William Mendoza-Romero

 Established country marketing and sales plan preparation / Offer positioning (4Ps) and segmentation

 Coordinated and analyzed Energy Automation sales performance and P&L

 Capitalized business and sales growth opportunities to improve Market Share & Profitability

 Lead initiatives to analyze new requirements (either promoted by the customers or competitors), prepared study cases and assessed business and sales impact.

Main Achievements:

• Developed strategy in Brazil during crisis period (2014 to 2017) to maintain sales and market share on 18%

• Successfully decentralized Energy Automation knowledge across the countries. Argentina, sustained sales growth of more than 40% in 3 years. Colombia, sustained sales growth of 50% in 3 years. Chile, sustained sales growth of 10% in 3 years.

• Established agreement with internal factories for goods purchasing prices, to optimize taxes and improve sales competitiveness in local markets. Work done for more than 5000 references. Result: Optimization of 50% in purchasing prices leading to improve by 20% sales competitiveness.

 Developed and defined Proposal strategy for Energy Management Software Solutions and Telecom Systems

 Proven track of Bid Manager for Large proposals above 2 MEUR, as well as interact to Sales, Tendering and Operation Teams located geographically abroad in other units mainly France and USA.

 Successfully setup and defined providers’ cost optimization, with sourcing department and participate in sales and cost strategy

 Actively qualified business opportunities with Sales Managers and Sales Team to define GO/NOGO process

 Defined and setup industrial schemes for projects implementation on tax strategy, subcontractors and local partners definition to penetrate business and sales in selected countries

Main Projects:

• ECOPETROL – Colombia: Sales of SCADA/EMS System to manage electrical system of the main O&G Refinery - 2013

• CDEC-SING - Chile: Sales of Upgrade of the SCADA/EMS System for the Regional Grid Operator - North Region – 2012

• CEMIG GT – Brazil: Sales of SCADA/EMS System to manage the Transmission and Generation Assets of the customer. End customer relationship management along with AXXIOM as partner to deploy the system - 2013.

 Lead sales of supervisory control and data acquisition (SCADA) systems for electrical utilities in Latin America and actively promoted e-terra products. Focus on Transmission and Distribution Utilities.

 Defined sales strategy and customer management in the CRM Tool (Sales force).

 Defined and coordinated specialized resource for demo purposes, when necessary.

 Boosted customer interaction and participation in focused marketing events.

Main Projects:

• PACIFIC RUBIALES (METAPETROLEUM) – Colombia – Sales of SCADA/EMS System to manage electrical substation of the second largest O&G Company – 2009 (First project reference for O&G in the region)

• STATKRAFT PERU (formerly SN POWER / ELECTROANDES) – Perú – Sales of SCADA System to manage electrical substations and generation plants of the largest Generation and Transmission Utility – 2009 (First project reference for Power Generation in the region)

• LIGHT RIO – Sales of SCADA/EMS System to manage electrical substations of the Distribution Grid - Brazil – 2010

 Initiated studies on Supervisory Control and Data Acquisition (SCADA) Systems as well as Energy Management Systems (EMS), Distribution Management Systems (DMS), Electrical Substation Automation and Distribution Automation for Utilities in Latin America towards Smart Grids implementation

 Headed the preparation of business analysis (Cost Benefit and Return of Investments) of different alternatives

 Headed the preparation of technical specifications and bidding documents on behalf of customers

 Reorganized investments roadmap and finance milestones

Main Projects:

• Consulting Services for Design and Specification of the New Control Center of EMSA (Colombia) - 2006

• Consulting Services for Design and Specification of the New Control Center of EBSA (Colombia) - 2006

• Consulting Services for Project Management and Onsite Technical Assistance for Load Dispatch Centers Upgrade Project of CADAFE (now part of CORPOELEC - Venezuela) – living in Venezuela – 2005

• Consulting Services for the Use of New Technology for Definite Problems Solution of the National Transmission System – UPME (Colombia) - 2005