Roberto Alatorre
Sales Manager
Monterrey
Summary
Driven Area Sales Manager with 15+ years of experience in management capacity and strong competitive sales drive, adaptability and perseverance. Well-honed listening skills and problem-solving attitude to uncover needs and overcome objections to close sales and achieve goals within multiple assigned territories. Successfully motivates and develops sales teams in results-driven and customer-focused environments with positive attitude towards achievement.
Overview
26
26
years of professional experience
6
6
Certifications
Work History
Area Sales Manager
Formerra
07.2023 - Current
- Managed a successful sales team, consistently achieving and exceeding Annual sales targets.
- Expanded market share through effective prospecting, lead generation, and negotiation skills.
- Established strong relationships with key clients, resulting in increased customer retention and satisfaction.
- Established strong relationships with major accounts and key decision-makers to increase sales in designated territory.
- Enhanced team performance by providing ongoing coaching, training, and mentoring to sales representatives.
- Analyzed market trends and competitor activity to identify new business opportunities and areas for growth.
SR ACCOUNT MANAGER
Formerra
01.2015 - Current
- Responsible of managing and growing current and new customers in Mexico especially in Nuevo Leon, Coahuila and Tamaulipas
- 2 digits growth year over year since 2015
- 2019 Chairman’s club award Top 25 sellers of all Polyone divisions worldwide
- 2020 Leader in cross sells, generate business for other PolyOne divisions
- 2022 Monterrey warehouse expansion project generating $500K usd cost savings
TERRITORY SALES MANAGER
Horizon Plastics International
09.2013 - 01.2015
- Company Overview: Horizon Plastics International is a leader in the structural foam/structural web manufacturing processes
- Focused, not only in service the industry giants, but also to develop new products for the small, budding entrepreneur
- First employee of Horizon Plastics Int
- In Mexico, responsible for opening the Mexican and south US border market for Horizon, identify and prospect new customers in different markets (Medical, Automotive, Construction, Consumer, etc.)
- Organize shows in Mexico and Texas, manage new RFQ’s reporting directly to the Sales and Engineering Director
- Develop more than 60 new prospects in my Territory generating new RFQ’s
- Organize the first lunch and learn meeting in Monterrey about Structural Plastics and applications of this process
- Sign up Horizon Plastics with associations like ANIPAC, PAACE, and Promexico
- Develop Mexican WEB page for Horizon Plastics de Mexico
- Horizon Plastics International is a leader in the structural foam/structural web manufacturing processes
- Focused, not only in service the industry giants, but also to develop new products for the small, budding entrepreneur
COMMERCIAL BUSINESS MANAGER
DMP Monterrey
08.2008 - 09.2013
- Company Overview: Plastic molder with more than 100 molding machines for thermo set and thermo plastic, with four plants in USA, Mexico and Europe all of them with assembly capabilities
- Responsibilities encompassed achieving overall sales objectives for current and new account prospects, strategic planning, budget/pricing development, contract & price negotiations, customer visits & presentations, quotations, sales forecasts, and initial customer program management
- Reporting directly to the VP of sales and marketing with two Customer Service representatives and an estimator under my leadership
- Direct interaction with all departments along the company Operations, Purchasing, Quality, Program Management and Engineering
- Define sales strategy for DMP Mty
- 10% Growth per year on sales for main stream customers
- Development of first medical customer at DMP Monterrey
- Assure 98% service level to main stream customers
- Plastic molder with more than 100 molding machines for thermo set and thermo plastic, with four plants in USA, Mexico and Europe all of them with assembly capabilities
PURCHASING SUPERVISOR
United Plastic Group
02.2006 - 08.2008
- Direct responsibility for developing UPG Supply Chain in Mexico Responsible of all RAW and MRO purchases for all UPG Monterrey facilities, including; suppliers selection, contract negotiation, inventory management, manage supplier performance based on ISO/TS requirements
- Reporting directly to Supply Chain Management with a Raw Material buyer and an indirect material Buyer under my responsibility
- Direct negotiations with al mayor resin manufacturers and distributors Sabic, Clariant, WPP, BASF, DuPont, Basell, CPA, Polyone, Nexeo etc
- Managed program for Visteon in the UPG Monterrey, Mexico facility; direct interface with customer on commercial and technical management of a $1mm program
- Supplier base consolidation in Mexico
- Create Mexico supplier database for use with quoting and supplier consolidation
- Managed transformation of logistics operations to an external logistics provider (3PL) which reduced logistics costs by 20%
- Reduced direct material costs 4 percentage points by leveraging vendor consolidation, negotiations with suppliers, and by sourcing alternative materials
- Reduced inventory on hand 45% and improved inventory turns 75% by implementing lean manufacturing principles and creating standardized, disciplined processes
- Developed new suppliers and consolidated suppliers using supplier audit techniques and performance measurement system to achieve over $300,000 in direct material cost savings
PURCHASING DEPARTMENT MANAGER
PYOSA SA DE CV
05.2005 - 02.2006
- Company Overview: Mexican Industry with more than 65 years of experience in the international chemical industry
- I start in a new area of the organization with the main goal of developing new suppliers from China that can provide products for the color industry at a very competitive cost
- I have one buyer under my responsibility and a budget of $500K USD/month
- Report directly to the Supplying Chain Manager
- Renegotiate credit terms with our suppliers achieving 60 days of credit with 14 of 22 of our China suppliers
- Logistic project on moving material from different ports in China to Monterrey and Mexico city achieving savings of $5K USD
- Mexican Industry with more than 65 years of experience in the international chemical industry
PLANT BUYER
Enertec
01.2002 - 01.2005
- Company Overview: Number one car battery manufacturer in Mexico and worldwide due to the join venture with Johnson Controls and Varta
- 5 plants in Mexico controlled by 1,290 employees
- Capable of manufacturing up to 18 million and 45 million recycled batteries/yr
- Responsible for maintaining contracts with the 25 raw material suppliers, and placing purchase orders to more than 125 MRO suppliers, contractors and outsourcing
- Handling a $700,000 USD budget per month Responsible for quality (ISO9000), environmental (ISO14000) duties and supplier development for the battery plant
- Reporting directly to the purchasing coordinator at corporate offices located at Monterrey
- $200,000 USD savings on reverse auctions during 2004
- Two years as the best plant buyer at Enertec
- $25,000 USD for future purchase on tin metal
- Number one car battery manufacturer in Mexico and worldwide due to the join venture with Johnson Controls and Varta
- 5 plants in Mexico controlled by 1,290 employees
- Capable of manufacturing up to 18 million and 45 million recycled batteries/yr
INTERNATIONAL BUYER
ESAB
01.2001 - 01.2002
- Company Overview: Producer of consumables and equipment for virtually every welding and cutting process and application
- World leader in welding, cutting and also an international supplier of products
- International buyer with the main responsibility of raw materials, labeling and packing area departments
- Also supporting projects department with new products, one of 2 buyers located at ESAB Mexico and bringing results to the purchasing manager handling a $500,000 USD Budget/month
- $20,000 USD savings with long term relationships in a 4 months project
- Standardizing packing for all valves reducing costs 5%
- Developed consignment programs reducing the inventory from one Million Dollars to $500K USD
- Producer of consumables and equipment for virtually every welding and cutting process and application
- World leader in welding, cutting and also an international supplier of products
TOOL CRIB/BUYER
Emerson Laminaciones
01.1999 - 01.2001
- Company Overview: Largest electric motor manufacturer in the world producing more than 330,000 motors every day
- Corporate offices located in St Louis MO
- Responsible for buying more than 400 different carbide spare parts for lamination dies
- Reporting directly to the purchasing coordinator
- Oil project savings of $80,000 USD
- Reduction of $200,000 USD in inventory in carbide spare parts
- Largest electric motor manufacturer in the world producing more than 330,000 motors every day
- Corporate offices located in St Louis MO
Education
Masters - Administration and Finances
Universidad Regiomontana
Monterrey, N.L.06-2009
Skills
- Relationship building
- Territory management
- Sales team supervision
- Sales training
- New account development
- Closing strategies
- KPI tracking
- Key account growth
- Territory and account management
Certification
World Class Buyers course
Personal Information
Total Experience: Sales and supply chain professional with a 10+ track record of success through strategic market planning, strong leadership and the ability to meet goals as well as identify and develop new opportunities.
Timeline
Area Sales Manager
Formerra
07.2023 - Current
SR ACCOUNT MANAGER
Formerra
01.2015 - Current
TERRITORY SALES MANAGER
Horizon Plastics International
09.2013 - 01.2015
COMMERCIAL BUSINESS MANAGER
DMP Monterrey
08.2008 - 09.2013
PURCHASING SUPERVISOR
United Plastic Group
02.2006 - 08.2008
PURCHASING DEPARTMENT MANAGER
PYOSA SA DE CV
05.2005 - 02.2006
PLANT BUYER
Enertec
01.2002 - 01.2005
INTERNATIONAL BUYER
ESAB
01.2001 - 01.2002
TOOL CRIB/BUYER
Emerson Laminaciones
01.1999 - 01.2001
Masters - Administration and Finances
Universidad Regiomontana
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