Emilio Machado

Exceptional International Sales Leader

INTERNATIONAL STRATEGY – PARTNER DEVELOPMENT – GLOBAL SALES – 

INTERNATIONAL BUSINESS DEVELOPMENT

20+ years of experience delivering superior sales results in Latin America, Europe, Asia-Pacific, and U.S. markets

·       Strategies to drive sales growth in intensely competitive international markets – Proven ability to thrive in complex business environments, to create aggressive plans, remain customer centric and use effective operating mechanisms to deliver results. 

·       Recognized for establishing, growing and managing top performing teams – Skilled in recruiting, developing and leading teams to deliver mission-critical projects on time. 

·       International market growth – Proven success in growing Latin America, Europe, Asia-Pacific and US markets for bottom-line profitability and market share across diversified industries.

  • Executive Leadership
  • Strategic Business Planning
  • Deal Structuring & Negotiations
  • Global Business Development
  • Revenue & Profit Growth
  • Team Building & Leadership
  • Strategic Partner Development
  • Brand & Channel Management
  • OEM Sales Management

“He builds relationships quickly and with credibility and respect and in doing so he is able to rapidly identify key decision makers and solicit critical market intel to help businesses grow in the complex Latin American markets.” Read more at www.linkedin.com/in/emiliomachado


Executive Performance

EMMI TECHNOLOGIES                                                                                  Rochester, NY | 09-2006 - Present

www.emmitec.com

EMMI Technologies, LLC is a consulting firm offering expertise in the following areas, Product Development, Distribution and Customer Services for the Americas market. The company has the same range of resources as a worldwide consulting organization while maintaining full staff attention on each individual client. Our principals have all completed numerous client engagements, including assignments for some of the largest and best-known corporations in United States, Brazil and the rest of Latin America.

EMMI helps organizations achieve business breakthroughs that help the bottom line - through opportunity identification, new business creation, strategy development and new product, service and category innovation. We help our clients build sustainable innovation capability by addressing strategic, organizational and cultural challenges.

We are guided by our basic core values: integrity and professionalism, passion for work, and an essential modesty. We have the competence and determination to lead and steer projects, but we never underestimate the importance of listening to our clients and making sure we are working towards their best interests.


ARCATECH SYSTEMS                                                                          Mebane, NC, USA | 2012 - March/2017

Leading global manufacturer and distributor of transaction automation solutions for financial institutions.

Sales Director (Latin America and U.S.): Recruited by CEO to launch the company into the Latin American market; given responsibility for U.S. sales in 2015. Manage 2 sales coordinators and 20 salespeople across the Americas. 

·       Sales & Business Development: Created a Latin American market presence achieving a market share increase of 78% and a revenue increase of 145% over 4 years. Critical to this was working with the internal sales team to build market knowledge and develop deeper relationships with distributors.

·       Distributor & Channel Management: Built a sales network in 33 countries working with 40 different partners. 

·       Global Business Planning: Ensured sales, product marketing, and business development processes met each country’s regulatory requirements. Deployed growth strategies determined by global product development staff and executive team.

·       Strategic Partner Development: Built strategic alliances with key hardware and software companies. Identified new product opportunities within distributor channel, and with vendors and customers resulting in $10MM of new sales.

 

Contract based projects by EMMI Technologies, LLC from 2008 to 2012 (Optera, Nitere, and FutureLogic)

FUTURELOGIC, INC                                                                                          Glendale, CA, USA | 2011-2012

Develops electromechanical solutions for OEM thermal printer-based ticket printing

Manager, Latin America Business Development: Drove revenue growth and brand awareness for the world’s premier supplier of thermal printers for casino gaming, promotional equipment, kiosk, industrial, RTAL, gas pumps, and medical applications. Created new sales channels with local distributors and technology partners.

·       Sales & Business Development: Built Latin American business from $1 to $5 million and achieved the #1 share position for operators, casinos, and OEMs.

·       Channel & Distributor Management: Developed tailored business and marketing plans for each country and account.

·       Global Expansion: Identified underserved markets and created deals with clients for many new companies.


NITERE                                                                        Santa Rita do Sapucai, Minas Gerais, Brazil | 2010–2011

Privately-held company manufacturing branded touchscreen monitors and open frames

Director, Marketing and Sales: Retained by VC firm to develop and execute a strategic plan for this privately-held startup manufacturer providing monitors and open frames for customers that outsource development and production while maintaining brand integrity. 

·       Sales & Business Development: Grew revenues from $240,000 to $10 million in 15 months. 

·       Channel Management: Managed global direct and OEM sales organizations working with small, highly motivated teams. 

·       New Product Development: Partnered with R&D organization to develop new products based on global market insights. 

·       Marketing Leadership: Increased visibility to customers at multiple touchpoints by creating a new website, social media presence, product catalogs, and trade show materials. 


OPTERA, INC.                                                                                                     Holland, MI, USA | 2008–2010

A subsidiary of Magna Mirrors producing anti-glare and anti-reflective coatings, conductive thin film coatings, spherical and cylindrical bending, and chemically strengthened glass.

Manager, OEM Sales: Challenged by this $50 million leader in touch and high-end display products to identify and open international markets. Identified and penetrated large global accounts through direct sales.

·       Global Expansion: Generated $10 million in incremental sales by opening the South America and Mexico markets. 

·       Sales & Business Development: Increased U.S. sales from $2 to $5 million, representing more than 10% vs. industry average of 3%–5%.

·       Strategic Partner Development: Identified and negotiated new partnerships with Asian companies and POS manufacturers in the U.S. and Europe. 


INFINITE PERIPHERALS, INC.                                                                Elk Grove Village, IL, USA | 2002–2008

Leading developer of cutting-edge printer products and POS printer-related components. 

Manager, International OEM Sales: Recruited by President of this former Bematech distributor to establish new OEM divisions and expand the company’s product portfolio across Latin America, Europe, Asia, and the Eastern U.S. Led new product development/acquisition and product mix optimization efforts to drive growth.

·       Sales & Business Development: Pioneered launch of international sales and distribution, spurring a 10-fold increase in sales and customer base.

·       Product Development: Planned and established the OEM/product customization division, which grew to account for 51% of total domestic and international sales.

·       Distribution & Channel Management: Established new global distributorship network to provide solutions for new markets.

·       Process Improvement: Eliminated losses due to quality issues by establishing robust production quality control, testing, and inspection procedures. 


BEMATECH S/A                                                                                  São José dos Pinhais, Brazil | 2000–2002

Brazilian IT solutions firm serving the hospitality and commercial automation segments.

International Sales Manager / U.S. Executive Vice President: Hired into this newly created position to expand international operations into the U.S., Europe, and Asia.

·       New Product Development: Partnered with a team of 40 engineers to develop new products that meet international market needs.

·       Distributor & Channel Management: Designed the infrastructure that produced a 40% YOY growth rate in the global operation. Organization Management: Trained cross-functional teams in product management, packaging, documentation, QA, logistics, export regulations, distribution, manual translation,             and customer support procedures.

·       Process Improvement: Instituted ISO 9000 to ensure standardization of manufacturing, packaging, reporting, and delivery.

·       Marketing: Guided the marketing team in creating new online tools for international distributors.

Brazilian Government Highlight in Technology Award & Parana State Chamber of Commerce International Trade/Export Award, 2001


BLOUNT INTERNATIONAL                                                                                Portland, OR, USA | 1997–2000

Global manufacturer and marketer of replacement parts, equipment, and accessories.

Regional Manager, Latin America: Charged with turning around an underperforming market that was experiencing significant issues with the distributor channel. 

·       Organization Management: Created two new roles — sales coordinators and field technicians — to boost efficiency, customer service, and revenue. 

·       Channel Management: Optimized distributorship around the area, improving revenue and market share.

·       Business & Sales Management: Grew sales of after-market products across Latin America and the Caribbean from $7 million to $15 million by adapting cultural-specific strategies targeted to individual countries.

·       Strategic Partner Development: Improved commercial relationships with partners to drive visibility and revenue.

·       Acquisition Integration: Enabled $2 million in revenue in 18 months by integrating the newly acquired company into the market. 


EARLIER CARRIER

Latin America Manager, Parts Business | New Holland, Basildon, Essex, UK (1995–1997)

Application Specialist / OEM Distribution Sales Specialist | Medrad, Inc., Warrendale, PA, USA (1994–1995)


EDUCATION

IMD BUSINESS SCHOOL, Executive Program, Lausanne, Switzerland.   

LONDON BUSINESS SCHOOL, Master of Business Administration, London, UK. 

FESP, Masters in Business / International Trade, Curitiba, BR. 

CEFET, Master of Science, Electrical Engineering, Rio de Janeiro, BR.

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