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

Ned's Wish

Volunteer

Retired Human Resources Manager

- Open To New Opportunities 

Senior Human Resources Manager/Human Resources Advisor/Human Resources Specialist/Mentor and Coach

Wright Canada Holdings Ltd. (O/a Wright Tree Services, CNUC, and Spectrum Resources)

Human Resources Manager

Olympia Financial Group Inc

Responsible for providing advisory and mentoring services to the organization.  Responsible for the assessment of the overall performance of the HR function, develop improvement strategies, and implementing training programs for the HR Team. Mentor a 2-member HR Team with day-to-day functional requirements. Advise the President and the Senior Leadership team of 8 on the role and responsibilities of Human Resources as a partner to the business. 

•	Successful education and counseling of the Senior Leadership in the value of the Human Resources function and provide candid coaching on employee issues and Human Resources best practices.
•	Elevate the knowledge base of the HR Team, working towards a partnership relationship between the organization and Human Resources through the development and facilitation of Human Resources workshops and seminars on the basics of being an HR Professional.

Human Resources Advisor 

Oversight of all aspects of Human Resources function including recruitment, advisory and coaching services, and education for all levels of the organization.   With the HR Coordinator, we provided a full suite of HR services to over 200 'Olympians' on a day-to-day basis. 

•	Successful launch of 2 new benefits offerings during the term – Dialogue (Virtual Doctors platform) in May of 2019 and the Wellness Program in January of 2019.
•	Recommendation and implementation, within 4 weeks, of nationwide Workers' Compensation coverage for this voluntary industry to ensure employee and corporation protection.
•	Organizational Team Lead in the RFP process, design, and implementation of an integrated Payroll HRIS (Human Resources Information system) (ADP Workforce Now) in February of 2020.
•	Implementation and establishment of various HR Metrics for monitoring employee engagement as well as quarterly and annual turnover statistics.

Badger Daylighting Inc

Responsible for overseeing all aspects of Human Resources including recruitment, advisory and coaching services, employee inquiries, and education for both union and non-union locations in British Columbia, Alberta, Saskatchewan, and Ontario.   Influence without authority, the operational value of the function.  

•	With the Canadian HSE Team, co-facilitator of the Drug and Alcohol Policy Manager training sessions across Canada.

Human Resources Manager - Canada

Responsible for the creation of an appropriate performance management program, as well as the development, implementation, and support of talent sourcing strategies, candidate assessments, and selection processes across the organization to ensure the attraction of the right candidates who can grow with the organization.

•	Through extensive conversations with senior leadership and management across North America, set about the creation, implementation, and facilitation of the organization’s first manager/leader-focused training across North America, to over 25 locations and over 200 participants.  This unique solution provides the managers with the basic building blocks to move from average to great.
•	Organizational Team Lead, using a 3rd party provider, in the development of questions, metrics, and successful launch of the organization’s first-ever Employee Engagement Survey.

Corporate Organizational Development Manager

Pembina Pipeline Corporation

Main point of contact to over 1,200 active and retired employees on the organization’s benefits and pension plans.  Duties include the processing of life events, benefit plan provider and pension plan administrator reconciliations, New Hire Orientations, and primary administrator of the Employee Dependent Scholarship Program, which has over 200 recipients each year.   

•	Organizational Team Lead, working with a 3rd party provider, on the development and launch of an employee program (Pension Calculator), which allows employees to view the current values of the defined contribution and defined benefit pension plans as well as estimate their retirement income.  The system also allows employees to complete estimates including government and personal retirement income.

Benefits & Pension Analyst

CES Energy Solutions Corp.

Spearhead for the establishment of the organization’s HR function.  The organization grew from 75 to over 2,000 employees In North America by 2014, both organically and through acquisition.  Oversight of the 2-member Canadian HR team, with functional reporting of the 2 lead counterparts located in the United States. 

•	Recommendation and development of policies and procedures in the area of long-term incentive plans, short-term disability, and vacation policy, maternity leave and SUB payments, and company Privacy Policy. 
•	In coordination with the Corporate Controller, instrumental in the successful completion and implementation in 2009 of Benefits and Worker’s Compensation for the U.S. entity.
•	Recommendation, design (with a 3rd party provider), and implementation of a Group RRSP for Canadian Employees in October 2013 which enhances employee engagement and reduces turnover.
•	Team Lead on the RFP process and implementation of new Payroll/HR integrated web-based system (Ceridian HPL) in January 2012.
•	Recommendation and establishment of regular management reporting of key HR Metrics.

ConocoPhillips

Primary point of contact for approx. 2500 retired, 30 long-term disability employees, and a multitude of former employees on 3 different benefits and 4 different pension plans. Tier 2 point of contact for 2000+ active employees. Respond, same day, to requests of 25 to 30 per day.

•	Processed event changes including births, deaths totaling 100 per year. 85% completed same business day.
•	Performed policy maintenance, administration, and payment of Personal Development Account for the 1200 active employees processing 200 claims per pay period with a payout totaling $1,620,000 per year.
•	Account reconciliation and payment of provincial medical billings which total $80,000 per month, pension trust payments, totaling $250,000 per month, benefit provider billings totaling approximately $400,000 per month.
•	Conducted annual pension plan audits of the 3 defined benefit pension plans to insure accuracy of information and payments amounts.
•	Assisted in assuring Canadian HR department was compliant with company global documents and records management policy by March 2007 deadline, in the retention and destruction of both paper and electronic documentation, which included supervision of a team of 20 temporary employees in the removal and destruction of documentation that did not to comply.
•	Investigated and resolved problems/inquiries, of 20 to 30 per week between benefits/pension providers and employees (active and retired). 90% resolution rate within 48 hours and 99% within 5 business days.
•	Educated active employees on Employee Self Service portal (HR Express) and understanding of the HR Business Model (centralization of HR functions including payroll, benefits administration, etc.).
•Aided in the implementation of new benefits providers and the education of employees of new benefits and processes (acquisitions totaling three in 8 years).

Canada Benefits Analyst

I am passionate about studying various aspects affecting employees' performance and the overall employee experience. By investigating an organization's PEOPLE (including programs, policies, and procedures), and CULTURE,  I am able to provide unique solutions tailored to enhance and contribute to a better overall employee experience and a more sustainable organization.  I accomplish this through building trust, knowledge sharing, and forthright communication.

Many organizations  'don't know what they don't know' about their Human Resources needs.  As a seasoned Human Resources (HR) Professional, I use my passion for knowledge sharing and candid conversations to put in place the building blocks of an HR function.   This is done through my ability to provide new or enhanced unique solutions, causing beneficial changes to both the employee experience and company culture.   I believe in doing the right thing at the right time, for the right reason.

As a talented multitasker, I enjoy the variety found within Human Resources where one is able to interact and influence multiple levels of an organization.  I firmly believe that the interactions Human Resources has across a given workforce should be equitable and approachable, allowing for Human Resources to lead by example.  

As a Human Resources leader, I bring a wide and diverse knowledge of the Human Resources function – both operationally and strategically.

•	Coaching and Mentoring (all levels of the organization)
•	Project Management
•	Development and Administration of Performance Management Programs
•	Policy Development and Interpretation
•	Employee Relations
•	HRIS Implementation and Maintenance (SAP/ADP Workforce Now/Ceridian HPL/Ceridian Dayforce)
•	Benefits and Pension Plans Design and Administration (Defined Benefit and Defined Contribution)
•	Provincial, State, and Federal Legislative Requirements (Canada and US)

taplio

The Battle

Guillermo Mairena

Tannis Singletary

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