Pablo Canseco Martínez
Key Account Manager
Querétaro
Summary
Dynamic Account Manager offering expertise in building partnerships, retaining key accounts and enhancing profit channels. Strong leader with proficiency in growing professional network, influencing decision-makers and devising successful strategies. Collaborative and strategic team leader with robust background in customer relationship management.
Overview
8
8
years of professional experience
2
2
Certifications
1
1
Language
Work History
Aerospace Key Account Manager
3m
01.2022 - Current
- Qualify and spec in adhesives for interior programs, including Cabin, Seats, Over Head Bins, Galleys and more.
- Follow up on industrial and OEM trend on decabonization to product migration and reduce the aircraft weight.
- Conducted regular account reviews with clients to assess performance, identify areas for improvement, and strategize future growth opportunities.
- Analyzed sales and customer data to identify trends and opportunities for increased profitability.
- Analyzed market trends, identifying opportunities for expanding product offerings within key accounts.
- Strengthened client relationships through regular communication and effective problemsolving.
- Expanded key account base by identifying and cultivating new business opportunities.
- Organized cross-functional teams to address complex client requests or projects efficiently, resulting in increased satisfaction levels among key accounts holders.
- Implemented strategic sales plans to achieve consistent revenue growth across key accounts.
- Negotiated contract renewals with existing clients, securing long-term commitment and fostering ongoing collaboration.
Account Manager
IFM EFECTOR S.A. DE C.V
11.2019 - 12.2021
- IFM is one of the leading companies in 4.0 industry and the automation with innovative solutions for industrial control
- Sales Management and budget creation, active participant in the creation of annual sales strategy and creation of the forecast in my leading accounts
- Consistently earned over $1M net profit for company in my first year, taking the local market to a highest level, reaching a 17% of sales growth
- Leading the automotive team to overreach our annual goal around 10% up of the expected level
- Creation of new multiannual contracts for the MRO in Kimberly Clark, PCM & BMW
- Open new Customers in Automotive OEM´s and Tier 1
- Creation and presentation of new projects with TIERS 1 like MartinRea Nissan Proyect, ZF Project, Nexteers Ford Project
- Increase the high-profile corporate (AAA) accounts in 10%
- Development of two big proyects in Condition Based Maintenance for the automotive and plastic PET Industry, over $6M deal projects
- List of clients and references is available
- Consistently met my short and long-term targets
- Planned and set monthly revenue goals that led to an increase in sales by over 12% over 6 months
- Identified new strategic opportunities and new markets for future expansion.
- Increased client satisfaction by building strong relationships and addressing their needs promptly.
- Addressed problems with accounting, billing, and service delivery to maintain and enhance client satisfaction.
Automotive Sales Manager
REHRIG PACIFIC COMPANY S.A. DE C.V
10.2018 - 11.2019
- REHRIG, leading company in reusable and containers of plastic for all industries
- World Class Customer Service
- Plastic Injection Molding Projects
- Managing of new products for automotive and aerospace
- Identifies and generates leads through networking, cold-calling and marketing, converting into key accounts
- Identified and reviewed clients marketing requirements in order to create tailored solutions
- Manages high-profile corporate accounts
- Sales up to 2 MUSD in One Year
- Developed the Automotive market focusing on Tier 1 & OEM Industries like GM, NISSAN, KIA, NEMAK BROSE NISSEN MIDORI NANJO FAURECIA CUMMINS DENSO
- Provided accurate revenue forecasts to Sales Director on a weekly basis
- Used and monitored Salesforce, accurately inputting data and ensuring applications were up to date executing stock and warehouse check processes, management reporting to Credit Committees and MT Commodities
- Wrote and presented business proposals to prospective clients
- Managed simultaneous projects on various clients' accounts on a rolling basis
- Carried out research into clients' target markets to identify their market's needs and craft the most effective marketing strategies.
Account Manager
DMD Solidworks S.A. DE C.V.
11.2016 - 10.2018
- Mexican leader in SOLIDWORK Solutions and 4.0 Industry
- Selling of SaaS systems
- Emphasizes product features based on customers' needs and up-sell/cross-sell Plastic products/services - Manages the sales cycle from inception to execution
- Process Manual and Certifications
- Manages high-profile corporate accounts
- Sales up to 500 KUSD in One Year
- Coordinates the market opening for SOLIDWORKS PLASTICS & SOLIDWORKS PCB
- Use of CRM and ERP systems to record data
- Forecast to improve accurate projections of sales
- Key role in developing the team: conducting appraisals, one-to-ones, training and mentoring
- Quotations for distribution, service and engineering departments
- Developing almost all business whith the medical cluster on Tijuana
- Studied the market to find new opportunities and leads
- Achieved all sales goals and exceeded targets by 10% over 3 month period.
Education
Diploma - Key Account Manager
MEXICAN VALLEY UNIVERSITY
Querétaro, Querétaro 05.2001 -
Introduction to Energy Technology & Policy Energy
UNIVERSITY OF TEXAS
Austin, TX 01.2021 - undefined
Industrial Engineer - Manufacturing Systems
TECHNOLOGICAL INSTITUTE OF QUERETARO
Querétaro, Querétaro 08.2016 - undefined
Skills
- Key Account Management
- Client Relationship Building
- Account Management
- Business Development
- Lead Generation
- Account development
- High-impact proposal presentation
- Territory Management
- Sales Quota Achievement
- Consultative Selling
- Relationship selling
Certification
Miller Heiman Certification
Timeline
Aerospace Key Account Manager
3m
01.2022 - Current
Introduction to Energy Technology & Policy Energy
UNIVERSITY OF TEXAS
01.2021 - undefined
Account Manager
IFM EFECTOR S.A. DE C.V
11.2019 - 12.2021
Automotive Sales Manager
REHRIG PACIFIC COMPANY S.A. DE C.V
10.2018 - 11.2019
Account Manager
DMD Solidworks S.A. DE C.V.
11.2016 - 10.2018
Industrial Engineer - Manufacturing Systems
TECHNOLOGICAL INSTITUTE OF QUERETARO
08.2016 - undefined
Diploma - Key Account Manager
MEXICAN VALLEY UNIVERSITY
05.2001 -
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