Alfonso Schroeder Castagno Berlin, Berlin, Germany [email protected] +34623509387 linkedin.com/in/alfonsoschroeder Summary ## "Strive to be of value, not to be successful" 20 years of accumulated experience: - 12 years in business development, sales,, and revenue for sectors such as Energy, Oil & Gas, Finance, investments and packaging. - 8 years as a project management and consulting leader in sectors such as Education, Finance, Gaming, and construction. + 5 years as a startup mentor + 5 years as a strategic advisor to 3 companies As a director of business development, head of revenue, or head of sales, I live by this motto. Top Performer in 4 companies, in 3 different markets starting from 0 sales. EMEA / LATAM / USA I am the 6th of 9 siblings and as an active rugby player, I learned that the ##TEAM## is the most important thing. I am a constant seeker of learning . Tech Savvyness. YES, I am very constant in learning technological tools! Every week I try at least 1 tool with Artificial Intelligence and validate if it makes sense for my professional or personal universe! Languages: (in that order) I have 18 years of experience, the last 12 with a global vision developing new businesses, leading revenue (building, leading, and coordinating teams and projects) from scratch in 4 different companies and 3 different sectors (Financial, Energy, Oil & Gas, Biometrics, Wealthtech, Insurtech, edtech) above all with SaaS Service Solutions. Achievements of my last experiences: - 0 to 10M in 36 months - Implement and lead 3 international offices creating a new team. - Lead and build 3 teams from scratch - In 1 project directly impact the lives of 100,000. Energetic and with an innovative profile, I always look at the teams I belong to and how to do things better or more efficiently. Seeking first to empathize and understand the client by providing creative solutions, whether in human, technical, financial, or logistical terms. Skills: Empathy | Active listening | Adaptability | Flexibility | Team management | Sales Operations | Data Analysis | Analytics | Forecasting | Operations Management | Sales Processes | Analytical Skills | Sales Management | Business Analysis | Business Intelligence (BI) | Cross-functional Team Leadership | Finance Analysis | Lead Generation | New Business Development | Business planning | Product Development Alfonso Schroeder Castagno - page 1 | Key Account Management | Product Management | Direct Sales | MarketResearch | Sales and Marketing | Recruiting | Digital Marketing | customer satisfaction Experience Head of Growth Cober.io Jan 2023 - Present (8 months) Main points to highlight: Lead the Go to Market strategy in strategic aspects, product, sales and marketing to achieve the monthly target of new customers and insurance sold. Create from 0 and improve Onboarding with new clients, managing to drop a new process practically in hours. Achieve 7 clients with > 5M billing in the first 2 months of having the product ready to go on the market. Improve the 10% Conversion of new customers and lower the CAC by 20%. Main verticals of operations - Hospitality / Hotels - Edtech - Digital Education - Sports bike shops (bikes) - Travel - Tourism COBER: Revolutionizes and mitigates one of the main problems of E-commerce and retail in Spain and Europe Head of Sales Latin America & Miami Flanks Jan 2022 - Jan 2023 (1 year 1 month) Main responsibilities: Coordinate the revenue, sales and post-sale team for LATAM and Miami. Developed strategies that increased quarterly revenue by 25%. Total of +200% at the end of the 12 months. I established relationships with key executives (C-level) and improved customer retention: 100% retained. I implemented a consultative sales approach, increasing conversions by 25% with automation tools. Impact: 3 countries open with new customers. (Mexico, Peru, Chile) 2 new partners (Mexico and Chile) Top opening of new countries 2022 and sales 2022. Performance of operations in the Sales funnel: from 0 to 20 new weekly meetings. Develop and implement it for the whole team. 30% increase in qualified leads through effective campaigns. Sales cycle reduction by 20% and sales closing increase by 12%. Direct report to the Chief Sales Officer. Senior Business Development Manager Alfonso Schroeder Castagno - page 2 Flanks Jan 2022 - Jan 2023 (1 year 1 month) + 300% in contract extension. From 12 months to 60 months, with an average of 30 months + 300% on Average MRR (ARR). From 10k MRR to 60KMRR, with an average of 30kMRR Responsibilities: Lead and report directly to the CEO, promoting Tier1 and Tier 2 clients, such as banks such as Santander, BBVA, Deutsche bank, private banks, Family Office, EAF, EAFIs, independent advisors throughout Spain and Andorra. I successfully implemented the SPIN Selling / MEDDIC methodologies to guide our sales process +20% more effectiveness. Impact: Added over 1000 potential clients to our prospect list and connected with 500 additional clients, generating 20+ client meetings per week. Closed 300 successful meetings, from the first presentation to closing and legal negotiations. Achievements in Spain: Achieved a 500% growth in ARR of contracts, raising them from 10k to 50k ARR (TIER 3 to TIER 2 and 1). I extended the average duration of the contracts by 200%, going from 1.5 to 3 years. Significantly improved the use of Pipedrive CRM, maximizing its application in different markets, impacting improvement 25% of the time. We provide a SaaS solution for the Private Banks market (Private Banking), Family Offices, Multi Family Offices, Wealth Managers, EAF, SGIIC, Wealth Managements, etc. Business Development Executive Valgroup May 2018 - Jan 2023 (4 years 9 months) ## from 0 to 2M Direct sales in 24 months. With reduction of plastics and improving quality. Directly responsible for TIER 1 clients in Argentina reporting directly to the CEO of the vertical. Outstanding Achievements: Lead and managed a highly effective sales team, achieving an impressive 380% increase in sales to TIER 1 clients in just 12 months. I drove growth in the acquisition of 2 new clients, expanding our reach in the market and generating sales of +2M million dollars in 2022. I contributed to the recognition of the company as an undisputed leader in the packaging industry in Argentina, consolidating our position in the market. Valgroup: It is the leader in quality and volume in the primary and secondary packaging industry for the beverage sector. Heat Shrink / Stretch / Pet are some of the main products. Alfonso Schroeder Castagno - page 3 Sales Manager Veridas Sep 2021 - Feb 2022 (6 months) Sector: Cybersecurity / Identity verification with Biometrics. ## Veridas is TOP 3 in NIST (https://www.nist.gov/) in Voice and Facial Biometrics. I belonged to the business development team for Latin America and Europe. Coordinating the team and the strategy to expand clients in different countries. Achievements: Lead improvements to Zoho CRM to improve sales team operations across the company. Improve and coordinate the alignment between the commercial and marketing team so that the efforts have a direct impact on the company's objective. Capture of +30 new potential clients in the region. Improved automation of inbound leads to increase team productivity. Senior Project Representative Minsait Aug 2020 - Sep 2021 (1 year 2 months) Responsible for connecting with new Tier1 customers, leading the relationship in a 360 way. Coordinate the sales process with all the specialist team globally. These sales processes are normally at least 6 months. My focus is TIER1 clients from the Energy and Oil & Gas sector. The proposal is to understand the potential improvements of operating processes, improvement of energy efficiency and reduction of operating costs through the application of technology and custom solutions. Application of Data Analytics, artificial intelligence and custom software. Achievements: Meetings with C-Level and directors of 5 Tier 1 Clients. Performance with clients: Energy efficiency improvement solution by 10-20% Operational efficiency improvement solution by 7-10% Types of clients Solar Energy - Generation Plants Wind Energy - Generation Plants Hydraulic Energy - Generation Plants Thermoelectric Energy - Generation Plants Market: LATAM & US Sales Executive SaaS. Artificial Intelligence, Machine Learning, and Deep Learning. Co-Founder Alfonso Schroeder Castagno - page 4 Xinergias Mar 2017 - Mar 2021 (4 years 1 month) Founder and Chief Revenue Officer Market: Energy and Oil in Latin America. EXIT AUGUST 2021. ## Sales from 0 to 2M direct + 5M indirect for representatives of Germany and USA Research of the Latin American Energy and Oil market Creation and execution of the Revenue and sales strategy Web creation, CRM implementation and Go to Market Participation of the sales strategy Development of KPIs for the commercial and post-sale team. Development of marketing and communication as a presentation in global exhibitions. Business Development Specialist Percepto - Autonomous Drones Sep 2018 - Aug 2020 (2 years) Vertical: Energy and Oil & Gas Plants ## Objective of applying Drone with Artificial Intelligence: reduce operating costs by up to 20%. Percepto is TOP 1 in Drone in a BOX solutions for the Energy and Oil sector. Drone solution with artificial intelligence to optimize processes in Solar, Hydraulic, Thermal and Wind Power plants. Lead the initial stage for Latin America, achieving brand presence in 3 countries, Argentina, Chile and Peru. Chief Sales Officer (CSO) Xinergias Apr 2017 - Aug 2020 (3 years 5 months) Revenue & Operations Director: Principal functions: Create the team and market from scratch Interviews and selection of each member of the commercial, marketing, logistics and operations team. Create and establish the strategy for each market and its specific regulations. Create and set up the Revenue system (KPI, trips, meetings, sales, margins, etc) Coaching, training and onboarding of the team. Achievements in numbers: Visit more than 350 generation plants from all over Latam. Direct contact with each Plant Manager, Purchasing Manager and Director of TIER 1 companies in the Energy and Oil sector of Latin America. Sales and operations from 0 to 2M directly and 4M through generating sales to our representatives in Germany and the USA. 100 Leads generated in the first year, with 1 M USD in sales. (team of 3 people) +5 Exhibitions including POWERGEN in the USA. + 30 new clients + 7 countries (Argentina, Uruguay, Bolivia, Peru, Chile, Panama and Ecuador) Alfonso Schroeder Castagno - page 5 Management of the entire REVENUE cycle (operations, sales, Marketing and communication). Prospecting, cold calls, visits, Negotiation and sale. Management of project operations in the field, rotor changes in Wind farms, LM2500 and LM6000 turbine maintenance service as services in hydroelectric plants. Country Manager Genersol Sep 2014 - Apr 2017 (2 years 8 months) Genersol is a provider of services and projects in the market for Power Generation, Sugar Mills, Oil Companies, etc. ## Revenue Director for Latin America Market Market at the beginning of my management: USD 0 in sales, without customers. Market at the end of my management 4 years later: 20M USD in sales 8 developed countries with active clients (America) 3 open offices (operate and lead each project) 9 people in the commercial and operations team (4 Account Executive, 2 Customer Success Manager, 1Marketing, 2 International Logistics) +20% additional Revenue each year, creating new services with existing clients. Generated 500 leads culminating in $20 million USD in new sales. Leader of the Partners channel with manufacturers from Germany, UK, China and USA. I have been a strategic member leading the revenue, commercial and marketing strategy in Latin America. Directly responsible for REVENUE and operations // Country Manager / Sales Executive Responsible for recruiting, leading and guiding the work team in Argentina, Panama and Chile. Investigation of each market, with its drivers, Decision makers and actors. Implement and lead the CRM for the entire commercial and operations team in LATAM. (Pipedrive + Salesforce) Negotiated and closed contracts with key and strategic Partners from Germany, UK and USA. This increased the aggregation of services. Sales with TIER 1 Clients of each Country (YPF, ENEL, Petroecuador, AES, Colbun, etc.) Direct management of Revenue and optimization of maintenance service projects in Power Generation plants. Leadership and team management skills International contract negotiation skills. ## Values as Leader: - Empathy - Always love yourself no matter who you deal with - Data-Driven - Let's use the tools that allow us to improve processes based on data - Team - Always be in communication whether it is good or bad - Results - The result is the indicator that we are on the right track. Regional Sales Operations Manager Genersol Alfonso Schroeder Castagno - page 6 Nov 2012 - Sep 2014 (1 year 11 months) Directly responsible for creating and developing the Latin American market from scratch. Principal functions: Study of the energy market and energy generation in Latin America Market study of Energy Regulation in each country. (Chile, Argentina, Colombia, Panama, Peru, Ecuador, El Salvador, Nicaragua, Costa Rica, Brazil) Create a market development strategy for each country Create the Partnership strategy with different suppliers from Germany, UK, USA, China, India and EMEA. Sell from scratch. Create the sales team and the post-sale team. Coordinate the international logistics team. Achievements from 0 to 1.8M Direct sales + 3.4 M indirect sales (sale through representatives) Team of 0 to 6 people (2 Sales / 2 Operations + post sales / 1 Logistics / 1 Markerting, communication and Administration) +5 Countries with sales (Chile, Peru, Bolivia, Colombia, Panama) Implementation of the first CRM in the company Revenue Officer bet365 Jun 2011 - Nov 2012 (1 year 6 months) Revenue and Operations Manager: Direct team in charge of 3-6 people Indirect manager of 15-20 people Achievements # 25% Improvement of the impact of payment processors. (cost reduction and improvement in contracts) # 15% Revenue improvement coordinating PSP with Marketing and sales. # 20% reduction in personnel costs due to the automation of internal processes. Revenue Officer & Projects Los Pinos Apr 2010 - Jun 2011 (1 year 3 months) Revenue and Operations Manager: Direct team in charge of 3-6 people Indirect manager of 15-20 people Achievements # 25% Improvement of the impact of payment processors. (cost reduction and improvement in contracts) # 15% Revenue improvement coordinating PSP with Marketing and sales. # 20% reduction in personnel costs due to the automation of internal processes. Finance Associate Deloitte Alfonso Schroeder Castagno - page 7 Jan 2006 - Apr 2010 (4 years 4 months) Responsible for internal processes of national and international banking. Improving execution times and customer experience. Technical / Financial projects for International Banking. Validation and execution of internal process improvement and account management. Stake : AVANZA Project - Commercial Bank (Scotiabank) - ERP system change Credit Agricole-BBVA Fusion Project - System change/management/integration of systems Investment Project in Surinvest - Investigation and risk analysis Education IESE Business School Liderazgo y gestión de equipos, Organizational Leadership Jan 2020 - Nov 2020 IAE Business School Master of Business Administration - MBA, Business Administration, Management and Operations 2017 - 2018 Harvard Business School GLOBAL IMMERSION PROGRAM, Business and Personal/Financial Services Marketing Operations 2018 - 2018 University of Virginia Darden School of Business Project Planning & Management, Information Technology Project Management 2020 - 2021 Global Innovation Exchange (GIX) GLOBAL IMMERSION PROGRAM - ISRAEL - Start up Nation, Entrepreneurial and Small Business Operations 2018 - 2018 International MBA exchange. We got to know the entire entrepreneurial system of ISRAEL. VC, Incubators, Start ups, Etc. Universidad Católica del Uruguay 'Dámaso Antonio Larranaga' Contador Publico, Business/Managerial Economics 2008 - 2012 Contador Publico Alfonso Schroeder Castagno - page 8 Universidad de Montevideo Bachiller - Ingeniería, Matematicas - Fisica 2007 - 2008 2 años de bachillerato Colegio Salesiano San José Bachiller, Ventas generales, promoción comercial y actividades de marketing afines 2002 - 2006 Colegio - Profesorado de Guitarra Prof. Guitarra Clasica, Instrumentos de cuerda 2000 - 2006 IESE Business School Licenses & Certifications Digital Business - Digital House Issued Jul 2020 - Expires Aug 2025 Mindfulness: Cómo conseguir una atención plena - LinkedIn Agilidad estratégica - LinkedIn Liderazgo con inteligencia emocional - LinkedIn Liderazgo creativo - LinkedIn Pensamiento estratégico - LinkedIn Fundamentos de Design Thinking - LinkedIn Power BI esencial (2018) - LinkedIn Power BI para principiantes: Análisis de datos - LinkedIn Power BI: Visualizaciones e informes - LinkedIn Alfonso Schroeder Castagno - page 9 Power BI avanzado - LinkedIn Fundamentos de big data - LinkedIn Liderazgo de equipos y personas - IESE Business School Cuarta revolución industrial: Inteligencia artificial y machine learning - LinkedIn Fundamentos de big data: Técnicas y conceptos - LinkedIn Aprende big data: Análisis de datos - LinkedIn Positive Psychology - University of North Carolina at Chapel Hill coursera.org/verify/HESFGERZDNP2 Aprende big data: Visualización de datos - LinkedIn Aprende data science: Cuenta historias con los datos - LinkedIn Excel Business Intelligence 1: Obtener y Transformar (Power Query) (365/2019) LinkedIn Data analyst: Técnicas y herramientas de informes esencial - LinkedIn R para big data esencial - LinkedIn Data analyst: Técnicas y herramientas de informes avanzado - LinkedIn Key Account Management - LinkedIn Python para data science y big data esencial - LinkedIn Power BI esencial - LinkedIn Becoming Head of Sales: Developing Your Playbook - LinkedIn Google Ads avanzado - LinkedIn Alfonso Schroeder Castagno - page 10 Aprende PowerPoint (Office 365/Microsoft 365) - LinkedIn Google Ads esencial (antes Google AdWords) - LinkedIn Excel Expert: Prep. Cert. MOS para Excel 2019 y Microsoft 365 (MO-201) LinkedIn Machine Learning and AI Foundations: Predictive Modeling Strategy at Scale LinkedIn Fundamentos del diseño de redes - LinkedIn Prepare Yourself for a Career in Sales - LinkedIn Lean Technology Strategy: Running Agile at Scale - LinkedIn Building Resilience - LinkedIn Creativity at Work: A Short Course from Seth Godin - LinkedIn Soft Skills for Sales Professionals - LinkedIn Sales: Handling Objections - LinkedIn C1 Advance - Cambridge University Press & Assessment English Sales: Closing Strategies - LinkedIn Generative AI for Digital Marketers - LinkedIn Improving Your Leadership Communications - LinkedIn Develop a High-Performance Mindset - LinkedIn The Hidden Habits of Genius: Unlocking Greatness (Book Bite) - LinkedIn Skills Alfonso Schroeder Castagno - page 11 Oil Pipeline Management • Critical Thinking • Sales Cycle Management • Skill Development • Sales Pipeline Management • Relationship Building • Revenue Management • B2C e-commerce • Analytical Skills • Wind Energy Alfonso Schroeder Castagno - page 12