Leonardo Fabian Casullo Escartin

Experience

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  Arecco y asociados

  Apr 1995 - May 2000

  Senior Human Resources Business Partner

  Management for the conversion of a Service Cooperative to a State Society.Implementation of a Master plan for compliance in time with the objectives established by the Board.Management and development of the commercial matrix to increase the collection.Coordination of the external logistics plan to comply with service quality standards.Execution of an action plan for the inclusion of new users.Communication plan and brand identity.Conformation of a technical area for the assistance of users and new networks.Creation of procedures manual for Purchasing and Administration.Management of the RR.HH.Success story: Increase in the monthly collection at the end of the transfer in 1600% (Cooperative $ 45,000, State company $ 750,000). Show less

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  Frigorífico de Aves Soychú S.A.I.C.F.I.A.

  Jul 2000 - Dec 2004

  SALES SUPERVISOR

  I assumed a Sales Force and the Trade Marketing Department of 50 people with 5 different roles, managing 100 clients (Cash & Carry and Wholesalers) and reaching 12k Hospitality points of sale (Direct and Indirect through external sales force). . I was responsible for a P&L of 275M of turnover and of the efficiency in the investment in brand development of 13M.With 7 direct reports (Key Account Regionals) and the support of the external sales force to reach the retail outlets. Direct report to the National Sales Manager of the Off Trade channel.- Detected new opportunities at the regional level for the distribution, visibility and rotation of Soychu brands in the food channel. I implemented a profitable business plan and model with good results.- I created a new RTM, adapting and applying the KAM methodology and the ways of working of modern food.Skills: Business Development – ​​Work Ethic – Customer Service – Sales Cycle – Lead Generation Show less

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  Droguería Luma S.A. distribuidores sondas Wellspect Argentina

  Dec 2004 - Dec 2008

  Sales Manager

  Work description• Responsible for hospital products (income, budget, forecast and profit). Create, Define and Execute Access Strategies and Tactics Ensure effective operational excellence in marketing and access• Negotiation with Payers: Regional Health Authorities and Head of Hospital• Responsible for Tenders and Strategy• Leading marketing teams, tenders, offers and Access with a high level of motivation and commitment.• Active collaboration with local and global cross-functional teams on launch readiness plan• Ensure the partner and collaboration with internal stakeholders such as commercial, medical, financial excellence,...• Relationship with key stakeholders: Payers and pharmacists • Define and develop an engagement plan for external parties Innovate in the delivery of value propositions and solutions propose partnership relationships with KOL (payers, pharmaceuticals)• Lead the multifunctional Bidding Team (KAM, RAM, QA, Gov Affairs, MK,.)• Knowledge of the Hospital environment• Create Incentive Plans adapted to the needs of the BU.A load of- Market Access Team: Regional Account Managers and Key Account Managers-Tenders Department-Department of Prices and Offers-Marketingmain achievements• 2017 (February) International Award: Customer First Project (Novartis Cross Divisional Project)Skills: Business Development – ​​Work Ethic – Customer Service – Sales Cycle – Lead Generation Show less

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  Kolektor UT

  Jan 2009 - Aug 2012

  Chief of operations

  Design and start up of the Call Center of the company. Design and segmentation of campaigns, creation of parameters and metrics by objectives.Design of cost models, armed with a case for the Board, establishing gross margins, cash flow and nvp of the investment.Relations with National Government Entities.Negotiation with medical providers at national and international level.Development of control panels for the fulfillment of objectives and continuous management. Analysis of financial and accounting statements.Global management of human resources.Success story: Billing increase by 400% in 18 months. Revenue exceeding $ 137,000,000 (accumulated year-on-year increase of 300%).Start-up of training seminars, decreasing billing errors by 48%. Show less

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  Plaza

  Aug 2012 - Aug 2018

  Responsible for the preparation of quotes, proposals and monitoring of sales opportunities. Assistance to large customers, suppliers and government agencies. Definition and communication of the objectives set by the Board. Planning, supervision and monitoring of operational, technical and financial activities in Argentina (purchases-payments-transfers-accounts receivable). Responsible for the assembly and fulfillment of the Country Forecast. Review of work orders and billing. Analysis of approved costs and discounts for quotes. Technical support to corporate clients. Recruitment, selection and training of the sales force. Measurement and evolution of the objectives of the sales force. Preparation of communication plans with local media. Development, representation and coordination of mass events in the region. Signing of checks, control of boxes and expenses. Advice to the technical area and customer services in post-sale.Success story: Startup of the third branch of the company in the province of La Rioja and first branch in Catamarca with an average monthly increase of 10% in the sale of units. Increase of 6.5% of the market share in the two provinces mentioned during the first 6 months. Increase of the average ticket by 12% in the first 6 months. Show less Responsable de la elaboración de cotizaciones, propuestas y seguimiento de oportunidades de venta. Asistencia a grandes clientes, proveedores y entes gubernamentales. Definición y comunicación de los objetivos planteados por el directorio. Planificación, supervisión y seguimiento de actividades operativas, técnicas y financieras de la región (compras-pagos-transferencias-cuentas a cobrar). Responsable del armado y cumplimiento del Forecast de la región asignada. Soporte técnico a clientes corporativos. Reclutamiento, selección y entrenamiento de la fuerza de ventas. Medición y evolución de los objetivos de la fuerza de ventas. Desarrollo, representación y coordinación de eventos masivos en la región.Caso de éxito: Incremento de la facturacion en la región asignada, de $ 168.156.236 en el 2018 contra $ 72.896.874 en el 2017. Apertura de 6 PDV, con una facturación en el primer año de $ 200.000.000, tanto en el segmento B2B como B2C. Show less

  • sales manager

    Jul 2014 - Aug 2018

  • Delegado Comercial (30 personas a cargo)

    Aug 2012 - Jul 2014
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  Salata

  Aug 2018 - Jan 2021

  Manager of strategic initiatives and planning.

  Salata is a company whose mission is the production, distribution and sale of natural food products. LATAM / USA-Company with 50 employees, 15 directly in charge.Responsible for developing, implementing and leading a new business unit (HORECA Project), covering new customer segments: restaurants, hotels, casinos, bakeries, ice cream parlors, among others.My main functions:Commercial Leader:• Market research and presentation of financing proposals.• Maintenance and development of the client portfolio. Hunter/Farmer: 70/30.• Relationship with refinancers. Risk analysis.• International trade fairs• Supervision of the sales team• Account management, KPI's, budget and commercial forecastManagement:• Responsible for the design and execution of the brand's annual business strategy through consumer behavior analysis, budget management, innovative tactics and regulatory compliance for new business alliances. Tools used Sales Navigator, Find that lead, elink pro and leadCandy.• Brand image, strategic mapping.• BSC Management.Achieved achievements:Participation in the HORECA channel increased by 35% the first year and 26% the second. The opening of a new POS was achieved and the digital channel was consolidated.Skills: Executive management · Prospecting · Pricing strategy · Key account management · Management and development of work teams Show less

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  Mad Cool Festival

  Feb 2021 - Dec 2022

  Cusomer Experience Managment

  Professional dedicated to improving experiences in the company's relationship with its customers and employees (CX, UX and EX).Specialized knowledge in: Customer and user experience diagnosis, employee experience diagnosis, Customer Journey, Employee Journey, customer and employee profiles, archetypes, Blueprint, Maturity Assessment, Experience 3D, Qualtrics, economic analysis, transformation of experience, issued and perceived quality assessments, loyalty programs, retention programs, VoC models, design thinking methodologies, roadmap for improvement actions, interaction redesign, digital transformation, service designer, application of innovative trends, planning and management of pilots, qualitative and quantitative analyses, experience economy models, Agile methodology.Skills: Business Strategy Team Leadership Microsoft Excel Microsoft Office Business Development Team Management Customer Focus 360 Vision Teamwork Show less

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  MOINDE

  Jan 2023 - now

  Expansion Manager

  Development and implementation of the company's strategic plan for all of Spain.Identify new business opportunities and explore new markets.Integrate and align functions with sales, customer service and operations.Analysis and preparation of the business plan for the HORECA, Health and Convenience Stores channels.Key account management.Define, manage and improve indicators (KPIs).Hunting and agriculture (70%-30%)