Alberto Perugini

Highlights of Expertise

• CRM Program Implementation
• Strategic Relationship Building
• E-Commerce Development
• Six Sigma / Green Belt
• Strategic Accounts Management
• Product & Technical Support Management 
• Mining/ Power Generation/Machinery /      
Off Highway Markets

Career Experience

• Sales Team Management
• P&L management
• Annual Budget Allocation
• Distribution Development
• Multiple Channel Management
• Operations planning
• Go to Market Strategy
 

HYUNDAI MOBIS - A subsidiary of Hyundai Motor Company
Head of Sales & Marketing Latin America (Dec 2019 Present) 
Responsible for Sales & Marketing activities and Strategic Sales Plan

• Responsible for strategic parts sales ($100M) & marketing strategic plan as well as dealer enhancement programs, marketing communication, and sales promotion for the region. Oversees company’s promotion and advertising efforts to drive sales and build brand awareness.
• Responsibilities include developing an overall marketing plan, approving campaigns, and measuring the return on investment of various marketing activities.
• Lead marketing automation & CRM platforms initiatives, digital & inbound marketing best practices, analytics, and trends.
MAHINDRA North America
Direct and develop the market Introduction of new product focus on training, industrial and mining markets all over Latin America.

Director Sales Latin America  (Jan 2019 – Nov 2019)
Developed distribution network, and development of key strategic accounts to introduce ROXOR Off-highway vehicle Mahindra covering target markets, such as construction, mining, and industrial markets.
• Successfully managed the development of distribution network, and strategic accounts program.

Cleaver-Brooks – A Subsidiary of Harbor Group
Direct and maintain extensive sales of industrial equipment, parts, and services operation spanning multiple key geographic regions with high-volume gross sales more than $30M.
Market Development Director Latin America (Jun 2014 to Dec 2018)
Collaborate closely with executive leaders and diverse teams to institute growth strategies and facilitate high-volume sales expansion. Managed P&L as well leading the sales team focused on or new market penetration efforts through the distribution network and          direct strategic customers’ sales.

Alberto Perugini Page 2

• Managed key strategic OEM’s as well strategic accounts. Including Enginnering feasibility, product support, etc.
• Development of strategic Cogeneration projects with Solar Turbine (CAT), Siemens, and GE. 
• Increased overall sales by 15%, including Aftermarket sales by 25%
• Lead marketing Initiatives & Increased sales by 25% in Mexico, Colombia, and Central America.

Mack Trucks – A subsidiary of AB Volvo Group Americas
Developed and maintained an elite sales team responsible for P&L of $87.5M in annual sales.
Regional Sales & Marketing Dir.  Latin America (Jun 2012 to May 2014)
Spearheaded collaboration with strategic customers and optimized dealer network development and strategic accounts. Performed comprehensive profit and loss assessments and coordinated annual budget allocation. Established financial objectives and integrated dynamic sales programs.
• Achieved market penetration successes and led new product developments to maximize sales volume and interdivisional profitability.
• Effectively controlled sales costs and internal inventory to ensure the highest levels of            productivity.
• Lead and Support sales team, including management of distribution network & Increased parts sales by 17%
• Executed competitive market analysis and produced 20% growth over a single year period.
• Managed strategic accounts increasing sales by 12% & Lead the P&L process.
• Lead Marketing initiatives and sales plans focus on strategic accounts in Central America and the Caribbean 
• Served as primary leadership role involving crucial financial programs and integrated complex program that slashed internal expenses by 15%.

Mack Trucks - A subsidiary of AB Volvo Group Americas
Coordinated and improved the development of soft products to maximize sales across crucial business channels.
Director, Retail Support, and Development North America & Canada (May 2010 to May 2012)
Managed and optimized pricing strategies and programs to best position business for the highest levels of sales growth.
• Successfully improved infrastructure design to bolster market penetration efficiency and integrate service products.
• Lead the aftermarket initiatives with top 100 strategic accounts including parts, and services programs leveraging Volvo Construction division, and Mack Trucks programs focus on construction and mining markets.
• Maintained budget and executed high-caliber budget forecasts and assessments.
• Implementation of Telematics and digital services programs

Caterpillar, Inc.
Personally, headed commercial profit and loss evaluations and marketing initiatives for sales exceeding $250M.
Sr. Sales & Marketing Mgr. Latin America – (Jan 2007 to Apr 2010)
Integrated innovative sales plans and established strategic product development standards to boost profitability across multiple channels. Managed aftermarket product integration and established global account program supporting key accounts.
• Headed implementation of the one-stop-shop concept across distribution Network
• Development of international accounts programs.
• Lead the P&L process, as well as manage the Sales, Inventory and Operations plans.
• Executed dynamic commercial programs, leading to a 7% increase in market share.
• Reduced marketing expenses by 14% and reduced overall cost of sales vs gross sales by 17%
 

Caterpillar Financial Services – Subsidiary of Caterpillar, Inc.
Led sales of more than $52M with emphasis on marketing and sales growth.
Region Manager Latin America (Jan 2001 to Dec 2006)
Personally maintained $12M inventory and coordinated divisional turnaround to increase operational productivity.
• Achieved sales increases from $19M to $52M and OI from $700M deficiency to $2.2M profit in the only a five-year period.
• Developed with Caterpillar Mining Group, and Power Generation team strategic sales programs in Mexico, Brazil, Chile, and Peru.
• Successfully slashed transit time by 50%, warranty claims by 75%, and logistics costs by 30%.
• Produced inventory turns from 1.5 to 4.6 and reduced inventory assets exposure by 30%.
• CEO Award 2006 – Profitability & Outstanding Sales Performance
Cummins Filtration – A subsidiary of Cummins Inc. 
Marketing Manager Europe. Middle East and Africa 1997 – 2000
Brussels Area, Belgium
• Responsible for $100 million P&L
• Management of strategic accounts such as Aggreko, Scania, DAF, FIAT Allis, Volvo, etc.
• Responsible for marketing and sales strategies, special promotions, training, OEM accounts, warranty and technical services, and pricing policy for 18-country region. Oversaw Marketing and Sales staff in France, U.K., and Belgium

Area Manager Latin America Sales & Marketing 1993 - 1996
Greater Nashville Area, TN
• Responsible for revenues of from 7.2M to $16 million, including P&L, including OEM accounts. Supervised and managed major OEM such as Paccar, Komatsu, and New Holland
• Management of strategic mining accounts such as CVRD Brazil, Codelco, Southern Peru, Rio Tinto, etc.
• Implemented growth programs with Cummins Power strategic customers in the region.

Education & Credentials

Master of Business Administration – International Business -  American Graduate School of International Management – Phoenix, AZ

Bachelor of Metallurgical Engineering – FAAP - Fundacao Armando Alvares Penteado – Sao Paulo – Brazil

Green Belt Certification- Caterpillar Inc.
 

HYUNDAI MOBIS - A subsidiary of Hyundai Motor Company
Head of Sales & Marketing Latin America (Dec 2019 Present) 
Responsible for Sales & Marketing activities and Strategic Sales Plan

• Responsible for strategic parts sales ($100M) & marketing strategic plan as well as dealer enhancement programs, marketing communication, and sales promotion for the region. Oversees company’s promotion and advertising efforts to drive sales and build brand awareness.
• Responsibilities include developing an overall marketing plan, approving campaigns, and measuring the return on investment of various marketing activities.
• Lead marketing automation & CRM platforms initiatives, digital & inbound marketing best practices, analytics, and trends.
MAHINDRA North America
Direct and develop the market Introduction of new product focus on training, industrial and mining markets all over Latin America.

Director Sales Latin America  (Jan 2019 – Nov 2019)
Developed distribution network, and development of key strategic accounts to introduce ROXOR Off-highway vehicle Mahindra covering target markets, such as construction, mining, and industrial markets.
• Successfully managed the development of distribution network, and strategic accounts program.

Cleaver-Brooks – A Subsidiary of Harbor Group
Direct and maintain extensive sales of industrial equipment, parts, and services operation spanning multiple key geographic regions with high-volume gross sales more than $30M.
Market Development Director Latin America (Jun 2014 to Dec 2018)
Collaborate closely with executive leaders and diverse teams to institute growth strategies and facilitate high-volume sales expansion. Managed P&L as well leading the sales team focused on or new market penetration efforts through the distribution network and          direct strategic customers’ sales.

Alberto Perugini Page 2

• Managed key strategic OEM’s as well strategic accounts. Including Enginnering feasibility, product support, etc.
• Development of strategic Cogeneration projects with Solar Turbine (CAT), Siemens, and GE. 
• Increased overall sales by 15%, including Aftermarket sales by 25%
• Lead marketing Initiatives & Increased sales by 25% in Mexico, Colombia, and Central America.

Mack Trucks – A subsidiary of AB Volvo Group Americas
Developed and maintained an elite sales team responsible for P&L of $87.5M in annual sales.
Regional Sales & Marketing Dir.  Latin America (Jun 2012 to May 2014)
Spearheaded collaboration with strategic customers and optimized dealer network development and strategic accounts. Performed comprehensive profit and loss assessments and coordinated annual budget allocation. Established financial objectives and integrated dynamic sales programs.
• Achieved market penetration successes and led new product developments to maximize sales volume and interdivisional profitability.
• Effectively controlled sales costs and internal inventory to ensure the highest levels of            productivity.
• Lead and Support sales team, including management of distribution network & Increased parts sales by 17%
• Executed competitive market analysis and produced 20% growth over a single year period.
• Managed strategic accounts increasing sales by 12% & Lead the P&L process.
• Lead Marketing initiatives and sales plans focus on strategic accounts in Central America and the Caribbean 
• Served as primary leadership role involving crucial financial programs and integrated complex program that slashed internal expenses by 15%.

Mack Trucks - A subsidiary of AB Volvo Group Americas
Coordinated and improved the development of soft products to maximize sales across crucial business channels.
Director, Retail Support, and Development North America & Canada (May 2010 to May 2012)
Managed and optimized pricing strategies and programs to best position business for the highest levels of sales growth.
• Successfully improved infrastructure design to bolster market penetration efficiency and integrate service products.
• Lead the aftermarket initiatives with top 100 strategic accounts including parts, and services programs leveraging Volvo Construction division, and Mack Trucks programs focus on construction and mining markets.
• Maintained budget and executed high-caliber budget forecasts and assessments.
• Implementation of Telematics and digital services programs

Caterpillar, Inc.
Personally, headed commercial profit and loss evaluations and marketing initiatives for sales exceeding $250M.
Sr. Sales & Marketing Mgr. Latin America – (Jan 2007 to Apr 2010)
Integrated innovative sales plans and established strategic product development standards to boost profitability across multiple channels. Managed aftermarket product integration and established global account program supporting key accounts.
• Headed implementation of the one-stop-shop concept across distribution Network
• Development of international accounts programs.
• Lead the P&L process, as well as manage the Sales, Inventory and Operations plans.
• Executed dynamic commercial programs, leading to a 7% increase in market share.
• Reduced marketing expenses by 14% and reduced overall cost of sales vs gross sales by 17%
 

Caterpillar Financial Services – Subsidiary of Caterpillar, Inc.
Led sales of more than $52M with emphasis on marketing and sales growth.
Region Manager Latin America (Jan 2001 to Dec 2006)
Personally maintained $12M inventory and coordinated divisional turnaround to increase operational productivity.
• Achieved sales increases from $19M to $52M and OI from $700M deficiency to $2.2M profit in the only a five-year period.
• Developed with Caterpillar Mining Group, and Power Generation team strategic sales programs in Mexico, Brazil, Chile, and Peru.
• Successfully slashed transit time by 50%, warranty claims by 75%, and logistics costs by 30%.
• Produced inventory turns from 1.5 to 4.6 and reduced inventory assets exposure by 30%.
• CEO Award 2006 – Profitability & Outstanding Sales Performance
Cummins Filtration – A subsidiary of Cummins Inc. 
Marketing Manager Europe. Middle East and Africa 1997 – 2000
Brussels Area, Belgium
• Responsible for $100 million P&L
• Management of strategic accounts such as Aggreko, Scania, DAF, FIAT Allis, Volvo, etc.
• Responsible for marketing and sales strategies, special promotions, training, OEM accounts, warranty and technical services, and pricing policy for 18-country region. Oversaw Marketing and Sales staff in France, U.K., and Belgium

Area Manager Latin America Sales & Marketing 1993 - 1996
Greater Nashville Area, TN
• Responsible for revenues of from 7.2M to $16 million, including P&L, including OEM accounts. Supervised and managed major OEM such as Paccar, Komatsu, and New Holland
• Management of strategic mining accounts such as CVRD Brazil, Codelco, Southern Peru, Rio Tinto, etc.
• Implemented growth programs with Cummins Power strategic customers in the region.
 

Master of Business Administration – International Business -  American Graduate School of International Management – Phoenix, AZ

Bachelor of Metallurgical Engineering – FAAP - Fundacao Armando Alvares Penteado – Sao Paulo – Brazil