Emilio Machado

Exceptional International Sales Leader

INTERNATIONAL STRATEGY

PARTNER DEVELOPMENT

GLOBAL SALES

INTERNATIONAL BUSINESS DEVELOPMENT

20+ years of experience delivering superior sales results in Latin America, Europe, Asia-Pacific, and U.S. markets

My skills

Executive Performance

EMMI TECHNOLOGIES

Rochester, NY | 09-2006 - Present

www.emmitec.com

As the International Sales & Marketing consultant the job is to support clients in building businesses, brands, and shareholder value through opportunity identification, new business creation, strategy development, go-to-market strategy for new product/service/category/market innovation, Global Distribution – direct or via partnerships (Distributors, VARs, sales reps, etc.), and customer service – educating our employees and the channel to better service our customers in different markets.


ARCATECH SYSTEMS

Mebane, NC, USA | 2012 - 03/2017

Leading global manufacturer and distributor of transaction automation solutions for financial institutions.

Sales Director (Latin America and U.S.): Recruited by CEO to launch the company into the Latin American market; given responsibility for U.S. sales in 2015. Manage 2 sales coordinators and 20 salespeople across the Americas.

Sales & Business Development: Created a Latin American market presence achieving a market share increase of 78% and a revenue increase of 145% over 4 years. Critical to this was working with the internal sales team to build market knowledge and develop deeper relationships with distributors.

Distributor & Channel Management: Built a sales network in 33 countries working with 40 different partners.

Global Business Planning: Ensured sales, product marketing, and business development processes met each country’s regulatory requirements. Deployed growth strategies determined by global product development staff and executive team.

Strategic Partner Development: Built strategic alliances with key hardware and software companies. Identified new product opportunities within distributor channel, and with vendors and customers resulting in $10MM of new sales.

Contract based projects by EMMI Technologies, LLC from 2008 to 2012 (Optera, Nitere, and FutureLogic)


FUTURELOGIC, INC

Glendale, CA, USA | 2011-2012

Develops electromechanical solutions for OEM thermal printer-based ticket printing

Manager, Latin America Business Development: Drove revenue growth and brand awareness for the world’s premier supplier of thermal printers for casino gaming, promotional equipment, kiosk, industrial, RTAL, gas pumps, and medical applications. Created new sales channels with local distributors and technology partners.

Sales & Business Development: Built Latin American business from $1 to $5 million and achieved the #1 share position for operators, casinos, and OEMs.

Distributor & Channel Management: Developed tailored business and marketing plans for each country and account.

Global Expansion: Identified underserved markets and created deals with clients for many new companies.


NITERE

Santa Rita do Sapucai, Minas Gerais, Brazil | 2010–2011

Privately-held company manufacturing branded touchscreen monitors and open frames

Director, Marketing and Sales: Retained by VC firm to develop and execute a strategic plan for this privately-held startup manufacturer providing monitors and open frames for customers that outsource development and production while maintaining brand integrity.

Sales & Business Development: Grew revenues from $240,000 to $10 million in 15 months.

Channel Management: Managed global direct and OEM sales organizations working with small, highly motivated teams.

New Product Development: Partnered with R&D organization to develop new products based on global market insights.

Marketing Leadership: Increased visibility to customers at multiple touchpoints by creating a new website, social media presence, product catalogs, and trade show materials.


OPTERA, INC.

Holland, MI, USA | 2008–2010

A subsidiary of Magna Mirrors producing anti-glare and anti-reflective coatings, conductive thin film coatings, spherical and cylindrical bending, and chemically strengthened glass.

Manager, OEM Sales: Challenged by this $50 million leader in touch and high-end display products to identify and open international markets. Identified and penetrated large global accounts through direct sales.

Global Expansion: Generated $10 million in incremental sales by opening the South America and Mexico markets.

Sales & Business Development: Increased U.S. sales from $2 to $5 million, representing more than 10% vs. industry average of 3%–5%.

Strategic Partner Development: Identified and negotiated new partnerships with Asian companies and POS manufacturers in the U.S. and Europe.


INFINITE PERIPHERALS, INC.

Elk Grove Village, IL, USA | 2002–2008

Leading developer of cutting-edge printer products and POS printer-related components.

Manager, International OEM Sales: Recruited by President of this former Bematech distributor to establish new OEM divisions and expand the company’s product portfolio across Latin America, Europe, Asia, and the Eastern U.S. Led new product development/acquisition and product mix optimization efforts to drive growth.

Sales & Business Development: Pioneered launch of international sales and distribution, spurring a 10-fold increase in sales and customer base.

Product Development: Planned and established the OEM/product customization division, which grew to account for 51% of total domestic and international sales.

Distribution & Channel Management: Established new global distributorship network to provide solutions for new markets.

Process Improvement: Eliminated losses due to quality issues by establishing robust production quality control, testing, and inspection procedures.


BEMATECH S/A

São José dos Pinhais, Brazil | 2000–2002

Brazilian IT solutions firm serving the hospitality and commercial automation segments.

International Sales Manager / U.S. Executive Vice President: Hired into this newly created position to expand international operations into the U.S., Europe, and Asia.

New Product Development: Partnered with a team of 40 engineers to develop new products that meet international market needs.

Distributor & Channel Management: Designed the infrastructure that produced a 40% YOY growth rate in the global operation.

Organization Management: Trained cross-functional teams in product management, packaging, documentation, QA, logistics, export regulations, distribution, manual translation, and customer support procedures.

Process Improvement: Instituted ISO 9000 to ensure standardization of manufacturing, packaging, reporting, and delivery.

Marketing: Guided the marketing team in creating new online tools for international distributors.

Brazilian Government Highlight in Technology Award & Parana State Chamber of Commerce International Trade/Export Award, 2001


BLOUNT INTERNATIONAL

Portland, OR, USA | 1997–2000

Global manufacturer and marketer of replacement parts, equipment, and accessories.

Regional Manager, Latin America: Charged with turning around an underperforming market that was experiencing significant issues with the distributor channel.

Organization Management: Created two new roles — sales coordinators and field technicians — to boost efficiency, customer service, and revenue.

Channel Management: Optimized distributorship around the area, improving revenue and market share.

Business & Sales Management: Grew sales of after-market products across Latin America and the Caribbean from $7 million to $15 million by adapting cultural-specific strategies targeted to individual countries.

Strategic Partner Development: Improved commercial relationships with partners to drive visibility and revenue.

Acquisition Integration: Enabled $2 million in revenue in 18 months by integrating the newly acquired company into the market.


EARLIER CARRIER

Latin America Manager, Parts Business: New Holland, Basildon, Essex, UK (1995–1997)

Application Specialist / OEM Distribution Sales Specialist: Medrad, Inc., Warrendale, PA, USA (1994–1995)

Education

  • SwitzerlandIMD BUSINESS SCHOOL

    Executive Program, Lausanne
  • London, UKLONDON BUSINESS SCHOOL

    Master of Business Administration
  • Curitiba, BRFESP

    Masters in Business / International Trade
  • Rio de Janeiro, BRCEFET

    Master of Science, Electrical Engineering

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Emilio Machado
Emilio MachadoSaturday, September 9th, 2017 at 4:38pm
Latin America has many opportunities, but you need to have people that understand the market in your team.
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e-mail: emiliomachado@emiliomachado.info

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