
01.2004 - 10.2007
  • Credit Lines definition, Portfolio analysis and Forecast based on sales targets, total balances, past due amounts, pay's terms defined and sales volume, in order to communicate to the Commercial Management, the dealers' payments behavior, in order to plan the sales strategy and evaluation to Premium Dealers and their investment projects, supported with credit courses to improve their portfolios management and the management of adequate mortgage level from dealers, according to the policy.
  • Insurance management to support the credit lines to Carriers, Wholesalers and Mining Industry.
  • Local Manager for the Global Integrator Customer Project and Contact Management for Credit Bureau's Office.
  • Fostered an environment of continuous learning within the development team through technical workshops, knowledge sharing sessions, and industry conference attendance opportunities.
  • Provided coaching and mentoring to employees.

Trainee at Finances Department

Henkel Mexicana
07.2003 - 12.2003
  • Responsible for budget integration of the 10 new brands at the glue division, due to the company's then recent acquisition.

Scholar at Finances Department

Procter & Gamble
04.2001 - 03.2003
  • Responsible of financial evaluation around 400 projects, to achieve a recovery of $ 7 million USD due to related manufacturing losses, establishing action plans, coordinating multidisciplinary in order to fulfill with committed amounts in budget.

Education

Bachelor - Economics, Specialty in Finance

Instituto Tecnológico y de Estudios Superiores de Monterrey - Campus Estado de México (ITESM-CEM)
08.1998 - 12.2002

Skills

Project management

Additional Professional Activities

Scholar at ITESM - CEM (Excellence Scholarship average Notes 9.5), 1995-08-01, 2002-05-01

Courses

CIS, Finance - Foundation Course - Welcome to my country, The World's Most International Company, CIM, Successful 21st Century Manager, Living Focus, Coaching for Success, Train the Trainers, Managing Challenging Situations, Telephone Skills Excellence, Connecting with Customers Through Email, Collections - The next Dimension, First Choice Master Master Silver & Bronze Certification, MMTC (Michelin Management Training Course) / Project Approach (Démarche Continu Progrès Michelin), Performing Diverse Work Place, Interaction Skills & Improving Personal Leadership

Timeline

Profitability, Pricing & Products Director - DHL Express México
07.2021 - Current
Commercial Planning & Sales Performance Manager (Double Hating) - DHL Express México
10.2019 - 05.2021
Order To Cash Manager (Double Hating) - DHL Express México
07.2017 - 01.2018
Pricing & Profitability Manager - DHL Express México
05.2017 - 06.2021
Billing & Credit Manager - DHL Express México
10.2011 - 04.2017
Credit and Collections Coordinator - DHL Express México
08.2010 - 09.2011
Financial Planning Coordinator - DHL Express México
11.2008 - 07.2010
Financial Controller - Michelin
11.2007 - 11.2008
Credit and Financial Development Supervisor - Michelin
01.2004 - 10.2007
Trainee at Finances Department - Henkel Mexicana
07.2003 - 12.2003
Scholar at Finances Department - Procter & Gamble
04.2001 - 03.2003
Instituto Tecnológico y de Estudios Superiores de Monterrey - Campus Estado de México (ITESM-CEM) - Bachelor, Economics, Specialty in Finance
08.1998 - 12.2002

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MARÍA DEL CARMEN MANZANO LESSOPRICING & PRODUCTS DIRECTOR