Ricardo Yates (in English)

Guided company strategies for the development and implementation of infrastructure in sales and marketing. Designed and built a clients and prospects data base. Bolstered sales via direct mail campaigns. Directed formulation of economical and technical proposals to major accounts.

Developed a strategic plan oriented toward the migration from a company selling boxes to one that offers services and solutions. Trained salesmen in consultative selling skills. Directed formulation of sales proposals to most major account customers. Managed the customer data base segmentation an

Managed the sales training programs for the affiliates throughout Latin America. Developed sales courses aimed at salespersons to act as consultants, creating competitive advantages. Designed Purchasing Finance Decisions a training course to enable salespersons in the use of financial tools such

Developed and implemented sales and marketing strategies to support complex projects among Xerox key accounts. Contributed to the recruitment, training and retention of consultative sales professionals. Developed financial models to determine resource need, prices and margins. Led a professional te

Led a team of Consultants offering document solutions and outsourcing services in the industry of EDMS (Electronic Document Management Systems), Workflow Systems, One-to-one Marketing, etc. Generated over $1.5 million in targeted business at financial industry, army, utilities, universities and depa

Developed a team of top sales professionals. Got the leadership in sales of IBM PCs in Chile (1991-1994) Managed team generating $3.9 to $5.4 millions in annual revenues with a mere 12 persons organization. Sold a CIM (Computer Integrated Manufacturing) Laboratory to the Pontificia Universidad Cató

Took the initiative, created and launched InfoLand, the first PC franchising network in Chile, which after a couple of years ended with more than 20 points of sales. Directed formulation of franchise and distributor agreements. Implemented a logistic system, market research and brand building eff

Prepared monthly and annual updates to the marketing plan and assisted in preparation of long term plan. Was responsible for reporting to Xerox Corp. headquarter. Implemented a customer help desk. Participated in the negotiation of contractual terms with Apple Computers, Inc. in Silicon Valley, CA t

Was in charge of planning, design and implementation of a Marketing Information System.

Responsible for the customization and implementation in Brazil of Order Entry, Billing and Accounts Receivables systems developed at Xerox Canada Ltd., Toronto, Canada.