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

Volunteer Child Care

I cared for my first grandchild to keep him safe from Covid.

Childcare Assistance

Ball State University

Managed all departmental office operations & work flow 
Maintained security & key control for all offices & labs in the department
Managed 6 computer lab classrooms (with 50 computers each) to ensure equipment is functioning properly for classes 
Recruited, hired, trained, scheduled, & supervised undergrad student tech specialists & teachers' assistants 
Recruited, hired, & trained staff members
Entered & processed payroll information for all department employees
Approved timecards for faculty, staff, & students to ensure accuracy 
Managed budgets including faculty travel, student wages, & supplies 
Processed travel authorizations, receipts, & reimbursed faculty members for travel expenses
Scheduled all classes for the department & coordinated use of computer labs
Assisted with recruiting graduate assistants, communicated with grad school, verified eligibility
Assisted in recruiting of faculty members including:  placed job advertisements, reviewed applications to ensure all required materials submitted,  communicated schedules with candidates, made reservations, coordinated responses to faculty job postings by creating files & spreadsheets, & reimbursed travel expenses
Planned & managed various events for the department: reserved rooms, invited guests, supplied parking permits, ordered food, created schedule & signage, & communicated schedule
Assisted students & faculty with enrollment including special permission & overloads
Coordinated with student orientation, academic advisors, & extended education for student access
Processed payroll for faculty, staff, graduate assistants, & undergrad students
Maintained personnel files for all faculty members, graduate assistants, & student employees 
Communicated with transportation department & supplied documentation including drivers’ licenses for approval of use of university vehicles & scheduled reservations

Administrative Coordinator/Computer Lab Classroom Manager

Developed & integrated new processes for managing disability claims, orientation, & communication 
Conducted bi-weekly onboarding for all staff & service including enrollment for all benefits
Managed short term and long term disability benefits for all levels of employees 
Resolved conflicts with health insurance, flexible spending, health savings, dental, pension, and voluntary benefits 
Developed an understanding of Patient Protection and Affordable Care Act (PPACA); FSA and HSA regulations 
Computed years of service and total wages  for Indiana Public Retirement System (TRF/PERF) 
Assisted employees with federal regulations of 401K, 403(B), 457(B), and ROTH voluntary pension contributions 
Collaborated to resolve conflicts with corporate vendors for pension, disability, and health insurance 
Maintained an understanding of and complied with federal, state, and Internal Revenue Service regulations 
Organized & conducted events open enrollment, new employee orientation, retirement preparation 
Collaborated as part of a team to prepare & mail printed materials to all active employees & retirees 
Educated employees to facilitate a better understanding of all benefits plans
Analyzed disability contracts to ensure fulfillment of proper procedures & mediated disputes with vendors 
Tracked benefit amounts paid for self-funded short term disability claims 
Monitored, maintained, and funded bank account for all short term disability payments 
Utilized computer systems & programs such as IBM Mainframe, Banner Higher Ed (Oracle), Kronos 
Proficiently used Microsoft Outlook, Excel, Word, & PowerPoint 
Verified employment eligibility, provided accurate salary information & job descriptions to vendors 
Calculated billing, mailed bills, & monitored payments of insurance premiums owed during disability

taplio

The Battle

Guillermo Mairena

Loretta Smith, PHR

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