Experienced with Strategy and Business Development, International Marketing and Sales, with focus on Latin America. 20 yrs. experience. Int'l MBA; Have lived and worked overseas. Import-export regulation savvy. English, Spanish fluent; Portuguese working knowledge.

P.O. Box 6187, Ventura, CA
                                                Robert.guidice@gmail.com
805.665.8683

ROBERT A. GUIDICE

SUMMARY:

International sales and marketing professional looking for VP, CCO or Directorship responsibility in the high tech, biotech, mining or other industrial business-to business sectors.  My goal is to creatively apply well-developed strategy-setting, employee motivation and customer relationship tools to development of a growth oriented, dynamic organization.  Excellent listening, analytical, and superior team leadership skills.

Increasing executive responsibility for P+L reporting for geographic area and end-use application sales, business plan integration, multinational account negotiations, and marketing strategy development. Implementation of well-honed skills in end-use management (Latin America, USA, Canada) forecasting, business planning, new market entry strategy development, in-country regulatory compliance, and competitive counterstrategy.

PROFESSIONAL EXPERIENCE

2009-10                   International Consultant                                                                                                                                                                                     Sales and Marketing Development, Latin America
Societa Chimica Larderello (Italia)

·          Developed strategic position paper for quality agricultural foliar product entry into the Latin American market segment, valued at an initial $12MM.

·          Directed use registration process for products throughout the region, enabling downstream new product development estimated at $4MM.

·          Vetted potential core distributor partnerships in each major market in Mexico, Central and South America, informing crucial channel education and awareness for long-term market presence.

·          Negotiated country agency agreements and technical field training resources for product resale and market growth activities, anticipating resource needs for out-year consultative customer relationships.

·          Successfully promoted final synopsis for market entry program into Latin American market segment.

2004-2007               Commercial Director, Latin America
                                                 Rio Tinto Minerals Group (USA/South America)

·          Managed responsibility for $40MM sales and P+L reporting activity in Latin America, moving mineral raw materials from US and Argentinean mine sources in goal alignment with corporate profitability targets.

·          Instituted strategy for core network of agencies, distributors, and direct/multinational customer bases across 125 primary end-use applications.

·          Negotiated global and local multi-year, renewable contracts worth $28 MM as part of drive for locked business with global accounts based in North America, Asia and Europe.

·          Directed the Latin America business management and sales team with graduated increases in profit, and revenue growth of $1.4MM per annum.  Provided development for 9 direct field sales reports in both talc and borate sales for South America, including new applications and products.

·          Integrated commercial management responsibilities including: maintenance of a cost-to-revenue ratio of 2.5% at Borax South America in Sao Paulo, Brasil.  Administered tax compliance, legal concordance, credit analyses, sustainable development, innovation and product registration responsibility for Borax South America and coordinated with US and northern Argentinean plants on pricing, production and sale into the Southern cone countries.

·          Served as strategy-setting key team member for the global application groups in ceramics and agriculture, thereby shaping the annual Business Plan for these uses. Liaised with logistics, distribution and operations (USA, Argentina) at the practical and executive level to create and implement the 5-year Strategic Plan for Latin America.

U.S. Borax Inc. (USA) 1993-2004, simultaneous responsibility

                                - Market Manager, Mexico, Central America + Caribbean, 1993-2004

- Market Manager, Ceramics, North America,  1997-2006

- Business Manager, Canada, 2002-2004

- Senior Market Analyst, Americas, 1993-1994

·          Grew $16MM in Latin and $12MM in Canadian sales, creating and implementing market entry strategies for both industrial and agricultural segments, in alignment with corporate growth targets.

·          Negotiated consultative $5.5MM renewable partnership contracts with Vitro Corporation (Mexico) and other key ceramics and glass accounts.

·          Originated and employed commercial agreements valued at $4.5MM with agricultural distributors and blenders in the Latin and Canadian segments.  Core crops were export coffee, palm oil, grains and cold crops.           

·          Advanced supply chain strategy for pricing + profitability optimization of product sales from each borate mine source.  Liaised with US, Canadian and Latin American ocean, rail and truck carriers to drive toward lowest delivered costs to help increase company and customer competitiveness in downstream markets.

·          Implemented $3.7 MM new product sales in to the gypsum, fiberglass and agricultural markets with Van Waters + Rogers, core strategic Canadian distributor, especially in the Toronto, Montreal and Vancouver regions.

1990-1991               Senior Business Analyst, Phenol and Acetone
                                Dow Chemical Co. (USA)

·          Conducted various competitive product, market and regional analyses on phenol and acetone global production and sales, shaping entry strategy and lowering resource costs by $2.1 MM.

·          Produced analyses of outer year projections of global pricing and capacities for base industrial chemicals, with particular focus on the US, Northern Cone and Canadian regions, resulting in improved product and marketing positoning.

                EDUCATION           

                                                Master of Business Administration, International
                                                Thunderbird School of Global Management, Arizona
                                                                With Distinction

                                                                Programa AGSIM-UAG Intercambio
                                                                Universidad Autonoma de Guadalajara, Mexico

                                                Bachelor of Science, Business Administration, International Management
                                                California Polytechnic State University @ San Luis Obispo
                                                                Magna Cum Laude

                EXECUTIVE COURSEWORK

                                                Center for Creative Leadership, 360 Program, Colorado
                                                Fuqua School of Business, Executive Leadership Program, Duke University, North Carolina

                PROFESSIONAL TRADE AFFILIATIONS

Board of Director’s, Porcelain Enamel Institute
                                Multiple Congress Delegate, Fertilizantes Latinoamerica
                                American, Mexican, and South American Ceramic Societies
                                California Export Trade Association
                                 American Management and Marketing Associations

                PUBLICATIONS     

“Raw Material Roundtable”, Ceramic Industry Magazine
                 “Borate Use as a Key Micronutrient”, Fertilizer Focus

                LANGUAGES         

Fluency in all aspects of English and Spanish. Working knowledge of Portuguese

                CHARITABLE ORGANIZATIONS

                                                Rotary International: Fundraising and Public Relations Chair 2008-2009`
                                                Men of Promise