adrian gerard

Managing Director  / Business Development  / Strategic Business Growth 

Resourceful, driven and ambitious leader, bringing over 20 years of achievements developing and directing strategic business solutions that drive enterprise growth through customer satisfaction initiatives, productive team recruitment, networking, and proven sales strategies. Intuitive executive, with solid business expertise in operations, product lines, client development and market penetration, aligning business, revenue, and growth goals that meet company objectives.  Manages cross-functional teams across highly diverse projects within the Construction Industry, Mining, Metals, and Machinery sectors, adhering to EHS (ISO 1801, ISO 45001) compliance, and regulatory requirements. Deep business expertise in Latin America,  Spanish and English fluent.

Areas of Expertise:

-Johnson Controls – Worldwide Leader supplier for automation, Digital Tecnologies, HVAC, CCTV, FIRE, etc Industrial B2B specialized in Construction, Mining and General Industries, 42BUSD and  120.000 employees

General Manager Peru                                                                                                                           Junio 2020 – Actual

I am in charge of te whole Business in Peru. Designed and executed a deep transformational change inside and outside the company in order to reach and exceed an ambitious growth plan in each Business Line. I got stabilized the contract with losses and reverse the trend of the EBIT, I got more profitable new contracts while the general cost ( A&S) where reduced from 18% to 11% through an aggressive  cost control plan and restructuring redundant processes. Responsible for the Budgets Cashflow P&L, OPEX; CAPEX, EBIT (APROX 40 MUSD, 360 Employees), EHS ( ISO 1801, ISO 45001).  Reporting to VP EMEALA and Regional Directors.

•Increased Sales 12%, through Customer Share increasing, selecting the most profitable customers, services and products, improving communications and motivation  in all the Company´s work teams.

•I improved Ebit from  -5% , Dec Ebit 0%,  Ebit 2021 5%, Achieve a turnaround of the Company. 

-Corporation La Sirena SAC - Private Peruvian Company,  90+ years of history in providing MRO solutions.

General Manager and Managing Director                                                                                     Julio 2019- Junio 2020

I turned the Company in three Business Units: Retail, Wholesale Distributor, and B2B Sales (Construction, Mining, Gral Industries). Responsible for P&L, Cashflow, Sales, OPEX, CAPEX, EBIT and ensure EHS, and corporate compliance mandates. US$35M revenue and 140  employees, Reporting to Board of Directors President 

•Improved EBIT from 3% to EBIT 2020  8% .

•Increased Sales by 20%, focusing the sales effort by selecting ABC customers through detailed portfolio analyses and implementation of customer penetration and loyalty development strategy (including signing multi-year agreements); as well as launching new products lines and services. 

•Decreased overall cost structure by 15% by establishing a strict cost discipline, reducing internal redundancies, and upgrading the Finance team (hired a new Finance Manager) to drive the implementation of robust internal processes and controls.

•executed complete SKU and vendor evaluation that led to rationalization and renegotiation of conditions with all suppliers and signing long terms agreements with discounts based on volume and loyalty metrics, its allow a quick  increase of 8% profit. 

SANDVIK – Worldwide Leader supplier for Construction, Mining and General Industries, with more than 50.000 employees and turnover exceeding 52 BUSD                                              

Managing Director , General Manager Andean Region Peru-Ecuador-Bolivia Based Peru    Jan 2016 – July 2019

Spearheaded all bottom-line success factors, holding responsibility for functions related to a $98M business, and directing a team of 480 employees, Cashflow including managing operations, and driving all business development, sales for Machinery , Consumables, Spare Parts, Services and aftermarket solutions and initiatives for Peru, Ecuador and Bolivia. Managed P&L, sales fulfilment outcomes, logistics, budget oversight, product tracking, OPEX, CAPEX and EBIT, ensured all functions aligned with EHS (ISO 1801, ISO 45001), and corporate compliance mandates. Reporting to GEM (Group Executive Manager, based in New York) and America´s President based in Santiago.

• Turn around the company results from 2015 EBIT -3,2% to 2018 EBIT  10,6 %. Increasing Sales Profit , selecting “must win” business , let bad business go , and reducing expenditures as mentioned above.
• Increase Sales 20,2%, 78 MUSD to 98 MUSD in 3 years, by setting Product Specialist with deeper product knowledge  and Customer processes in order to add value to the customers and help Salesforce to be reliable.
• I built a new offices (2,5 MUSD) and new Workshop with production line (18MUSD).
• Reduced expenditures 16% to 8.5%, increased productivity by 30% at the same period. Re thinking all the processes, removing redundancies , cutting unnecessary expenditure, and doing centralized cost control.
• Increase Rock tools Market share 25% in two year.  By selecting Customers who appreciated the added value ( cost per drill meter instead of cost per product unit)
• Conducted annual board of director meetings, and distributed detailed reports to stakeholders.

Managing Director, Gral Mger North Cone Colombia,Ecuador, Venezla Based Colombia March 2010–Jan 2016

Led the start-up of Sandvik’s direct operation and legal entity in Colombia, handling all contract negotiations, legal functions, and identified best operational solutions for the new business unit. Oversaw all business performance initiatives including business development, go-to-market , product launches, strategic planning for new branch, P&L, Cashflow, Sales, OPEX, CAPEX, EBIT etc . In charge of 42 MUSD business with 120 direct employees , EBIT 9,5%. Reporting to GEM ( Group Executive Manager based in New York) and America´s , Improved communications and motivation  in all the Company´s work teams. President based in Atlanta

• I negotiated and close contracts with the four existing dealers without any Legal contingencies for the company, and negotiated a successful JV with a local partner in order to open the new Legal Entity.
• Developed  Sales from 0,4 MUD to 42 MUD in 4 years, including  Machinery, Consumables, Spare Parts, Services , workshop , service contracts. By increasing sales force and training them, and developing a dealer network in Ecuador, Colombia and Venezuela.
• Increase Underground Loud and Haul Market share from almost 0% to 70 % in six years. Creating long term relationship with potential Customers , adding value to them and following together their projects.
• Increase Underground Drills market share from almost 0% to 60 % in six years same as above
• Increase Rock tool Marketshare from 7% to 35% in four years by signing cost /meter contracts with customers 
• I sold in 2017 the biggest Underground Machine Package in the Region 36 machines to Continental Gold, following the business from the beginning and creating value and trust, looking together with the customer the best technical solution for their needs.
• In 2017 I closed the buy back deal with the partner of the JV.

Business Manager for Argentina, Uruguay, Paraguay   Buenos Aires, Argentina             Dec 2008 - March 2010

Led all direct sales and business development initiatives, building relationships with dealers, and performing all financial operations, BUSINESS AREA CONSTRUCCION, UNDERGROUND AND SURFACE MINING, establishing all sales and expenditure budgets. Held responsibility for the productivity of 236 employees.  Established a business strategy for each segment and product line, included aftermarket management for Argentina, Uruguay, and Paraguay, setup and followed up lifetime care initiatives for machine fleets. In charge of  P&L, OPEX, CAPEX, EBIT. Aprox 68 MUSD, initial EBIT 4,5% final EBIT 8,5%. Reporting to Construction VP Latam based in Belo Horizonte, Brazil.

• Increased annual sales from $48M to $68M US, strengthened team force for business growth, during tenure, doing focus in aftersales support in order to generate customer peace of mind.
• Recognized for exemplary aftersales and service initiatives across the market. By reinforcing aftermarket skills with excellent technical knowledge people.
• 17 service contracts with positive profits during tenure. ( aprox. 7 MUSD) 
• Manage a multifunctional team given the environment and motivation to create disruptive ideas increasing profits by 7, creating several aftermarket products.

Regional Product Line Manager for Hammer Breakers Additional role to the principal (Territory Manager for Argentina, Uruguay, Paraguay) Reporting to Global Product line Manager based in Tampere Finland.

•Developed a successful dealer network, increasing sales 20% in a year , getting 5 new dealers in Brazil, 3 new ones in Mexico, 2 in Chile , 2 in Peru, and 2 in Argentina.

Regional Construction Business Unit Manager for Argentina, Uruguay, Paraguay, Chile, Peru, Bolivia, Ecuador, Colombia, Venezuela, based Chile/ Argentina                                                               Jan 2006 -Dec 2008

•Increased sales from 22 MUSD to 33 MUSD EBIT 9%, developing multifunctional teams by country to support the business, and developing a Dealer Net to give right support to the customers. In Charge of 126 reports and reporting to VP Latam. , Improved communications and motivation  in all the Company´s work teams.

Construction Business Unit Manager for Argentina, Uruguay, and Paraguay and Product Line Manager for Liebherr Mining and Construction Equipment & Services for Latin America (Sandvik was the distributor in the region) based Buenos Aires, Argentina                                                                             July 2004 to Dec 2005

•Increased sales from 2 MUSD to 14 MUSD profit 23% implementing Key Account Management Concept, and developing an Aftermarket portfolio that allowed increasing customer loyalty.  Reporting to VP Latam

•Liebherr business: I developed the business “ from the Scrach” by choosing the right Customer Segment Market and finding niches of opportunities in Industrial Market as paper, Scrap, material handling, etc etc increasing sales from cero to 20 MUSD. Reporting to Gnral Manager Liebherr Export based in Switzerland. 

Additional Experience outside  Sandvik

RPI SA                                                                                                                                                                              05-2002 / 06-2004

Business Unit Manager   Technical Sales to Construction Business and Mining   B2B  Sales  

I Increased sales from 3 MUSD to  5 MUSD  developing a new service/solution for the customers.

HOLCIM SAIC                                                                                                                                                               04-1998 / 04-2002

Sales Manager for Construction and Mining  (Cement, Concrete and Concrete Bricks) B2B Sales              

I Increased sales from 17 to 23 MUSD developing Concrete companies as main channel for Cement sales.

CURVASA SA                                                                                                                                                                05-1996 / 03-1998

Account Manager for Industrial Construction Sales. B2B sales 

I increased sales from 5MUSD to 7MUSD developing small and medium food producers offering good finance opportunities.     

VIALCO SA                                                                                                                                                                     01-1995 / 04-1996               

Infrastructure Developer 

Responsible for built infrastructure projects (Urbans drains, roads etc)

Teacher CENTRUM PUPC ,  B2B Commercial Management Program.                   

CHAMP. Change Management Program-  Stockholm School of Economics Executive Education 2012

Masters of Business Administration (MBA) - Business Management · U Barcelona/U Belgrano 2006

Dual Engineering degree, Const. Engineering & Civil Engineering · Universidad Nacional de LaPlata,1995.

Marketing and Management in Construction Industry- U Belgrano 2000.

Analysis of investment projects and business finance – U Belgrano 2002

More than 40 courses and training, if needed please let me know I will send them to you.