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

Robinson Consulting Group, LLC

Providing expert advice/services to all business verticals on projects related to business, financial, accounting and operational issues. A partial list of my services include: Residential and Commercial Construction Business Plans, Design, Implementation, and Monitoring of accounting systems geared toward providing detailed "X Rays" of operational and financial activities with real-time data and information.  My services thru RCG provide decades of experience in areas such as Compliance, Contract Management, Cost Culture, Governance & Policies, Internal Communications, Process Management and Spend Analysis, Due Diligence, System and Process Design/Implementation, Management Review, Business Start-Ups and Turnarounds, Financial Reporting, Purchasing, Leadership, Cost Tracking/Reporting, Expert Witness and more. RCG also provides all necessary expertise for the performance of fully detailed mineral lease audits.

Business Owner

Thomson Reuters Expert Witness Services

Providing expert advice to industrial/mining/manufacturing clients on subjects related to accounting, finance, cost accounting and containment, profit maximization and work force training related to utilization of financial reports.

Expert Witness

ExecHQ™ - Bring Expertise to the Table.  We believe that every company deserves the right executive.

We offer fractional, interim or project-based services to clients that need a higher level of expertise or experience than they currently have or have the ability to retain on a full-time basis.  We believe that every company deserves the right executive.  We believe that many CEOs and/or business owners can better focus on their core responsibilities and reach maximum effectiveness when they are able to take off some of their multiple hats, delegating these areas of responsibility to trusted business advisors.

Principal- CFO Consultant

TheStrategicController.com

Providing remote CFO advisory/guidance services in addition to accounting services on projects related to business, financial, and operational issues, including performance improvement, to total financial turnarounds. Thru expert level experience in all versions of QuickBooks, specializing in the Construction, Manufacturing, Logistics, and Mining Industries, from early stage, to established businesses, we also provide complete services to produce monthly financial statements, project cost reporting, variance reporting and analysis, budget preparation, pro-forma statements, and special project economic analysis (including due diligence examinations).

CFO Consultant

Performance Elevation Group- A Division of Expense Assist, LLC

CFO/Partner

Global Resources, LLC

This position was a 100% travel position where I served small to medium sized clients by assesssing the weaknesses in their organizations and recommending the appropriate consulting services provided by Global Resources that would help the organization become more competitive and create growth. 

While the initial description of this position to me was inviting, in reality, the company expected its analysts to recommend services that the client did not need and used high pressured sales tactics in their quest to gain clients. Since I strongly disagree with these tactics, I decided to resign and continue looking for a consulting or advisory opportunity where I could maintain my business ethics while performing a valuable service for my clients.

Senior Business Analyst

Pallas Holdings, LLC

Full charge of all accounting/financial matters for 14 various companies located in WV, KY and VA. Combined annual sales of ~$100MM. Supervised 4 employees and reported directly to owners (2 owners). Created monthly P&L’s/financial statements for each operation that rolled up into the Holdings company. Frequently called upon to secure financing for capital projects. 

Implemented tax law that allows operator to exclude exported product from paying a Federal Excise Tax for $1.3MM/annual savings as well as recovered tax previously paid on export and domestic sales from Federal Government. 

Attempted to instill a cost conscious culture among the workforce but as everyone knows, this has to be a top down approach and the two owners were not supportive of implementing measures that would allow monthly cost meetings, daily cost reports or restrictions on individuals with purchasing authority. Maverick spend and overall maverick actions were rampant in the organization and after two years, internal strife between the two owners and substantial financial losses, resulted in them parting ways. 

In 2012, assisted owners in splitting ownership of operations.

WWMV, LLC

Functioned as CFO on ground floor of joint venture start-up for 11 separate operations. Reported directly to 4 partners that owned 51% of the joint venture. 
1) Developed and managed $250MM budget with annual revenues of >$500MM 
2) Designed/implemented accounting structure: chart of accounts structure, purchase order system, budget models, cost tracking models, etc. 
3) Ran day-to-day accounting functions for four operations 
4) Prepared budgets for all active operations plus 6 additional operations to be developed. Utilized budget preparations as marketing tool for investors
5) Set up complete finance department including setting up accounting software to designing chart of accounts 
6) Set up purchasing department and securing credit from vendors and lending institutions. 
7) Created budget models and financial system to study individual contributions to P&L (per location) to control costs and maximize profitability of each operation. 
8) Provided all financial data, financial analysis and presentations to attract potential investors/buyers of the active and planned operations. 
9) Technology Management: Implemented upgraded accounting software system with vast flexibility;
    valuable tool to analyze financial condition of each operation and to secure capital dollars for       
expansion.
  10)	Eliminated external CPA firm accounting costs of $77K/annually to prepare quarterly consolidated financials. 
  11) brought in-house fixed asset/depreciation program immediately saving $5K/year.
  12)	Installed remote access capabilities to operational sites and hired purchasing agent to achieve real-time access of liabilities, as well as improving sourcing and supplier management while eliminating Maverick Spending.
  13) Implemented use of KPI's for safety, operations & financial numbers.

Controller, CFO

Parkstone Energy, LLC

During tenure business changed ownership 3 times. 
Hired as Controller, reporting directly to owner. Solely accountable for all accounting functions covering 8 manufacturing/shipping facilities and several other companies that handle engineering services, administrative services, land companies, etc. of $50MM+ company. Supervised 1 person.
	
Spend Analytics: Designed/implemented cost-tracking models/budgets for premier custom house construction business that accurately allowed profitable bids for 1st time in company’s history. 
Above system worked so well, owner requested similar model to be created for the other operational related sites. Created daily cost programs for each of these 8 sites allowing management to keep a better handle on cost management of operations. 
	
Eliminated external CPA firm’s services for all but preparing annual tax returns, saving >$300K/year.
	
Automated month-end/year-end closing activities for General Ledger for all of companies managed, reducing time required to close company books from 10+ days to 3 days. Increased  

Extended Departmental Capacity by managing the available staff, improving their skills and time utilization and making their work processes more efficient.

Controller

Kempco Company Inc.

Chief Financial Officer of $50MM business for 17 privately owned companies which spanned 3 states, consisting of deep/surface coal mines, construction businesses, equipment sales/rental business, strip mall development/construction, and accounting-management services. Supervised 5 employees, and accountable for budgeting, P&L, forecasting and cash management functions for each company. Upon hire, immediately reduced debt >$3MM from balance sheet that had been off by hundreds of thousands of dollars. – Refinanced debts to reduce monthly payments by 1/3 of original amount and allow better cash flow. – Supplier Management: set up payment plans with vendors. – Engineered equipment auction to sell off any unused/unneeded equipment.  - Technology Management: Implemented entire computerized accounting system for all 17 companies. Designed cost, budgeting and cash forecasting, GL and other major components of software package.  - People Management: Created education benefit that would reimburse employees for education expenses. 3 untrained clerks received their Associates Degree in Accounting.  - Business Turn-Around: Turned companies around within 4.5 years - from bankrupt state to being sold for $30MM with a $15MM profit. - Post sale, retained by owner to turnaround Mall Development Company’s accounting that was rejected 3 times by lender for renewal of loan and line of credit. Reviewed/made corrections of financial data and created corrected Income Statement and Balance Sheet. - Presented revised financials/documentation to bank and received all requested renewals. – Re-classed all development expenses from Income Statement to Balance Sheet (classified as asset under WIP). – Spend Analysis: Discovered/corrected $18K overpaid to lumber company. - Subsequently owner of Kempco Company, Inc. sold all operations and shut down remaining businesses. - Achieved excellent ratings on reviews and audits by external CPA auditors and Financial Institutions.

Contact me at davidalanrobinson@gmail.com
★ Offering a Seasoned Perspective in Developing and Managing Commercial and Residential Real Estate Projects as well as providing Business Advisory Services for a broad venue of businesses.

With an MBA & over 43 years of diversified experience in multiple industries as a Leader & Problem Solver, in the Accounting & Executive Management functions, I provide guidance and valuable insights/data for companies of all sizes and types.

My services provide higher ROI's for developments and established businesses.

★ NEXT STEP ★
If you are a commercial and/or residential real estate developer, or manufacturing/industrial businesses as well as multiple other business venues, and are looking for help developing Business Plans, pro-formas, economic analyses, cost tracking, accounting set-up and monitoring of financial activities, email me for an appointment to discuss your needs. I am located in Central Texas but can bring these same services to you anywhere in the world thru remote access programs. 

Please contact me at davidalanrobinson@gmail.com. 

★ Clients Say ★

✔ "One of a kind, very rare individual." ✔ "Truly remarkable." ✔ "One of the top consultants in the energy sector." ✔ "David exhibited the rare talent of participating in meetings with internationals officials as comfortable as he chit-chatted with the hourly workers & dealt with both the high & the low with equal aplomb." ✔ "He thinks like an entrepreneur & principal while concurrently being the ultimate team player."

★ What Makes Me Different ★

Successful experience with all sizes of companies; from start-ups to privately held small-medium sized businesses & very large publicly traded international organizations.

★ Specialties Include ★

Commercial and Residential Developments, Fractional CEO, Fractional CFO, Business Consultant, Business Strategy, Fractional Accounting, Fractional Finance, Fractional Management, Fractional Operations, Fractional Advisory Services, Expert Witness

taplio

The Battle

Guillermo Mairena

David Robinson, MBA

Followers

Posts

Engagements

Likes

Ready to grow your LinkedIn presence?