Nicarao Advisors LLC

Providing fractional sales and business development services. Strategic Planning and Execution; Leadership and Team Development; Sales and Marketing; and Customer Relationship Management.

Principal

Currently Seeking New Opportunities

Currently seeking Vice President Sales Opportunity

Liberty Latin America

Sought to take on oversight of company’s largest supplier contract to ensure compliance, identify and address performance issues. Member of governance committee. Shrunk contract costs significantly and maintained a positive vendor relationship despite changes in scope of contracted services.

Director - Contract Management

Cable & Wireless Communications

Recruited for a role that swiftly changed into 100% pandemic response to address issues that arose concerning daily operations. Since there was no playbook on how to conduct business during such a time, created and implemented Covid_19 procedures in only 5 days. Ensured ongoing service to customers for installation of video, internet, and telephony services through the provision of personal protective equipment (PPE).

Director - Technology & Operations

TalentAdore

Completed a series of courses through the University of Helsinki on artificial intelligence (AI), which led to my being contacted by company founder. Tapped to help the CEO of this innovative startup offering a new, AI cloud and SaaS based virtual recruitment tool to carry out three critical initiatives in North America. First, assess the product compared to existing solutions on the market in the US, then canvas market to evaluate potential demand. Lastly, create a strategic plan and a solid go-to-market (G2M) strategy.

Developed and implemented grassroot initiatives that helped the company gain traction in the market with limited resources.

Advisor

ADTRAN

Promoted to lead a small team in LATAM to provide telecom solutions to corporate clients. Oversaw regional operations including strategic planning, marketing and resource allocations. Personally managed 6 accounts to help drive sales, and assisted team in closing sales. 

Conducted in-depth analysis to determine most effective channels to drive sales with distribution partners swiftly. Positioned Adtran as the equipment provider of choice to affiliates of one of the largest corporations worldwide (America Movil) despite an extremely challenging sales goal.

Vice President - Regional Sales Latin America

Recruited to aggressively grow customer base first in Mexico and then LATAM with a team of sales engineers engaged in business development activities. Implemented formal processes, procedures and account management protocols to accelerate productivity and drive excellent performance and customer satisfaction.

Increased capture rate exponentially, won a multimillion-dollar, strategically vital bid to provide services for a division of the largest Spanish content producer in the world, a multibillion-dollar giant. Rapidly built brand awareness of the company’s products in the region.

Director Strategic Business Development

Nokia

Handpicked by executive management to drive sales growth in select LATAM regions with a team of 20 account managers and solutions engineers. Held P&L accountability of more than $50M. Created a clear sales operation plan to support and guide growth goals. 

Addressed collections issues by cutting accounts payable days by 200% and increasing sales to late customers by 15%. Trained, groomed and motivated team resulting a 20% improvement in sales to existing customers.

Area Vice President – Central America, Andean Region & Mexico

Chosen by executive management to develop and implement a strategic sales plan to seize sales opportunities following the acquisition of an American telecom provider by one of the largest global telecommunications provider (Telefonica). 

Built a 60-member high performing sales team from scratch to serve Telefonica clients in 5 Latin American countries. Won large multi-year contracts and paved the way for robust future business development opportunities.

Area Vice President – Andean Region Telefonica Customer Business Team

Asked to build a new sales organization from scratch in Mexico. Recruited, hired and trained a team of 30 that included account managers, project managers, solutions engineers and supply chain managers to service clients in Mexico, Argentina, Colombia and Ecuador.

Generated titanic revenues from a large contract and YOY incremental sales after initial contract period. Established a formidable presence in these 4 countries.

Country Manager - Mexico

Recruited based on earlier finance experience. Managed finance operations in LATAM market place to support planned growth in this region. Rapidly built strategic relationships with financial institutions that resulted in robust funding to support sales.

Director- Project Finance

Rabobank

Trade & Project Finance
Negotiated in collaboration with account managers to close structured trade finance transactions for the food and agricultural business sector. Utilized credit enhancement from Export Credit Agencies, Multilateral Development Banks and the private insurance market to provide exceptional sales and service. Generated $3- 5M in portfolio customer sales.

Vice President

VP|SD|Sales ExecutiveǀDriving Strong Revenue Growth for Technology Companies Globally through Strategic Partnerships and High Performing Teams

Throughout my career, I’ve been sought to develop business in new markets, turn around sales in underperforming regions, and accelerate growth in established markets. At the same time, I’ve enjoyed building and leading large, customer-centric teams that are instilled with the mindset that we’re in the business of providing innovative solutions to meet every client’s unique needs.

I’ve also held operational roles which have complemented my sales and leadership background. It’s been rewarding to identify cost-saving opportunities and to improve top- and bottom-line results by streamlining back-office processes and procedures. 

My global experience includes regions spanning the U.S. and Latin America (LATAM) and I’m proficient in Spanish and Portuguese with a deep respect for diverse cultures and people. 

Highlights:

STRATEGIC PLANNING & EXECUTION – Developed and implemented sales strategies that enabled Adtran to deliver telecommunication solutions for corporate clients in LATAM and catapult revenues in a historically low volume market (less than $2M annually) to more than $30M annually. Built strong and cohesive relationships with distribution and alliance partners.

LEADERSHIP & TEAM DEVELOPMENT– Motivated, mentored and led numerous teams of managerial, technical and sales professionals including project and supply chain managers, account managers, and solution engineers who contributed measurably to the growth and success of companies such as Nokia Networks and Adtran. Groomed a team to hit 120% over target while increasing ROI in one of the most competitive markets worldwide. 

SALES & BUSINESS DEVELOPMENT – Built a robust network of industry contacts that have been instrumental in uncovering new opportunities and have maintained strategic relations that have been vital in adding additional revenue streams. Key driver in growing Nokia’s revenue from zero to well over $1B in LATAM year-over-year. 

I love to talk about industry trends and innovations in the technology space and connect with likeminded professionals. If you are similarly interested, please send me an invitation to connect on LinkedIn or reach me at GAMairena@gmail.com

Guillermo Mairena

RCR Consulting Group, LLC

Human Resources Coordinator

FirstOnSite Restoration

Human Resource Business Partner

Canaan Group

• Develop and implement Human Resources policies and organization development procedures including: recruitment and selection, on-boarding process and orientation programs, corporate policies (employee’s handbook, company values, cross-training, succession plans), performance management, training & development and compensation & benefits.
• Counsel Managers on human resources issues within their departments or with other departments.     
• Develop, implement and manage the full cycle of hiring process. Work in liaison with hiring managers to determine staffing needs, define job descriptions, screen resumes, conduct interviews, check references, prepare job offers and coordinate on-boarding process.
• Act as catalyst for change, providing support across the company to facilitate and promote a company culture that embraces change and diversity. 
• Design and deliver orientation programs and on boarding training for new hires.
• Provide information and lead training sessions to all levels of employees on HR topics and policies such as recruitment and interviewing skills, performance management and goal setting, cross-training and succession plans, compensation and benefit programs, health and work life balance, etc.
• Participate in University Recruitment campaigns as well as different networking events to ensure candidates pools & visibility of the company on the employment market (social media, advertising, job fairs).
• Coordinate and facilitate monthly managers meetings.
• Responsible for the implementation of new programs such as: employee recognition (service award and employee of the month), helping hands and monthly lunch & learn sessions.
• Event Coordinator (Monthly birthday celebrations, Christmas Party, company sponsored events, etc)

HR Talent Management

Monsanto

• Lead the recruitment and on-boarding process for the Andean Region (Colombia, Venezuela, Ecuador, Guatemala and Peru), including job posting, screening, interviewing, and conducting background confirmation and collection of new hire paperwork.
• Employee data entry in SAP (new hires, terminations, rate changes, assignment changes, etc.), auditing data to ensure accuracy within company guidelines.
• Coordinate enrollment and maintenance of payroll and benefits programs.
• Permanent advice and guidance to local managers on HR matters.
• Provide information and training to all levels of employees on HR policies and procedures. 
• Develop and implement new HR initiatives and processes in the Andean Region as per global Monsanto’s policies.
• HR reporting and corresponding with external organizations and government agencies on a range of HR and compliance related matters.

HR Supervisor - Andean Region

• Maintain and update the career website and Taleo (content & job ads) for Nokia in Caricam region (Colombia, Venezuela, and Guatemala). 
• Lead the recruitment and on-boarding process ensuring that hiring standards are followed. 
• Prepare job offers and issuing employment contracts to new employees.
• Plan and coordinate special recruitment activities such as information sessions, career fairs and on-campus recruitment. 
• Provide support and assistance with the visa and relocation process for expatriate employees.
• Annual payroll, compensation and remuneration evaluation and analysis with assigned vendors. 
• Administer Nokia’s “Live Life” companywide benefit programs (insurance, health, gym among others)

Recognitions: Three time winner of the “Very Human” Nokia Values contest.

HR Specialist

Unilever

• Assist recruitment and selection processes within Unilever Colombia for administrative departments, sales areas and trainees.
• Implemented internal career development programs. 
• Support the design and implementation of the on boarding process and training development programs within the country. 
• Participated on recruitment and selection processes within different areas of the company, like sales personnel, operational personnel and student practices.

Recruitment Analyst

Henkel

Recruitment Analyst (Student Intern)

Solid competencies as HR Specialist with more than 10 years of experience in planning and executing programs focused in selection, development and retention of talent.

Specialties: 
Recruitment and Selection
Training and Development
Compensation and Benefits
Performance Management 
Talent Management: Identification and retention of Top Talents and succession plans
Climate Survey

taplio

The Battle

Guillermo Mairena

Alexandra Aluja

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